Document 5bgq7pG52gyd7YqwMVvaejoVz

o 1916 - 1917 ADVERTISI N G A Brief Outline of our Advertising Advertlalnft Organization , : The Shenrin-Willlains Co. has a completely or ganized Advertising _ or Publicity Department, .including; ills' uilj-ilivMans of Adinilustration, `Editorial,1Itvomliw\ SuV- proimrihin ami Priming and Sampling Departments. The Sales Promotion Departmiuita are oonnected dirtctlj' with the Aitec- foing Department in att' matters' of advertising features and their distribution. Gn other matter^ they are integral part of their District organization. The complete Department of Publicity at Cleveland V. nymbera about 100 people, and their work coven a wide variety of special ability along creative and other lines. Expenditure Tie Stierwin-WiUiams Co. is doe of the largest advertisers in the country. It is.known for its thorough way of ,.r a. ,t ivr-tfaing apprppriar tionsanderpendi ,n.- ,i-eu'i rnatelydivid ed on a percental, 'i,i - Ih-.j,. ,. so that each District Sales Promotion Manager knows his adver tising allotment. This aids in matters of .adminis tration and also gives each Division and District its fair proportion of selling helps, according to the population and volume of badness. National Adverttslug 't ' i" This includes display advertising in leading maga zines and farm papers. It also includes railroad bulletins, display rooms at Chicago and New York, and a dominating electric diipUy agit in San Ffhndsco harbor, which U in the nature of as iattrnatinud exhibit. - N46334 0007-SWP-000190896 The purpose of the Company's national advertiw . ing has always bean to malts the Cover the Earth trade mark more widely and better known, When linked up with the phrase Sherwin-WiUjams Paints 'and Varnishes, thin makes a simple but strong display, and we try to keep it firmly fixed in the minds of the people. Our aim is to make this name and trade mark come to people's minds whenever they think of paints and varnishes. Magazine Advertising This is the main part of the Sherwin-Williams national advertising. Rather than spread our appropriation out among 30 or 40 publications, we have bean concentrating it in a few leading publi cations of large circulation. For instance. In 1917 the magazines in which we have contracted for good space are as follows: The Saturday Seeping Post, Ladies' Home Journal, Woman's Home Companion, Woman's World, Christian Herald, Literary DigesL The farm papers are: Holland's Magatike. California Home and Parmer, The Parmer, Farm and Ranch, Farm, Stock and Home, The Gleaner, Michigan Farmer, Wisconsin Agriculturist. In addition to this we ate doing a little special cultivation in certain sections that seem to requite it. From our magazine advertising we receive thousands of inquiries each year. These are handled very systematically from Cleveland, where booklets and information art sent out and the inquirer is advised of the name of our nearest agent. In the case of a non-agency town the inquiry is of special value to the District or Division to which it is passed on, as the representative can then use this as a wedge to land an agent. All inquiriea are for warded promptly to Districts and Divisions through the Sates Promotion Departments and the District Offices, and representatives should place inquiries of this kind among their most important follow-up papers. Good inquiries mean sales and the per centage of curiosity seekers is small. National Bulletins and Signs We ore constantly contracting for display signs along railroads, and we always nave undo' contract l iff J 0007-SWP-000190897 J from 2S0 to 350ol these boards in the United States. We try to place them on tin mam traveled roads where the largest number of people from all parts of the country can see'them. This is a constant reminder to the traveling public. Advertising for the Dealer's Store This includes frequent and well conceived window displays, concentrated largely in the Fall and Spring months: MM-3 agency sign for front of store; counter display features, color-cards, enclosing slips, paddle racks, panels, cartons, I)H dealer? book, etc. Window Trims This is one o{ the moat important tie-ups between our national and local advertising. Any merchant who is live enough to have our agency ought to trim his windows and at least use the material we send him. Many of our moat successful agents in addi tion to using our trims are constantly making up special trimi of their own. The representative ought - toassume responsibility, and realize that the more Sberwin-WBIiamB trims used in his territory the better our products arc going to he known and the more business he is indirectly going to get. local Advertising Our policy ia to let our agents take care of the local end of the Sherwin-Wiluams advertising, such as local newspaper work, programs, handbills, etc. However, we are always pleased to prepare copy here, supplying electrotypes 'Without charge. We pend so much money on our different features that we believe it is a part of the merchant's plan to conduct the local end of the' advertising, and that hd ought to be able to push our line at a profit to himself. We cannot cover airfields of advertising and, therefore, direct our appropriation into the channels that we have proven to be most productive to oiir agehts and to oiirarivesl Special Concessions . Representatives as well as District and Division dices should be discouraged from offering or giving ; special concessions to agents or dealers. In all s 0007-SWP-000190898 asm where such an expenditure would affect our advertising appropriation, matter* should be protented to the Advertising Department through the branch manager. No promisee should be nude, because the Advertising Department reserves the right to OK any such expenditures. Our policy is very rigid along this line and. we, have found it best to stick to our general plans and not to talce on extras or specials, as they seldom give us any benefit in an advertising or sales way. Sherwin-William* Sales Promotion System On account of its being used many times in con nection with business deab of rather questionable character, the word "promoting" is often looked at askance by dean-cut merchants.; But the term "sales promotion'' is known to bt a big factor in modern business and nearly every progressive concern has its Sales Promotion Department. The Sherwin-WiUiams Co. are pioneers and leaden in this field of trade-getting. Si any merchant mentions the fact that other point houses offer them the same promoting service, remind them of the fact that The Sherwin-Williama Co. was the first paint and varnish concern to do sales promoting work for its agents. The long experience which we have had in this work has enabled us to make changes and developments in it so that we ean do promoting work of the most effective sort for our agents. . Tell these merchants also that The Sherwin-Wil liams Co. conducts not only one Sales Promotion Department, but seven. They are located in various parts of the country. ' Because of these seven de partments we can give our agent* a service that in promptness and knowledge at local condition* cannot be compared with the usual promoting service which is turned Out by only one department for agents ail.over the country. Aik the merchants you call on to compare Shetwin-Williani* Promoting Lettera with those of.other manufacturers. YouwiU find that in moat castas the lettersof! our competitor* are what are called "general" lettres-^thatro, they talk about the value of a certain true of paint a* a whole and the need of painting as a whpfc.. They do not, however, have the value of Sherwui-william* roecislixed letters. We have found by-experience amt the agentreceives far better result* by having letters on a particular product sent out to property 0007-SWP-000190899 * owner*. By this method the property owner1* attention is focused on the need for this one produce and comes into the agent's store with a definite view in mind and not merely- with the idea chat painting is a good thing but not knowing just what fie needs himself. Most of our agent* have learned the value of following out SherwifrVftlliaflu system of using* promoting letters--namely, to send out high-class personal letters, neatly typed, signed, and mailed under two-ceat postage, to a list of property owners who are known to be in the market for paint. We do not believe in sending out cheap mailing features under one-cent postage to a large list of names taken from a telephone book, directory, etc. The Sherwin* Williams Co, advocates such a policy not from any theory, but from what we know to be most effective by actual reports from our agents. To demonstrate the real dollar and cent value of these letters, wb have some interesting reports from agent* who have used our promoting service. Sherwin-Williams Promoting System affords its agents an opportunity to land not only the painting , products for residences, but it is of decided help in obtaining the sales of goods to be used on the bigger buildings in the agent's town, such as churches, hospitals, theatres, schools, hotels, etc. It is on these buildings that great quantities of finishing products are used and, of course, the live merchant will see the advantage* of going after theblg "game" as well as the small. To beta our agents get this business we have pre pared effective folder letterheads printed hi colors and especially designed to interest the owner* of each type of building. These letters show attractive illustrations of this class of building finished with Sherwin-Williams goods, and sample of the minia ture decorative scheme such as are prepared by our (Decorative Department. These letters explain the value of Sherwin-Wil liams goods for big building work---they tell of the completeness of the line, the value of a special product for a special purpose, etc.-+-and they offer our Decorative Service for the type qf building in question. For instance, if the letter i* going to a hotel, it will be signed by the "Hcrtef$emce Depart* ment;" ifit is going to a theatre, "Theatre Service , Department," etc, By an doiqg. we are jm* trying 5 iI 0007-SWP-000190900 mpfcaaion, tain people in oar Decorative Department .who are sore or teas specialists!or certain type* ofbuiklinn, no they study and work out color schemes for the builduig* for which they are particularly suited. When a person who has charge of the decorating of g building writes into our Service Department for .suggestions, these are forwarded to the local SherwinWuliame Agent just as any other .decorative opera tion, so he has a direct "hold" on the sale, . Our various Sales Promotion departments are Sanding out letters to bring M other classes of trade to our agents' stores. For instance, they send letters to a huge list of painters aJJ over the country ex plain!ug the advantages of Shcmin-WitLiams products for painters* use. The painters who are interested by fhese. letters naturtdly turn to our agents' stores for their purchases. The same i* true of the letters which go to architects, That The Sherwin-Williams Co. has developed business through sales promoting most effectively is proven by the great number of representative* from other concerns who_ come t$~our Promoting Departments for suggestions and help in their sales promotion work! "Imitation is the atncenest flattery"--but we are not afraid Of being Outdone or even equalled in this work, as thorn 1* not another paint or varnish manufacturer in the world who has the facilities to put into effect our splendid system of sales promotion. Trade Journal Advertising ' We advertise to some extent hi trade journal publications, although not in a blg wa)'. At the pretent time we have contracts running in the fol lowing publications; Australian Coach Builder and Wheefwright, Australian Decorator and Painter, Carriage and Wagon Builder, Electric Railway Journal, Electrical Review and Western Electrician, Electrical World, The Huh, The Monthly Official Ra&teay list. Painter and Decorator, Pecietlist of Railroad Officials, Railway Age GateUt, Railway Review, School Board Journal, Spokesman, Vehicle Monthly, Australian Building and goalEstate, Tbs SWP Magazine - This is our main link between The Sherwin-Wil liams Co. and its agents, and see publish this dealer house-organ about seven time* each year. - r s 0007-SWP-000190901 Display and . , . ,r ,i neb are supplied tin sgme-of our p> i 1i < * further on. product! such as Mar.not, iScar-cot, Rnar, m TWA SWP. Flnorijie, etc. Deaten.khnuld be at coctaged to uae than aslaudosuiea with statements i' - - Color-Card* For the average dealer If will ba found that, a uwdy of 15 color-card* of. each produabeingsold by fatal ia sufficient to hare can hand with the excep tion of SWF, Fl&t-Tooe, Commonwealth Barn Aid and a few.such lines, of which 25 is generally suf ficient . We do not want to he niggardly or crtravagant with color-cards- .We want to supply enough and w31 never deny these when they are properly used by a merchant ^) kforirtg Picture Slides We art'in a position to supjfly our agents or othef live dealerswith very attractive slide! to be used in the moving picture theaters las an advertisement for our House Paints,. Bam Paints, Varnishes, Enamels, etc. Separate didst can be supplied for practically any. of our products, and the dealer1* name will be plainly imprinted oa same. Dealers and agents should be encouraged to take advantage of this service. Cott of Advertising Voh undoubtedly will meet the ergnmeot that we spend too much on advertising. The actual fact is Hlat we do not invest any more in advertising than any live merchant who conducts a retail store. By tbit I mean that our percentage oiedvertuing expenditure to total sales ia no greater than the merchant in the small town who advertises through his local newspaper. A* our volume of bnnhess ibrfeOM* if ii quke natural thatbur appropriation mould btcbiht larger', ana thus enable us to make a tsjfer dhowing aiid teach a latjpcr percentage of f 0007-SWP-000190902 Good advertising does not make goods cost more. It makes them cost less by reducing the cost of doing business. We are sometimes accused of making chit prices high on account of our advertising, while the fact is u we did not do'so much advertising and do it so well, our prices would have to be higher. Take ae an illustration a man who is doing a business of 9100.000 a year, and first suppose his expenses are 925,000, which is 25 per cent to his sales. He wishes to increase ins business and be decides to advertise. Let ns suppose that he decides on an expenditure for this purpose of $7,500 a year. His expenses arc then increased to 932,500. By this expenditure let us suppose he is able to increase his sales to $130,000 and at this rate tun expenses, with advertising added, would amount to the same percentage as before, namely. 25%. He has not increased the percentage of- hi* expense and has sold 930.000 more goods, and if his net profit was 5% he increased his net earnings by 91,300. The amount paid for advertising such a badness would bring even larger results. What we want to make plain Is that advertising well done does not increase expenses, but will lower them. This is the way we figure in our business. This Company is not going to throw away any money on advertising if it can help it. Our advertising has been a great help in building up this large business and it has enabled ua to Increase our output and give ua aa low a cost as we can expect with quality maintained. \w. Advertising Features and Forms For a complete detailed list of all advertising features and forms, kindly refer to following pages, representative's price list.- All features should be ordered by representatives and Sales Promotion Departments by form number. For instance book lets ail have B forms, folder have F forma, enclosing slips forma, etc.--examples B-13, F-190, -55. Suggestions The Advertising Department welcomes sugges tions, comments sued criticisms at all times aiLd wHl be glad to receive same, either from representatives direct or through Division and District offices, . 0007-SWP-000190903 Vhtae alav h*ve eur - cartful coneidetattafi although it if, df coutte, Impossible to cany out all of them lor obvious reasons. Let Ushear from you anyway. decorative Department . We ttwifltaih a Dewntttve Department unde# the direction ofOrf experienced decorator, for fNr express purpose ofoffeying sgrestioti* for the-Use Of S-W Ftftitfiirt^ MMeridlii'where Culled. TWi department is not In ony .sets* In competition with the services of artliitnav mat decorator*. Itspurpose U to give users of liaislupg materials a true ideg of the nagSts that, can beaeci(ped thrab the proper use of 5-W Products, andreqorajnendthe.particular materials that will produce the various effects decided in any 'scheme of decoration. We are working with a great many architects arid decorators, whocditie to Us fokaiiggeStioiis and speci fication* fot carrying out their ideas, and some whit known members of me profession always refer to us for our mr^gesrions nneiery ieiportaitt jeb that-they have. Big problem', coBhectm With the pcacticat and ixunoime li nishing of the hotel; hospital, department si ore and I'ke intvrioreiart handled withthe most thofbhgh ana indlviduat ettention. By supplying liie thpurInw'ht with plans orpenol drawings o' tire building to' be decoraled, and by giving all infurniatiun ai hand, sin-l: as.the kipd of w.uutj used for inlcrior trimming. liiiisls desired fat Acme, whether vtuiuslicil, -plumed or enameled, ststiog genera', style uf furnishings, wopd used tof floors,, whether inteiior is well lighted and making note oT color preferena1, If such be the case, a com plete cblor plan and working sepdlications wilf be supplied. If exterior recommendations are desked. then auch information as follows should be given: style of budding, .kind of material need >0 construction, covering of, roof, wliether to be finished or not, whetbar bipjding iswell auiTounded with foliage at not, and the owner's preference for color effect. !fhe..nte k complete in every respect. Not only are color sketches sent; but specific instruction* ari furnished for reproducing the effect illustrated, While the materials required vfor the work Ore designated in a separate schedule. By having the 0007-SWP-000190904 decorative plan lined up in this manner there is little possibility of unsatisfactory result* bring produced. Then, too, very few persons con nio an adequate idea of the effect of color or corabiaation of colors merely from a verbal description. This important department has built up a magni? ficeut agency business on Flat-Tone is many quar ters. It has made big decorators out of small con cerns, It has trained our agents to bid os big contract business and it is in reality the strongest tRdn ire have for landing tbs BPA, since a service of this kind is not attempted by our competitor*. We do all this without charge. Problems pertain ing to stencil work, color Work, wall work, woodwork, finishing and work of all kinds which require expert advice, will be given otsr prompt attention. Our staff of artists and decorators is at your disposal. In some of our national advertising we offer to send free one of our Portfolio of Color Plates, con taining color schemes apd suggestions foe the paint ing, staining and enameling of homes, exterior and interior, also for the painting of bedrooms, bath rooms, dining-rooms, etc. There also is enclosed a blank which the property owner can fill in with the necessary information that will enable the artists of our Decorative Department to make up special color schemes for the finishing of watls ana ceilings of such rooms. Thousands of borne owners take advantage of the services of our Decorative Depart ment each year, and they are directed to ouT agents, or to the best prospect in a town where we have no agent, for their purchases. Representatives'ate d!so kept informed of each inquiry, sc that they can make use of the inquiries to stimulate our sales. --- Request for Color Schemes Fill in the free service blank and make, robgh pencil sketch on reverse side showing ground plan* of the rooms and location of doors and window's. Blueprints are even better than the peneil sketch and will be treated as confidential and returned to the owner with the color schemes. Free service blanks and blueprints should be addressed to ;Mr. J, Cross, The Sherwin-WilHarns Company, Quad Road, Cleveland, Ohio. y. 0007-SWP-000190905 1 How Decorative Suggestions Ape Handled (fa receipt of the free service blink or blueprints at Cleveland, our artists prepare a separate color suggestion for each room and mount them on heavy paper showing the' ceiling color, moulding. sides, waU and baseboard- The actual Klai-Tonu and FlatTone System'Effccts are used to Carry out this work, and all colors are in harmony. Proper stencils and colors for same are also suggested. The set of color Elates are then mailed to our agent and accompanied y a letter of explanation, so that any good, painter can carry but the Scheme and' Secure beautiful results. We then notify the property owner to call at our SgCDt's store for the. color sphemee, Decorative Department and the Painter The representative should personally meet the best painters in each town and explain to them thS: tag business they can at*tire by makipgpsevf out Decorative Service. You should also give them a practical demonstration of our System Effects. An outfit is provided you for this purpose. Decorative Department and Representatives You Choufd personally spud in ' Requests for dtcoratit>e aigestKm* tor anyriew homes, theatres, churches or Bat dr office buildings that you note being erected in any town you visit, and personally meet and explain the proposition ;to. the owner. The sales respiting from these suggestions are very largs. = - . -11 0007-SWP-000190906 New and Special Features For Distribution to Agents and Dealers Auto and Buggy Paint ' BP--Simple falser* . 10 to IS to cadi deals, Blqrde and Motorcycle Enamel{Air-Drying) BL--SMY&te Folder. A far to dealer* hatotHng tUilliw. Bru-Brltc B4M--ltnMnAw sttp m Bra*Btlte, 13 to 25 to each dealer* Brighten Up Flniahe* H-l--BritfataifUp PtnlA Dbpky UoU. CtUtiofcL B-M*--BrlghtjmUpFIslabBooklet. 1 to ftt?*dealer* W-41--Brighton Up Window Trim, Sent to aay agent or dealerwhowOFue ft. A wyatUa&lrahfea: ^ Brighten Up Stain Til Tamrlf Folder, to to is to each dealer. VO--11 * IT Display Card One to each dealer. W-57--Brighten Up Stain Cttfc-Chrt. Vayjttrmtw and cmnalrc* tea to aaevta or dealer*wboefetiygoodatoefc cfBrlghtea Up State. Commonwealth Barn Red and Gray BP--Sample Folder. Commonwealth Baca Red. A few to dealer* CC' W --'Sample Folder. Commonwealth Bam Gmy. A far to dealera. BC--'Window Hanger, Commonwealth Bam Red, One or two to each dealer. Concrete Flniahe* CC-41--Sample Folder, 10 to IS to each dealer. B 4W 'Tftirloafna Sip. Etartfc Boot Cement. 12 0007-SWP-000190907 Gnd u) Seam Filler OF--DtmJottrt Fdder. A few to mb dealer. CnoaptoCalat 'R--Semple Folder, 10 to IS to each dealer. Enamel . tF-^Samplc Folder, 10 to 15 to each dealer. . Enameloid CE--Sample Folder. IS to 25 to esci dealer. , , . i Family Faint E--Sample Folder. 10 to IS to etch dealer. I--11 x 17 DUpl*/ Card* L to cadi dealer. Ftet-Tont GGalHAiitd Flat-Tow ColvOiii 10 to U to cub dealer. . C3C*45--Flftt-Toae Sytoem CoJt*CrJ Ito lftlo*adi deafer* -1--: rm. tH Fkiifi IjiaiU*. \\x .afcowiog n- jite or kmb. Oil! am nj /urn*<mSan to "ta ctwen i :* 1i carm* c nrjMp' ii* -t* total*. p -4--Flat-Tone Beaver Board or Upaoa Bovtl DUplay, Cdnritta of four pieces <rf fitter boanL IQ*16 fecln. fin? Uwl wttli Ftol-Tunr. Given to Bount ! l*iMon Ituatd. Specify, qq order which board .! leualmd. " w '' ` T>r*iaivt FttsTir* .^oeftkt. 'Stanton enii'.dpfpTni'*r 'do oneofily `tq ^god ip it* itol i nr. .icru pdnu 1 DE--Decorative EmeD. Expsnjfrc feature. Ode to each food agent Flttoap .. H-fr--^^teoap.HahBto* OpotoisKh fc^faujijKpgll&a. Mtt--Enclodo* BUp. 7$ to 101;to each dealerhawdtfnc Bae. Floor Finishes H<4--Dfniar' Unit. Modem Method Floor Fiolttc* Celluloid. iSStfiStolS9*1*- B-H WwfWttiai BoeU*. to toitrtoeecfc detlefc is Flwrbc * FC FTomple Folder, 10 to IS to etch dealer. FA--Ftoodoc Sample Panel Diijiay, 1 to tocb dealer handling Flooriae. W-53--Cat-Out. Very attractive sad *Tff***ft IHIopagh^j|jjy^One to acenta oc dealer* who .cany good Floorwtpe E-311--Eacfotiag Stp, 100 to 100 to detkn for mater dtotiibutioo. Hiodcnft Stains HF--Handcraft Stela Sample Folder. 5 to Id in each dealer. Insecticides J6-75--PbjJj Green Kadoetafl SUp. For /****** dijfaibutloe, lDO to wh dr&Vr. B-387--Small General Intectldde Book. For eooater dlrtribntiop. SO to 75 to each dealer. B-dtt-^TubeNtoale ~Ekdorfag Sip* & to 75 tt each dealer dealer. tMd EdcM&f EUp. 50 to 75 tbeacfa E-ilB--Fuagi-Bordo Radwin SUp. F-7lf--Dty Ume-SuJfer Folder.. 5Q to 75 to each dealer. laid* FtoorPalnt JMtmpUPcUer. 10 to 15 to eadt dealer. H-JJ--Special Pamd Display, arfaoare paattn* thSTT F>25--Portfolio. BioiiiB sae cf tiff**1 detigoa mr Intide Floor Paint. Qae to oealeit potiriad the ides. Can he ired foe windowdirpTay. ` Linseed Oil B-S47--Lifioeed Ideal Booklet. Z or S to adcoler, -1lln--*it OH tCnrlnalm'SBjJu For wi^st^n* -tioA. ISO to each dealer. OU Stain OS1 Sample Folder* S to 10 to each.dealer. Paints and VamUbM for fin Farm CdMrtd. ltsA*nHlt U Pane)* . .; .1 Nt-tmW Leather Feed Portfolio. UoUlaa hrdet S X 4-Inch sMdn- Par archltacU calx. Bptndw fantnw. : DoooKwIeriaLtaf youart eeoSdmt that it will beinaeiV F lt leather Portfolio. Holding twenty lit X Wl * ***" VPS--S*naH Sinpte Puid* 4 u 1 % tachet, on Mtr-aotj Scmari-nOottiMl RexparVarabbea. Foraichlteeta, palitoiaftwl m--f fcrfj lw0> Paoda, Marn*fc Wie rt mod pet tter-toari*. i >Jbcl* Unfe HMi erftflwdi Paata Colored Paint . .} -t- H--Sortie Felder/ lihli dealer eatUed tn froealS to IS. Pollah-ol W-31--Auto Cut-Out. For tfvrfavlng Poltifc-oiJ, FilEBT jaandl Autd FaaJtant abnd Br*a**-Britte wrlu#i4< Very uunK^vt feature. One to each agent ppmiwlnui fine iiom. Porch and Deck Paint Dh--Sample Folder. 5 bo 10 to each dealer. 'V 1 Poach and Lawn Fornlturn Enamel ` ... ' Fir--Baaicde Folder.: JO-ta 15 to each dealer. - i . H-tTT-cga:t^lrt.^ Odlal*t t Out to each dealer. SFOTT*ftt*. ' . . ,. Mf. JWtr. CWmw. latoMtonrh iealrf- llM Palilftt eMorectoa end Ibofrt. UKrtdtaeedi S-lSl--Caibda^el BHdoeiai'Sllpc ICttolltoeaeh dealer. feemj Bndealat Slip. U tottto wih dealer. 0^-0. i- : t 'i .r. ! .1'..5 Oukk-Dryfaii Colht* " QF-^Sauple Felder. One to efc dAfw Mi ' ` bqxtnj Uieaa podt. ID to 15 . oet end Bridge Phfnt < ^ XD--Sample Fotdrr. dtp IQ.toeerfiilaajar- Screen Enamel 8Q-- 17 Dhphy-Ctod. t CaMhdMlao 15 0007-SWP-000190910 Special Greens 'fr-Vi. T-tiate nito Hue dm Cm. imiutt la mm& QMn^ktea i'hfie salt* ofpod* am aa4a. go o*cji daajghv ". Fre'nch Ctowit Green. CtdokiL' 1 GC-tt--Staple FolderVetdep&;W to W toaKh<J*ier- istalm , . fX iiHiA Stub ample* on wood. Fall. Hfce tf-aalec* Is pmrtwd eutbflkv To foB Fna of italn. flX-1 1 Short Set dt tmd?c 5Mn*3a gt*fa.aaatft* oa wood la pufeetoard carton. Not more the* three loan agent. G(%3A--Suople Ftildtr. Showinh /nil Hm ^ingt^ oo wooden cample*. ID to ad <Wlto. B-S*--smutleStain BooUtt. l*tol3 tondtdeakr. - : B-W_4t*l7 5WailtiEtolnDKl*/Ci Optotndalcr* pttnlllg line P4n-76ldtt. ClAolIihd Sbls|l Stilfi. 10 to 25 to each dealer* i- ' M. ' ... Stencil Materials B-att--Sttndl Catolos. 5 to 19 too dealer. SWP C--Sample Folder. 15 to 50 to each SWF agent, wttfc bunet cord printed oa firet page. C-l--Short C contatting3* odomi! OwedtewaMisiK CO--Short.CiwteWnt 18.oaNt fiwddqiPBtMCe C t 'OprcWC to*mUtac*3* 14fridnibeh "Shw m reconr C, but with color* ananged [a nnioeiical order* l to eii agent. On so account can Cheat be give* to ageata for counter <tf*tribatfcm. P-dlpL Att tDHuivt featoiw vU^ dirifiB vilUr ho drcdartooeel be ilwi or Hkma mere there 1* b ptoper pttocior dloplar* Ko* gl-rea to agafHringC-> of eff F--Paddle*. Fuinlihed to agent* who hare good F*l*OD . tbe poikae* oC whkfoartbobbr.ocr narraaa . . OG-CdbbU Coated Slow C**- FnU ttnaerfooloa. To begiven only to agent* who do not get F. CC-1--CcUnloht Coated Show Card. Containing auw coke* a* CM. ItoewbdcalerTtia^lftythajbay^biea.., CC-3--CeUtdoU Coated Show CpS*..' Coo^plar. aune t^nmC^L- '............ * G--Packet dt To be lent la nore quaotltk* or to painter* oa *p provmlof manager* only. W-W--window Trim on 1 t* itock.laaAddvaeftle?c.aattwrabcati've" * " iJvea ta ^ Taxlte Kfi,'! : ,7>K TX--Detotire.ffolder. Afwrto^cfa dutu. -: - H 0007-SWP-000190911 [ Varnish ifST'Ott* Star-no* and Keoar Folder. # to 50 to ...' WM^Knwk'.Wadov DfopU* A lew m**. Instock. SwilJ be riven to. Atolaas-haadUDf'* raSdent node of Mnr-oofr .. ' W^|^Wto4owTiittiMVainWL- fefrtftmctlve: Laser onMar-aotoScar-aotaad Rekptr. Should be riven: to asenta badUttg thec tfciVEB UMtt j . . --Vvulifc CflWXrt.. t{iu/Ye dbpby. Ghpa to MfOitiwhOtoenpetottnf oMdr Bide Order'Blank plea. Wagoa and Implomenf Ptttot .WF--Sample Fol4v id fo 15 to sack dtoier. ` x 17 Dtapjny Card. 1 to.eiich dealer. - WtU Finish*? CCkn--Eeli*. Hot Waiter Kiiftwdhit CofenCan4 15 to.tfto deafer*. . OC^i--Decotfnt- Sanitary Wall Habh Goha^Card. |5 toZStoa.deafer. .. . GC-33--Fenacoto.. Oatwa Cold Wate Pilat Gofer. Card. 10 to SO.to a deaferr F'W.-S'WFajawCoach*Folder. 10 toUtoa dealer. P-W iflmlfat Dhpkr Bngar. -l te a dealer. White Ld conn S.W7-duUi| Stlp; 100 to 200 to rfrmlrr* for oonster distribution. (frfu&lanQSpecW AA*lIi-<lcioatet hair. Gfaoviaa ban oota*. Tubsiciireaautdalraha* the* will bs need*ini)u*nittfea of 10 to ZS to art tarot. ImpriauxJ, AA-7--StlFfeidsipj, $xSfoatvtawoodentram*. Two aeqrto nod agwot* who w{H jtiact than, to pfMUbfent peti tion*. Laetcrad trithaseat's ***- 'H*97-*Conipiete Handbook abpwtna 'boo dam* and lantern riHes. t to eacS agent B-57.J?--1917 Supplement to B-57, Itoodiepat. B-W--Portfolio otik nuoatfosa for Paktlnf and DecoSi? Xgftlt MS^IJJSlrtStT'g v>*4W^ASC Book. - lnhonjnJo. at Gaol Patatibi- paid MlMM!Pf Mute. batWita. Oottnam WKititM. Notforjuaml dltti&v&Hi. CP--TONetaFOWtriJioifc luHMAi. ' IT 0007-SWP-000190912 General and Special--Continued CS-daod 5--Street Car Card*. Furnished free to agents wrhouse street ear space. Imprinted withagent'etiame. These card* can also be furnished to agents as window card*. One set to each agent who will ine them. DB---Dealer's Reference Book. An expensive feature. One to each agent not already auppotd whose aemiant war* rents this expease. RJI~-llndiwin2 flip on SWF, swCvG. --Set of 50 BuriwM Card* for Painter* using SWP or ID--Electric Illuminated Flash Display. Day and night sign. Expensive, Furnished to good agouti only. Do not promise one of these feature* unless you first take it up -frith your Saks Promoting Manager. MM-2--Oilcloth Awning Sign. MM*3--Enameled Iron Agency Sign. An expensive feature. Sent to each agent not already supplied. The enameled sign should last the agent five years at loot, and no other will be given during that period. MU ''i ~ .. ' ", '** i irith I. use v , . \ . name and address provided. "this Bofldbe Finished dealers' and painters' *are used. Space for S6?f--Brighten Up Tags. 25 to IOO to dealers who will lie them A good feature for County fain. etc. S-M*--Cotor-Card Rack. 1 to Uv# agents. U--Dealers4 Price List. Used among present and pro* epectfve customers as a memorandum of the Company's products and pike*. Hew agents motive them with acknowl edgment of order from the office. Old agents get them only when representatives order them sent, U-i--Confidential Net Price List sent -with U. W-ifl--Little Faint Man and File of Cans. Window Trim. A few still in stock. Very attroethretrim. Send one to good agents. W-M---'Window Trim oo Old Dutch Enamel. Attractive feature. Out to live agents or dealen who will use it. W-5A-*Brighten Up Thnw*Piece Pictorial Window Trim. One to live agents or dealera W-51--Qee-Sbeet Foster on S-W Faints and Varnishes. 2 nr 5 to an agent. WC1--Brighten Up Stickers. 25 to WO to dealen who will use them. CC-II--Mins. Mill and Factory Colon, Sample Card. Ho display dgns should bt promised until you have thor oughly satisfied yoorecK that the situation warrants It and ibe agent la eathusUatki in th*k use, otherwise they will pot he properly uaad. Manufactaraa Sain DepvtflUflt The following Items are for special work and should be - wiji'tllvd only when there it a cood prospect for business. - TIm't. me twit fox distribution to dealen except where goods m* AM--Sample Folder. A. 1. F. Vanish Colors. Manufacturers Sales Department--Continued AH--Sample Folder. Non-CcnodiWe Add - Resisting Faint, AS--Sample Folder. Axidoa. B-23--Finishing Specialties Booklet fat Engine and Ma chinery Builders. Sent only on approval of manager. B-47--Ajax Insulating Varnish Catalog. B-269--Booklet on Old Dutch Enamel. B-31B--Automobile Manufacturing Specification Booklet. CC-Il--Rough Building Paint Color-Card. CC-17--`Handcraft System Color-Card. CC-24--Golden Oak Stain Color-Card. CG-37--Baking Enamel Color-Card, CC-41^--Free-Flowing Color Varnish Color-Card. B-37--Metal Protective Paint Booklet. B-425--Enclosing Slip on Petcilold. GR--Sample Folder. Galvanized Iron Primer. KF--Sample Folder. Keg Faint. LG--Sample Folder. Lustral Colon. MB--Sample Folder. Machine Paint. OM--Sample Folder. Oil-Proof Machine Paint. S-795--Large Set of Flexible Celluloid Samples. S-Wl--Small Set of 35 Flexible Celluloid Samples. OF--Color-Card Quick-Drying Japan Colors. Marino 0020--Sample Folder. Corinthian Green. B-329--Sampie Booklet. Marine Paint for Pleasure Craft B-W--Sample Booklet. Marine Paint for Merchant Vessels. Railway and Street Railway B-311--Railway Paint Specifications, COM--Semaphore and Target Paint Color-Cord. CC-62--Sample Folder. Railway Old Dutch EnanuL RD--iDepot Paint Booklet. RH--Sample Folder. Perfect Method Freight Car Painty SC--Street Railway Catalog. RC--Railway Catalog. F-676--U. S. Standard Mail Car Colors^ Sample Card. B-4SS--visual Red Color-Card. E-433--Visual Red Enclosing Slip. B-298^*Effident and Economical Car Finishing. F190 Lid 441 19 0007-SWP-000190914