Document 5L0JVGmbLEbE8z7VLRvBpkOk0

November, 1902 Volume IV Number II N23678 ill il m liii iiiiiliiiiiili Th e S. \N. P. Published monthly by Txa Su c k w ih -Wil iia ms Co . in th interests ol their Agents. Printed on Tu b Sh b x w in -Wii.u a ms Pr e s s , 31 Michigan St., Ctevelind, where all comnvumcations for the Editor should he sent. VOL. IV. NOVEMHEK, 1902. No. 11 THE SPIRIT THAT WINS. ERSEVERANCE in the face of discouragement--determination to hold to that which we know is right--courage to fight the battle through to the end, that's the spirit that wins--the spirit that brings a man out of the fray, victorious--that gives him strength to cope with and master life's problems. Steadfastness in the face of discouragement is a magnificent quality.' The man with ideas or a purpose must possess it, or his ideas or purpose will amount to nothing. New things are generally opposed, and a man of purpose always meets opposition. Foresight and purpose to be effective require to be backed by determina tion and action. Tf you believe you are right, in anything, go straight ahead. Don't be turned from your course by adverse criticism, don't be discouraged by oppo sition--stick to it through thick and thin. You'll find many people ready to discredit your ideas and dash cold water on your enthusiasm, but don't let that dampen your ardor or slacken your effort' but rather let it act as an incentive to greater exertions, let it add strength to your determination to make good your endeavor, no matter what the oppostition. Set your teeth still more firmly, keep your eye fixed on your aim and let nothing keep you from it. Let nothing keep you from it. The worid is full of people who drift along rudderless, turned this way and that by the influence of their surroundings, tossed hopelessly around by con flicting opinions, entirely lacking stability or ballast. Such people never ac complish anything. It's the man with an aim, a plan, a purpose, directed by sound judg ment and worked out with implict confidence and indomitable perseverance, that goes out and mows rlown the world and compels things to come his way. Get out and mow. i 1 0007-SWP-000118782 162 THE S. W. P. SUCCESSFUL S. W. P. AGENCIES. Mr. A. C. Williamson, Fulton, Illinois. THE men who are looked up to in this world are energy they would be sure to make a way for themselves. His sales prove that he was right. the men of action--the Since January 1902--less than one year men who do things. --he has sold almost six hundred gal There's no place in business for lons of S.W.P. This is a remarkable the dreamer--the builder of air record when it is considered that Ful castles.It's the man who '`gits ton has ji population of less than 3000. up and gits" who gets there. His success is due to two things: It doesn't make any difference how First, confidence in the selling quali humble a man's calling may be--how ties of S. W. P.; second, a proper small his start--if he has the appreciation of the value of right sort of stuff in him good advertising. He has he's going to get ahead the knack of turning to --he's going to make good account every a place for himself advertising oppor This is particularly' tunity that presents true in selling itself. He keeps S.W.P. It doesn't abreast of the times matter much what by utilizing what previous conditions ever will tend to may have been, if an systematize his busi agent starts in believ ness and put it on a ing that "the way to get basis where it will be business is to go after it. more firmly under his and the way to go after it is __ control. He is a warm ad- to get it," he always gets it. Mr. A. C. WiUiamsun vocate of our personal letter That's the idea Mr. A. C. work, and it is rarely indeed Williamson, Fulton, 111., had in mind that we do not receive a half a dozen when he took up our agency early or more requests a week for personal in January of this year. His predeces letters to be written to possible paint sor hadn't set him a very good ex buyers in his locality. ample, never selling more than a Mr. Williamson, although practically hundred gallons of S.W.P. a year. a new agent, has entered so thoroughly But Mr. Williamson started in with into the spirit of the S.W.P. campaign an entirely different spirit. He felt and is so earnest and so enthusiastic in from the very beginning that he had his work, he feels that a few words from the right goods and he knew that if him would give encouragement to other he pushed them with the proper new agents and would perhaps give 0007-SWP-000118783 THE s. W. P. 163 some new ideas to the old agents. makes a splendid ad. As soon as His advice is worth heeding. one of your customers has finished "Don'ttry to do business." he says, painting his house with S.W.P. insert "without the tickler system; it is a notice something like this: 1 absolutely the best thing that I have Joseph Billesbach's residence on Prairie 1 ever seen for getting at a house owner, Street now presents a very neat appearance. E II and he is the man you want. The tick ler system has been explained so often He recently had it painted with ShenvinWiliiams Paint. The colors selected har monize artistically which makes the build I in Th e S. W. P. that 1 am sure most ing prominent among the beautiful cottages of the agents are familiar with it. If on that street. you don't know what it is, don't sleep "Don't sign your name, let it go as until you have written The Sherwin- news. Williams Company for full inform "Last though not least: Put ation. up a solid Sherwin-Williams front. "Use the personal letters, they get Make your paint stock strictly Sher orders for you, and will often serve as win-Williams. You will find that asplendid introduction. But you can't selling a twenty-five cent can of Kopal expect to get most good out of them if will help you sell the larger packages. you don't follow them up. Keep in It helped me to a three gallon sale." touch with the man you're trying to There's a whole lot of encourage sell; see him frequently, not begging ment in Mr. Williamson's splendid him for his order but giving success for new agents who are just solid facts in favor of his using S.W.P. beginning with S. W. P.; also for old "By all means use a space in your agents who perhaps are meeting with town newspaper. I occupy a space set backs and are not selling as much 4x4 inches, using the electrotypes fur S. W. P. as they would like to. nished by The Sherwin-Williams "The way to get business is to go Company. Use the local column after it, and the way to go after frequently. It doesn't cost much and it is to get it. " That's sure. MAKE IT A HOT FINISH. HE fall campaign is still hotter. We can do it. If there are J f keeping up with truly sur any jobs in your territory that are still prising vigor and it shows unsold, send us the names of the own p . what can be done to boom ers and we'll go after them for you. the paint sales if we only work to If there are any painters who ought to gether. We've never before experi be converted, let's know who they enced such a successful fall season, are, and we'll do the best we can to get and we're sure the agents have the them into line. If there is any special same story to tell. help you would like to have, don't But the battle isn't over yet. hesitate to let us know. We want to There's one more month of it. So continue to work with you right up to let's continue to wage it with the same the last minute. We want to make the old, enthusiastic, conquering spirit. close of the fall season just as lively, tYou know, the race is never won just as satisfactory, as the opening. until the wire is crossed. The pace Let's go down the home stretch to up to the three-quarter mark has been gether, and we'll certainly make the a hot one. Let's make the finish finish a hot one. 0007-SWP-000118784 164 Th e s . W. p . STORIES BY WARD. J^EARLY every 3.W.P. agent I visit has some interesting story about bow S.W.P. _____ beat out Lead and Oil, or some other paint. As these stories are always interesting to me I take it for granted they will interest you and will prove to be good talking points when you are selling S. W. P. to some "doubting Thomas." I will repeat a few of these "o'er true tales" as they were told to me. S. W. P. Saves Money for the Con tracting Painter. Story told by S.W.P. agent at Mal den, Mass.: "When I was in the contracting business I had two rooms, each the same size, that I had to have painted in one morning to enable me to get my men at an outside job in the afternoon. I had an Englishman working for me who always refused to use S.W.P. I told him to take some S.W.P. and paint one of the rooms. He said, `I don't want to use that bloomin' rotten stuff. I would rather mix my own paint.' `All right,' said I, `go ahead and make up your own paint, but get the room finished this morning. "I sent another man to the other room with S.W.P. They started off together. About 8 o'clock the Eng lishman came back to the shop for some thinneis or colors (I forget which) to get his paint right. The other man was back at the shop shortly after, his room painted completely, and I sent him out on a job of glazing where he put in fifteen lights of glass before noon. The Englishman did not get back until after 11 o'clock. He put in his time until noon aronnd the shop cleaning up paint pots. It is easy to figure that I was far ahead on S.W.P. that morning." S.W.P. Wins with the Women. Another story by the same agent: "A customer called for too pounds of lead and five gallons of linseed oil, saying, `I shall be out of work for a short time and I am going to paint my house.' I knew there was no use of talking S.W.P. tohim,soIsold him the lead and oil. In a few days he wanted twenty-five pounds more of the lead. I happened to be out of that size package, and as his time was too lim ited for him to wait until I could send for it, t got him to use S. W. P. to finish. As it was the back of the house that was unfinished, he said, `I'll use the stuff, for it don't matter much on the back.' Next day he came in and said, `Well, I am up against it for sure, now. My wife says that the back of the house makes the rest look sick, and insists on hav ing the house look the same all over, so you would better let me have five gallons of S.W.P. to use over the white lead and oil." An honest Test Will Win the Honest Painter. Story told by S.W.P. agent at Wor cester, Mass.: ``For a long time I have been trying to get two Swedish painters to use S.W.P. They always claim,however,that they can mix better paint than any ready mixed paint. The other day I gave them one gallon of S.W.P. Flat White and one gallon of China Gloss White, and told them to use it, and if they did not find it bet ter than they could mix themselves, I would not charge them one cent for it. Well, I have not seen them since, but this morning they sent in an order for four gallons of each, to be sent up to the house they are working on. That looks as though S.W.P. has won out once more." Th e s . W. P. 165 A GOOD SPECIALTY TO PUSH NOW. r\ Th e S-W. Wag o n a n d Imp l e me n t Pa in t IIJAN AFTER HARVEST SPECIALTY lowed to go to ruin lor the want of a little paint. The Sherwin-Williams Wagon and Implement Paint is just the thing to help preserve them. It will certainly improve their appearance. It is made 1.HE S-W. Wagon and Im plement Paint is a good specialty to push now. There are many good argu ments in favor of its use and every agent ought to make a special effort to bring it to the front. A great many farmers leave their implements and wagons out in the open during the winter without \ny protection against the weather. That's what rusts and spoils them and makes them deteriorate fast. If farm wagons and implements are worth anything at all they're surely worth protecting and "they certainly ought to be protected against the winter's snows and storms. They should not be al- Wagen and Implement Counter Card cTnuo columns wide by y'2 in. deep Order by No. zpa in six strong colors; can be washed repeatedly without injury; and stands the hard wear to which farm wagons and implements are subjected. It is an oil paint and dries with a good oil gloss. It can be applied by most anyone, works remarkably easy, and is very economical. Those are the arguments that can be advanced in sell ing it, and if a little extra push is put into its sale at this time of the year, you'll be surprised what a J 166 THE S. W. P. lot of it you can sell. We are ready to PAINTED help you all we FARM IMPLEMENTS can. If your last longer (or being kept in gooa condition. Tcc paint keeps decay away. counter display card isn't in snamtT-WVffLUtu Wac o m au b Imp l e mo t Pa/n t good [condition or if you haven't one let us know k the best paint made for the poipoic. It's made for durability. Ask for color cards. Comes in Red, Yel low. Blue, Greenand Black..................... and we'll send a new one. If you need color cards or anything else to help push the paint, call on us and we'll do what we can for you. One column wide by 5 in. deep. Use the news Order by Xo. lyj. paper electro- types. They're good. If you are not carrying Wagon and Implement Paint now, it will cer tainly pay you to place it on your shelves. It is by far the best paint of its kind in the market today. It is put up in pint, quart, half gallon, and gallon tin packages, attractively labeled. It makes a splendid show ing on the shelves. It is a good seller. THE CLERK WHO STANDS UP FOR QUALITY. The other day I went into a store to buy a pair of suspenders. I wanted to pay fifty cents for them. The young man who waited on me showed me a selection of fifty cent values. Then in the most natural way displayed an assortment of seventy-five cent values, saying, "Here are suspenders that will cost you seventy-five cents a pair, but they are of much higher quality than the others you've looked at, and will give you satisfaction and wear that will more than counter-balance the difference in price. They are better than the fifty cent pair." I told him I didn't want to pay seventy-five cents. That didn't daunt him however. He knew he was sel ling a high quality article--he was en thusiastic over it--he believed in it-- he wanted me to believe in it. In a gentlemanly, insistent way, he dem onstrated the good points of the seven ty-five cent suspenders; he showed me where they would give me greater comfort than the fifty cent sort, and in, a short time he had me convinced that: after all I did want to spend seventyfive cents; and I did, too. If that clerk had been weak-kneed --if he hadn't had the courage of his convictions--I would have bought the cheaper grade of suspenders, and would not have been so well satisfied. It's that same sort of salesmanship that sells S.VV.P. in face of low quality opposition. In order to sell a good article you must believe in it your self and show by your talk, your ac tions, and your looks that you do. When you're up against a "cheapliy-the-gallon-man, " stick up for S.W.P. and don't be held down by "low price" talk. Demonstrate that gallon-price isn't the key to value in paint. Show where S.VV.P. saves money by the job. Point out its cov ering capacity and how it saves the painter's time. Bring out its long wearing qualities and the good finish it gives. Stick up for good quality against inferiority and you'll sell your man nine times out of ten. The clerk who doesn't sell S.W.P. is the one who is'afraid to back it up, who doesn't stand up boldly for good quality, and who allows himself to be discouraged by the "cheap" man. Always have the courage of your convictions and you'll win out every time. That's been my experience, and I was a clerk for many years. * 0007-SWP-000118787 THE S. W. P. x6? 4 i A SIMPLE AND EFFECTIVE WINDOW. SIMPLICITY in window dressing is always sought by good advertisers. The ^ quicker the eye can take in the entire details of a window, the stronger, usually, is the impression created. Thedisplay illustrated above is exceptionally simple in design and construction. Drape the window in the usual way. Procure two or three carpenters* squares, place on them one of each size can of S.W.P. Hang a square and a half galloncan of S.W.P. in the window on one side, place a paint brush on each can, tastefully arrange a few color cards and one of the "Cover the Earth" posters. Write the sign, S.W.P. is on the "square" in theican and under the brush, then the window is complete. 0007-SWP-000118788 lu iin fc tiu i 168 t h e s. W. P. PORTRAITS OF S. W. P. MAKERS. A. E. SCHAFER, Manager Central Division and Carriage and Manufacturers Sales Department. HEfoolish man says Ican't, the wise man says I'll try, is an old homely saying with more truth than poetry in it. Many a man has gone down to defeat in the business world who if he had adopted as his watchword "I'll try" instead'of :`I can't" would have made a most pronounced success. It's not the genius who always suc ceeds in business. It's the man who's willing to take things as he finds them, who's not easily discouraged, who in spite of disappointments main tains firmly his determination to forge ahead. "I'll try" and "I will" are the magnets which have lifted Mr. A. E. Schafer from the humble position of general 'roustabout in the machine shops and engine room oi The Sher win-Williams Company to the posiion of manager of the Central Division and the Carriage and Manufacturers Sales Dept, in a com paratively few years. He has won suc cess simply through dint of hard work, by believing in himself, and by striv ing hard to overcome every difficulty which met him on the way. Mr. Schafer took his first position with the Company on August 25th, 1881. He began in the engine room and machine shops doing whatever was given him to do. He did not remain there long however, being pro moted in three months to a higher place in the S. VV.P. filling room. His next upward move was to a minor position in our shelf goods stock room. But he wasn't the sort of young man easily satisfied and in a few months won for himself another advancement, this time to the S.W'.P. packing room. In June 1882 he was transferred to * 0007-SWP-000118789 THE S. *. P. 169 the Advertising Department where he served in a clerical capacity for two years.- In 1884 he was given a clerk ship in the Railway Sales Department. From there it was but a short step to the position of chief clerk in our Cleveland house to which he was ap pointed in the Spring of 1886. After eighteen months service in that capac ity, he was made assistant sales man ager of the Cleveland district. Mr. Schafer had now gone ahead in the office as fast as he could reason ably expect, and he felt that to ronnd out his experience, a few years of road work would be of much benefit to him and in October 1887 he secured the ap pointment of traveling representative in Central and Southern Ohio, North ern Kentucky, and West Virginia. He covered this territory until October 1889 when he was transferred to the field embracing Northwestern Ohio and Northeastern Indiana. Meanwhile o u t business with the large carriage and general manufac turing trade of the country had been developing to such an extent that in order to look after it properly it was necessary to secure men of wide expe rience in the paint field, and in August, 1895, Mr. Schafer was appointed speial representative of our Carriage and Manufacturers Sales Department. He traveled in the northern portions of New York, Pennsylvania, Ohio, Indiana, besides having within his control the Northern part of Illinois, and the states of Michigan, Wiscon sin, and Minnesota. He was so successful in this work that in November 1899 he was made assistant manager of his department and in November of the following year, when the manager resigned to enter the carriage manufacturing business for himself, was advanced to the position of manager of this de partment. In this last named capacity he de veloped marked excutive ability, and soon made his department a very in fluential one in the growth of the Company. Together with the men under him he has succeeded in . win ning for the Company over eighty per cent of the carriage trade of the United States and Canada, the sup port of many of the large farm imple ment and wagon builders of the country and a long list of prominent manufacturers in every line of busi ness. He proved himself to be such a strong business getter in this depart ment that in September of this year he was advanced still higher, being appointed to the managership of the Central Divison of the Company, still retaining active management of the carriage and manufacturers sales de partment. Mr. Schafer thoroughly believes in being straightforward with everyone and the principal factor that has contri buted to his success as a salesman and sales manager is strict adherence to the truth in selling goods. As he says him self, "If I am buying anything I want to know all I can about it. I want to be told the truth about it and don't want any mis-statements or false asser tions. That's the principle I have always gone on when selling my cus tomers. I've never yet made a state ment about my products that couldn't be proven true. I believe in selling goods as I would like to have them sold to me." He is of a genial, sunny disposi tion, has the knack of meeting men in an open-hearted, frank manner that wins him fast friends. He is a Knight Templar, thirty-second degree Mason, and a member of the Mystic Shrine. \ 1 0007-SWP-000118790 a I 170 THE $. W. P. S. W. P. ADVERTISERS. What the Agents Are Doing in the Way of Special Advertising. The State fairs that are held in the fall offer an unusually good opportun ity for effective advertising. The number of photographs of splendid displays we have received during the past month show very conclusively that the agents thoroughly appreciate this opportunity and are not slow to take advantage of it. On this page are reproductions of some of the most attractive exhibits. We congratulate the agents mentioned below on their progressiveness in making such a good showing and we want to thank them for their thought fulness in remembering the "S.W.P. Advertisers' " page. It needs but a glance at tlic photograph, of the exhibit made by Mr. J. S. G~reen, `M'or rison, in., to ter his name. Mr. Tritt is now planning to sell S. W. p to every one of those four hundred far mers. Enthusiasm and push are noteworthy attributes of Booth of Selby Drug Co. Odebolt, fo<wa. ^headquarters were the cen ter of attrac tion at the Whiteside County Fair, held in Mor rison a short time ago. Mr. Green was ably assisted our agents in La Crosse. Wis., The V. Tauche, HardwareCo. They are al ways after business and never lose an opportunity S W rp "to Exhibit of Mr. J. S. Green in the work by his manager, Mr. F. F. the front. That they have the right spirit is Hummel. easily seen by noting their fine showing at the Inter-State Fair held in La Crosse lastmonth. Mr. F. E. Tritt, Knightstown, Ind., In addition to the splendid prominence they fis an S. W. P. agent who never does things by halves. When he under- ave S.W.P. in the inside of the fair uilding, they placed their large iron "cover takes to do any adver the earth" sign at the tising it is usually of a main entrance, so every kind that shows marked one who attended the originality and an un Fair was sure to know common advertising that S.W.P. covers the spirit. At the fair held earth, or at least that in his town this fall, he part of it adjacent _to turned the float used in La Crosse. the parade into a street bazaar and succeeded in gettingover 400 farmers Simplicity of design of the surrounding is one of the principal counties to visit him and things to remember take away an S.W.P. when dressing a win circular. He did it by dow or a booth. The offering a chance on a fewer details there are gold watch to every and the less crowded farmer who would call Float and Street Bazaar of Mr. the display the moreef- at his bazaar and regis- F, E. Tritt fectivewillbethe result. l tm 0007-SWP-000118791 'lBiffi iWitr' THE S. W. P. it can be taken in at a glance, and that'sthe object sought by every good window dresser and display man. Display1 of V, Tauscbe Hdav. Co, La Crosse, ffis. Siniylicuy is the chief charm of the booth ar ranged by the Selby Drug Co., Odebolr, Iowa, fot their fall carnival. F.verypatt of beg in n o w . Begin row to think of your list of house-owners to whom you wish the 1903 spring mailing circular sent. In a little while the bulk of the fall paint trade will be over and there'll probably be a short time before the Christmas trade begins in which you could do some work on your new list. We would suggest that you begin now. You know how important it is to have a good list. The better the list, the greater will be the benefit de rived from the mailing circular. S. W. P. TALKS OVER THE COUNTER. Talk No. 8--With the painter who tries to induce a prospective buyer to use lead and oil. The Customer--I want a color card of the Sherwin-Williams Paint. The Sherwin-Williams people have been writing me letters for the last month or so and t think I'll use their paint. The Painter (who happens to be in the store)--I wouldn't use it if I were you, Mr. Customer. Lead and oil is what you ought to buy. The Customer--I used lead and oil when I painted two years ago. The Sherwin-Williams Co. tell me that their paint is better. Mr. Agent here says the same thing, so I think I shall use it. The Agent--Mr. Painter, have you ever tried S.W.P.? `The Painter--No, I haven't. I've mixed my own paint ever siDce I be gan to learn the trade. I know what lead and oil is. I don't know any thing about your paint. The Agent--That's it, exactly. You've never tried S.W.P, You ad mit that you don't know anything about it, yet you say lead and oil is better. That's not fair. The. Painter--Mr. Agent, a little over three years ago, Sam Robinson, a painter friend of mine, used one of those mixed paints. He paid $1.-20 a gallon for it. Inside of a year the paint was of as many colors as Joseph's coat. It faded, cracked, and peeled, and was in the worst condition possi ble. Before being repainted the old paint had to be burned oil to the wood. The Agent-- Unfortunately there are many brands of poor, worthless prepared paints on the market, and the good suffer for the bad. This is equally true of white lead. All white lead is not good. There's a great difference in brands just as in prepared paints--some are worthless, and some are good. There is just as much trouble, just as many poor jobs, resulting from the use of white lead, as from the use of other paint material. 0007-SWP-000118792 173 Th e s . HIT. P. The Painter--Well, any way, when I buy white lead and oil, I know what I'm getting. The Agent--How can you be sure of it? The lead may not be pure; the oil may be adulterated or the tur pentine ` `fixed. ' ' Any one of these arti cles being wrong will spoil all the rest. How are you going to tell ? You can ' t --until the damage is done. There's ten times less risk in buying a pre pared paint with the name and guar antee of well-known makers like The Sherwin-Williams Co. on every pack age, than in buying three or four dif ferent materials that come in just as many qualities and mixing your own paint. The Painter--That may be, but The Sherwin-Williams Company have to take the same chances as I have. The Agent--No, Mr. Painter, they do not. They manufacture nearly all their raw materials; they make their own oil; manufacture their dry col ors, varnishes, japans, dryers, etc. What material they do buy they buy in immense quantities, and in order to protect themselves, are compelled to test everything they buy. Not only that, they even test the materials they make themselves before using them. They know to a certainty that every thing their paint is made of is right. The Painter--Well, I've used lead and oil all my life. My father used it before me, and I'm going to con tinue to use it and to recommend it. The Agent--That's prejudice due to habit, Mr. Painter. You're a rea sonable man, and I'm sure that if you knew S.W.P., how good it is, and what it can do for you, you would use it. I'm willing to leave the matter to your judgment. Here's a quart can of S.W.P. White. Take it home with An S. IV. P. House J Residence <tf Mr. I. V. Sha-w, S.W.P. Agent, Buckjield, Maine, Body, 354; Trimmer, 484; Gabies, 462; Biinds, 484. 0007-SWP-000118793 ii I mi i iim THE S. W. P. 173 you. Test it out, and if it doesn't cover moTe surface, work easier, and look belter than lead and oil. I'll give in. The Customer--That's fair, Mr. Painter. I'll wait until I see how S.W.P. turns out before buying my paint. You let me know the result of the test, Mr. Agent. From your talk I'm inclined to think that Mr. Painter will come over to your side of the fence. (There's nothing that'll more quickly convince a prejudiced painter that S.W.P. is all right, and that you have full confidence in it, than to offer him a sample can for a test. Let him try it out, and if he's honest, he'll soon admit its superiority.) KOPAL STANDS HARD WEAR. ! OPAL is the best general pur- I pose varnish that any man can buy. There is no work too good or usage too hard for it. It stands up under every test given it and never fails to prove its worth. Here's a letter that tells the sort of varnish it is and what may be ex pected of it: Central Valley, N. Y. / put two coats of your Kopal Vai- ms/t on my soda water counter a year ago last spring. It has stood the wear much better than I thought itpossiblefor any varnisk to stand, having been washed, in the busy season, sometimes as many as a dozen times a day, and some times with soap, and even occasionally with ammonia or bicarbonate of soda in the water. Yours truly, George Cornell, Oct. 1, igo2. S IV. P. Agent. Kopal's a varnish it pays to push. It suits all classes of trade. Dealers, painters, house-owners, architects, contractors, and builders--everyone who uses it likes it. It's a varnish to build up trade on. It's a good enter ing wedge for future business. Kopal couldn't be otherwise than good. It's made from good ma-. terials, the hardest Kauri gum, well aged pure linseed oil, pure spirits tur pentine, and the best varnish dryer. There's nothing else in it but the skill of the maker. It's durable, elastic, and works very easily. It's excellent for outside doors, bathrooms, soda water counters, boats, carriages, in fact any place where a good, tough, long wearing varnish is wanted. There's no other varnish at any where near the price that can touch it in general good qualities. It's a varnish that'll please all your custom ers. It's a varnish that'll make money for you. Are you selling it now? If not, write us ior prices and further infor mation. THE PLANT THAT MAKES THE S. W. P. OIL. AKKED success has at tended the establishing of our linseed oil plant. The mill has been in operation now for some months and has, as vve expected, greatly strengthened our position as paint makers. We are now practically beyond the control of market manipulation. Formerly we were the largest in dividual purchasers of linseed oil on the continent, and the fact that we 1 I 0007-SWP-000118794 174 THE S. W. P. were dependent upon others for our supply of so important a material was often a serious matter. The plant strengthens our position in the manu facturing world. Our manner of making oil is the best known. The seed is stored in immense steel tanks, where the oil giving qualities are retained better than with the usual method of storage in wood. The best and most im proved methods are employed in filter ing and purifying. Specially designed steel storage tanks, in a room of uni form temperature, insure pure, well aged oil. When we planned the mill we ex pected to have a surplus production of oil to sell in the open market. But so great has been our growth, that despite the size of the plant, running at the limit of its capacity, all the oil is used for our own requirements. But we have room to grow and it is likely that we shall soon considerably increase the plant. This splendid addition to out facil ities is of great moment to our agents. It gives them wider oppor tunities, and stronger arguments in selling our goods and ought to make them more confident of S.W.P. It is of interest to the property holder and painter and increases the prestige of our agents in going after the trade. Use the linseed oil plant as a talk ing point in selling S.W.P. Unloading a boat had of fax seed at the marine to-zaer of the Com~ pany's Linseed Oil Mill. The complete plant is not shozvn here. Itzuas illustrated in the May issue of The S.fP.P. 'es.i i.Ua 0007-SWP-000118795 Th e S. W. P. 175 HAND WRITTEN WINDOW CARD SUGGESTIONS. To be written with blue pencil on wrapping paper. r" " OU/f A RffuitoJccva. Save Coa it Wot ^fULtyiam-Ce. $Lu>iU- C3t u^ t&Aw*-. s w. p fat Ovtr 3o O/vv. 'S-X L fi>eu>e.>SuAMj\ P'UCa _ i i# beet uAswe 'A.e>.e A New iVlCSS Sf tjousr h/iLSA a. Mu} AnJUt s -v m. P ^tCCUJctu^<10 ivw<t |ht>lecfs f 5'W. P ^ tke. fsajUuK ttu ^Uctls. CVN. s-fvuei -j OUR TWENTY-SECOND ANNUAL CONVENTION. The Twenty-second Annual Con vention of the representatives and managers of The Sherwin-Williams Company will be held in Cleveland, the week commencing November third. At this convention the plans we have made for booming our business for the coming year, and the new ad vertising features and helps we have designed for our agents will be ap proved. This annual meeting means a great deal for all of us--agents, representa tives, and ourselves. It enables us, through our salesmen, who are your direct representatives, to come into closer touch with you and to decide more intelligently upon what is neces sary to help you maintain the hot pace that you set your competitors. It en ables us to judge the future by the past and to plan more wisely the campaign for the coming year. We expect the 1903 convention to be the largest and most profitable one we have ever held. We shall cer tainly try to make it the most produc tive one for our agents. You'll hear more about it in our next issue. y .176 THE S. 0 P. PLAIN FACTS. If vou want to get a-long well, DIG DEEP. A promise to pay is not always a favorable owe-men. The most dangerous imitation is nearest like the true. Push the hardest when business is prosperous--that's -the time to make the biggest gain. No man ever yet succeeded in busi ness by offering goods to his trade because they were low priced. He that has four and spends five, has no need of a purse. Wishers and woulders are never good partners for any man. Some vices are most unpopular-- ad-vice frequently most of all. To change one's mind is to be wiser today than we were yesterday. Here's another winning pair, Com monwealth Barn Red and Rnameioid. It's sad to see people squander money and know that you cannot help them. Honest goods never disappoint you. Ten times repeated, they will still please. If men abused their bodies as they do their credit, the race would soon run out. Two things about which we should never be angry--what we can help and what wc cannot help. Keep your force and facilities con stantly at work. Activity brightens and strengthens; rust dulls and wastes. The poorest goods often put forth the loudest claims--as a traveler with an empty purse may sing in the pres ence of a robber. Half hearted interest and half hearted energy never win anywhere-- one must enter heart and soul into whatever he undertakes in order to be a successful man. There are two reasons why more people do not mind their own busi ness--one is that they haven't any business, and the other is they haven't any mind. "It's not the time, nor the place, nor the circumstances that win success --it's the man." There isn't a single S. W, P. agency that can't make the biggest kind of success out of S.W.P., if the work is taken hold of with the determination to win and the do it now spirit. WHEN YOU HAVE READ THE S.W.P. HAND IT OVER TO VOUR ASSISTANTS IT IS FULL OF SUGGESTIONS AN D ENTHUSIASM THAT CANNOT FAIL TO HELP EVERY ONE CONNECTED IN ANY WAY WITH AN S.W.P. ACCNCY. -DO IT NOW.- 0007-SWP-000118797 Th e Sh e r w in -Wil l ia ms Pa in t s FOR ALL KINDS OF GOOD PAINTING fon BUILDINGS, Ou t s id e a n d In s id e , a n d ROOFS. Use THE SHERWIN-WILLIAMS PAINT (Prepared) For the priming c o m--Hot Th e s -W u q u id FrtniR. INTERIORS, WALLS, Et c . For a high name I gloss finish Use ENAMUOID. For an egg shell gloss finish Use THE $-WSPECIAL INTERIOR COLONS, For an oil gloss finish Use THE SHER WIN- WILLIAMS PAINT. For a white varnish finish Use S.W.P., INSIDE VANNISH WHITE. res FLOORS. Use THE $~W FLOOD FINISHES. For Inside Floors---Th e 8-W Ih o io e Fl o o r Fa in t . Also Fl o o r LAO. (Imitates natural woods.) For Perch Floors--rve s-H' p o h c h Fl o u h Fmw t . For Varnished Floors--Ttt 8-W Du r a b l e Fl o o r y ar h /o h . For producing a wax finish--Th e S-W Fl o o r Wax . For unsightly cracks--Th e S-W Cr a c k * Se a m Fal l en . f o r BARNS, ROOFS, FENCES, Et c . Use THE S-W COMMONWEALTH BARN RED. A bright, economic* 1 red. THE S-W CREOSOTE PAINT. Made in s good shades. THE S-W ROOF AND BRIDGE PAINT. Red and Brown. f o r CUPBOARDS, SHELVES, Et c . Use THE S-W FAMILY PAINT. Durable oil paint. Can be washed. f o r BUGGIES, BOATS, PORCH CHAIRS, Et o Use THE S- W BUGGY PAINT. A varnish pain t specially suited for outside exposure, f o r CHAIRS, TABLES. Ere. Use THE S-W ENAMEL PAINT. >* Has high lustre, made in fourteen tints. FOR STAINING AND VARNISHING a t SAME OPERATION Fu r n it u n e . Wo o d w o r k . a c . Use THE S-YI VARNISH STAIN. f o r GUTTERS, RAIN TABLES, TIN ROOFS, Et c . Use METALASTIC. An elastic paint for preserving steel and iron. Th e SHEHWJji-NuUAMS CO. also makes WAGON AND IMPLEMENTJPAw7 BICYCLE ENAMEL BA TH ENAMEL SCREEN PAINT QUA PNITE PAfNT ALUMINUM PAINT. THES-W. VARNISHES MhPAT * Varnish for n L,r/T1, general use. \ an in . . STOVE PIPE NAMLX finish. and Special Faints for every purpose, ready for the brush. Th e Sh e r w in -Wil l ia ms Co . PAINT A NO VARNISH MAKERS. CtoooJand, Chicago, Now Yorfr, Retuirfi, MentnaJ, Botion, Toronto, Son franoftoo, Kanoa* CHr , toe Atygoltt, MinnoapeiU. 0007-SWP-000118798