Document 4vK8OGv34pkLqVDjBvppnErpa

The Chameleon. ?V - - VOL. III. Published on thcf Fifteenth day of each month by Th e Sh e r w in -Wil l ia ms Pr e s s , 3* Michigan St., Cleveland, for the interest and benefit of Th e Sh e r w in -Wil l ia ms Co /s loyal staff. JANUARY, 1900. No. 1 NEW YEAR'S REFLECTIONS. HE New Year affords a good opportunity for every individual, whether serious or otherwise, to call a halt amid the wild rush and whirl of the busy world, for sober, earnest reflection. 4im. It's an appropriate occasion to take an in % ventory, not only of ones material possessions, "Ir but also of ones immaterial possessions, those qualifications which have a higher value than the greatest material wealth. It's of infinateiy greater importance that our inventory should show the balance to be on the right side in the latter case than the former. We have had one more year of experience, one more year of opportunity. What have we done with it? Which way have we frown--up or down? It's certain we have grown one way or the other. Much has it been? Be honest about it. It's important that you should know. Reflect upon it before you enter on another year, for each year has its in fluence on the next. Face the situation squarely now, and decide at once Which way you shall grow in the year before you--forward or backward. Will you advance on the road of life, of success, or will you fall back? Think about U, You have the power to do which you choose. Very likely our inventory, if carefully taken, will show we have grown up in some ways and down in others. Some accounts will show a gain, some a loss. Then let us learn the lesson which the statement shows, and take precaution to strengthen the weak sides and fortify still further the strong ones. That's the purpose of an inventory. Life is a struggle. It's a continual warfare from start to finish. The strife is constant. A man needs to be a fighter, a bold, fearless fighter, and a hard titter. He must develop a strong arm, an iron will and a level head, or he'll go down in the contest. He must drill himself constantly, every day. He must keep his uniform and armour ever bright, ever ready. There's danger lurking on every side, and at the most unsuspecting moment you may be called upon fo defend yourself. Be ready. Every defeat is a handicap, every victory an advantage. The future of our Company depends upon the individuals working for it. Our interests are all bound up together. The actions of each one have an influence on the whole. We can't escape this responsibility. It's not on the ifcachincry. or the product which it turns out that our success depends--but N41549 v 2 THE CHAMELEON. upon our people--the v4living machinery." Therein lies our making or un making. The Company will grow up or down, will go forward or backward, just as the individuals about it incline. ' Is it not important, then, that we should reflect on the threshold of another year, and be sure that our influence is growing in the right direction? Great Gains for the First Two Months. 77NORM0 US is not too strong a word to extress the magnifi- cent gains we have made in the first two months of this great year. It is simply wonderful the pace we have set--it's gettingfaster and faster, andsteady, too, with all Full steam is up in every Division, in all Departments and on all territories, and the powerful engine of our mighty organization is throbbing and pulsing as it never did before. Everything makes way for this lightning express, and beholders look on with admiration and applause for our achievements. The gain for the two months is almost one hundred per cent. The business has marly doubled that of last year for the same period. The Central Division has more than doubled, the Western Division has more than doubled, the Eastern Division is well ahead and New England has more than doubled. Canada has made a handsome advance. The Trades Sales Department, Railway Sales Department and C. & M. Department show about equally in the general gain. We congratulate and thank all for the splendid efforts being putforth. Our anticipations- have been surpassed. The Oil in s. w. p. BY J. C. BEAHDSLEE. URING the convention I took ing a sample of Linseed Oil as we are D occasion to call the attention of now preparing it for use in S. IV. P. the representatives to some work that Since that time sonic of the rep\ve had been doing in the way of resentatives have asked for sample preparing oil specially for use in bottles, thinking to use them for the special ways, and particularly in show*- purpose of interesting customers and m nnn7_Q\A/D_nnni n THE CHAMELEON. prospective customers. They certainly can be made a strong talking point to show how we are doing things better thaja. the other fellow, and in as much as what was said with reference to the oil at the convention may easily have become obscured in the minds of those who were trying to assimilate and remember a large amount of information, it seems well to go over the matter again. In preparing this oil vve take pure, old, well settled Linseed oil; the same article that used to be the purest and very best linseed oil that was known. As a matter of fact, however, such oil without special preparation does con tain quite a percentage of ingredients which are really not part of linseed oil. Oil, even the oldest oil, contains a percentage of water. It always contains a varying percentage of mucilaginous matter and quite a number of unsuitable compounds that help to make the linseed less durable than it otherwise would be. All these defects our process of preparation overcome. It is not necessary to attempt to describe the exact process here, as it would be quite difficult to make it clear and free from tecnicalities, and there would hardly be sufficient gain to justify it. Suffice it to say that the oil is subjected to treatment that results in the precipitation of everything that is not linseed oil and that this piocess is variable in its duration, depending somewhat upon the character of the oil. The older the oil, the less extraneous matter there is to pre cipitate. While this operation is going on, treatment is also given the oil which neutralizes the clear yellow color, 1 `bleaching" it in other words, thus making it adaptable for the very delicate shades and tints. The oil is then left to settle for fortyeight hours, and the clear oil pumped into a storage tank. Linseed oil is peculiar in that it be comes necessary to age it again after any treatment to which it is subjected, even if the oil was quite old to start with. Consequently storage has been provided which enables us to give this oil at all times a suitable and necessary age before actually using it. There is no oil refined by any other process that is so limpid, so clear, so colorless and so entirely free from for eign matter of any kind as the pure lin seed oil refined by our process for S.W.P. If you have a bottle compare it with other so-called bleached or refined linseed oils and note the differ ence. If you hat'en't a bottle and want one to use in your work send for it through the manager of your Division. Manufacturing Trade and How to Get It. BEING A PORTION OF L. B. QUINN'S ADDRESS AT THE 19TH ANNUAL CONVENTION. HE average manufacturer's buyer, the best thing I could do was to T as I find him, is a very pleasant impress the buyer differently. Mr. gentleman to meet: but he is a veryJones, of The Brown Co., was there busy one. He is very friendly, how the day before, and sang him quite a ever. song along the same lines. If I wanted To use the expression of one whom to secure his attention, I found I must I called on, all paint men look alike say something original. This was to them. I soon came to the con from the standpoint of a novice. clusion, since such was the case, that I had behind me a house which 0007-SWP-000195311 THE CHAMELEON, stands in the front rank today in sonally, I think that the best place to original business methods. I told the cultivate the painter. I am free to buyer about it; I explained to him confess that 'social^duties along this our system of branch houses; I told him line are not always attractive after a about our conventions and our lunch hard day's work; but when we re rooms. I acquainted him with the member that this man is in a position careful and systematic manner in to make or mar our other efforts, I which our goods are manufactured, don't know that I can do more or and with our ability to give him uni- better work than that done with the form goods always. Personally, I painter. have always found that a detailed ac After you have secured the manu count of our Company's modem busi facturer's attention, you should hold ness methods has been listened to it. A systematic correspondence will with unfeigned interest. These buyers show you good results. I have found have a habit of grasping your hand in a carbon copy of my reports, to which a cordial manner, and thinking of I attach all papers and memoranda, a something entirely foreign. To get great aid. It is impossible to charge them thinking about you and in your mind with the small things which terested in you is a point well gained are bound to come up, and which you and it's an easy step from that to your will in time find very useful. An oc goods. casional letter will hardly show you In asking for samples, and that is results. I think it best to set aside a what we have to do in the manufactur certain time, say one day each wefek for ing business in order to match up going through these papers. Com what he has been using, I impressed mence taking up such matters as these him with the fact that it was not our memoranda suggest. For this reason, desire to secure a match from a I also attach a blank slip to my re manufacturing point of view and pro ports. I make a note of the date, duce similar goods, but to enable us and the next week I go over the re to understand what he was using, and port; if, in the meantime, I hajve re to improve on it. This brought me ceived an answer, I check it off. In to the painter. this way one keeps in touch with the The better side of every man, trade and holds the attention, and that, irrespective of what his walk in life gentlemen, is the secret of success in may be, is seen in his home, and per the manufacturing business. Buy S. W. P. When other paints are shown to you, Their virtues loud extolled, In terms and discourse oft untrue, With pretence bluff and bold, It may perhaps be wiser then To pause betimes and see If the guerdon be not greater, when You buy S. W, P. When summer suns do bake and bun) And cause your tints to fade And render hopeless each new turn, Each effort that You've made; Whtjii skilled endeavor ends in waste: And lost your labor be, {Through other paint procured in haste), Then buy S. W. P. J. H. Wil l ia ms . 00Q7-SWP-000195312 THE CHAMELEON. An Advertising Display for Hotel Rooms. R, E. S. Blanchard uses a hotel tion of the details the scheme can be M display for our advertising that easily carried out. must certainly prove a strong paint "The outfit for the display," Mr. Blanchard writes, "con sists of four nests of cans from the 25 pound ochre can down to % pint V.S. cans, including one pint varnish or Q. D. can ; two sets of show cards, one on thin paper, the other on the regular card; a curtain of canton flannel, about 7x15 or 16 feet; an "F" sign and boards complete; an MM-2, 3 and 4 ; an AA-3 and 1 ; the 1900 "E" ; two each of all small cards and an assortment of booklets. seller. The illustrations shown here tell the story pretty well and give a fair idea of what a new dealer's im pressions must be when he sees the array for the first time. The arrangement is so advantage ously made that every individual ad vertising feature is increased in value. One-half the effect of any attractive thing may be easily lost by displaying it badly, and all know that a store counter or the bed, chairs and tables of a hotel-room are very poor display racks. If you are after a strong argument and want to make our advertising count for all there is in it. we advise coyping Mr. Blanchard's method. With the illustrations and Mr. Blanchard's descrip "The side wall display is arranged by having the hotel porter put in sufficient sample table boards, about 9 feet long, stand ing on end, to serve as a background upon which to tack curtains. This tacking may be done to best advantage by using ordinary brass headed up holsterer's tacks, or "thumb tacks" that the office will supply. The porter 0007-SWP-000195313 6 THE CHAMELEON. can also arrange the display rack for the cans and counter display cards, leaving you only the work of setting up the advertising. "The "F* sign should be cut in two and hinged for convenience in packing. It can be hung by having two screw eyes inserted in the cleats at each end. about i *4 inch from the top, these screws should go in on the side of the cleat so as not to interfere with "F" folding together. The 1900 "F" should be packed in can ton flannel or cheese cloth to pievent rubbing, and the slats should be pack ed in cheese cloth, with strong paper outside. {`This entire outfit packs in a trunk the inside measurements of which are 11 in. high, 19 *4 in. wide and 34 in. long. It has a partition that is re movable, running through the centre of trunk lengthwise, on one side of which the four nests of cans fit nicely and on the other the "F" with an Enamel Paint case to keep it from sliding and marring. The pint varnish can goes nicely inside this small case. "The tray fills the entire trunk above the tops of the cans and affords room for all the rest of the display and some stock of advertising for distribution. The "F" boards and curtain fit in that part of the trunk above "F" sign, helping to make everything nice and snug." As Seen on the First Trip Out. AST month a letter was sent to the representatives of the Company asking L them to tell us what " impressed them most on their first trip out this year." With new lines of goods, new advertising features, new enthusiasm and a new year before them the representatives must often receive impressions on the first trip out that later in the year seem less significant and pass without special remark. If we could bring all these various impressions to a focus in Th e Ch ame l eo n they would make valuable reading. We have but a few to present, yet they are an interesting collection. Let us have more of them next month* We fear oui letter was not sent out early enough to give all a fair chance to reply, and we want to hear from every man on the road. Fifty words will give us the facts. What do the new men think ? With convention echos ringing, it seemed as though no influence could add to the confidence already instilled that this was to be a greater "banner year'* for the S-W. Co. It was when I tried our ammunition for 1900 that I knew I had not missed the markand I am only waiting to have done with the counting. All along the line our agent friends declare that they are going to beat out their record in S. W. P. for 1899. The new " EM is welcomed as was the Prodigal Son, and as to the entire advertising I can best express the general comment by quoting the words of a new S. W. P. agent: " Well if you do all this for us we will just do the rest." Allow me one word for our varnish and I am done: "Cin c h !" The trade have long looked for a reliable varnish, and I can tell you that my first order (156 gallons) was because The S-W. Co. label on the outside is a sufficient guarantee for the quality in- i 0007-SWP-000195314 1 THE CHAMELEON. 7 side. f .earned facts are keys for future I acts. L. W. Ba r n e y . * W hat impressed me most on my fir^t trip out this year" was the anxiety which ihe customers felt in buying goods. They all seemed to want to gel aboard before another advance look place. New people were pleased with the general line of advertising. The old undo rejoiced when they saw the new K ' ' and without an exception were greatly pleased and felt it was going to he a big paint seller. Varnish comes in for considerable notice. The Kopal assortments seem to fit exactly-- jusi the very thing and quite a num ber placed their orders early. More, main more, are coming. Ma t t . M. Smit h . The now advertising makes a great hit in No. 6 and has helped me out several limes. Kopal is sure to be a winner. The agents seem to think the> will be right in it this year. C. H. Ric k e t t s . November and December have been very satisfactory. More than pleased with the business so far. Feel quite confident the business will be very large this year. New agents coming in ami now is the time to push. 64Do il now.5" Work while the day is dawning and we'll get the business while the other fellow's yawning. D. E. Fis h e r . Business is certainly good in Florida and the people are beginning to find out that the best is always the cheap est. Those who have already had a taste of S.W.P. are now asking for more and telling others about it, there fore I am selling paint. 'The East and West Coast of Florida will begin to look bright with S.W.P. as soon as the orders which I have turned in since Nov. 27th can be shipped. Our advertising and good goods are what sell the paint, and even down here, where the people have had the reputation of wanting low priced paint, our prices are all right, and before long all the dealers will want the paint that 4 4 covers the earth." In one town where we have an agent the other dealers are going out of the paint business because they have no calls for any other paint ex cept S.W.P. Wm. B. Ha ig h t . There are so many features which impress me that I have been doubtful where to begin. I feel encouraged for the new year by the fact that the general excellence of our products seems to be so well understood, and I find in my territory an increasing de mand for a better article than con sumers have been using in the past. The best advertising feature to my mind is the iC E," as it reaches a de mand which the salesman cannot reach, and I am sure it will increase trade whenever the agent can be in duced to use it intelligently. Most of our trade think our advac e in price is perfectly natural, and only a necessary result of the present market. M. B. Ro b e r t s . I certainly feel hopeful for the best results this year, because 4`nothing succeeds like success," and that we are successful no one can deny. We have the confidence of success; we are getting the business. The last meeting at Cleveland braced us all up I think. At any rate I have found it much easier this year to se cure new agencies. I can't say that any one line takes particularly well 0007-SWP-000195315 8 THE CHAMELEON. , with my trade. I try to work them all and generally where I get one I get ail or nearly all of them in. The new "E" is the best feature of our advertising line this year in my opinion and I believe it will largely increase business. The new fence signs are very well thought of, every one pronouncing them fine. The quality of our goods, backed up by our advertising are the best arguments I have found with which to secure new agents. I have had very little complaint about advance in prices; in fact only one case that caused me any apprehension and that was way back in August. I have since secured that agency's stock order for this year, and have the satisfaction of having heard them say "the advance is all right. M. B. Mil l s pa u g h . Spring orders two to four times larger than last year in most cases. Everyone delighted with the new "E". Most everyone has bought Kopal or some other varnish of our make and much pleased to buy of us. Carmenta is wanted, but no large demand. Almost no kicks on prices and many compliments on the few changes on shelf goods. L. J. Fa s q u k l l e. "What impressed me most on my first trip out," was the cordial greet ing given me by our agents and dealers. While in our line, as in all others, occasionally I went against a dealer who was a little frosty, he always got in line after a better acquaintance. Occasionally I* would find a dealer who was a little sore on account of the advance in prices, but when they were asked which they would rather see, the price advanced, or the quality of our goods lowered, they always said, "Keep the quality up." W. F. Ga l l in g e r . Our unique method of advertising as well as the high quality of our goods does two-thirds of the talking with the new agent. I find all our old agents very enthusiastic and anxious to see the painting season opening. So far nine new agencies open. P. Z. R. Vin c e n t . The 1900 advertising impresses all agents most favorably. All welcome the new shades of S. W. P., many saying it completes our line. The 1900 UE" seems to excite more general approval than any other one feature. When ail are so good it is most difficult to particularize. The new "MM-4" also pleases all who see it. Ed v v . S. Bl a n c h a r d . Agents on ray territory are enthusi astic about S. W, P. and are putting heart in the work to make 1900 the banner year. The new advertising features are an inspiration to many to become more active advertisers, for they see the possibility of increasing trade. Speaking of the AA-4 sign one agent said, "I must have that," and this is the opinion shared by many as evi denced by the fact that nearly every agent called on has purchased one. I note the most successful;agents are those who advertise and take ad vantage of every suggestion to attract and reach the people. W. S. Fa l l is . i 0007-SWP-000195316 THE CHAMELEON. 9 A Prize-Winning S. W P* Display. HE photograph which we repro Covers the Earth. " Behind, the T duce here was sent us by The banner read, "The I.awrence Paint Lawrence Paint Co., of BinghamtonC, o. ,84 Exchange St. ' ' Near the front, N. Y. It represents their "float" in over the front wheel on each side, we the Labor Day parade of last year. hung one of your "Cover the Earth" The idea is splendidly worked out and oil cloth signs. The Lawrence Paint Co. deserves "We were given the head of the great credit for originating so unique line and everyone voted it the finest a display. Mr. E. J. Lawrence, rig in the line of parade which was V. : j- ir The Lawrence Paint Co's Prize-Winning Display. Manager, writes as follows in regard to it: "Four milk white horses were hitched to a break, in which sat six painters dressed in white suits and black caps, with a gallon pail of S.W.P. held on the knee with one hand, and a large paint brush in the other to keep the flies off the fellows ahead of them. We also had a bugler to sound the call to arms, "The writer sat with the driver holding a large white streamer with the letters "S.W.P." in red that he kept swinging to the breeze. On each side of the break we had a banner reading,"The Sherwin-Williams Paint over a mile long. A prize had been offered for the best appearing organi zation in line, and this prize was captured by the painters. "We hope it will pay as an ad, and that we shall increase the sales of S. W. P. as a result of it." The Lawrence Paint Company has handled our products in a large way for several years past. Their present store is located at. 84 Exchange St., to which site they moved in 1897. It is located on the Binghamton Public Square, opposite the Court House, and its prominent position gives them every opportunity for most thoroughly 0007-SWP-000195317 10 THE CHAMELEON. Salesroom of The Lawrence aint Co., Binghamton. N. Y. advertising us in that part of New York State. The interior of their well-arranged store, shown here, speaks for the character of their business and their methods. They do the largest paint business by all odds in Binghamton, and their steadily increasing trade in our pro ducts for several years past is con- elusive evidence that they are getting full returns for the push and enter prise which they show in advertising our products. Their genial Manager, Mr. E, J. Lawrence, is a thorough believer in handling only the best, and his success in building up a large paint business in Binghamton he at tributes in no small degree to the as sistance which we have given him. Keep Posted On Our Literature. IT'S important that every representa you read and re-read it frequently. tive should keep himself thoroughly Think hard about it as you jread. familiar with all of our advertising Study it. Get it off by heart, so you literature. can bring up the points and arguments No doubt you have all read it once. at the right time and in the right This is not enough, You'd miss a place. great deal of its helpfulness unless Remember this literature is meant 0007-SWP-000195318 THE CHAMELEON. 11 for your good as well as for the prob able buyer of our products. One of the oldest and most success ful of oui\ representatives told the writer recently, that it was his habit when traveling on the train to get out some of our booklets or other adver tising matter and study them and get their contents off by heart. Here is a man who has been with us a long time and is familiar with all our pro ducts and arguments, yet he says he can find new ideas and get fresh in spiration. by constantly studying our printed matter. It's just such pains taking, interested attention as this that has made him successful. It'll do the same for you. Unless you are very intimate with all we publish you will neglect to order, our printed matter, where it might bd sent to good advantage. Our advertising is gotten up with the greatest care and at large expense. It's an important part of your duty to be well posted on it, and to order it on your town reports or by other means. Bear this well in mind-. Have you a copy of each of oar booklets,- pamphlets and other printed matter with you now? Look and see* If you are short anything, send for it. You should have a supply always with you. You have a list of the booklets in your "Salesman's Handbook" foi reference, and you ought to. know just what, part each one plays in our advertising scheme, so that you can help distribute them intelligently. Getting Aboard. LL'S well that ends well." The Railway Department fin ished the year of 1899 by entering orders as follows on the last two days: Deo. 29, Dec. 30, Liquid Galls. 2,130 9,609 Q. D. Pounds 2,500 2,215 Paste Pounds 1,250 5,660 That ends well. 11A good beginning makes a good ending." Orders entered in the same depart ment from Nov. 1 st to Jan. 1 st cover as much material as was ordered last year up to March 24th, and the year preceding up to April 13th. That's a pretty good beginning. There are still a few salesmen who are not aboard. To be sure the train . is running at a high and accelerating speed. Nevertheless, any one who flags it with an order, large or small, can stop it long enough to get aboard. We are a big crowd and good company. Join us. E. M. Wil l ia ms . 0007-S WP-000195319 12 THE CHAMELEON. EDITORIAL How, not What. The hurry of American life is re sponsible for a great deal that is un desirable. It robs us of sleep and recreation, it racks our nerves and wears out the brain tissues, it impairs our digestion and makes us careless of the courtesies of life. But as sad as any of these in its influ ence on the general trend and tone of our living is the fact that we become more intent upon what we do than on how we do it. We make mere bulk and volume the measures of our achieve ment. Our standards are all quan titative. It's the highest building, the biggest ship or the richest man that commands our admiration. We rush on at such a mad rate that we pass over a hundred things better worth the getting than anything we'll have in the end, and though at times we are quite sanely conscious of this fact, we go on rushing just the same. The crowd hurries and we hurry with it, almost in spite of ourselves. Once in a while some man leaves tjie race and shows us what can be cjone by living slowly. And here and tjiere some failure shows us the folly qf living in haste and putting quantity above quality. V The other day a man became bank rupt who manufactured books on probably the largest scale ever known. In the size of output and the rapidity of work he undoubtedly held the palm. His "factory" was in the largest city in the country. He printed, bound and placed on the market a large edition of a new book every week. He set his type by machinery, ran the sheets off on high speed press es, and had the books in the shops before the paste was fairly dry on the bindings. It would be interesting to say how rapidly they were sold, but the record doesn't go that far. But there is another book maker in America who is winning fame and wealth by doing things in just the opposite way. His shop is in about the smallest town he could find; the human hand does all the work there; he brings out only a few books each year, always in very limited editions. There's no hurry with him and no feverish desire to do a hundred things where there's only time for one, if it's done well. " Life without industry is guilt," he says, "but industry with out art is brutality," and art isn't ex pressed in figures, you know. We are too apt to forget, in this rush of ours, that the mere doing of things is not enough. It's the 4 4 how ' ' and not the 44 what" or 4i how much" that puts the true value on achievements, and constitutes great ness. Always Learning. Life, from beginning to end, is an education in living. The whole world is a school, and experience (not past, but present) is the teacher. The wisest men, from Socrates to Emerson, have been those who frankly confessed their ignorance, and their willingness to learn from everything and every body; and they maintained this at titude to the last. The man who says, "I know it all," or "You can't teach me," is already a back number, and will soon be left hope lessly behind. This truth applies to each one of us individually, and in our business as sociation as a company. We must learn, as well as grow. We are con stantly being confronted by new duties, i 0007-SWP-000195320 THE CHAMELEON. 13 new trade conditions, new emergen cies, all of which must be met in new and different ways. Past experience is.not even a guide, in the sense of being a leader, it is often no more than a mile-stone, or at best a finger-post showing the right direction, but which we must leave behind in our onward and upward progress. It would be a great mistake to look upon our Annual Conventions, and our monthly issues of Th e Ch a me l e o n , as institutions for mutual admiration. They must be educational, or nothing. What do our rivals know that we do not ? What do our customers want, that we haven't ? . What lines of paint are not giving satisfaction ? What methods of work in office or factory are not yielding proper results ? These and many other 'questions need to be asked and answered con stantly, if we are to increase in wis dom as well as in stature. Mo n t r e a l . * Unfortunately we could not bring this first number of the new volume out on the regular date of issue. The presses of the P. & A. Department were stopped for two days, at such a critical point in our work that Th e Ch a me l e o n was obliged to give place to some very important advertising features then in hand. X OU cannot keep a determined man from success. Place stumbling-blocks in his way and he takes them for step- ping-stones, and on them will climb to greatness. Take away his money, and he makes spurs of his fo?terty to urge him on. Cripple him, and he writes the Waverly ISFdvels. Lock him up in a dungeon, and he composes the immortal "Pilgrim's Pro gress/' Put him in a cradle in a log cabin in the wilderness of America, and in a few years you will find him in the Capitol at the head of the greatest nation on the globe. Would it were possible to convince the struggling manhood of today that all that is great and noble and true in the history of the world is the result of infinite painstaking, perpetual plod ding of common every-day industry.--Orison Swett Marden. 0007-SWP-000195321 '4 THE CHAMELEON. BRUSH MARKS Central Division Notes. Mr. Fasquelle has been taking or ders up in Michigan for ist Quality Oil Colors in barrel and half barrels. One of these orders of his is probably the largest for that line of goods ever received at this office from one con cern. Mr. Matt M, Smith spent Christmas with his family and worked territory No. 3 from the office for a day or two. We were very glad to have Mr. E. S. Blanchard run in to see us for a day. Mr. B. reports the prospects for business on territory No. 2 un usually bright. Mr. Clarence H. Ricketts spent a day at the office and is enthusi astic qver the possibilities which have thus far presented themselves on ter ritory No. 6. On December 15th the meeting of stockholders of the Company was held at this office and on Dec. 30th the meeting of Directors. At the latter meetiiig Mr. E. M. Richardson was appointed Director. The congratula tions of the entire staff are extended to Mr. Richardson. month the Box Factory and the P. & A. Department were inspected on the regular day. The day follow ing. the Factory and G. O. were in spected by Mr. E. P. Williams, Mr. J. C. Beardslee and Mr. A. M. Parks. A very interesting letter has been received from Mr. C. F. Pratt that seems to show he is in good health and spirits. He has a splendid faculty of observation, and filled his letter so full of entertaining information that we regret there is not space to print it in Th e Ch amel eo n . Mr. Pratt wishes to be remembered to all the staff. The General Manager left for New York on the 7th, After a few days in the Eastern Division he will go to Montreal, returning to Cleveland about the middle of January. Western Division Notes. Mr. Weare left in December for an extended trip through Old Mexico. We have every reason to believe that by January 20th we will be in position to fill orders from the new Kansas City house. Goods to the extent of several carloads are in transit at this writing. Mr. W. B. Albright was at the office on December 30, in attendance at the meeting of Directors. ` ------ Inspection day comes regularly the first Tuesday of each month. This Miss Clark was called home De cember 17 th through the serious illness of her mother. We are pleased to say that the invalid is now convalescent. -----Our usual annual letter was sent Work for new agents. 0007-SWP-000195322 THE CHAMELEON. *5 this season. We hope that this means that the efforts our representatives have made to make an advertiser out of each individual agent have begun to bring results. out December 28th, over the signature of the salesmen, requesting stock orders to be sent in direct from those agents desiring to take advantage of the discount in spring orders. Re sponses are received in about the same proportion as in the past, but there is a tendency on the part of the buyer to purchase liberally and to embrace the general line of products in his order. This is at the same time both gratifying and encouraging and is indicative of the appreciation of the condition of the market on the part of the dealer. Mr. Eames has returned to Chicago alter an extensive visit to the Pacific ('oast ami the South. The Chicago office is experiencing an unusual degree of activity for this season of the year. This is due very largely to a necessary increase in the force, for the purpose of sending out large quantities of advertising and the addition to our staff of traveling rep resentatives for an unusual volume of business. That part of the office formerly occupied by desks for the different representatives has been set aside for the use of new clerks. Mr. Jas. G. Welland left January 14th to take up his new duties at Kansas City. All of us wish him success. The orders for The S-W. Co. Varnish received up to this time have been liberal and are sent in from every territory. The reports obtained from our representatives lead us to believe that all of our customers are gratified to be able to obtain this line of goods from us and under our name. Mr. J. --Worker' Ward is still in this Division devoting his time to some of the new representatives. He is at present with Mr. Gallinger having finished with Mr. Yearsley January 1st. At this early date we have received numerous inquiries from agencies re garding features and the extent of the advertising we propose to follow out Mr. Webber spent a portion of the holidays recuperating at West Baden Springs. Eastern Division Notes. We write the year "1900" with stronger confidence in our products and a more hopeful enthusiasm than ever before. Our trade since the convention has opened with great Push KopaL 0007-SWP-000195323 i6 THE CHAMELEON. encouragement. We have secured past and set high models for the nearly double the number of direct future. orders we did in the same time a year ago, and our representatives on every Canadian Division Notes. s single territory write of good pros Our General Superintendent spent pects. Our increased number of new a few days with us last month, and re S.W.P. agencies is a most hopeful turned home via New York. He feature, and we believe that the other found it necessary to purchase a pair Divisions of The S-W, Co, are meet of rubbers when here owing to the ing with the same success to even a wintery weather! more liberal degree. We were pleased to receive a short Our quarter-pints Family Paint visit from Mr. Richardson again, the seem to be taking well. We put in first time since his illness, and we were what seemed to be a fair supply, but glad to see him so much improved. already have had to re-order a second His visits are always looked forward time. to with great pleasure by all, not only for his genial personality but also for Our new Q, D. Century Red prom the nice railway orders ho always ises to be popular. We find it fits in hands us before leaving. a good many places. Messrs Lacasse and Vincent were Dry Vermilions seem to have started both here and remained until after the on a boom with our dealers' trade, first week in January. They have and our new Carmenta takes we/ll. both made a splendid beginning, and feel very enthusiastic about 1900 beat Mr. Soverel is laid up with a sprained ing all previous records. knee, but we hope he will be about ( again in a few days. Mr. Ballantyne left for Halifax and St. John, N.B., about the 10th of Jan We cannot help being full at this uary, to meet Mr. Donnison, and will time of good New Year resolutions, be absent for about ten days. although we have never believed in carrying more mortgages of this kind Business keeps up well for this sea than results would be likely to war son of the year. rant. We do, however, regard the We received a letter from Pte Jos. year igoo, which, by the way, is a F. Gorman, written on board the SS part of the present century, as big " Sardinian " on the way to South with promise as well as opportunity, Africa. Mr. Gorman was formerly and we believe the successful man one of our packers, but left with the must be in it, as well as of it. We Canadian contingent for South Africa. must make larger sales. Expansion is There is also with this same con our rule. We must far exceed the tingent W. Wilkeo and R. Price, both How many new agents have you secured? 0007-SWP-000195324 THE CHAMELEON. S. W. P. Covers the Professor. 1 ( )i Professor Glasses--Give me that Now, as I swing mv hand, you pail of S.W.P., James, and I'll will observe that when it reach- give you an illustration of that es it's highest point the pail wonderful principle we call will be upside-down, but not a ``centrifugal force." drop of the paint will be spilled. --Adtxf>ied. of whom were formerly in our Packing Department Mr. Gorman reports that all are well, and looking forward with a great deal of interest to their arrival in Cape Colony, as they are eager to get to the front. We received an inquiry for "Paint Points" taken frqm a paper published over two years ago. It's pretty hard to limit the life of a good ad. One of our Christmas turkeys went to Mr. Wm. L. Ross, brother of our Mr. Ben. D. Ross. The following letter was received in acknowledg ment : Hamilton, Ont., Dec. 17, '99. The Sherwin-Williams Co., Montreal. I have the pleasure of acknowledg ing receipt of your kind letter of 20th inst., and the safe arrival of one of the primest turkeys, in quality and quantity (with cranberries), which we have had the pleasure of partaking of. Like your paints, the turkey "filled most, and looked best,*' as you said, but, unlike such paints, it did not "last long"; however it was duly honored by being disposed of in a house covered by your paints. I have written Ben to redouble his efforts to bring his territory well to the front this year, and trust he will con tinue to merit your regard. Yours very truly, Wm. L. Ro s s . New England Division Notes. Our representatives are now hard at it and we expect the first quarter to prove a hummer. They were all in for the holidays and reported every thing promising on their territories. How many cases Kopaf have you sold? 0007-SWP-000195325 is TIIE CHAMELEON. Business good. The old year closed with a rush, the last week showing a gain of 161 per cent over correspond ing week last year. We are now busy getting our new quarters in order and are pretty well settled. One of our painter friends reports that with one gallon Gloss White he covered over 800 sq. feet, one coat. Varnish business coming. One of our best S.W.P. agents put in an order for the full line. It was a nice one. Pacific Division Notes. Our stockkeeper, Mr. Angell, went out the other day to buy some hard ware which we required for the ware house and landed a customer. This Division is to be known as the Pacific Division hereafter instead of * ` Pacific Coast Division.' ' We do not intend to limit the field of our opera tions as the old name would seem to indicate. Our first carload of stock, shipped from Cleveland on December 9th, arrived here December 28th. The second and third cars shipped have also arrived and are being promptly transferred to our warehouse. A Big Hit. We have made a big hit with "Kopal." It has '`caught on." We expected a ready sale for it, but so far the results are beyond our anticipation. Mr. Parsons who sold in almost every place visited on his way to the Pacific Coast says. "It's The accompanying photograph of the re sults of the recent earth quake at San Jacinto, Cal., shows the hard ware store of out S. W. P. agency there, E. Mead & Co. While badly shaken up, as you can see,they recovered their poise and equinimity, and gave us a good order for The SherwinWilliams Products. E. T. Pa r s o n s . Ix)s Angeles, Cal. Kopal, SELL IT. New agents, GET THEM. 0007-SWP-000195326 THE CHAMELEON. 9* the easiest. thing I ever sold and is a splendid wedge for introducing the other lines of varnish. 7 Mr. Fasquelle leads in sales and h&d up to the 1st of January placed 24 assortments. Mr. Fasquelle has always been very suc cessful in introducing a new line, be cause he himself gels interested in it and has the ability of imparting his own enthusiasm andt confidence to others. f There is no article we have ever put on the market that better deserves your confidence, that better deserves your attention, than Kopal. Do not lose an opportunity of getting it placed in every town you call at. If you haven't placed much yet go at it again. It'll prove a winner to you and your agents, help your sales and theirs; help our reputation and theirs. Let us have larger and larger sales as the season advances. Record of New S.W,P. Agents* The great efforts being put forth for securing new agents have so far met with most encouraging results. We have never had anything like the number of new agents on our books at this time of year. The new men are doing good work in this direction and the "old fellows" will find themselves hard pressed to keep in the lead. On some territories there are still blanks, but the year is young and we expect when another month passes, every territory will show a goodly number of new agencies. Now is the time to get them in line, so they will be posted on our goods and methods when the spring trade opens up. The fixst position in each Division up to Jan. 1 st is occupied as follows, and we offer hearty congratulations to- these gentlemen: Canadian Division, R. Vincent, 7 new agents Western Division, K. S. Donnelly, 6 new agents. Central Division, L. J. Fasquelle, 5 new agents^ Eastern Division, M. B. Millspaugh, 5 new agents. New England Division, E. H. Webster, 2 new agents* Pacific Coast Division, -----------------------0 new agents* A Good Thing Put to a Good Use. There are times when even the best of salesmen does not care to make a call, because he does not feel like talking--is not in the mood for it, and argues that he cannot, at such a time, do justice either to himself or to the house which he represents. An old veteran may hold that, in such a case, it is worse than useless to make the call. There are points on both sides of the question. Granted that he is right, however. In order to save time, the best thing to do is to cast about for the speediest cure for that mood. Let him take up a copy of Th e Ch a me l e o n and start to read. As a mood-changer it has no equal, on every page there is something which makes one feel like being up, and out, and at 'em. Before he has finished that's where he will be, A Happy and Successful New Year to Th e Ch a me l e o n , and to those Every new agent means a victory. 0007-SWP-000195327 20 THE CHAMELEON. whom we have to thank for its exist ence. Le w is M. Wil l ia ms . Visitors to the Cleveland Plant. December 18, 1899.--Wm. T. Ful ton, Secretary and Treasurer of The Richland Buggy Co., Mansfield. Ohio. Mr. Fulton expressed himself as very much surprised with the extent of our plant, and complimented us highly on the evidence everywhere of thorough organization and system in our work. December 27. 1899.--Mr. Max. Pooler, Austin. Minn; Rev. F. W. Smith and his son, Boston, Mass. The Rev. Mr. Smith, who was conducted through the plant by Mr. Sherwin, after making several remarks indicat ing his surprise at the immense size of the plant and the general condition of cleanliness everywhere manifest, said that what really impressed him the most was the fact that each and every one of our employes whom he saw dur ing his trip, was busy. "Not an idle man, woman or boy in the whole place.77 December 28, 1899.--Mr. Waite, connected with H. J. Willment, our agent at Plymouth, O. Mr. Clark of Clark & Birrell, Kins man, O. Mr. Pooler, of Austin, Minn., who is attending Case Scool of Applied Science of Cleveland. January 3, 1900.--Fred H. A. Hahn, a dealer in paint in Toledo, 0. " Will come again and bring my friends.' ' C. D. Morck, manager Twin City Paint Co., Minneapolis, Minn. Mr. A good window by T. W. Davis, Ripley, Ont, Morck, who is a native of Nor way, has been selling our paint in Minnesota for several years. A more enthusiastic agent never favored us with a call. He has been a careful reader of ;iThe S, W. P." and was therefore familiar with many parts of the plant. It is needless to add that he was intensely interested in all we had to show him and that he believes he is now better prepared than ever to " sound the praises " of S. W. P. New Years Greetings Appreciated. The Sherwin-Williams Co. Gentlemen:--I wish to thank you for your very kind New Year's Greeting and l sincerely trust your wishes will Kopal is a good thing--Push it along. 0007-SWP-000195328 THE CHAMELEON, 21 be carried out, far beyond your ex pectations. Returning to you all the compli ments of the season and the wish for further prosperity, I remain Yours very respectfully, YV. B. Wis e . The Sherwin-Williams Co. Gentlemen:--It is with great pleas ure that I embrace the opportunity to wish you all " A Merry Christmas and a Happy New Year/' and also add the wish that 4 4 may a bountiful suc cess attend your efforts for the new century." Yours very truly. J. H. Va n c e . The Sherwin-Williams Co. Gentlemen:--I beg to thank you for your very cordial New Year's Greet ing and wishes received a few days ago, and I heartily return the same kind greeting and wishes to you. It has given me great pleasure to be associated with your great business family, and I assure you that what is faithful to you is my desire to give. Hoping for your very acme of pros perity this year, I am Very respectfully yours, Ar t h u r I. Fr a n k l in . * In view of the general increase in business in other departments it is interesting to note that the P. & A. Department is in Line. The work for 1900 in the printing office alone shows a big growth. Printing orders received from Nov. 1st to Jan. 13th, 1898, 556. Nov. 1st to Jan. 13th, 1899, 659. Nov. 1st to Jan. 13th, 1900, 802. A Drummer's Dreatft. BY "JACK*'. V.rOU know, boys, Convention week territory. It had every appearance JL cannot be called a picnic. With of being a large and populous place, sessions commencing at 9.30 o'clock and wras surrounded, much to my in the morning and lasting until 5 in astonishment, with a high wall, in the evening, with only one short in which there was only one gate. This termission for lunch, it is constant gate was closed, and work all the time. It is hard work, fortunately for me I too. and when Saturday evening ar did not try to gain rives and the farewells have been admittance, for I said, a tired, but jolly, lot of men take soon learned that <^2 their seats in the Pullmans. while it was easy to Is it any wonder, then, that I, a new get in, it was impos man and utterly worn out in body and sible to get out. In mind, should fall asleep and dream of answer to my knock Cleveland, S.W.P., Varnish and all a man appeared, the other things relating to our busi ness ? I am not ashamed to say I did dream, and I want to relate one part in as few words as possible. T thought I had just started out on my spring trip and had arrived at a whom of course I did not know, but I seemed to have some vague recollection of having seen his face somewhere. He was genial, and without doubt a man of business, and it was soon city which I did not know was o.n my evident had a thorough knowledge of X5 0007-SWP-000195329  22 THE CHAMELEON. ihe world. In the course of our con another city, much larger and more versation he informed me. among important in every respect than the other things, that he was born in San other. At the gate I met an old man. Francisco and raised in Chicago. He evidently from the Province of Quebec, had traveled all over the United States, who knew me at once. He told me he bat knew nothing of Canada, in fact, had been waiting for me many years, I had never heard of such a country, and was glad I had come at last. He which I thought strange. He asked had heard of S.W.P. through some of me in a most polite and courteous the people who had used it in other manner my name and business, and I days so successfully. told him I was selling paint, and showed him my convention button. I naturally asked him what my pros pects were of getting an order, and he smiled and replied, "Young man, you "We use only the best here,1' he said, "and I will give you an order to start with of 10,000 gallons Gloss White." are all right, you have nerve, you I was just about to show him our represent a fine house, but I must tell new "Covers the Earth" sign when you that your goods arc too good for the brakeman went through the car this place. The only paint my people shouting, 44Buffalo", and I woke clamor for is water paint, and I hope up. What a come-down! I tell you, to see my way clear to buy some boys, it was tough. Dreaming of SOOD." heaven, only to find Buffalo I I felt I thanked him for the interview, like asking someone to let me off, I gave him a cigar and continued my vowed then and there, to keep 4`wide r journey, consoling myself with the awake" in future: and the next time thought, that there was only one place such an order is offered me, I hope it where S.W.P. could not be sold. won't be "a dream". Shortly afterwards I arrived at Montreal, Dec. 20, 1899. The Characteristics and Uses of Zinc White.* BY BLANC DE NEIGE. 1 INC White, whether produced by weighing about 60 pounds, as com Zi the French or the American pro pared with 180 pounds for the latter. cess, is a snowy white, impalpable Under the microscope it proves to ; powder, with a specific gravity of be composed of very small particles, 5.6, thus being specifically much while the ultimate particles of white i lighter than white lead, of which the lead are comparatively large. This gravity is about 6.47. It is also much fact accounts both for its great volume bulkier than white lead, a cubic foot and for its excessive capacity for ab * This is the last of two articles on 2inc white written specially for Th e Ch a mel e o n . "Blanc de Neige" is the nom tie plume of a sorbing linseed oil. To grind zinc white into the paste form it requires about 22 per cent by weight of oil, well known writer who has given particular attention to the study of zinc and its uses. "The Manufacture of Zinc White" ap peared in the issue of December, 1899.-- Editor. while to reduce white lead to the same condition requires only about 8 per cent of oil. When reduced to the form of liquid paint ready for the 0007-SWP-000195330 THE CHAMELEON. *3 brush, the zinc white paint Will con tain about 45 per cent of oil. the white lead about 30 per cent. The volume of the zinc paint will also be very much greater. Furthermore, since white lead consists of a varying pro portion of the hydrated oxide of lead {from 25 to 40 per cent) combined with lead, carbonate, and since all hydrated oxides of metals act as caustic alkalies, the white lead con tains an ingredient which strongly attacks the linseed oil and forms a lead soap therewith. This accounts both for the easy working qualities of white lead and for its lack of dur ability--the oil, on which the dur ability of any paint largely depends, is saponified and destroyed by it. Zinc white, on the other hand, is a stable oxide, which at ordinary tem peratures, is incapable of combining with oil to form a soap. Zinc white, in other words, is practically an inert pigment, and owing to its finely divided condition, is a voluminous absorbent ot oil. This oil-carrying capacity may be illustrated in another way. White lead in the condition of prepared paint will cover less than half as many square feet of surface as an equal quantity zinc white in the same con dition. Zinc white is also quite as stable in the presence of the chemical colors as in the presence of oil, while white lead, owing to the fact that carbonates are easily decomposable and to the additional fact that hydrated oxides are active chemical reagents, is prone to combine chemically with almost anything subject to decomposition. Thus while zinc white remains un affected by the acids in water, by sulphuretted hydrogen, the products of combustion, etc., white lead is very sensitive to them, and as such emanations are everywhere present, pure lead never remains white, and lead in combination with colors generally either bleaches or darkens them. This difference may be easily and speedily shown by painting one end of a board with a tint of Prussian blue or ultramarine blue and white lead, and the other end with a matched tint in which zinc white is used instead of white lead. After a brief exposure to the weather the color in the Jead tint will be practically destroyed, while the zinc tint will preserve its original freshness for years. A familiar characteristic of white lead is its tendency to crumble from the surface, popularly known as chalk ing. As we have seen, white lead saponifies a portion/of the oil with which it is mixe<&/ In the presence of moisture (rairf, fog, etc.) this pro cess continues; the lustre of the oil disappears, the powdery surface is washed or blown away, exposing the underlying particles of paint, which in their turn undergo the same dis integration, until, within a com paratively short time, the coating is entirely gone. Zinc white, on the other hand, adheres with wonderful tenacity, and endures with its original gloss for years. Were it possible al ways to apply it under proper condi tions, pure zinc white would be the ideal paint. As the paint manufac turer cannot control conditions, he takes advantage of the essential value of zinc white, without incurring the risk of its failure from improper use. It is also familiarly known that white lead is a deadly cumulative poison, while zinc white is innocuous. It is true, therefore, that any paint is poisonous in proportion to the per centage of lead contained in it. This noxious quality becomes serious in a paint which disintegrates and is blown 0007-SWP-000195331 H THE CHAMELEON. about by the wind; but if a paint containing lead (such as the better class of combinations) is not subject to chalking, the danger is minimized. In view of the foregoing, the use of zinc white in paints is readily under stood--to increase the percentage of oil and reduce saponification; to give purity and permanence of color; to increase the durability of the paint, and further economy by increasing its spreading capacity. For it should be remembered that a properly com pounded paint containing a correct (and correct here means 1`large") proportion of zinc white, will hold its color, will not lose its gloss nor chalk off, and will cover more surface per pound of pigment used than any paint without it (except the carbon blacks). The real value of lead lies in its two characteristic defects, saponifica tion and opacity. The latter is a de fect because due to low oil carrying capacity. A slight saponification aids in spreading the paint, and the reduc tion of the excessive oil carrying ca pacity* of zinc reduces the number of coats necessary for obscuring surfaces. From long experience paint manu facturers have learned that pure white lead cannot he made into a good paint, and from the results of practice they have generally agreed upon zinc white as the best known pigment for remedying its defects. The particular formula adopted by any given manu facturer depends upon the extent of his own knowledge of pigments and the extent of his own experimenting. One combination paint is better than another in proportion to the superior information and equipment of the manufacturer; but it can be laid down as a comprehensive fact that most combination paints contain zinc white, and that such as are ground in pure linseed oil are more durable, more economical and in every way more satisfactory than "straight" lead. A Factor in Success. T is suprising how small a matter The incident is significant. The J may help or hinder a man's pro agent took his order and went out, gress. No matter where a man is, or little realizing that it was his actions whether it be during office hours or out of business hours that were respon-. not, he is watched, and his actions sible for the sale. may mean much to him one way or There may be a touch of sentiment another. The writer was in the office of a pro gressive commission merchant yester day when an agent called. The merchant treated him in the ordinary business way, and gave him an order. The transaction seemed quite ordinary until after the man had gone out, then the merchant turned to his partner and said: " I didn't particularly want to buy that------ , but I saw that man three or four times in places that I liked to see him, and felt when he came in that I should give him an order." in this action; but, notwithstanding the remark attributed to a prominent politician, that "business is business," there is more or less sentiment in every business man. From the standpoint of business principles alone, however, it is the best policy always to remember that one is judged, and that as sucjccas is due, to a considerable extent, ito the opinion in which we are held by our fellows, our lives should at all times be such as to commend ourselves as trustworthy, able and energetic.-- Canadian Hardware and Metal. 0007-SWP-000195332 (, 0007-SWP-000195333