Document 82y6bkGDnrYZa06nxbjO73JJy

Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR \VORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. 1. DETROIT, MICHIGAN, JANUARY 6, iu o o . No. 17. Paint and Its Solid Constituents--The capital invested by these old style corroders, new work anyway ? I would suggest writing Pigments. and just as long as they can market their the icontractors, offering a certain amount of product through appeals to prejudice and our New Era Paint to every one sending us BY JOHN COLLET. | ignorance, they will continue the antiquity a copy of an agreement with a certain argument, and not sustain the loss of the painter, giving the name of the painter and (Continued from last week.) vast amount of money such a radical change alsd the name of :he owner of Ihe house. would naturally necessitate. But the Carter Th^n I would increase the offer until after he Ths Carter product is a good White lead, process, or a still more scientifically im- i had put New Era Paint on about three fully up in quality and properties to th& old proved one, will and must supplant the old I houses. The contractor would have enough Dutch process lead, and, as the case may and imperfect method of corrosion which paint to paint his own residence. This be. considered by many experts on White has remained almost unchanged for cen- coi^ld be worked through our merchant Lead rather better and more uniform in tunes, the old Dutch process. customers without any prejudice. Each every respect than the product of the latter. We come now to other processes for representative could send in the names o: Permit rrte to state that I myself have manufacturing of White Lead, such, as the one or two good contractors in each town. found by many quantitative analyses of so-called precipitation process and chamber If you think well of ths scheme you can Carter White Lead produced in different I methods. They are not used in America. suggest it tc the " family." years and given to me for examination, j The precipitation process of White Lead , Respectfully Ycurs, No. 13. that the constitution and composition of ; is either based on the precipitation of basic j these samoles did almost perfectly Corre- j carbonate of lead by carbonic acid gas or by . spend with the analysis 1 made of the first the alkali carbonates, such as soda or bl-car- j Granite Fioor PauiL ' ' keg of Carter's White Lead used by us in bonate of soda in a solution of basic acetate j Detroit, Mich., Jan. 2, J900 our works in 1890. of lead. This uniformity I could not find in samples Its principle is based on the fact that a of White Lead produced by the old Dutch . solution of normal acetate of lead obtained Editor Th o u g h t s : ! for one believe we should have some scheme inducement ot a special nature to process. The samples under analytical ex by dissolving litharge or lead oxide in further the sale of above goods. Every amination showed sometimes a composition diluted acetic acid is capable to dissolve still where you may go you will find " Senour's resembling that of White Lead made by the more litharge, forming thus a basic acetate Floor Paint" on same basis of stability as so-called precipitation process, that is, their of lead solution, and that this superfluous our N. C. F. is with the trade and con compositions were in some cases very litharge or the basic lead constituent of this I sumers in general. They have a nice line divergent from that which a good White solution, is precipitated out, or separated by of advertising matter, with a special assort Lead should show, vie: As accurately as carbonic acid introduced into this solution* | ment price for opening orders, and give a possible, two parts carbonate to one part the precipitation being a more or less basic ' number of sample quart cans for free dis hydrated oxide of lead. carbonate of lead. tribution, letters to consumers, etc. On Furthermore, 1 might state that whenever j TO BE CONTINUED quality we have them beat, why can't we we had trouble in our White Lead grinding j do the same thing on amount of safes? department with White Lead paste getting j hard aid lumpy, in nine cases out of ten the What Do You Think ofThis? ; They also have in the past had special sales men pushing that line only. If they have lead undergoing the grinding or mixing was - Davenport, la. Dec. 26, `99. succeeded why can't we > Let's hear from an old Dutch process lead. Editor Th o u g h t s : some of the other salesmen on this subject. As with so many new methods and pro For some time I have beer, thinking of a A happy and prosperous New Year for the cesses of manufacturing, the Carter process scheme that would help us to push New Acme and all of its employees are the had, and has still, to meet a certain preposi Era to the front more rapidly than through wishes of Yours truly. tion and prejudice, but the test of time will the `painter/' who, we all know, is not ; No. 8. certainly, and has almost already, given the always as reliable as he might be, even Carter White Lead its proper place, due to ; after he has been well treated and learned its superiority in quality and uniformity, as ! beyond a question of doubt that New Era 1 San Francisco, Cal., Dec. 21. '99. well as to its simple and quick method of Paint is a be ter article than he can make : Editor Th o u g h t s : production. : himself. . I think the suggestion of No 8 in The main reason that this process is not j Why not assist thosepaintersthat are Th o ug h t s Dec. 16, *99, as regards sample yet adopted in general, and why so many 1 with us. and force those who are working cards for painters, an excellent one, and corroders don't abandon their old Dutch i against us to come our way by working a . one that 1 feel positive it would pay you tc process, is doubtless because there is at the scheme with the " building contractor " from ! adopt. Respectfully. present time about thirty-five millions of whom the painter gets nine-tenths of his i No. 15. N23356 T Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, JANUARY 13, 1900. No. 18. Paint and Its Solid Constituents---The oi lead and to the basicity or proportion of 1 White Lead and consequently It has shorter Pigments. lead oxide the normal lead acetate has life, the increased percentage of carbonate BY JOHN COLLET. fCnittiuntd ftem last ivrek.) dissolved. ; ci lead causes it to " chalk off.'' We know that the character of a White , ;ln the precipitation process, using car- Lead, both chemically and physically, effects | bonatc of bi-carbonate of soda the tendency The chemical reaction may be expressed materially its value as a pigment. The : ofj the formation of White Lead with such in the folio-wing: character of the Clichy lead will therefore | a# irregular constitution and composition. Lead oxide and acetic acid, or normal acetate of lead. depend upon the character of the solution of : is! even more pronounced than in the fore lead used: the temperature at which the going method. ' Normal acetate of lead and lead oxide and water, or basic acetate of lead. Basic acetate of lead and carbonic acic. or basic carbonate of lead (White Lead), or normal acetate reaction between the carbonic acid gas and ' ^The operations as a whole are the same. the lead solution takes place, and last but bdt instead of using carbonic acid gas as a not feast- upon the strength of this solution. | precipitating agent a solution of soda is used. The quantity of carbonic acid should be , No normal acetate of lead is reformed in so regulated that not more than two-thirds conjunction with a more or less basic car- of lead- of the basic lead in solution is converted banate of lead, but acetate of soda, which The normal acelate of lead which js thus j into carbonate, if too much gas is used, then is 1 either sold as such or has to undergo a reformed is then used over and over again ! more will be liable to be converted into special process for the recovering of the for the preparation of a fresh solution of ' carbonate, and the White Lead has a strong acetic acid. Among, many processes based basic acetate of lead. : i tendency to become crystalline. Instead of [ orr this, or a simpler method, the " Condy " Theoretically there should be no loss of amorphous, the White Lead will lack then ; process is the only one which was operated acetic acid or norma! acetate of lead, but"; m covering capacity or body. ' a 'short- while, buTas the result"seemed- to practically a small quantity of new acetate j As a matter of fact it is very difficult to be so variable it was soon considered a has to be added from time to time tpmake j ascertain exactly when sufficient gas has complete failure from a commercial point up for the little loss which does occur. . been used and the above mentioned fault is of view and was therefore discontinued, The process is used in France, and on an . one generally met with in the White Lead j The other process for the manufacturing extraordinary large scale at Clichy. hence produced by the Clichy process. The strength of White Lead which we will discuss more thename " Clichy " process, or "Thenard " t of the solution will not have so much j closely is the so-called *` Chamber process." process, after its inventor and promotor. | influence on the quality of the product; which is operated like the old Dutch process The litharge is dissolved In diluted acetic | however, too stronga solution will precipi In large chambers and is carried on on ihe add with the aid of steam, and to this | tate a coarse White Lead, and as a rule | same principle; that is. metallic lead cast in normal acetate of lead solution a certain weak solutions give a fine While Lead. : grates,- strips or plates, or as the Western amount of fresh litharge is added again and j Another drawback, of this process is that the Lead Co., in Denver, Colo , used to do, in dissolved likewise. The principal feature fn j precipitation must take place always at the a fibrous or threadlike form, is exposed to preparing th s (basic acetate of lead) is to j same temperature, that is to say. under ex the simultaneous actions of acetic acid, obtain it ir. a certain strength of basicity, in ' actly the same conditions of density and waler. steam and carbonic acid gas. The order to obtain a proper and good basic ; basicity of the solution in order to obtain a | difference from the Dutch process is that carbonate of lead. j uniform White Lead in regard to composi these corrosive agents are generated, outside into this solution, after it is purified by ' tion and texture ; for an increase of tempera I of the chamber and conducted or admitted settling and filtering, carbonic acid gas is | ture facilitates the absorption of the carbonic ! by means of a pipe and spray system. The introduced. acid gas, and herewith the formation of I bad is placed in shallow dishes or trays The carbonic acid gas is generated by larger crystalline precipitations. The White j on shelves inside of the chamber, the door burning lime stone or chalk abundant in the j Lead will be coarse, less amorphous and is closed, the currents of steam, acetic acic vicinity of Clichy with coke in a system of ] will be inferior in regard to body and . vapors and carbonic acid gas are turned or. furnaces. covering capacity. The increase of car The chemical action which proceeds is The gas precipitates the White Lead, bonate of lead in such a White Lead natural supposed to be the same as that which takes which is left to settle, and is then pumped ly decreases the percentage of hydrated place in the old stack process. The acetic into extra large vats and washed and dried lead oxide in its construction, and therefore acid acts upon the lead, forming normal in the same or a similar manner as in the it will take less oil in the preparation into acetate of lead. This, under the action of previous described processes. paint, it will cover Jess, or what is the same, the aqueous vapors, is transformed into a The product given by this process is fairly it will not go as far as a good proper White basic acetate of lead, and this in its turn is good, but liable to vary considerably in Lead pound for pound. Furthermore, such | changed by the carbonic acid into basic composition from time to time, according to a White Lead will not be combined with the f carbonate of lead, or White Lead. the strength of the solution of basic acetate vehicle "linseed oil" as well as a good ] TO Be CONTINUED 0007-SWP-000128014 T THOUGHTS. Papers Read at Oar Anniversary Reception. realizing that the success and prosperity and that this system will bring happiness to of the business is necessarily the concern the workers in our faotory. BY OUR PRESIDENT. MR. W. L. DAVCES. cf all. Now the company cannot do It all. We 1 regret very much that this gathering have the disposition to do a great many It is perhaps needless for me to say that tt cf the "Acme family" does not include a things for our employees that requires your gives fne personally, as -well as all the greater number of our commercial mis- _ co-operation in bringing about. The com officers of the company, the greatest pleasure sionaries, or traveling representatives. This mittees appointed to carry on the work can to have the privilege of meeting you once important branch of the family Is necessarily ; be aided immensely by the formation of more on an occasion of this character. The poorly represented. I have no doubt, that several clubs or societies among themselves, initial gathering which occurred last year were they all with us, that they would assist to Illustrate: A Young Women's Club. was so enjoyable In every particular, that i very materially in making the evening one Men's Progress Club, band and orchestra, we determined, if possible, that every year long to be remembered. There is no ques Glee Club, Relief Association--each society would witness a repetition. This yearly tion that they would enjoy being present, as encouraging mental training and happy gathering gives us one and all a much de sired opportunity to meet each other in a friendly, social way, and it is to be regretted much as we would enjoy having them with us. You must all have a thoroughly good time living. What we should like to do for you pretty soon, is just this: Haye a building erected, that they cannot he held more frequently. this evening, [f you do not it will not be the or a nice, light, well ventilated and heated It is true that our business association brings fault of the `'Acme." Let us all be merry room In the factory assigned to you, con us all more or less in daily contact one with and enjoy ourselves to the utmost extern. another, but the business side of the question I will close my remarks with the sincere is one thing and the social side another. hope that all that are here to-night will also We should look upon our business organ be present at our next family gathering, and ization as a co-operative Institution and our ' that I may then also have the great pleasure interests as mutual, and upon that basis of greeting you and bidding you welcome. every one connected with the company In nected therewith nice bath-rooms, a dining room and kitchen for the preparation of lunches, a nice pleasant smoking room for the men and a library, so that during the rest hours our employees could secure the utmost pleasure and recreation during those intervals. We should like to see palms, any capacity, should feel that in addition to the connection in a business way, there also exists a social connection, somewhat aflkr the manner of a family relationship. We might almost call it. 1 should say. the `Acme family." Inconsequence, 1 look upon this as a yearly family gathering, arid flowers and pictures used freely among the BY OUR SECRETARY, MR. THOMAS HEAL. furnishings. Then In addition to the coffee Mr. Toastmaster, Ladies and Gentlemen: : you are now furnished with, we would like It is just fifteen years ago that this com also to provide a good hot bowl of soup. pany began Its business career, so that With your help these things can be brought to-night we are not only enjoying the third about.; anniversary dinner since we occupied our We want a band of makers who will make inasmuch as l had the honor of originally new plant, but our fifteenth birthday as organizing the company, [ presume that' I well. can be looked upon in a measure as the (t seems to me prophetic that the fifteenth father, and 1 can assure you, my children, that ; year of our business experience occurs in I am exceedingly proud of my family. I can the closing year of Ihe century, and in that nothing but the best of paint, making it as good as they can. The factory to be free from racket, dirt or smoke. The floors as clean as a dinner plate, and if a drop of oil or paint is spilled, the culprit to wipe it up. look around me and see Ihe faces of those year we incorporated in our business the Instead of burying it under a tobacco quid, or that have been with this company almost 'committee principle" of business and leaving it for someone else. The outside to from the organization of the business, and factory control and management. be kept as now, the buildings to be painted a our long association naturally carries wlth'it It seems to me also that this is a happy spotLess white; also a bright lawn, and plants a feeling of mutual confidence, trust aijd combination cf circumstances and means : and vines. esteem that Is quite outside of a mere con more to us than we at present realize. It's We. believe tha: by improving the condi- nection in a business way. about this new business method that I wish tlonsaround our establishment our employees Since we last met, we have put Into effect ; to say a word to you to-night. our system of co-operative management j It has been said that: "The ordinary at will advance In general Intelligence, increased business will follow, and lasting prosperity throughout our works. This system has now titude of capital and labor toward each other and happiness come to us all alike. been In operation about six months with most is that of a prize fighter guarding against gratifying results. As time goes on, and attack and standing ready to plant a blow. What Do You Think of This? the system develops and becomes more effective through a better and clearer under standing of its possibilities, we hope and have every reason to expect results, which will be in every particular satisfactory to all con cerned. We thoroughly believe that the success^ of any business enterprise depends to a great extent upon the loyalty, devotion We believe the two are related io each other as the wings of a bird. It is when those wings co-operate that ihe bird rises heaven ward, but clip one of those wings and. it falls helpless to the ground. Industry is borne up by these two wings, capital and labor, clip either one and Industry Is crippled; they must move together before industry rises Editor Th o u g h t s ; I would suggest that you get out a sufficient number of postal cards addressed to us to furnish each of our customers with from six to twelve, haying printed on the back some thing like the following: Date..................... Mr..................................... Address..................................... and co-operation of everyone connected with it, from the lowest to the highest--not excepting one. Hence our organization properly." I think our employees are gradually coming to understand the importance to is about to paint his building. Please write him in reference to New Era High-Grade Prepared Paint, and oblige, yours truly, should be looked upon by those connected with it from a co-operative standpoint, feel ing that all our interests are mutual, and themselves of this new system. The com pany believes that employers owe some thing more than wages to the employees. A customer having a postal card at hand like above can notify us easily. Yours, No. 12. 0007-SWP-000128015 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives VOL. I. DETROIT, MICHIGAN, JANUARY 20, 1900. No. 19. Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. , (C&ulinMttd from lasl week.) After a period varying from four tq five weeks, the Dehvei Co. claimed even .-three to four days, the White Lead will havejbeen formed and is collected and Ireated as Iji the Dutch process, _* The quality of the product is usually good, certainly better than that of the pre cipitation process. [t is. however, inclined to be very vari able, and the process requires great experi ence and care tc be carried out in the best possible manner to insure a good White Lead, in order to obtain a White Lead of the desired approximate composition" it is absolutely necessary to regulate the currents of gasses and steam in the prooer pro portions. Thus if an excess of acetic acid vapor Is admitted, too much normal acetate of lead is formed, which will not be acted on by the steam and the carbonic acid gas. and too much of the latter tends to cause the formation of an excess of lead car bonate, which, as we know, lessens -.he covering capacity of the White Lead. The worst feature of this method, how ever, is that in case the operator injects too much steam into the chamber, and allows thus the temperature to get somewhat :oo high, too much hydrated lead oxide will be formed and this by the rise of the tempera ture will partly be split again into water and lead oxide. This formation of lead oxide, as it is of yellow color, gives then to the final product an objectionable yel'ow tone and tint. The same result is brought about by a deficiency of acetic acid, and. as I said before, experience is the only factor which can guide the White Lead maker in adjust ing the various gases in the proper pro portions. There is no plant here in America operat ing this process now, the Western Lead Co. in Denver, starting in 1091. has failed since and went into liquidation. Various alterations in the details of this method have been made from time to time by various inventors, but none have so far the latter phase of the situation occurs just overcome all these difficulties. as frequently as the former. As for sight As indicated there are innumerable differ seeing, when a representative is In a place ent processes for the manufacturing of where there are any sights worth seeing, White Lead, and each and every year his'time is so occupied in calling on the brings forth new and improved methods but trade and making reports to the house that it is not within the province of this small j he forgets there are " sights to see." He is essay to deal with all of them. j out'for business and knows that he must T may perhaps say that the time will be i majte the best of his time from that stand not far off in which an electrolytlcal process point. (and there are already two or three in ex perimental operation here ahd in Germany) will successfully displace all other processes 1; don't like the word salesman, and the teriji "drummer" is much worse. Repre sentative is the best, because it implies the for the manufacturing of White Lead. proper scope of his duties. A man who represents his house must do so with intelligence and dignity. He must be Paper Read at Our Anniversary Reception. equipped to meet and overcome difficult OUR REPRESENTATJVES--BY MR K M. - WOODWARD. . situations on the spot. Representation has grown to be a profession requiring a high order of intelligence.- - -Gr-eat -changes have It is a matter of common regret that our and are constantly taking place in the representatives, with a very few exceptions, character of this class of work, fn years are unable to be with us to-night. j gone b/ the man who 'was properly termed We Who are together from one end of the ! a "drummer'* was posted on the names year'to the other and watch with pride and ] and selling prices cf the goods made by his satisfaction the constant advancement of j house. His whole duty when thus equipped our business, are. perhaps, inclined io forget ? was to go out and sell those goods, and if he occasionally to what extent the men who ' could not sell enough to pay expenses he are constantly working in our behalf In all must necessarily lose his job. It Is not corners of the market are responsible for the j much wonder that when so meagerly favorable conditions under which we annual- j equipped he would resort to vilifying com ly celebrate our success. petitor's lines and other narrow-minded and It is the rule for the uninitiated to suppose j unscrupulous methods to gain preference for that a representative's life approaches as his own. Neither is it much wonder that in near a continual round of unadulterated those days of unscrupulous methods he was pleasure as is possible to attain. They are ; looked upon with' a degree of suspicion as apt to think of the many interesting places j regards his standard of morality and truth visited, the luxuriously appointed! hotels and j fulness. The days of the "drummer " how railroad coaches, and the attentive service S ever. have gone by. Modern progression has rendered in connection with these accom- ! replaced him with the representative--a man modations, forgetting that it is not always 1 equipped to represent his house in the fullest possible to put up in hotel palaces, or ride In 1 and best sense of the term. He must be a Pullman or Wagner sleeping and parlor : man of Intelligence and lact, a student of cars. Too often the time for retiring is -1 a. human nature, and beyond all. above re m , to be called in three or four hours to j proach morally. It would be an unjust catch an early train, and frequently Instead : imputation upon the business man of to-day of riding in a palace car, an uncouth freight fo suppose that any other than 'a representa train must be utilized in order to "make ; tive their equal, morally and intelligently, time." We think of the lovely drives along ! could succeed In doing business with them. picturesque country roads, among green j A representative must know his business fields and whispering woods. Think of the ; in these days, and this means more than same roads and fields with the thermometer ; being equipped with a complete knowledge down to zero, or the mud up to the hubs-- of the goods he is offering. He must study 0007-SWP-000128016 THOUGHTS. conditions of trade in a general -way. He must be in position to make beneficial sug gestions to his customers, for the dealer has also learned to lean as heavily upon the representative's judgment as the manufac turer who sends him out to sell goods and watch and report conditions that enable him to keep abreast of the times. Without, fear of contradiction, I make the assertion that from no other single source have we derived as much Information to guide us on the.road to success as has been secured from, our representatives. We have a corps of repre sentatives in which any house might take a pardonable pride. Let us think then to night of the men to whom we are so greatly indebted for this gathering, many of whom have been connected with us for years, and in the performance of their duties have sacrificed to so great an extent the pleasures and comforts of home, family and friends. Thus is a Good Idea. < Syracuse, N. Y., Jan. 12, 1900. Editor Th o u g h t s : ' [ am in hopes of getting a testimonial from each and every one handling New Era High- Grade Paint in this territory. Would suggest your getting one from all New Era custodiers and putting same In book form. Tf^Ciuld be a fine thing to show the trade, and wduld help greatly in securing new trade. What do you think? Yours truly. ' . No. 19. P. S.-- 1 have yet to receive the first cbm- plaint on New Era High-Grade. No. 19. Detroit, Mich., Jan. 5, 190Q. Editor Th o u g h t s : t It may be possible, although E hardly think probable, that some members of ,our traveling force fail to appreciate the ex cellence of our New Era High-Grade Paj.nt, and I wish at the beginning of this season to emphasize a few facts In reference to it. From time immemorial white lead has been looked upon generally as the one article necessary to consider as a white pigment, to use In the production of a first-class paijit. I do not wish to say aught that will In any way reflect upon its desirable features as a paint pigment, nor do I agree with some of the prominent paint manufacturers who condemn white lead and claim that it should be aVoidcd. I claim that it possesses de sirable features not found in any other white pigment--1 refer now to its use as a primer or first ooater.' In the production of New Era High-Grade Paint we recognize white lead as an im portant factor, using it accordingly. We thus do away with all possible objection to our paint by white lead devotees. Being ' Davenport, la.. Dec. 12, 1899. fully aware of the undesirable features of Editor Th o u g h t s : white lead used alone as a paint pigment we 1 have a suggestion. A number of people neutralize its detrimental feature (due to the in this city have painted the roofs of their fact, well known, that acid which forms a houses a dark slate color. I could have sold part of carbonate of lead in use at the one If we had the shade. It may not be present day very materially shortens the necessary to add it to the sample card, but life of linseed oil) by the use of zinc oxide, if we had a few samples of the shade we not sulphate of lead, nor sulphide of zinc, could soon find out if there was sufficient but the best quality of zinc oxide, and let demand. Suggest it to the family. me say here, I consider zinc oxide a very ' Yours truly, much abused pigment by painters generally. . A. D. Ho a c c . Among other claims made by them, the claim that zinc will peel cannot be sustained where it is properly mixed with pure linseed oil. It has been abundantly proven that zinc The'above was referred to Mr. S. H. Hart, who giy:e practically Ids entire attention to Hie sale of New Era High-Grade prepared Paint, and below you will note his comment* regarding Mr. Hoagg's suggestion. will consume more oil, pound for pound, lhan lead, and consequently will cover more surface. It is claimed by some that zinc does not cover equal to lead, and I grant that such a statement may be true in so far as the hiding of the surface is concerned; Ihis is due to its transparent nature, and while zinc is transparent, it still, I believe, imparts protection to the surface fully equal to lead, In response to Brother Hoagg's suggestion as per above, would say I consider slate color desirable for roofs. While we cannot place it on our regular card this season, we can` easily make a slate color upon order, and later on It might be desirable to present a card with lighl and dark slate color for roofs. Yours truly, S. H. Ha r t , where the same number of coats of each are used. I have spoken of the above two pigments quite .fully, not that I have more than touched upon their respective merits, but to show that in my judgment, based upon over twenly-five years experience and backed by other best authority obtainable, they are not only the two best white pigments known for the production of a first-class paint, but that all other white substances must be classed as adulterants. In our New Era High-Grade Paint we combine properly lead and zinc, using linseed oil as a thinning vehicle, and thus Oil City, Pa.. Jan. 11, 1^00. Editor Th o u g h t s : Thfe lumber dealers are getting to be large handfers "Of paints and varnish throughout the' dountry* My experience has been that they are a good class of dealers to cultivate. They, as a rule, are good liberal buyers, generally very well rated. I do not think they are drummed quite as hard as the drug and hardware trades, as in most instances, they are located some distance from the center of the town, and therefore are over looked once in a while. Yours truly, 1 No. 18. produce a paint as near perfect as it is pos sible for any man or set of men In this or any other country to produce. Added to this, our plan of advertising and assisting our customers* and the extreme low price we are permitted to make for the opening of the spring season, the price, which I con sider a large sacrifice on the part of our company, l do not see how any dealer, after ' Special. If representatives will kindly estimate amount of each order and enter the amount Jn the upper left hand comer (blank) of order sheet! it will greatly assist the credit depart ment, particularly during the busy season. Hope each of you may be able to do this. G. B. P. being made fully conversant with the above facts, can do other than secure, if possible, for his trade In 1900 and all future. New Era High-Grade Paint. Yours Respectfully, ' Notes. No.: 14, No. 9 and No. 80--Please put the date at top of your cash account (in new expense books) in future. It is necessary. No. 12. A number of the salesmen are getting very careless about marking "ads." on their Creston, Neb., Jan. 11, 1900. order 'sheets when advertising orders are Editor Th o u g h t s ; attached; also in specifying " lustrous " or No. 13 has a suggestion in Th o u g h t s of "dead black" in Neal's Enamels. Both of December 30th, 1899, that I think is a very these matters have been called to their good one. Yours truly, attention in Th o u g h t s , but are not being No. 2. attended to. I I f 0007-SWP-000128017 PUBLISHED WEEKLY BY THE ACME WHITE LEAO AND COLOR WORKS, DETROIT MICH iDevoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, JANUARY 27, 1900. No. 20. Paint and Its Solid Constituent* -The ing. In these respects it produces what ts tidn, obtained by dissolving lead oxide or Pigments. known as painters colic, paralysis and other ntdtallic lead in acetic add, by means of diseases. suSphuric acid, the reformed acetic acid to SUBLIMED WHITE LEAD AND ZINC WHITES. The unhealthy nature of the White Lead bi used over again for the manufacturing of maker's and user's calling has tong been a. fresh solution of lead acetate or sugar of BY JOHN COLLET. ! With all its good and desirable qualities, White Lead, the basic carbonate of- lead, recognised ax4 efforts have been made to lead. discover and invent a pigment like the As 1 said, all these processes were soon carbonate of lead, but in a practically* irt- abandoned, until in i860 here in America a nocuous form, as a basis. These efforts led j vein of ore containing both lead and zlr has, however, one great fault, and that b, as to the suggestion of using the White Lead was* discovered, being a mixture of galena l said, it Is considered of only fair durability. sulphate as a pigment. .. and blende, that is,'a sulphur combination Its chemical composition and constitution This lead composition is much less eiiily with lead and zinc. is for itself very loose, and in fact, on ex decomposed and far therefore capable..Of The proportion of zinc in this ore made Lt. posure to weather or to gases ordinarily resisting the chemical, change which the however, very unfit for the smelting and occuring in the atmosphere, it is somewhat carbonate undergoes in the stomach and refining process for the production of lead quickly discolored and acted upon. In other system, so as to render It absolutely non- metal, and as this " galena" is reduced by words,, it is short lived, minute cracks soon poisonous. As a matter of fact, in cases of the -regular smelting process into partly lead, appear on the surface of the paint and these lead poisoning, diluted suipbuite aedt to oxide and partly lead sulphate, it was checks deepen, until they reach the material administered by means. c which the solufcifc sd as the basis for the manufacturing of covered, and ihe paint, te-oase -cwfewwM>ec*!WW' Snlo **^~Sidphate of "lead aooording't paler.,? lak.fci Lead was not exactly up-to the standard, drops off in minute scales or in form of a very fine whit dust. But, nevertheless, under normal conditions and applied in a proper way, we can say that White Lead is a good pigment; however, as soon as these normal conditions are changed, or the White Lead is used In or near localities where it is exposed to the fumes of sulphurous gases, especially sulphurated hydrogen and amonia, which gases are present everywhere where gas or coal are used for lighting or heating purposes, the White Lead will rapidly lose its white color and will be more or less darkened or blackened. This discoloration is caused by the combination of the sulphur In these gases with the lead by the formation soluble and harmless sulphide. The white pigment sulphate of lead as it is met with on the market, is, however, not the straight chemical composition of lead oxide and sulphuric acid, but contains, ac cording to the manufacturing process, more or less lead and zinc oxides, and is sold under various names, thus, abroad as "Patent White Lead," " Non-poisonous White Lead," and here in America under the trade mark " Sublimed " or " Picher White Lead,'* the latter is our so-called " A " lead, . However.; in the beginning of the period when a great number of inventors and lead manufacturers.`endeavored to find a better substitute for White Lead, the only ways out by G. T. Lewis and Bartlett.. These patents, or at least their principles, are operated at the present time by .the Picher Lead Co., in Joplin, Mo., whose product is known in the market as " Picher Sublimed White Lead." The process in its principle is as follows: When lead ore as " galena," the. sulphide O' lead, is heated in a furnace with access 0 air, it undergoes oxidation; it is, as I indi cated, transformed into lead oxide and sulphate, the degree of the oxidation depend ing upon the amount of air which comes In contact with the ore. The temperature also has some influence on the result, in fact it is probably the chief factor in the process. of-the black lead sulphide. and means of accomplishing this task was Both the access of air and the degree of Another fault of this white pigment, the thought to be by precipitation, and in fact heat are to be regulated in such a manner basic carbonate of lead, is that It Is to a the patents taken out on this subject are In that the main product is the sulphate and certain extent poisonous, and there was a. numerable. not the oxide. This is accomplished in time when only the old Dutch process alone Each and every one of these patents, for specially arranged furnaces, in which the was In use, when the White Lead works the production of sulphate of lead, were no ore. In connection with the proper fuel, as were called with good right: '* White ceme good, and the manufacturing of sulphate of slack, is operated on, and converted by a teries." Most of you have heard of lead lead as a pigment was very soon abandoned. proper degree of heat into the so-called poisoning, and perhaps one or more knows The cause is, the precipitated sulphate of " lead fume," consisting of lead sulphate, from experience, either directly or indirect lead is too crystalline in order to give to the lead oxide and oxide of zinc. ly, what it is, The fact is, that White Lead final product body and covering capacity The plant consists of several furnaces, leaves its mark more or less wherever it enough to serve as a pigment, substituting which are connected by flues with an goes, and its path is indeed a very broad White Lead in regard to these properties. efficient system of condensers, in which the one, for Its use enters largely into many The principle of these processes, as a lead fumes are collected. industrial processes, and is general, as we whole, were the precipitation of the lead in know, in the making of paint and for paint form of sulphate, from a lead acetate solu- j TO BE CONTINUED < 0007-SWP-000128018 THOUGHTS. fl What Constitutes Good House Paint.* BY MR. HARRY WALKER. Z feel that our chairman could have select ed someone from amongst us who is better qualified to write something of interest than myself, but as the object of these meetings is for educational purposes, I am glad to grasp the opportunity for improving my knowledge. There seems to prevail among ihe employees the impression that I arr. a walking encyclopedia on the manufacture of paints, on account of my long connection with the factory. But such is not the case I can assure you. and I am brought to the realization of the fact that my knowledge of paint Is very limited when I come to put same on paper. Having had more ex perience in the manufacturing of mixed paints and house paints in particular I con cluded to take this ssmy subject, and the firsi thing we will consider is: What Is paint ? Paint is a combination of finely ground pigments, mixed wi h a suitable vehicle to a proper consistency for spread ing or being applied with a brush. Next we ask the object of paint, and as has been stated in papers read before this committee, the use of paint is twofold. First, for the, protection of the object lo which it is applied.; second, for the purpose of beautifying. The., latter we will pass for the present, as it practically has no effect on what should constitute a good house* paint. Opinions differ as to what pigments are the most suitable for a good, durable house paint;' some claiming a combination of lead and zinc and barytes make the most durable, as well as the most unchangeable, paint on the market, and others that strictly pure lead is the best. This claim is made by the painters on account of the many ready mixed paints on the mar ket, which consists of a combination of the different pigments mentioned, and which enables the consumer to purchase his paint all ready mixed, thus ignoring the painters, especially the palnters who rely :or theifc.profit on. their knowledge of a mixture of their own. Again others claim the combination two-thirds lead, onethird zinc to be superior to either of the former combinations, and now that we have mentioned the principle pigments used in house paints, let us consider the different pigments and find the.. objections to their use singly or by combining the same. White Lead being, the oldest, as. well as the most popular pigment, we will consider first and mention some of the objections to Its use for paints. White Lead, if used singly, is readily attacked by sulphurious gases in all forms, blackening from the formation of ead sulphide, and these injurious gases arc found wherever coal or gas is burned, in raw linseed oil is used for priming, the oil fact everywhere. Therefore, White Lead, soaks into the wood and fills the pores bet especially incities, retains its fresh color only ter and thus renders the first coat more apt for a short time. U also is not a suitable to combine with the second and that with pigment to be used in connection with the coats following. Asa thinner, turpentine ultramarine blue or any color containing is much more preferable than the cheap sulphur. White Lead will also powder and i treacherous article, benzine; or naphtha. chalk after being exposed for a period of The turpentine contains a certain amount say a couple of years, and in some instances of reslneous matter which is left be much sooner. Another objection is, when hind after the volatile part has evaporated lead is used singly it sinks or settles out of and helps increase the adhering of the paint, the mixture after standing a short time and whil^ naphtha or benzine contains more or to remix it, requires about as much work as less mineral oil and other non-drying matter, is usually required to first break uDtha If ad which is very apt to lesson ;he..)ife and dry in oil. There are also poinrs favoring the ing properties of the paint it is used in. As use of White Lead for house pain:irg In to the necessary dryer, if any is lo be used, fact white lead is indespensable. insamuch a good pure linseed oil dryer ought to be as it has more of the desirable features for mixed with the paint, and then in the right a paint pigment than any other, pigments proportion, which, for a good dryer, should known, its covering capacity and the.Jree- not- exceed one gallon of dryer to sixteen ness with which it works are not to be found gallons of linseed oil. However, a dryer, in other paint materials. made with resin, when'properly made is not We now come to the consideration of Zinc .objectionable. ` _ White, which is much' whiter than white With'-'paint made with the ingredients -. lead, also much lighter in gravity, requiring mentioned, and same mixed in the proper.... . double the amount of oil to mix same as proportion and well ground and mixed to- does white lead. Zinc if used singly has gather and put up in sealed' cans and put on ,, some of the objectionable features found in the market as a so-called ready- mixed paint, white lead differing only in the manner of like -bur "New Era" High-Grade Pain;, doing business; the white lead crumbling there'-fa no reason to condemn' ready mixed and chalking off and the Zinc cracking and paints as'a whole, as so many Ignorant scaling off. Its covering capacity is not painters and others do, for a paint well made near as good as white lead or does it work as with a high-grade material and improved free under the brush, having a tendency to machinery and by skilled labor, must be inpull, However, a combination of Zinc and t deed very much superior to any paint made Lead in the right proportion, say \i Zinc to In the old fashion, with abuckei and paddle Lead is. usually considered good and . without previous grinding of the pigments. effective. The reason for this is the good There is no use or excuse for the. intelligent qualities of the zinc counterbalance the painter to adhere ip the old rule of thumb In 1 ad properties of the White Lead, the making paint, as long as he can. secure a. Zinc giving a smoother and harder better and more satisfactory paint by using surface to the paint. thus resisting our " New Era" High-Grade Ready-Mixed more of the chemical actions of the weather Paints. . . and atmosphere, and thereby protecting the rougher and softer coating of lead. On the ' Gil City. Pa/,. Jan, 1L 1900. , niheT side the much more elasticity of the Editor Th o u g h t s : . White Lead, when combined with oil will No.- I3`s suggestion in regard to making overcome or loosen the more hard and contractors a special offer on our New Era brittle coating of Zinc, the oil combining and Higb-GYade, puts me in mind of the fact that thus preventing the scale or pulling of the ! there are a great many big contractors who Zinc in the paint, ' hire their own painters the yeararound, and *.n regard to'the vehicle. I have to say..a good well settled raw linseed oil in connec tion with a pure dryer and turpentine ought to be used to mix the pigment in, and the use of boiled linseed oil, especially for the priming coat, as so many painters use it who buy their own paint material direct from: the manufacturer. [n some instanoes they "use up more material in a year than several dealers would sell. It occurs to me that there Is a good field to work. ` Yours truly, No. 13. - , should be condemned for the reason, that the. use of boiled oil for the first and second Note. ! coats of paint gives to much gloss and hard A good word is an easy obligation; but ness, .preventing the adhering of the succeed- ! not to speak evil requires only our silence, ingcoatsof paint, causing them to run, but if ( which costs us nothing. V I i ! ? 0007-SWP-000128019 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, FEBRUARY 3) 1900. No. 21. Paint and Its Solid Constituents--The MR. S. H. HART. their present improved method a product of Pigments. 5UEUMED WHITE LEAD AND ZINC WHITES. BY JOHN COLLET. (Conlhtufdfrom last wet>k.) The furnaces are lighted over night, so that in the morning they may be thoroughly heated and the fire bright and clear. The temperature of the furnaces is kept at about 2.400* fahrenheit. All being in good con dition. the ore mixed with slack is thrown upon the fire and im mediately commences to volalize, Mr. Hart is one of the " old timers'' with the Acme, his starting point dating back as far as '85. Although an "old timer.'* this does not signify that his methods of securing business are in the least antiquated. He is always up to the latest "wrinkles'* and a thorough student of the times and business conditions. He is even belter looking than his portrait indicates, which, combined with a "smooth'' and benevolent manner, are such perfection in the start that they do not employ this part of the manufacturing pro cess any more. The pigment is then washed thoroughly, dried and ground in order to render it as fine as possible, and is then ready to be sold. This lead sulphate. or rather lead sulphate combination, is not as crystalline as the pre cipitated sulphate of lead, but is amorphous like the White Lead of the Dutch and Carter process. It is of a fine white color, with somewhat of a bluish :int or hue. It is a good pigment, and if used according to its peculiar proper forming the fume which is drawn into the flues by the action of a ties and composition gives more than satisfactory results. steam jet. In these flues the Its body or covering capacity is fumes are met with a current of good, almost, if not equal, to that hot air which serves to oxidize of White Lead, and what makes it any "galena*' which may have even superior to the latter is that been vo'.atized unchanged. The it is perfectly permanent. Sulphur fume, after passing through the ous gases and vapors have little main flue and meeting with the or no action upon it, and so heat' current of steam and hot air. is also, which latter changes the conducted by means of a power basic carbonate of lead into the ful blower through other strongly yellow and orange oxides. heated fLues into the condensers. If mixed with oil, and applied as The condensers are chambers paint, the Sublimed Lead gives a constructed of wood or iron, those much smoother and harder sur nearest the furnaces being lined face than the carbonate, due to with firebrick to withstand the the small percentage of zinc oxide immense heat. They are pro it contains. vided wilh partitions, so as to split It has, as [ said, peculiar pro up the current of gas or vapors as perties. and must be treated in a much as possible. The fumes special manner by the paint before passing through these con grinder. If ground as a stiff paint densers nave to traverse a layer or paste with linseed oil, ft gets of water, so that they are gradually cooled I characteristics which are the envy and ad- I from the proportion of lead oxide it contains down. The fume deposits then in the con miration of our younger representatives, the characteristic usual to all oxides, that is densers, and if there be any zinc in the ore, j in whom he takes a most fatherly interest. the tendency to dry hard and cake. The which is more or less the case, it wilt be \ Mr. Hart is a man of family, a prominent way and means by which '.his is to be pre condensed as oxide here also. [ member of commercial travelers anc other | vented, and the chemical action which is The condensed fumes are then collected j fraternal bodies, is much interested in church j supposed to take place, wLU be discussed and have to undergo other processes and J work, and the fortunate possessor of vocal 1 later on when we come to the chapter of the manipulations for production and whitening, j powers that have won for him the leadership so-called " graded leads.'' among these the treatment with diluted ! of the Sunday school choir wilh which he has The composition of Sublimed Lead is sulphuric acid in large tanks. The object of ; beer, identified for a long time. In a busi somewhat variable, but not as much as this is to change the most part of the lead ness way New Era High-Grade is next his 10 alter its properties and qualities. The oxide, which is condensed with the sulphate, . heart, and no doubr the vocal culture in manufacturing process is, as 1 said, at the into the latter also, depriving thus the final j which he has indulged so freely is largely present time complete. product of its mere or less yellowish tint. responsible for the excellent results from his The Picher Lead Co., however, obtain in ; constancy in singing thepraiscs of these goods. r TO BE CONTINUED. 0007-SWP-000128020 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, FEBRUARY 10, 1900. NO. 22. Paint and Its Solid Constituents--7 he Pigments. SUBLIMED WHITE LEAD AND ZINC WHITES. BY JOHN COLLET. {Continued from last toeek } The composition of our present "A" lead which is 83 per cent, lead sulphate. 10 per cent, lead oxide, 7 per cent, oxide of zinc, is almost the same as that of our first lot re ceived, with an improvement of a smaller percentage of lead oxide and an in crease on that of its principal con stituent. the lead sulphate. We come now to the class of white pigments which have zinc as a "base, or are manufactured from the metallic zinc, the spelter of com merce or from zinc ores. The latter process is some times called also the American processand its product ``American Zinc White." The manufacturing of zinc white, which Is the oxide of zinc, is carried on by the combustion of zinc metal, or spelter, in a special form of plant, or furnace and is based on the pro perties of zinc being a volatiie[metal, that is when heated to a white heat it is capable to be readily converted into vapors. If this zinc vapor comes then in contact with air, it under goes combustion, or what is the same oxidation, and the oxide of zinc will be formed, the zinc com bining with the oxygen of the air. The plant consists essentially of two portions, one in which the zinc metal is melted and heated up to a high degree of heat, transforming it into vapor, and the other of chambers or condensers in which the white oxide is collected. The vaporizing part of the plant consists of several furnaces provided with retorts or miffles made out of fireclay, ar.d into which the zinc is charged. They open into sort of combustion boxes or flues to which air has free and plentiful access so that a continuous current of air can pass through them. The other ends of these flues open into the first of series of collecting chambers or con densers. Continued in mini column. MR. J. R. GOLDSBOROUGH. Mr. J. R. Gcldsborough has been an Acme representative since IB95. His record reflects the characteristics of thoroughness and a careful observance cf detail that imparts to his customers, as well as the house, a perfect confidence that his statements are absolutely correct and based upon the flrmes found ations. There is no guess work in his com position. " When Goldsborough says its so-- Us so" is a bye word, and he always has the documents to prove it. Mr. Goldsborough's home is in La Grange, Ky. He has a host of friends in and out of the trade, especially in Ihe Southern States, which form his present stamping grounds. He is probably the oldest in point of years of our representatives and is remarkably vigorous mentally and physi cally. being able to give many a man much younger in years a tussle in the way of hare and persistent work on the road that would be a revelation. Mr. Goldsborough's length of service with theAcme is only a fraction of the long time he has spent on the road, and can relate innumerable ` * good stories " and inter esting reminiscences of his own experience. The white hot vapors of zinc when they come from these retorts or miffies into these flues are set on fire, or burn and combine with oxygen of the air drawn into these flues by the continual draught generated by the heat. The results are large and dense vol umes of white oxide of zinc, which are then drawn by the same draught into the collect ing chambers. These chambers vary in numbers, from three to five, and more, and are constructed of wood, communicating with one another by means of aperatures or openings so placed alternately at top arid bottom that the vapors and gases from the retorts and flues must' take a circuitous course through Ihe whole series of condensers. The oxide cf zinc is deposited into these chambers. ` In order to facilitate the collecting of the deposited oxide, the bottom of these condensers are made hopper shaped, so that by placing barrels underneath and opening a slide, the zinc white can be easily taken out. as the density and purity of the zinc cxlde formed inside the flues is not uniform, that is, as the process proceeds, the zinc oxide is formed in more or less dense or compact masses weighing more or less, or being fine or coarse as to ihe particles of oxide, its tendency to settle out and deposit is therefore different also. We find therefore that the heavier particles and also the least pure ones deposit in the first chamber and partly even in the flue, and that the finest and lightest, and whitest ones are in the last or end chamber of the condensing system. The zinc white separates thus itself into its different commercial grades. That taken out of the last chamber being the green seal, and that from the first, ihe lowest and cheapest grade, the yellow seal of commerce, the chambers located between these yields then the medium grade, the so-called red seal zinc. This combination process is chiefly operat ed abroad. TO BE CONTINUED. - 0007-SWP-000128021 THOUGHTS. Certificate of Purity. Where I have a jobber handling the line ! Editor Th o u g h t s : El Reno, Okla., Jan. 23. 1900. Editor Th o u g h t s : I have received the above and think same best thing I have ever seen. [ am positive it will prove to every advantage in our sales of Nf. E. H. G.. and cannot fail to convince that our N. E. H. G. is the best paint on the market. Yours respectfully. No. 28. Referring to Mr. 'Woodward's Paper, Read at Anniversary Reception. Anniston, Ala.. Jan, 25, 1900. it does not make much material difference* , I I am very much pleased with the certifi they will take a 25 shade card just as readily cate guaranteeing the quality of our New as a 16. but where I have no jobber it will Era High-Grade Paint, which I received to be very hard work, as we are so far away : day under separate cover. I am sure it will from the market, and 9 shades extra means | be a great help to the salesmen in placing a very heavy investment, and one that not ! New Era High-Grade Paint, many wit) stand. It would be a very easy j Yours truly, No. 27. matter for you to eliminate 6 or 7 shades and then have just as good a card. As it is, on the new cards you have too many shades that are too much alike, too similar. Respectfully, Al f . R. Ke l l y . Jefferson, Tex., Jan. 26, 1900. Editor Th o u g h t s : I think Nc. 12's idea in regard lo postal cards for our . New Era High-Grade customers, would be a good idea, as the jEditor Th o u g h t s : I wish, through the medium that presented it to me, lo return my sincere thanks to Mr. W. for his kindly remembrance of the travelling corps of the Acme White Lead and Color Works. * Had he been to the profession born and educated " he could not Dillon, Mont.. Feb. 4, 1900. Editor Th o u g h t s : I think suggestion by No. 12, in issue of Th o u g h t s . Jan. 13th, a very good one. Yours truly. No. 15. prospective customers will take mere stock In our agents talk then if they should get the usual talk direct from the house. Yours truly. No. 10. Editor Th o u g h t s : have delineated more truthfully the many I called on Danforth & Griffin, of Glou and varied phases of life "on the road." cester, Mass., to-day and heard quite an The most impressive feature of his kind American Fork, Utah. Jan 23, 1900. interesting story in regards to our New Era article is shown in the evident and true Editor Th o u g h t s : Paint, inside white, it ran something like sympathy expressed for us in the woes, trials , l cannot agree with No. 13 in Th o u g h t s , this: A lady called on them to see what it and perplexities which he certainly has Jan. 6th. 1900. as to his remarks "every would cost to enamel a room. They made painted in colors of not too dark a tone, where you may go you will find Senours floor her a price, but told her that they had a very which at times fall to our lot. May he never paint on same basis of stability as our N. fine paint that looked as nice as enamel and have to experience them ; but if he should, C. P. " was much cheaper. No, she wanted it he will feel that his exhibited confidence in Now that may be the case back east, but enameled. So they finally told her thal they our representations was not misplaced. it certainly is not so in my territory; here would put this paint on and if it was not Again thanking him. 1 am. you will find twenty dealers handling satisfactory why they would enamel it without Respectfully, . " Granite" to one handling ` Senour's." At extra charge. They painted it with our New J. R. Go l d s b o r o u g h . one time Senour did have quite a large trade Era High-Grade Paint, Inside whLte, and [The innate modesty of the editor caused him to hesitate somewhat before permitting the above communication to reach the columns ot Th o u g h t s . The reflection, however, that this is a publication by and foronr representatives caused him to `Jet it pass."--E 1 in this section of the country, but unfortu nately for them, they turned out several bad batches of paint, which ruined their trade. Respectfully. then brought her up lo see it. She remarked: " I thought you said you did not intend to enamel it." They said : " Neither we did, but simply painled it with No 15. inside white paint." She said: "Well, it Mr. Kelly's Opinion. looks very nice Indeed, and entirely satis Mammoth. Utah, Jan. 23. 1900. Editor Th o u g h t s : ! Anniston, Ala.. Jan. 25, 1900. ; Editor Th ouc h t s : Bulletin No. 13. in regard to new color The suggestion of No. 19, of our family, factory." And now they cannot say too much for our goods. Yours truly. No. 27. cards, New Era High-Grade, to hand. I think it an excellent idea for you to get out these special cards, and believe f >uggested is a most excellent one. Hoping an amendrrient will be in order, 1 submit it: After getting the suggested testimonial, would it [This was very nice for New Era High-Grade Thfe only-drawback is the possibility that tlie lady wanted Neat's Enamels, which we would prefer to sell for ibis class of work.--Ed ] same some time ago. However. I -think it be out of place for us to try and see the would have been much better had you made the cards 20. 30 and 42. The dealer who can afford to handle 35 shades wculd, as a rule, prove to be a Jobber, and the difference to him of seven shades on the card would cut but very 1 ttle figure. Smaller jobbers would prefer to take up 30 shades rather than 35. painters who have spread the palm and get their testimonial also? I tried this with Lucas' T. G. goods, taking the testimonials down in a book similar to an order book, from dealers with painters on opposite page, and found it did me good service in getting other dealers to take hold. 1 wanted Lucas' to put the book in printed form so that each Notes. Mr. Barron and Mr. Torrance; Please always sign your name at bottom of cash account. Mr. F. R. Dougall, please enter amount of order on upper left hand corner of order blank--not right hand corner. With all due regard to the respect and traveller couid have one, but if it was done The thanks of credit department are opinion of Mr. Hart, I certainly disagree 1 never knew It. The third year after getting hereby tendered to the salesmen who have with him. Of course conditions in his terri the testimonials, 1 got from same parties so promptly responded to request to put tory may be different from what they are in further testimonials regarding durability, all amount of order on order blanks. Hope mine. Here a 16 or 20 shade card would in same book. Yours truly. those who have not yet complied will do so be decidedly preferable. No. 9. soon. It is a great help. ....s' 0007-SWP-000128022 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. ..Devoted to Matters of Interest to Our Representatives. VOL, I . DETROIT, MICHIGAN, FEBRUARY 17, 19x1. NO. 23. Paint and Its Solid Constituents--The Pigments. SUBLIMED WHITE LEAD AND E]HC WHITES. BY JOHN COLLET. {Continued last unsek ) ' Here In America the process is operated by the Florence Zinc Co., In Philadelphia, which company however is a branch or the American Zinc Trust, the New Jersey ,Zinc Co-, a commercial combination comprising all zinc white manufacturing , plants of America, with the excep tion of theAmerican Zinc Lead Co., of Colorado. This latter company (it went into liquidation, but is now to be reorganized) used to apply a ,, process similar to that cf the Picher Lead Co.'s for the manufacturing cf a combination zinc lead white, which process is used by the Mineral Point Zinc Co. and the Lanyon Zinc Co., both of Wis., the latter however having been sold out to the former. They use a zinc lead ore, containing more zinc in proportion to the lead, and obtain by a process, as I said, similar to the Picher process (they mix more slack in the ore) a so-called leaded zinc, that is, a zinc oxide in combina tion with lead sulphate and oxide. Our former standard zinc and our present brand of leaded zinc are made according to this process by these firms. The pigment consists practically of fifty per cent, to sixty per cent, zinc oxide, the rest being lead combination. . There is, however, another process for the manufacture of zinc whites, the zinc oxide, operated by the New Jersey Zinc Co. ar.d by its branch the Lehigh Zinc Co. in particular. This process yields a straight oxide, the ` horse head" brand of the zinc white, known under the commercial grades of " xxx, " " xx " selected, and " xx " zincs, This process manufactures zinc oxide from zinc ore also, but uses an ore almost free of lead, -the ore being chiefly sulphide and carbonate. Ci>nrimic4 in third column. MR. A. E- BARRON. Mr. Barron, whom our representatives will probably remember as ihe winner of the prize offered for the best paper on " How to Sell New Era High-Grade Prepared Paint," has been an Acme representative since 1891. There are some of us who remember the young man who appeared at the office abou; nine years ago as an inexperienced candidate for a position " cn the road. " and we admire the judgment of our President who at that time recognized the possibilities in The ore is mixed with coal or slack and undergoes a reduction and oxidation process in a specially constructed furnace. It is fir^t reduced to the metallic zinc but same evaporates as soon as it is formed and becomes oxidized into the white oxide, which is then condensed and collected by means of chambers like in the combustion process. Or. account of the necessity to mix the ore with coal or slack, in order to obtain reduction, first the zinc oxide in the first chamber and especially in the long and extensive flue leading to the condensing system, contains more or less small particles of coal and other impurities. This lower grade of oxide, commercially named 4*P:` (pipe} zinc is either used again In charging the furnace or is sold as a' cheap and inferior grade of 2inc white. ' These fine particles of coal and ore are met with also and always in the zinc lead or the leaded zincs of the previous mentioned process, and as these pigments are made in and as a bulk, no seperaticn taking place into different grades, they all show therefore, more or less, these impurities, which were drawn by the powerful blast with the zinc lead fume into the collect ing system. These fine particles of coal and ore in connection with free oxide of lead, present in zinc leads, are ihe main cause, but these pigments and Mr. Barron's "make up" that would ihe lower grades the horsehead brand develop into the well-rounded characteristics are very seldom perfectly white, but always that indicate the perfect representative It show either a grayish or yellow tone, and goes without saying that he has many friends I tint. on his territory in Wisconsin, both in and As a pigment, zinc white, speaking of out of the trade and of both sexes. We are the oxide in particular, is rather bulky, fine sorry to say that he is unmarried, but we and light in gravity. Exposure to the believe this is wholly due to extreme caution atmospheric influences, as air, light, water on his part, and that in this respect he is exercising the same principle that leads him to invariably work hardest for the best dealer in a town and to take no other, even if it does require more time to win out. Mr. Barron is an up-to-date progressive repre sentative in every sense, a good conversa tionalist, story teller and a brilliant pianist. andsulphorous gases, has no visible action on it, inasmuch as the latter, so detrimental to white lead, changes the oxide into the white sulphide, the pigment is therefore to be considered permanent. It mixes well with linseed oil. taking up almost 22 per cent, of the same, having. 0007-SWP-000128023 THOUGHTS however, not quite as much covering number of shadeswe pre&enton our full card. date, which will beyond doubt be of the capacity as white lead. It l> not an easy matter to keep down the greatest value in convincing a prospective Its properties and qualities in regard to number of shades: no one card can be made customer of the merits of New Era High- the place it takes as a pigment in the that will contain all of the desirable shades, Grade. I find most dealers when you begin manufacturing of paint, especially in neither can we take from our forty-two to talk the purity of New Era, say "thats that of house paint and paste goods for shade card a.l the desirable shades and what they all say '`and when you tell them we painting or dipping agricultural implements place them upon our twenty-five shade card, sell New Era High-Grade subject to chemical and in the preparation of enamels, will be some good ones must be left. The question analyses, they then say l'you can easily do more properly discussed in connection with has been how to select from the forty-two that also, as you k now we are not going to these specialties of the paint manufacturer. shade card, twenty-five shades that would the expense of having them analyzed ; '* but do the greatest amount of good to the great wtthour certificate guaranteeing quality and est number of customers. The future alone these analyses sheets, we should have no Concerning Street Signs. will demonstrate the wisdom of the choice trouble in convincing the tTade of the Editor Th o u g h t s : In conversation with a customer not long since, he unfolded to me what was to my mind a rather novel scheme in the way of advertising. He suggesled that we add to our advertising feature, street corner signs got up in the following manner; Have the name of the steet on the extreme end of a thin board abtout two feet lor.g or thereabouts, and possibly three or four inches wide, have our trade mark on the other end, have the words New Era High-Grade Prepared Paint at the top of the center and dealers name directly underneath. I asked him ii the city would allow them put up, and he informed me that his city would and he thought many other cities of from three to five thousand would, as hardly any of them have the names of the streets on the corners. These could be gotten up and wherever we have a New Era agent, they could be placed. They possibly would not have to be that large. See what the rest of the salesmen think of this To Illustrate made, every customer has the privelage of a choice between the twenty-five, thirty-five or forty-two shade card. The promptness with which dealers generally are taking to the iwenty-five shade card and their willing ness In many cases todnerease their stock in order to carry the full line represented by their card is gratifying, and will, I believe result in increasing their trade. Yours truly. No. 26. . Toledo. Ohio, Jan. 28. 1900. Editor Th o u g h t s : 1 wish to tryp and express my appreciation of the very able way Mr. Woodward {:n edition of Th o u g h t s , January 20th,) states the facts in the case pertaining to the ups and downs of one of your humble represent atives and concur in every word as to what he says are necessary requirements and abil ity in the representative of today in erder to be a success, f am no spring chicken but realize every day of my life that 1 have got to keep on the alert constantly, and need a desirability of New Era High-Grace, and I hope by them to very materially, improve my sales. Respectfully, ... No, 29. How to Approach a Customer. AN INSTRUCTIVE LESSON- It is probably well known to our readers that the National Cash Register Co., of Dayton, O.. maintains a school for the teaching of its traveling salesmen, Every one of its salesmen has to graduate from this-school before he Is employed. In this school he learns everything about the goods he is to sell so he can talk about them in telligently and also how to approach pros pective customers and induce them to buy. The) company considers this department of greatest importance. It pays the railroad fares and hotel expenses of all the scholars during their attendance at the school in Dayton. . . It may interest our readers to learn- how the company instructs its prospective sales men in the art of approaching a customer New Em HiVh-r,ra<le Pr;|Hired Piint Sold *>y Jwlm Sarith Cfnfp Cf clear head to do it, in order to keep up with the procession in this rapid (electric) going I age. I trust I appreciate fully and truly my with the best possible effect. That this In struction department has been of great benefit to the company and Us salesmen is I position as one of the small army of advance ! think one foot long, and three inches j guards, representing the up-to-date Acme wide large enough. Yours truly. I White Lead and Color Works, and think we . No. 6. all (I know l do) should feel a great deal best pToven by their wonderful success, and it might be well for our readers employing salesmen, and the salesmen themselves, ts profit by their example. . Detroit. Mich.. Feb. 4. 1900. of satisfaction in knowing there are those on The Instructor in the art of selling em- the Inside competant and willing to look at j ploydd by the company divides his subject Editor Th o u g h t s : both sides of the case, and do justice to all ! into three parts to wil: 1 note there has been a few cases where parties interested. Yours truly. [ 1. The approach. our representatives have advised us that they were unable to get their customers to adopt the twenty-five shade card on account of there being to many shades. 1 expected there would be cases of the kind, and am glad there are so few of them, it would be No. 4 Mr. Woodward wishes to explain JJwrt "he was not nierly'expressing bispersojwrf views on paper regarding our repreeeaUatfves, but was viewing the ideas of the-^ntire "inside corps*1' from the president down, in expressions or appreciations and good will towards our representative body of workers. 2. The argument. ; 3. The demonstration. ; He elucidates the first step as follows : . The first thing a salesman must do is to get at a customer, approach him properly, make a favorable impression and gain a too much to expect every customer fo fall in line at once, but I believe that we shall be La Grange, Ga.,Feb. 13, 1900. hearing. TO BE CONTINUED. able to show to all of our customers in the Editor Th o u g h t s : near future, the desirability of carrying at least I have to-day received the list of analyses twenty-five shades. There Is never a season : of New Era High-Grade, as found by Note passes without our being asked to add this | different chemists throughout the couniry, W. C- Neal, please remember to date your or that shade to our card, hence the great j and some of them bearing a very recent cash account. You seem to forget this. 0007-SWP-000128024 Thoughts PUBLISHED WEEKLY KY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. 1. DETROIT, MICHIGAN, FEBRUARY 24, 1900. NO. 24. Paint and Its Soled Constituents- -The Pigments. MR. ALF. R. KELLY I Mr. Kelly has been connected with the Acme almost since the inception of the reason it has to undergo several more pro cesses assimilating, bleaching and washing. . In the first place the manufacturer of . business, the first relations dating back tp Bprytes has to take great care in selecting BY JOHN COLLET. {Continued/rout last zvfifik.) 1885. He has been an Acme represervtalive since 1892. Everybody on the Pacific Slope and the States of Idaho, Montana, opiy the very white and opaque ores. These are carefully washed to free them from all earthy matter, then they are heated to a Of all the inert materials, or so-called Wyoming, Utah and Nevada who knows oertain degree to break up and loosen the extenters, at the disposal of the paint manu anything about paints and painters' supplies Crystalline structure, rendering thus the rock facturers as well as of the painters, Barytes, is acquainted with him. He has been in or ore more fit for the following crushing the natural sulphate of barium, Is doubtless the paint business practically all his life, and grinding process. The crushing is ( the most important pigment. It is found and understands!! *' from the cellar up." He done by very heavy and powerful ma- V. most!}' associated with other much chlnery and the coarse powder more valuable mineral products of thus obtained is further pulverised the earth, the ores of gold, iron under flal stone mills, with the aid and especially of lead, which ores of a constant current of water pass it accompanies as a matrix or so- ing through these mills. From called gangue. As it occurs in vast these mills the finely powdered and immense quantities It is obtain Barytes runs into tanks where it is ed by a regular mining process. treated with a mixture of sulphuric Missouri, Virginia, the New England and muriatic aoid, ^undergoesthere Statesand Illinois being the principal a bleaching process, that is,, the States where Barytes here in Ameri acids free it from iron and other ca Is found and mined, and where mineral impurities which impart to manufacturing concerns as Dingee the product a more or less yellow and Weinman. Kephan & Klein tint'. It is then washed with pure and the Arrow Rock Mining Co., Water and sometimes ground again and others are located, which grind In flat stone mills under a current and purify the natural product in of water, which carries the now order to render it adaptable for the impalpable powder off to the tanks. various industries, especially for The floating process consists in the manufacturing of paint and running the pulp-Barytes into large colors. ' Chemically, Barytes is the sul Y hUaaitL< '. .C;j vats, the lighter and finer particles 'I llj will naturally be last to settle out, phate of barium, a chemical com bination of the metal barium with sulphuric acid. It is generally crystalline, sometimes transparent, f.. A*/'- :S.1KUL'C2.'^ ] >/. i v'.yjS and these are run off into other vats in succession. Those that fl*1 the furthest are then naturally the finest and most opaque. This irregular in structure, but often also is prime advisor fora larger clientele of paint product after settling is removed to pans opaque or of milk-white color. This latter buyers and users than usually falls to the lot where it is dried by steam or other drying variety is much softer and therefore most of any one man, and on disputed points arrangements, and sold as the best grade, commonly Looked for and used in the manu "KeJly's word goes" because he never the so-called " floated " Barytes. facturing of Barytes intended for the use in makes mistakes, no matter if its figuring the The sediment in the tanks or vats nearer paints. cost of freight per gallon, or pound, on goods to the second set of mills is sold as a inferior If merely powdered, Barytes ore is so shipped to his territory, or explaining the grade, or is ground over and floated again stubbornly irregular in structure and hardness chemistry of paints to a customer. Barytes is a fine and very heavy, white that it is very difficult to reduce it to a uniform powder by grinding or crushing even with the heaviest and strongest machi nery. Again it is so transparent from its crystalline structure that it has little or no color when used as a pigment and for this Continued in thhd column Mr. Kellys family reside in San Francisco and with the exception of our President, no one connected with the home office has had the pleasure of meeting hirr.f although we are reliably informed that he is a most genial Irish gentleman, enjoying advantages derived from a particularly libera) and broad powder, insoluble in all acids, unaffected by any injurious influences of the atmosphere and therefore the most permanent white pigment known. When mixed with oil it is positively inert and for these reasons it never chalks or cracks like white lead, or peels like zinc white. t o be c o nt t kued. 0007-SWP-000128025 THOUGHTS How to Approach a Customer. ' far as a sale is concerned. If you are in c a r r y y o u r s e l f l ik e a ma n . ( ouiinvf.tl f<oni hist a,wi, any way antagonistic or offensive to him, 1 Do not approach a man with a shuffling, you have hurt your chances badly from the- shambling, lopsided gait. Carry yourself GETTING AT HIM. ^ start If you have failed to definitely please erectly--which does rot mean stiffly. It Sometirr.es you cannot see a storekeeper ! or attract him, you have not done enough. ^ would pay many a salesman to learn how to a: your first visit, or you have to wait before I It isn't sufficent to be merely a negative ! walk. This is a thing which ought to be you can get at him. Such occasions should | quantity. You should make a positive taught in our schools. The majority of be improved to acquire some knowledge, if favorable impression, and not by cajolery children are taught to "go alone/' as ihe possible, concerning ihe kind and amount of nor attempted wit nor cleverness. The only I saying is, but they never learn to walk. business he does, his methods and special right way to gain a man's liking is to j Look in a mai's face when talking to needs. It would be .veil to do this any way, deserve it. him-nol at the ceiling, nor the floor, nor if you have time. But sometimes you can The majority of men do not often know all around in other directions, only make one visit to a store. In that case, ! just what the characteristics of a man are on entering the store, you should go directly .1 which make him pleasing or displeasing to YO'JR MANNER. to the proprietor, or to the one whom you them, but they feet pleased or displeased, Manner comes next to appearance. Man take to be, and say to him, "Is this Mr. 1 attracted or repulsed or indifferent, and the ner is a different thing from manners, yet Johnson?" Mention the name. Don't say. feeling is definite and pronounced, even , if a man's manners are correct, his manner Is (his the proprietor ?" If it should b; a though they can not understand just what 1 stands a good chance of beng acceptable. clerk, he will be flattered by being mistaken makes it. A storekeeper in the smal.e3t There are three things that will give a man for the proprietor. way of business in a.little country village is an attractive manner, earnestness, polite d o n 't b e s id e -t r a c k e d . just as susceptible of being pleased or olfcnd- ness and confidence. If you are in dead ed as any merchant prince. It should earnest about what you have to say, if you If he is a clerk and says. " No; Mr. never be forgotten that whatever his posi are afheart a gentleman, and If you believe Johnson is busy, " you can say. "very well. tion may be. "a man's a mar., for all you are going to succeed, your manner I will wait a few minutes until he is at that. " , will be all right. But never stop to think liberty." Or if the proprieter is cut "very about it; nothing spoils a man's manner like well. I'll call again When is he likely to be in ? " If the clerk says, what is your busi YOUR APPEARANCE. self consciousness. Think of ynur facls, consider respectfully your listner's rights ness? What do you want to see him about ?' First impressions are of immense import and o/nions ; feel certain' that you will say. ' [ wanted loses Mr. Johnson person ance. If a man likes your looks the instant close him, but forget yourself. ally. I'll wait until l can see him If the he sets eyes on you and is pleased with your c erk is vary stiff about it. and says. " what's manner from the start, you have gained a , TO BE CONTINUED. your name? Who shall I tell him wants to great point. Appearances "cut ice *' They see him ?'* there is no harm in giving your are worth ail thty cost. The " well-groom name, but don't stats your business to the ed " man has a distinct advantage. clerk, and don't send in ycur card. You never knowhow fastidious a customer ON A BUSINESS BASTS. may be. Nine men out o: ten will think On the other hand, as soon as you do better of you for having a clean shave, a succeed in reaching the proprietor, and have clean col'ar, a fresh looking tie. a becoming said to him. "good morning! Is this Mr. hat, shoes well cared for and a coat free Johnson?" then say. directly. "1 repre from dandruff or stray hairs. Even men sent the National Cash Register Co. " who are net neat themselves usually appre This immediately puts you on a square foot ciate neatnessl They don't always know ing. and it he has anything to say against i what makes a man appear well, but (hey your business u will draw his fire Immedi see that he does, and they feel personally ate;/. If he has nothing to say. proceed to complimented by it. Bright e>es, clear business at once, but don't under any 1 skin and sound white teeth are always an circumstances say. " I called to sell you a attraction. These come from plenty of register. " or, " l called t o tell you about sleep, good digestion and soap. ,- Gold Silver and Aluminum Enamels. Editor Th o u c h t s : I am very much pleased to receive new sample card showing our gold, silver and aluminum shades of Neal's Enamel. It is going to be of great value to the salesmen. As far as I know of, we are the first ones to put this line before the public, and now is the time for the salesmen to drive their wedges in. Yours truly. No. 27. Stockton, Cal., Jan. 12., 1900. Editor Th o u g h t s : Do you think it would be a good idea to our registers, " but put it rather In this way. Men like to talk to a man who appears pack your quarter pint enamels in paste " 1 want to Interest you in our methods for I healthy, active and wide awake. His board boxes, containing one dozen cans of a taking care of transactions with customers physical vitality affects their minds favor- color? I think dealers, instead of buying in your store. " I aUy toward him and his goods. They miss two or three cans of color, would be apt 1o The difference between ;he two wavs of that satisfaction in talking With a man who take a dozen of each. saying it is that one begins with your end . looks jaded, heavy-eyed and sallow What do our other representatives think? of the business--the thing that interests ! Every man is not gifted with good taste or you ; while the other begins at his end of ) a fine complexion, but every man can at it--the thing which presumably Interests least be neat arid wholesome. There is no him. j excuse for any salesmen wearing a shabby Respectfully, Note No 15. THE FIRST FIVE MINUTES. hat, soiled collars or frayed lies, or exhibit Mr. A- E. Barron and Mr. R. S. Brown : The first five minutes in which you speak ing black fingernails, or a smutty, oily face. Please sign your name at bottom of cash to a man is likely to make or break you as In the end soap Is cheaper than dirt. account leaf. 0007-SWP-000128026 Thoughts PUBLISHED WEEKLY'BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. .Devoted to Matters of Interest to Our Representatives. VOL. 1. DETROIT, MICHIGAN, MARCH 3, 1900. NO. 25. Paint and Its Solid Constituents--The MR. DANIEL DAVIES. Pigments. BY JOHN COLLET. {Continuedfrom last week.) Zinc white has one fault, that is it is very translucent, and consequently has poor body or covering capacity. If, however, mixed in certain proportions with other pigments, as per instance with zinc white, it gives to these This is a likeness of Dan that does not half fill the .bill. This statement may he considered as somewhat obscure, as we do not say in what respect the picture is lack ing, but we don't believe that any man whose appearance and manner were net calculated to please could have so many warm friends among the ladies. Everybody In the trade embraced in the area from Missouri to Colorado and Nebraska to Indian Territory inclusive, looked after by our Middle-West representative, knows "Dan.'' and the majority of them do not know he mixtures qualities and superior properties to those of these pig ments ir. regard to especially dura bility and covering power. In the discussion of graded leads, zincs and prepared paints, we shall see later on that Barytes is not alone used as an adulterant or so-called extenter as so many believe, but that a certain amount cf this so frequently unjustly condemned pig ment--and a pigment it is--added to other pigments in the manu facturing of dry. paste, or liquid paints, quasi necessary either in order to bring out all the good qualities of certain sc-called body colors, or in order to counterbalance or. compensate many an inferiority these pigments may possess, and i-rnv--euanM#*?;- * show if used straight or alone. Beside the natural product of . . 1: * -"I :'".v1 Barytes, there is another white pig ment of exactly the same chemical composition, Baryta -sulphate, Hi 'MWWtH'WAVBbWjM.v-W.A , . which is used to somewhat a large extent in the manufacturing of paint, especi ally in dry colors and colors in pulp form for paperstamers. This pigment is the artificially produced Baryta-sulphate, the blanc-fix or satin-white of commerce. Not long ago here in America it was brought on the market as an American product, under the name of baso-fine. and was as much extensively used instead of natural Barytes. It is obtained by the precipitation of the barium-sulphate from a soluble Baryta combination by means of sulphuric acid. It is a very fine and excellent white precipitate, showing some what better body and covering capacity than the natural Barytse. Continued fn third c''hiTnn has another name. His first break as a representative was made in 1866, when with satchel in hand he walked back and forth before a prospective customer's door, and finally, whenh is courage was screwed up to (he highest notch, made a rush for the In side, landed safely', and was told by the dealer that he had been watched all the time. "Dan" says he told him a few good stories, demonstrated a number of " steps " from the latest stage dances, sang a song or two, and the merchant rewarded his maiden effort with an order, and has been a stead fast friend ever since. V/s don't know whether this was a sample of the method pursued by him ever since, or not, but the fact remains that his trail Js marked every where with good strong business friends fropri the manufacturing, jobbing and store trade, and his work indicates a degree of shrewdness, thoroughness, persistency and carefulness that is highly commendable. Dan's list of "kids" at Christmas time is something remarkable, the express company being taxed to its limit in delivering re minders from " Uncle Dan" to his numerous little friends. No; he is not married. This impalpable white powder forms the principal constituent of another white pig ment, belonging to the group of body whites. the so-called llthophone. Same is a combination or chemicalmcchanical mixture of blanc-fix or Baryta-sulphate with zinc sulphide. It is obtained by the following process: Common rock Barytes from the mines is ground together with a certain amount, about twenty-five per cent., of soft coal, to a fine powder and mixed in a chaser or under edge-runners with a small percentage of chloride of lime and water. This mass is then calcined in special constructed furnaces, by which process the Baryta-sulphate is reduced or converted into the soluble Baryta-sulphide and chlo ride ; these Baryta compounds are then dissolved in water and to the solution is added a certain amount of sine sulphate, obtained by dis solving zinc in sulphuric acid. The result is a white precipitate consisting of Baryta-sulphate and zinc sulphide in the proportion of about twenty per cent, of the former to thirty per cent, of the latter, according to the strength and proportion of the solutions applied. . The precipitate white is then washed and left to settle. It is filtered off and dried. The dried pigment, however, has to undergo another calcination, which is done either in large crucibles or better in a so-called muffle-furnace. This second calcination gives to the pigment more body or covering power, whitens its color and fastens the combination between the Baryta-sulphate and the zinc sulphide to a great extent, in fact it makes this combin ation more chemical. TO BE CONTINUED. 0007-SWP-000128027 THOUGHTS Speech Delivered at Oar Third Anniversary by Rev. S. S. Marquis. This desire to use the bodily power of others for our own comfort and pleasure is as old as the race, and is the foundation of that It is necessary in every manufacturing now all but extinct institution of human establishment to determine at least once a slavery. It was once the recognized right year just how much the plant has produced. of the conqueror to make slaves of the con The result of theyear's work must be reduced quered. There was a time, where if a man to a statement in terms of dollars and cents. became a debtor to another without the But there is something produced in every power to pay, he must give himselt and factory which is not, and cannot be. includ oftentimes his childrsn as slaves to his ed in the annual financial statement. You creditor, Men reduced to the verge of have been producing something more than starvation went into voluntary slavery to paint and varnish at the Acme White Lead i save their miserable lives. and Color Works. You have been making Morally this regime was debasing to both or unmaking manhood and womanhood. master and slave. Greed ruled the one, and Every factory great or small has been doing fear the other. this. Every industry is elevating or degrad Financially slavery paid, but only in a ing iahor. Character tells in a man's work, restricted individual sense, and never in the and work the molive for doing it. the spirit broader, truer sense that society became in which it is done and the conditions under generally and permanently enriched thereby. which it is performed--work tells upon A country is not rich when a few men are character. He who weaves cloth is con possessed of abnormal wealth and the masses sciously or unconsciously into it: and out of are slaves. Wealth to be wealth must be it his character. He who works at the fcrge fairly equally distributed. The millionaire is is to a great extent in the way in which he is poor when, because of the poverty of the doing his work ferging his moral strength. masses, he cannot make use of his wealth And in making and mixing colors, men and in the channels of made. Slavery never women are consciously or unconsciously produced the general wealth and individual making and mingling the elements of fortunes that relatively free labor has pro character. You have taken account of the duced, and had It not been put down by force material products of yourfactory for the last of arms would doubtless have disappeared year. I shall ask you to-night to take with with the rise of a truer financial policy. me an inventory of other things which you have produced, the history you have made, 2. The laborer as an hiteling Having your contribution toward the solution of the escaped from slavery, the laborer next be labor problem, and the work you have been came an hireling. He is as a rule that to doing in building up a true manhood and day, He goes into the market and sells his womanhood. labor. He agrees to work sc many hours This gathering is unique. Employees meet for so much money. alone and in discussing mattess which con The moral effect, while better than slavery, cern themselves, get to think of the absent is still relatively bad. It has engendered employer as an enemy. Employers meet greed in both employer and employee. It has behind closed doors and in discussing matters produced strife and bittemes that have great which concern them apparently often forget ly retarded the moral development of man. the rights of the laborer. But here to-night Financially it has paid better than slavery, employer and employee meet as friends. but still does not give the full return to Here you mingle upon a common faiernal human labor, It is a regime maintained at level. Here interests are felt to be common, great expense to both employcrand employee. and out of the discussion of the problems of The struggle between the two has cost both labor in just such gatherings as these will dearly. Neither feels safe. Neither eats his eventually come the solution of our indus bread in security and happiness. trial difficulties. There are three conditions in which a laboring man may live. He may be a slave, an hireling ora free, self-directed man. When one looks into the motive which actuates men in this second stage of labor, he finds it at its highest to be duty The employers aim to do what he calls his duty 1 The laborer as a slave, until compara by his employee. But when a man makes tively recent limes, seems to have been the duty his rule of action in business, it means lot of a large, perhaps ihe greater portion of he is going to do what he considers his duty humanity. There isin every man adesire to by himself first. That is business he will tell get something for nothing. We are all born you. This is also true of the laborer. He with a love for power. We like to rule, to will do his duty, work the hours agreed upon feel that we are masters of others' lives. and not a minute more, and in chat time do no more than it is hs duty to do, which as a rule will be less, rather than more than he ought to do. 3. A new motive is wanted for both the laborer and the employer. The old motives of fear and greed and duty are morally degrading, and financially considered they do not pay. What shall the new motive be ? Let it be the building of character-the making, through the work done in the factory, of true, strong men and women. Honest labor is the cheapest. Then let us do, as you are doing at the Acme Worxs, put a premium on honesty. When you do away with the ' boss," who is the old slave driver in modern dress, and offer a half holi day to that department which shows the highest grade in attendance, and in the character of the work done, you are appeal ing to the better side of men and women and you are building up character in them. You are training men and women so that they will do better work and more of it without oversight than with it. You are making honest, intelligent employees, who enjoy their 'work and it pays you financially to do so. - Thinking men are much cheaper as em ployees than thoughtless ones. Let us then conduct our business so as to make thinking men. This, again, I know you are doing. Whet) you offer a prise for the most practical suggestion handed in by employee, you are stimulating every one in your factory to think and watch every day for some device that will save you time and money. Such things as these build up character, and looked at from: the financial point of views, they pay. Well fed men are cheapest as laborers. Then let us pay the best wages we can, and furnish at the factory the cup of coffee as you do. and the bowl of soup as you propose doing. It is one of the most hopeful signs of the times1 that Ihaveseen--this movemenr in the Acme Works towards calling out that which is best in men and women through the work they do and the surroundings in which they do it. It is one of the greatest principles yet worked out in the labor world, namely this: that that which is best from a financial poi >t of view is also best from a humanitarian point of view. It pays to build up character in the employees of a great factory. It pays neither to make men slaves, or hirelings but freemen. That you are doing. You are making men and wemen of character, calling the best physically, morally and intellect ually out of t hem, and in doing this, you are getting well along toward the solution of the problem of labor. *--X 0007-SWP-000128028 Thoughts PUBLISHED WEEKLY MY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. ' Devoted la Mutters of Interest to Our Representatives'. VOL. I. . DETROIT, MICHIGAN, MARCH io, 1960. No. 26. Paint and Its Solid Constituents- -The Pigments. EY JOHN COLLET. 1 < '>ntti>nuul front last ii-wk ) BARYTES. I: is then ground, preferably under water, dried and sold under the name of lithophone or zinc-sjlphide-vvhite. This pigment is an excellent substitute for white lead, its color is good, its body nearly equal to that of white lead, and therefore much better than zinc oxide or combination lead-zincs. It possesses the great advantage of not being decolorized by sul phurous gases or pigments contalningsulphur, and of not being poison ous. It mixes well with all vehicles and is very permanent in regard to the influences of the atmosphere and others. I: has. however, one drawback and that is that it cannot be used with such colors o t pigments that contain lead in one or another form. Thus a white paint made from white lead and lithophone, or a tinted paint made on a lithophone base and tinted with chrome green or yellow, will be very soon decolor ized owing to the action of the sul phur in the zinc-sulphide on the lead . in the white lead or in these tinting colors, forming thus the black sul phide of lead, the paint in question will become brown or dirty gray. WHITING OR PARIS WHITE The next important inert pigment used by the paint manufacturer and painter is doubt less. Whiting or Paris White, names and designations given to powdered, levigated and purified chalk. The Latin name for chalk, Creta: German. Kreide. is derived from the island of Crete from which the Romans obtained their supply. But chalk was used as a pigment, as we know, not atone by the Romans, but also by the Greeks, and by the ancient Egyptians, and furthermore by the Chinese, even long before these former nations were in historic existence. mr . c, f . Mc Ca u l e y . The immense chalk deposits of such great Mr. McCauley has been with us as a representative since 1891. His home is in Fredericksburg, Va.. about the centre of his territory. He is a methodical and hard v/orker. and a man whose many friends in the trade place absolute reliance upon his judgment and.advice. He "wears well" and is a steady builder of business. His field is a large one, ashe goes as far south as Georgia and reaches north to towns in the southern part of New York State. depth which are formed in the Thames and Paris basins, in some of the Danish Islands ahd on the islands of Rugcn, Usedom and Woliin on the mainland of Germany, have by their preponderance given their name to a whole aggregation or group of rocks. This group constitutes the chalk or cretaceous system of geologists, a group or classification which stands between the Jura and the tertiary formation; that is, it was formed after the volcanic forces of cur globe were compar atively at rest, and the vegetable and especially the animal life in the |jjj Immense and enormous bulk of * water covering then the earth, gave or formed in the length of '.ime, say millions of years, sediments and precipitations, which after laying on the bottom of these great basins of prehistoric seas came to light or to the surface at the beginning of the so-called tertiary period of our mother earth. I may 3ay here that these precipitations and sediments are still going on in our fresh and salt water seas,and therefore, the form ation of this group of rock or earth may be considered continual. But as a matter of fact, the whole bulk of these cretaceous aggregations are not pure chalk, or in other words are not adapted to furnish the Whiting or Paris White of com mi&tfasnc merce, but they include besides pure chalk, deposits of clay, sand and common lime stone, the latter, although having the same chemical Mr. McCauley is a Southern man and j composition as chalk, is however, loo hard understands his customers "like a book, " j to be used for the manufacturing of the above and is successful in a field lhat could not f named painters' pigment. Besides that, the becul ivaied satisfactorily by a representative origin of chalk and limestone, notwithstand who was not specially fitted for the work. ing they belong to the same group of rock He has been identified with the paint and geologically., are very different from each kindred line of business in the capacity of a | other, and may easily be recoganized by an representative for a large portion of his life time, or at least since he has been able to j expert familiar with their natures and sources shift for himself.'' He joined the " Acme I of formations. family " immediately after leaving the employ of a prominent varnish manufactur ing house, He combines with energelic and convincing methods, the faculty for making The only and chief way to discriminate the one from the other is by means of a micro scopical investigation. The limestone is a good impression " from the start, and we formed by the precipitation of limesalts held are in position to know that this impression in solution by the water. ' stands.'' as the first criticism from the trade regarding him has yet to be received. TO BE CONTINUED. 0007-SWP-000128029 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAP AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. ! DETROIT, MICHIGAN, MARCH 17, 1900. No. 27. Paint and Its Solid Constituent*--The MR. A. D. HOAGG. through (he body of chalk, are not properly Pigments. Mr, Hoagg has been " on the road " for us Crushed, neither by an edge-runner nor by a since 1891. He is " business*1 all the way paint mill. Therefore the chalk has lo BY JOHN COLLET, through. We find that no two represen Undergo first a crushing process in a power t Continued from lest iveek ) tatives work the trade on exactly parallel ful disintegrator, and the then finer grit can lines, although the same general character j?e removed by levigation after grinding. WHITIKO OR PARIS WHITE. istics may be noticeable In the work of i.From these disintegrators the chalk is These lime compositions are in form of basic carbonate, oxide or gypsum, arid will be precipitated by the carbonic acid of the air, the chalk, however, the raw material for the manufacture of Whiting or Paris White is different men. Mr. Hoagg probably repre sents the extreme Of those who may be con sidered as '* determined " workers. His plan is on the vigOToui order and his method ts to " come to the point at once,''andconfine parried tc flat-stone mills in which it is ground very fine under and with the aid of water. But even the finest grinding falls to crush all the hard grit; this can only be completely removed, as I said, by levigation. forrtdd and consists of minute The levigation plan! is very shells of so-called forameniferae analoglis in every way to those be ing still deposited at the bottom of the Atlantic at the present day. ample and is worked on the same principle as stated previously with white lead, and especially with barytes in regard to the floating These very small, microscopical process of this inert material. After small, bodies have the property of all, or after almost as much as secreting a shell of calcium carbon- possible of the grit isr removed, the atav-awhehalk is. therefore, nothing chalk suspended Tii w&fer is allowed else than carbonate of lime, the re to settle down and after that the mains of a deposit of these shells water is drawn off. which has been formed after the The chalk has now been con death of the animal that inhabited verted into Whiting or Paris White them, and furthermore, chalk may and forms a thick, heavy, white, be considered almost pure carbon pulpy mass. It is lifted out of the ate of lime with only mere traces of tanks and dried either by natural or silica, alumina, magnesia, ironoxide artificial heat, but as the weather and sometimes with very small being `such an unreliable factor, traces cf phosphoric acid. artificial heat is now-a-days mostly These immense deposits of chalk applied, using specially arranged are met with in form cf very soft, crying kilns. smooth, friable white masses. Inter Care, however, must be taken spersed with layers and boulders of not to overheat the Whiting or as flint, which latter intermixture, the technical term is, "roast and natural to the origin of chalk stew " it. Whiting dried in this deposits gives no little trouble and way Is always more or less caustic. extra work to the manufacturer of Whiting ; the talk to business facts, a policy that : owing to Its having been overheated and and Paris White. evidently meets the approval of the trade in j thus partially converted into quick-lime. Before chalk can be utilized for ibe many that section, as he has many good customers In order to make the Whiting finer and purposes to which it is applied in the arts that have been established for years. He is more purified, that is, in order to obtain a and manufactures, especially as a painters' aggressive, persistent and not easily dis still better and higher grade of article, it pigment, it must be purified by grinding and couraged, and usually when he makes up undergoes a bolting process and comes then levigation. his mind that we must have a certain as English Cliffstone Paris White, Extra When required for paint purposes U should j customer he gets him. Mr. Hoagg has Bolted Gilders' Whiting, on the market. be in as fine a condition as possible ; chalk, ! worked Eas.ern Iowa since be started with as quarried, cannot be used for that purpose. \ us and is familiar with "every foot of the Small pieces of flint may get caught in the j ground " and takes good care of the jobbing, paint mill and play havoc with the stones or j store and manufacturing trade that has been eyes of same, in addition thereto the gritly established on that territory. He is a man particles of siUci. invariably disseminated in the prime of life and resides with his It is furthermore evident that the purer the crude material was, and the farther the purifying and levigation processes have been carried ou:, the higher is the grade of article obtained in the end. Cuiitmiic:l in third column family in Davenport. ; TO BE CONTINUED. 0007-SWP-000128030 PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, MARCH 24, igdo. No. 28. Paint and Its Solid Constituents--The MR W. H. CONNOR. facturtng of which Whiting and especially Pigments. Mr. W. H- Qonnor, the subject of our its lower grades are used, is putty; the sosketch this week, is ope of those quiet, un called glaziers' putty of commerce. This BY JOHN COLLET. assuming men who. while not possessing consists of. Whiting and linseed oil, at least it [Continued from last week 5 the ** gift of gab" which it is sometimes ought to, ground and mixed under edgeerroneously believed is an absolute necessity runners. into an Impalpable stiff paste. WHITING OR PARIS WHITE. 10 make a success as a representative, has In regard to the durability of Whiling, Thus we know that the lowest artlple. as common commercial Whiting, is made of the lowest grade of raw chalk and with the simplest and quickest process, while the highest grade, as English Cliffstene Paris a habit of "getting there" with his trade, which indicates that thinking, intelligent and persistent effort wU win out where frequently a flow of oratory would fail to accomplish the same result. The general we may say that we can consider it quite a permanent pigment, especially if it was dried in the proper way, that is, if it shows no traces of causticity. It is not acted on by any of (he atmospheric agents, which are White, has undergone the most elab often so destructive to other pig orate manufacturing process of pre ments paration and the natural raw material If, however, Whiling shows small was the purest and whitest selected. traces of causticity, its permanency Whiting or Paris White by itself, as pigment 1o be used with linseed like Barytes, has little or almost no oilis somewhat,we may say, greatly coveringpower, that is, as we under* diminished; for it is apt then, under stand, when mixed with oil, it has all circumstances, and some paint not sufficient opacity to prevent the experts as Wessirs:Teaseand Dudley, surface underneath shining through; chemists of the Pennsylvania R. It is therefore of no value by Itself R. say, all and every Whiting, may as an oil pigment for the painter, It be caustic or not, lo cause a yielding as it does, only a dirty certain degree of saponification of semi-transparent yellowish or gray the free acids in the linseed oil. ish white. But it is in virtue of this The consequence is, there is a transparency in oil, or want of lime-soap formed, a soap very brittle opacity, that we may say enormous and without any elasticity and per quantities, perhaps now-a-days, manency, and furthermore, very larger ones than Barytes are used soluble in water. Therefore the as extenter and are added to other pigments of good body or covering paint containing such a defective whiting as a constituent in its pig power, may it be in good faith, for the purpose of cheapening the price of the article, or for fraudulent pur S Iff g IfSJI ments cannot be permanent; wind and other external influences act on the brittle lime soap, moisture and poses as adulteration. *H fiaMW.ll KTPrfl,, m . Different, however, it is. when we consider Whiting or Paris White as a pigment manufacturing trade in Ohio, which is Mr. UT-- ' rah; dissolve it out of the protective coating, rendering same loose and incoherent in texture, the paint is apt to and in regard to distemper colors. For this kind Connor's field, is being cultivated by him will crack and chalk off. of painters' material, it must be considered assiduously and on scientific principles, and The element or metal calcium gives not the ideal pigment, for white as well as for a as many of our representatives will ap basis for other colors. preciate. such soil is not (he most fertile. It is his habit to study the requirements of Mixed with water and the necessary adhe , his customers, and those whose business he sive agents it shows good and sufficient is endeavoring to secure, very carefully, and body, much more than It does with oil. and ! being thoroughly posted upon ail the up-lo- furthermore, and this being one of the main points in regard to Its appliance, it is the best date methods of finishing and fully under standing ' what is best to suggest in each particular case, his judgment is always good adapted, the cheapest and most economical and he wins and merits the confidence pigment for this style of painting. imposed in him by his trade. Mr. Connor Another article pertaining and allied to the manufacturing of paint, and in the manu- has been with us since 1888. and has called upon all classes of trade in Michigan and Ohio. His home is in Toledo, Ohio, where ( ontiiUKifl >ii third column he resides with his family. alone in its combination with carbonic acid in form of chalk, or when same Is powdered and purified by grinding and levigation as Whiting or Paris While, a valuable inert pigment for the painters' use, but also gives In another form of carbonate of lime, that Is ont in an amorphous form as ihe chalk, but in a crystalline structure, a very adapt able white pigment for the painter and in particular very adaptable and much used by paint manufacturers. TO BE CONTINUED. 0007-SWP-000128031 THOUGHTS Special Notice. ; as 50 lbs. It iscovered by a coating resembl- The price for carbonate of lead (strictly ; ing gravel. The general theory is. that the pure lead of the various brands) has ruled | Kauri Pine trees have, by decay of nature, so low during the past few years that the left (heir resin sap behind to eggiomerafe demand for graded, or zinc-leads, as a result and fossilize for ages, while not a trace of diminished considerably. Since the price wood remains. Another theory is, that at of carbonate has advanced so greatly, the some previous time, the large forests had demand for other brands has increased pro been destroyed by fire, and the gum, bub portionately. While these have naturally bling out, deposited itself in the ground and advanced along with carbonate, the price to there changed Its nature into the hard pro the dealer and consumer is less, and con duct we now use. It is largely dug by sequently they meet with more favor than Australians and natives of Great Britain, under former conditions. You can increase who have emigrated to that country. They your sales largely by pushing ' Michigan live out of doors, and for tools, carry a spade, Seal.'* " Pyramid." * Painters" and "Bris pick and an iron rod about 5 ft. in length by tol." Try it next week and see what good U inch in diametar, tapering to a point. results you will meet with. ! The diggergoes over the field, thrusting his We desire to call your special attention to j rod into the earth, he having become so our ' Michigan Seal'' brand. This is an | expert as to tell when the point comes in article cf unusual merit in every particular. contact with gum. He then proceeds to dig As regards opacity, or body, and covering away the earth. with his pick, and shovels capacity, it will be found to possess great out the gum, which he partially cleans and superiority. It is also extremely durable. Our " Pyramid " brand will also give 'great satisfaction. places it in a bag carried for that purpose. The gum is traded at stores for provisions, tools, etc., or sold for cash. There are stores | on every gum field, where the digger can Varnish and its Constituents ! dispose of his gum. T^ese gum fields are 1 will not enter into detail regarding the either in the hands or native owners, the amount of varnish and japan we are making. New Zealand government, or Europeans. During my eleven years connection with the The production of Kauri gum has reached Acme, the output in this department has the immense quantity of 11,000 tons per more than doubled. Some days we turn out year. It has doubled In price in the last 10 1400 to 1500 gallons per day. while our or 12years, the increase being more appar paint department consumes more varnish, ent in the higher grades, which are growing annually, than the total output of some scarcer every year. The price of Kauri varnish factories. . In my remarks I shall ranges from 5cts per lb. for dust, to from mention but two classes of varnish. Fixed 60cts. to.70cts. for higher grades. Oil Varnish and Shellac, these being the only kinds we manufacture at present. Ma n il l a - This gum holds second place to The following gums are the most prom Kauri in point of consumption. It is a foss-.l inent in use: gum found in-the Dutch East Indies. It Is Amber - -This is the hardest known fossil not as hard, nor as satisfactory for varnish resin. It is found on the Prussian shore of making as Kauri, and is only used in the Baltic Sea, It fuses at a very high tem cheaper grades of varnish. It is highly perature which discolors the finished product impregnated with acid and is a difficult to a certain extent. Its use in varnish mak gurn to work, although it is a soft gum it is ing is limited. more difficult to fuse it properly than Kauri 2aw 7.ip.ar --The next hardest gum is also or Zanzibar. . a fossil deposit. It is found in the Isle of Damar comes from the island of, Java. Madagascar, is partially opaque and partially It is a soft gum procured from a specie of transparent, the price ranging from 35cts. to palm tree and is gathered annually, it oozes $1.25 per lb. The use of this gum has from the tree in tears from the size of a pea decreased greatly in ihe Iasi ten or twelve to a large walnut. It is one of the soFtest years. It is also becoming more or less gums and can be cut In cold turpentine or scarce every year. The finished product naphtha. from this gum has a brilliant lustre. Kau r i--This being the principle gum used Bf n g u e l a . An g o l a and Sie r r a Le o n are gums in very limited use. by us. 1 shall enter more fully into details of Sh e l l a c --The. manner in which gum its production. It is found only in the Shellac is produced is very -Interesting. It province of Auckland. New Zealand, where is a resinous incrustation formed on the bark, it is dug out of the earth, a few feet below twigs and branches of various trees in India, the surface, in pieces from the size of a by an insect known as the Coccas Lacca. man's fist to some nuggetsweighing as much The branches are collected with the incrus tation, after which the resin is detached and thrown into reservoirs, containing warm water, where it is thoroughly washed for several hours, which separates the coloring matter from the resin and wax. After it has been thoroughly washed it is fused in thin layers, on a smooth surface, where it con geals rapidly. It is then packed in cases ready for shipment. Next in order, comes Linseed Oil. It is very essential that it be a pure article, free from foots and foreign matters. Some 15 years ago a varnish maker would not attempt to use other than cold pressed Calcutta seed oil, which is now in very moderate use. At present. American Varnish Oil is in general use. This is ordinary commercial oil from which the foots and glutinous matter has been extracted by artificial means. This oil being made by what is termed the hot or steaming process, which softens the seed so that the glutinous matter is pressed out with the oil. This substance, ordinarly termed grease by a varnish maker, is non-drying and interferes with the hard drying neces sary in making varnish. The quality of linseed oil .depends greatly on the quality of the seed from which it is crushed. The seed varies in quality. Sometimes it is harvested before it gets ripe, also weeds grow up with it, the seed from which is gathered with the flax seed. Both of these conditions affect the quality of the oil. Ordinarily the quality of linseed oil can be ascertained by tasting it. A good oil leaving a sweet, pleasant taste in the mouth, while an inferior oil is bitter. In preparing oil for making varnish, it is boiled in connection with Manganese, lead oxide, or some other oxidizing agent at a temperature of from 400 to 500 Fr. The lenglh of time the boiling is kept up varies from 3 to.5 hours, l will not enter into the details regarding solvents for shellac. We use only two. grain and wood alcohol. We now come to the manipulation of the various products used in making varnish. (Copper kettles are universally used) for fusing gums. The action of the acid on iron causes discoloration, therefore, iron kettles cannot be useo). A kettle containing 100 to 200 lbs. of gum Is placed over a coke fire and kept there until fused to a liquid. It is then necessary Lo watch it closely, testing It from time to time with a small iron rod which is passed through a hole in the cover. When a liquid gum is of a proper* con sistency, the kettle is removed from the fire and the requisite amount of hot oil added, it s then taken to the mixing-room and cooled down to about 4003 Fr. rWb'en the turpentine is added, after which it-is pumped into tanks to clarify. . This process takes from 4 to. 6 weeks. This necessitates carrying a large stock, as it cannot be made andshippedthe same day, like paint. Orange and- white shellac are made simply, by cutting the gum in wood or grain alcohol. 0007-S WP-000128032 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT,"MICH. ` Devoted to Matters of Interesi to Our Representatives. VOL. 1 DETROIT, MICHIGAN, MARCH 31, 1900. No. 29. Paint and Its Solid Constituents--The MR, M,, J, REYNOLDS, of dry colors, such as red-iron-oxides, and Pigments. Mr. Reynolds has * grown up " with the sometimes it is found to form the basis of BY JOHN COLLET. {Continued front last week ) Acme. His knowledge of the intricacies of a representative's calling has been gleaned entirely in our service, a matter of con chrome greens and chrome yellows, especi ally in the so-called "golden ochres.4' It is mined or quarried in its native state, WHITING 05? PARIS WHITE, GYPSUM AND CHINA siderable satisfaction to us, as we have no and needs only little further preparations to CLAY. reason to be ashamed of his accomplish be used as a pigment. Artificially prepared I relate here to the white pigment, used ments in this direction. by precipitation, it forms in connection with by us under the nomenclature of " white He is a diligent student and apt scholar, alumnia-hydroxide, which latter is precipi filler.'* It is nothing else than a very and an enthusiastic worker, and everything tated simultaneously the valuable white pulp finely ground and levigated marble-dust, he does, from the " landing ofa big jobber " pigment the ** satin white" of the paper- chemically like Whiting or Paris White to the care exercised in writing orders, indi- stainers and color-lake manufacturers "carbonate of lime." It is, as I Besides Barytes and Whitir.g. said, not amorphous, but of a crys usual met with in paint and among talline structure, and in virtue of its raw material, as so-called extenters this, it has the properties similar to or inerts, china clay is found also those of barytes, to appear under frequently. It Is, however, at the oil not as dirty or yellow, grayish present time not as much used as it white, like whiting, but whiter and was ten or fifteen years ago. Its more transparent; that is, it is as an appliance is nowadays more re oil pigmenl whiter than Paris White, stricted to the manufacturing of but has naturally, according to its specialties, or rather articles which molecular crystalline construction, being not in the strictest sense of very much less body or covering the word paint, nevertheless are power. allied or relative to paint and to i:s But as it is used as art extenter appliance, and therefore are mostly only, and as it is very much lighter more or less also manufactured'by in gravity than barytes, it was paint manufacturing concerns. I found that it may ha used with great refer here to wood fillers and other advantage in connection with white sundries, in which china clay and lead, zinc whites, and especially In mostly also another Inert pigment. the so-called " graded leads," the " silex," or ground quartz are the white color of which it will not chief and main constltutents. impair, but which would be greatly China clay, or kaolin, as it is- deteriorated by the use of carbonate named sometimes, is chemically a of lime in form of Whiting or Paris silicate of alumina, varying in com White. position according to Its location Another advantage this pigment and origin. This is the more com has, is that it will not settle hard or caky in a cate the result of ihoughtful work. Enthus prehensive and natural when we consider paint put up as can or shelf goods or (o be iasm probably explains the cause of his that china clay is the product of decom used in dipping tanks, awing to its light j success better than any other word. It is position of the mineral felspar, the chief gravity it siays very well in suspension, and the element in the work of any represen constituent of the vast and immense aggre- owing to its crystalline structure it will not tative that overcomes'more obstacles and : gallons of granitic rocks. This felspar, settle hard, but is easily broken and stirred discouragements than anything else. Mr. intermixed with sand and sometimes with up again. Reynold's work as a representative com mica--falsely named isinglass--the mica Another white inert pigment, the basis of menced in 1888, and for the past twelve years giving the glittering appearance to the which is calcium or lime also, is Gypsum, or he has been hard at it with unabating energy. granite, is chemically a silicate of alumina. hydrafed plaster of paris. It is the sulphate He is a young married man, his home being : potassium or sodium, and when coming tn of lime of chemistry. However, it is not In Rochester. N. Y.. and his field the State of j contact with the atmosphere, that is, the used extensively as a paint pigment in the New York. His work with all classes of ! corbonic acid and water, as rain, is decompcs- manufacturing of liquid paint, its chief use is trade indicates the result of concentrated and ed, that is, Ihe carbonic acid transforms the as an inert or extenter in the manufacturing persistent effort and the inevitable result : potassium and sodium components into the f'tijuv'vuetl in thinl oilimvn that invariably follows such a course. soluble carbonates, t o b e c o n t in u e d . 0007-SWP-000128033 THOUGHTS Comparative Cost to Consumers of New Era High-Grade Prepared Paint, and Strictly Pure Lead and Oil. 100 lbs. White Lead...........................$ 7 00 gallons Linseed Oil @ 70c......... 3 15 '4 gallon Dryer......................... .. 25 % " Turpentine......................... 25 $10 65 Making lyk gals, of paint at a cost of....................... $1 40 per gallon New Era High-Grade will cover at least 15 per cent, more surface than paint as per above, and it would require, say, only gallons for the same surface for which 7% gallons of above paint would be needed. 7% gallons above paint............ ....$10 65 654 " New Era High-Grade (& $1.4(iper gallon............................... 9 10 Actual saving...................................$ 1 55 A difference in favor of New Era HighGrade of about 15 per cent. No allowance is made here for time and trouble required to break up lead in. oil, which should be figured at least five cents a gallon, for the cost of the colors used In tinting, nor for the much greater durability of our goods as compared with white lead alone, due to the addition to the lead paint of the zinc oxide, and also the consequent greater quantity of oil per pound of base we are enabled tc use. No t e--The above we <T.nsuier correct. The ideas of our (tiffeivm representatives on this subject >vill he published, so that comparisons may bemadc and a proper umlcrunmumg of the subject arrived at. Mr. A. R. Kelly's Ideas Regarding the Comparative Cost of New Era HighGrade and Lead and Oil Paint. At the present time lead and oil are very ' 'fcigh out here on the coast, the established retail price of same being, white lead, 7% cts. per lb.: boiled linseed oil. 75 cts. per gal. Figuring upon this basis, we find that the cost of the two are about alike, taking the general retail price of $1.75, which is the established figure out here. To illustrate, I give you the generally accepted standard, adopted by the master painters of this coast, figuring out my volume of leavt, or in other words the number of gallons it bulks, according lo the figures of the National Lead Trust. 2}i gals, to the 100 lbs., these figures are based on two-coat work, outside. 4% gals. Boiled Linseed Oil @ 75c. .$ 3 74 li` gal. Turpentine 07, 75c................... 19 100 lbs. White Lead ........................... 7 75 2 lbs. Tinting Color 25c................... 50 $12 18 Making 7fx gals, paint, at a cost of say................. $1 56 per gallon. To this must be added the cost of labor in breaking up the lead, and mixing above. say 5 cts. per gallon, making a total of $1.61 per owner generally supplies his own stock, gallon. furnishing such material, however, as sug Now, to finish a job in an equal manner gested or recommended by *he painter. with above mixture of lead ar.d oil, it would With the New Era High-Grade, all cans take: of the same shade of color are identical. 6 gals. New Era H-G. . $1.75....$10 50 If a painter opens up a dozen cans today, \yi gals, thinner oil and Turps. 75c l 12 and in a month from now opens up another $1! 62 Making 7 A gals, paint costing, say, $1.55 dozen, to finish a job, there is no trouble of tinting to match the first lot; whereas, in the case of lead and oil. the contrary is the per gallon. case, the painter very frequently loses Seven and a half gallons Nsw Era High- hours of valuable time, ic the endeavor to Grade, thinned as above, will cover as much match a first lot. and in many instances surface as the lead and ail mix ures given. makes a botch of it; as in all my experience In addition to the advantage of price, there jl 1 have never known a painter to work by is also the advantage of the cans, which are certainly worth something for use as painj pots. rule or formula, always by guess work; whereas, the mixed paint grinder works entirely by rules, and carries out his formulae In answer to your second question, as to who it is that decides as to whether lead and oil, or prepared paints shall be used forhousepainting. would state that in my experience with mathematical nicety and accuracy. Respectfully, Al f . R. Ke l l y . on new work, this question is generally Queries. decided by the architect: on old work, by the painter, as a rule, although in some instances by ihe owner: but even the architect is influenced in most cases by the painter. 1 find the better plan is. if possible, to see all three, but by all means to work the painter, as I suppose you are aware, the painter, as a rule, is generally very bitter against the use of prepared paints. Many call this prejudice upon his part, I do not, as I believe in nine ca3es out of ten, he has very good reason for this prejudice, owing to the very many worthless paints now being sold with all sorts of cast Iron guarantees. I have seen many and many a framed certificate of purity, guaranteeing pure lead, zinc, linseed oil and turpentine, and nothing else, hanging upon the walls ci dealers, signed with the manufacturers names, and offering to forfeit the goods if not as repre sented. when I knew, and the dealer handling them knew that they were adulterated, all When you call on a merchant and sell him a nice little bili of specialties, how is it you never also sell him, say a few pounds of oil colors? What's the reason you cannot do just as well as some of our other men and Include in your orders a few pounds of Japan colors, black ? Select some one item in each line; make a leader of it; get in a few pounds this trip, and next time you can undoubtedly increase it, and thus increase your sales and the volume of our business. Next trip make a leader of something else, and finally you will establish every line we make. Some men on the road take orders, others sell goods. We like the tatter class best. Which class are you in? Who can offer the best suggestion, based on the foregoing items ? ihe way from 20 per cent, to 40 per cent., hence it is not astonishing that the poor painter becomes mixed up. and places al prepared paint in the same category. How to overcome this is a hard question. The best results that I have noticed so far, are attained by the samples you send out to the painters. Indianapolis, Ind., Feb. 25, 1900. Editor Th o u g h t s : 1 think our sample cards are all right as they stand, no doubt tha: a twelve color card would be a good thing in some sections, but believe we can get along very nicely with what we mj>w have. Yours truly, _________ ^ No. 3. Now, as to your third question : " who is it St. Paul, Minn., Feb. 24, 1900. that applies the paint ? " In large cities, in Editor Th o u g h t s ; ninety-nine cases out of a hundred, the goods What is the difference between an old hat are applied by a painter: in smaller towns and Acme New Era High-Grade Prepared and villages, the work of application is Paint ? about equally divided between the house An old hat will cover a multitude of sins, painter, owner, or some handy andy and New Era High-Grade Prepared Paint around the place. will cover a muhitude of dark spots in your As a rule, in theclties, thepainter furnishes home. Yours truly. both labor and material, in the country the No. 1. 1 i{ 0007-SWP-000128034 Thoughts PUBLISHED WEEKLY BY THK ACME WHITE LEAD AND COLOR WORKS, DETROIT. MECH. Devoted to Matters of Interest to Our Represc.ntalizws. VOL. 1- DETROIT, MICHIGAN, APRIL J> 1900. NO. 30. w- L-- 'w Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. <C*tniintted Jrom Iasi week } WHITING OR PARIS WHITE. QTP3UM AND CHINA CLAY. Water, as rain or snow, dissolves these potassium or sodium carbonates and carries them away, the insoluble component, the silicate alumina. Is left behind, or sometimes washed down to lower localities where In the length of time immense beds of ' pits of silicate alumina, that is China Clay, are deposited. These beds are quarried similar to the method employed in the quarry ing of chalk ; the China Clay Is soft enough to be cut or sawed in large square blocks, which are then crushed in disintegrators, and the powdered mass is then purified from sand, mica, grit and other foreign matter by levigation and dried in almost an exact way as in the finishing process of Whiting or Paris White. In case the deposit or pit of China Clay is not large enough to afford a regular mining or quarrying, and in case a plentiful supply of water is on hand, ihe China Clay deposited in the pit is transformed, first in a soft pulpy mass by means of a con stant stream of water, and then pumped by special arrangements up to the washing and levigating plant. This method is mostly in vogue in England, while the former regular mining process is generally used in Germany and France. In regard to the properties of China Clay, making it adaptable for a painter's pigment, 1 have to say, that it must be considered not a very good one. Its body and covering capacity is very inferior ; with oil it produces a yellow-grayish, very transparent mixture, and although It is very permanent as a pigment for Itself, it does not give a fairly permanent coating when applied as oil paint. The reason is its nature is rather repelling 'C O IT t inortjafie'j v .. i i/T MR. F. R. DOUGALL. towards linseed oil, than assimilating or "Frank" has been with us since 1894, and has demonstrated beyond the shadow of a doubt hts ability to sell .our goods. He is one of the kind of men whom, afte* a few meetings, you never think of " calling by his last name/' It is not a " familiarity that breeds contempt," either. He is liked for combining with this medium, it will there fore not act as a protector for the oil film, thT consequence is that the external influences w|ll freely act on the oil, destroying its protecting properties, and the pigment having then no other support, will peel, powder and chalk off. his good natured genninenexx. Hts easy If properly prepared and of good quality going and genial style may not at first CJuna Clay is a white amorphous very light Indicate the strength of character and degree powder, having a somewhat greasy or soapy of resoluteness of which he is capable, but feel. As E said before, it is not much used nowadays in the manufac turing of liquid and paste paints. However, it is not long ago that in virtue of its very light gravity and of its fineness and freedom of grit, it was used as an extenter, or as means to give to other heavier pigments more buoyancy in the vehicle; that is. it was used especi ally In so-called dipping paints and as a preventer against settling of the paint in canned and shelf goods. But experience taught very soon that the use of China Clay in such paints was rather a draw back than an improvement; ihe paint did not alone lose its durability, but showed still another very bad fealure, the feature of " livering-up." The reason arid cause of this in general is not yet clearly under stood, and many theories are sprung and laid down by paint experts, contradicting often themselves and one another. The only right and these factors in his make-up are soon recog doubtless very adopt able theory is that the nized, and from mere friendliness the genuine water of combination in the China Clay, a respect for a man whose views, opinion, j hydrated silicate alumina, causes a partial knowledge and judgment are worthy the j saponification In one or another way, in the most careful consideration, is quickly in- ' linseed oil, similar to lhat which occurs in spired. By hard and intelligent work he is paints containing Gypsum. This, my rapidly building up a good business ir all our . theory. I intend to make later on, the subject lines in the States of Pennsylvania, New : of a special paper, dealingwith "hardening Jersey, Connecticut and Rhode Island. He | and livering-up " of paint. is a benedick, having been married last June Of all the China Clay yielded by nature to to a lady with whom we at the Acme offices the arts and industries, only a comparatively are all personally acquainted, and had the small percentage is used by paint manufac pleasure of offering sincerest congratulations turers ; the main bulk, however, finds it3 way on the occasion. He is now residing with his into the manufacturing of pottery, and fire family in Philadelphia. V- that J'r , bricks, and as filiing-up of paper and textile t (. t .O : tar 0007-SWP-000128035 THOUGHTS gocds, and last, but not least, is used as Taw Comparative Cost to Consumers of New to decide, the man who owns the house material or basis for the manufacturing of Era High-Grade Prepared Paint, and generally con-enring himself with telling the ultramarine blue and green. Strictly Pure Lead and Oil. painter to use the best, then the painter pro Previously in connection with China Clay, there was mentioned also "silex," as an inert pigment, stating that it was ground or pulverized quartz. 1 will only state here 100 lbs. White Lead........................$ 7 00 4`/a gallons Linseed Oil @ 70c........ 3 IS gallon Dryer. ............................... 25 " Turpentine.......................... 25 ceeds to use what ever he sees fit. This is particularly the case Ir; the larger cities. This is the reason there is such a small percentage cf prepared paint used in that in comparison with China Clay it has almost the same properties in regard to its appliance as a pigment, and the same relat $10 65 Making 7H gals, of paint at a cost of........................ $1 40 per gallon the large cities, as compared with the lead and oil used- as painters, as a class, are dead against mixed paint. We all know the ions to lir.seed oil or other vehicles, as the white filler has in comparison with Whiting. That is. it gives with oil a whiter and clearer New Era High-Grade will cover at least 15 per cent, mere surface than paint as per above, and it would require, say. only 6)4 principle reason : They think it detracts from their prestige, as artists. In the smaller places, I should say, the but less opaque mixture than China Clay, gallons for the same surface for which 7yi consumer who recommends the material to owing to its more or rather almost perfect gallons of above paint would be needed. be used and the one who leaves it to the crystalline structure. If ground very finely and having unde-goc.e a levigating or float ing process, it has even more buoyancy than 7)i gallons above paint.......................$10 65 6`4 " New Era High-Grade Or $1.40 per gallon................................ 9 10 painter, is about evenly divided. Yours truly, F. R. Do u g a l l . China Clay, but its crystalline structure Is Actual saving......................................1 55 of such a system that it is very apt to form a j A difference in favor of New Era Hlgh- somewhat so id and hard-io-brsak-up cake i Grade of about 15 per cent. No allowance or mass after It has settled down out of the is made here for time and trouble required paint in which it has been used as a pigment to break up lead in oil. which should be exienter. figured at least five cents a gallon, for the Its chief use, however, is only as pigment cost of the colors used In tinting, nor for the for fillers and sometimes for so-called sur? much greater durability of our goods as How Do You Vote on This? What do you think of putting up Davies' Varnish Stain in two shades of oak. light or dark ? A number of our competitors are doing it, and customers are asking for it. I suppose it has come from light or dark oak graining. No. 9. facers. It is a white more or less fine powder, according to the perfection of its preparation, and at the same time of an exceedingly hard grain or composition, harder than even barytes; in fact, the hardest and least affected pigment known. Among other white Inert pigments, as carbonate and oxide of magnesia, carbonate of baryta and others cf inferior importance, there is perhaps only one that may still compared with white lead alone, due to the addition to the lead paint of the zinc oxide, and also the consequent greater quantity of oil per pound of base we are enabled to use. No t h --Theabove we consider correct. The ideas of our different representatives on this subject will be published, so tbail eompurisoJisuuty be made and a proper understanding of the subject arrived at. MR. F. R. DaugalFs Ideas Regarding the Comparative Cost of New Era High- Notice* One of our representatives has sent us a one pound can of empire permanent green, manufactured by Benj. Moore & Co., N. Y. Papers regarding same have been mislaid in some unaccountable manner and we have no means of knowing who sent it in, or what was wanted. Will the person who sent It in please advise us ? deserve special mentioning, as it is now used Grade and Lead and Oil Paint. Certificate of Parity. by many paint concerns, and among these The following is about right, at present The above certificate sent to Cotton by ourselves. costs: wood. reached me O, K. to day. I think this This pigment isthe so called asbestos-pulp- Cost to consumers of lead and oil. is a grand thing to have, andyou surely have or if in a finer slate ar.d less fibrous, the talcum or soap-stone of commerce. It is. however, not used as an extemer. or 100 lbs. White Lead...........................$ 8 00 6 gals. Linseed Oil Or 70c................. 4 20 gal. of Turps, and Dryer............... 80 my compliments for same. I think this gives a salesman additional evidence of the good faith of our officers in the superior as we may call it. as an adulterant, but its $13 00 quality of our products, and deserving the use in certain classes of paint has a certain 9 gals, of paintcost$l3.00, or 1 gal. would compliments of our entire traveling family. and defined reason and cause. We use it. cost $1.44 4-9. ` Yours truly, Nc. 22. and that in very small quantities only in New Era Paint ts pretty generally held to certain paints, as a buoyant, in order to keep ' the consumer at $1.40 per gal. That would Notes. the pigments in suspension, for which pur make.ead and oil cost,per gallon. $1,44 4-9: Some of our representatives are very pose its very' light gravity and its molecular New Era High Grade Paint, per gallon. $1.40. careless about marking samples sent us to construction, the latter being of a fibrous Difference in favor of New Era High-Grade be examined and duplicated, and in some form, seem to and in fact proved to make it Paint, per gat.. 44-9c., or practically 5 cts. cases samples come in without being marked the idea, and proper medium. The quantity per gallon in first cost, that of course is not j In any way. which causes annoyance and used, however, must not exceed 5 per cent., taking into consideration the difference in j delays orders. cr ai the most 10 per cent, of :he total pig covering capacity and the saving in time ; Salesmen, when sending in orders for two ments. as it would then greatly interfere with and labor effected by using New Era High : firms to be shipped together, should always the covering, or rather spreading properties Grade Paim. In the large majority of casesa ' make notation to this effect on both orders. of the paint; the fibrous nature of the man who wants his house pamted. goes to a When only cne is marked, it some times asbestcs-pulp would cause a more or less painter and gets him to esiimale on the job, happens that the order sheet not marked rolling of the paint under the brush. the painter to furnish everything--labor, passes through and is shipped before the brushes and material. What is to be used other one is ready, and so.often leaves a TO t&E CONTINUED. in the way of material is left to the painter very small order to be sent alone. V i I 1 0007-SWP-000128036 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL, 1. DETROIT, MICHIGAN, APRIL 14, 1900. No. 31. Paint and Its Solid Constituents--The MR. M. TAYLOR. The principle of their manufacturing is Ptgments. BV JOHN COLLET. ^Continuedfrom last week ) WHITING OK PARIS WHITE. GYPSUM AND CHINA CLAY. We have herewith reached the end 0# the ilst of ``white pigments" used either as "body colors," or as "extenters," and may proceed now to that of the so-called '* color-pig ments," the blacks, blues, yellows, greens Mr. Taylor is tall, good looking, married and a hustler. He joined us in 1897 with these qualifications and a thorough practical knowledge of paints and painting, derived from years of actual experience in the shop and with manufacturing concerns. We think he is better looking than when he first came, and also knows more about paints and painting, but otherwise his qualifications based on the following: When combustible bodies, such as wax, fat, rosin, coal gas and other so-called hydro-carbons, that are bodies composed of hydrogen and Carbon, undergo combustion, the hydrogen which these substances contain, is the first element to undergo oxidation, or be con sumed, that Is, it will burn off first, while the Carbon, especially if the flame be suddenly cooled by bringing a cold surface in contact with it, may almost entirely escape com and reds. bustion and be deposited as soot. Before, however, I shall go When the burning substance is further and give you more details in regard to these pigments, their manufacturing and their properties and qualities as paint pigments, I shall attempt to give you a fair and prehensive understanding about the commeaning of the various chem ical operations and expressions, as very rich in Carbon, the flame may smoke without being cooled, and it will do so all the more strongly the less the supply of air present. This simple fact, as I said, is the basis which underlies all processes for the manufacture of the finely divided Lamp or Carbon Blacks. oxydation and reduction, calcina As I stated in my first paper, the tion, sublimation, striking or preci ancients used to make their Lamp pitation of colors and others, operations and expressions used in black, and this was the only black they had. exactly in the same way explaining same, we are naturally as we do it at the present time, that to meet with in discussion of such a is, we obtain it on a large scale by matter. I shall not attempt to con collecting the smoke produced vert you into expert chemists or during the imperfect combuslion of expert colormakers, but will try to oils, resins, pitch and ether oily or make cu* meetings here more inter fatty residues of other industries. esting for us all, by enabling you to follow me better in my explanations These substances all yield Lamp black of various grades and quality. regarding the different chemical The operation is quite simple and operations and the various chem consists merely in consuming all icals used, by which the final result the constituents of the burning In form of apigment of such or such body except the Carbon and pre a color is obtained, remain the same. As a result of hustling | serving as much of that as possible. CARBON, BONE AND LAMP BLACKS. Nearly all the black pigments in use by the painters and paint manufacturers are composed either of Carbon itself, or have and a perfeol knowledge of the requirements j Lamp-black is prepared in large quantities of the manufacturing trades, combined with : from the impure resins and other refuse tact, persistency and ability to handle this ; matters that remain after the distillation of class of business as it ought to be handled, turpentine. These are burned in iron pots he has been particularly successful in ihis or sometimes ir specially arranged furnaces that element as their coloring principle. direction. Although Carbon exists naturally, as you The store and jobbing trade has also been know, in form of coal, yet this, its native looked after carefully, and we consider form, is not used as a pigment in painting as his territory of Illinois one of our best for it lacks the properties required for that pur all-round business. Like all other success- pose : therefore, all the black pigments are t ful representatives, his work Indicates thor- supplied with a very limited access of air, the dense smoke produced by the combustion being conveyed into chambers hung with sacking or cloth, upon the surface of which the Lamp-black is deposited. It is scraped or shaken off from time to time, collected and made artificially or are products of the arts j 0Ug-hness and a carefully studied plan of packed in barrels, and is now ready for the and industry. j action that must win out in lime. His home market. C.mlimicJm drift c-lmm. i IS in PcOfia. TO BE CONTINUED. 0007-SWP-000128037 THOUGHTS Comparative Cost to Consumers of New Era High-Grade Prepared Paint, and Strictly Pure Lead and Oil. 100 lbs. White Lead .......................... $ 7 00 4J-2 gallons Linseed Oil 70c.......... 3 15 % gallon Dryer--.............................. 25 % '* Turpentine........................... 25 $10 65 Making 7% gals, of paint at a cost of.........................$1 40 per gallon New Era High-Grade will cover at least 15 per cent, more surface than paint as per above, and it would require, say, only 6Yi gallons for the same surface for which 7}i gallons of above paint would be needed. 7gallons above paint................. _ $10 65 t>% " New Era High-Grade 0 $1.40 per gallon............................... 9 10 Actual saving.............. ...................$ I 55 A difference ir. favor of New Era HighGrade of about 15 per cent. No allowance is made here for time and trouble required to break up lead in oil, which should be figured at least five cents a gallon, for the cost of the colors used in tinting, nor for the much greater durability of our goods as compared with white lead alone, due to the addition to the lead paint of the zinc oxide, and also the consequent greater quantity of oil per pound of base we are enabled to use. No t e--The above we cothitlercorrect. The ideas ofour different representatives on this subject will be published, so lh;it comparisons may be made and a proper understanding of the subject arrived at. Mr. A. D. Hoagg's Ideas Regarding the Comparative Cost of New Era HighGrade and Lead and Oil Paint. The average cost or selling price of New Era High-Grade in my territory is $1.50 per gallon in 1 's, retail. Taking as a basis : 100 lb. keg "Trust Brand*' White Lead, retail...................................... $ 6 75 5 gals, pure Linseed Oil 0 60c.......... 3 00 % gal, the average painter's amount of Dryer in 100 lbs. Lead........... 30 Timing Color....................................... 35 $10 40 Cost of average time In mixing......... $ 1 20 $11 60 Amount in gals.--2J4 gals, in 100 lb. keg, 5 gals. puTe linseed oil, % gal. Japan dryer. Total. 7i4 gals. Actual cost to painter, $1.50 per gal.: covering capacity, 250 feet per gal.; cost per square of J00 feet for pure lead and oil ready for the brush, 60c. per square. Now. taking New Era High-Grade at its advertised covering capacity, viz.: 300 feet to the gallon, the cost per square, (a), $1.50 per gallon, would be only 50 cts. per square, making New Era High-Grade 20 per cent, cheaper for actual cost of material. Now add the difference in wearing or last acquainted with the jobbers' representatives, ing qualities, which is the true way to cultivate their good will and interest them in. estimate the cost of material, and the New our line by giving them orders to turn in Era High-Grade is at least 40 per cent, less that will help swell their sales. See that in cost. they all carry our monthly Rapid-Seller You ask me who it is in my territory that booklets, and send us their names sc that decides what class of material shall be used. the books will be mailed regularly. When Well, it varies somewhat. Some consumers you find that a prospective purchaser is are prejudiced in favor of mixed paint--all interested in our line, notify the jobbers (all will be, when they are thoroughly posted as of them) in that vicinity by means of the to the merits of a pure mixed painl and any cards with which you are provided for that lead and oil. But I am sorry to say there purpose. By methods of this character you are many consumers that will not have any will gain their good will and preference for thing but lead and oil. 99 per cent, of the our goods. This means that their men will painters in Iowa are solid against mixed have Instructions to push our brands, and paint of any kind, Many of them will take a instead of working the territory alone you turn, however, and for the time being say purs wtli be supported by the representatives of mixed paint is all right, and what they will all our jobbing friends. A great many do for you in case you send them a prepared " open orders " are sent to jobbers'where paint that is made from pure material. But the kind of goods only are specified, without they will laugh at the idea when your back reference to any particular brand, and in is turned and in nine cases out of ten they such cases the stock, or shipping clerk, uses will give your paint a black eye when you his own judgment or has standing instruc are helping them right along. 1 helped a tions as to whose goods shall be preferred. painter here to several good jobs on which See to it that when "carriage paints" are he was applying New Era, and during the ordered that "Nears" will be shipped, and time, he was always bringing up some argu that "enamels" means "Neal's,'' etc, ment in favor of lead and oil, although he Work to have them endorse and prefer the acknowledged New Era had fine covering "Acme" line every lime. capacity and was as good as he could make himself. Accommodating Customers. In nearly all new buildings the architect specifies what material is to be used. Almost all large buildings that are repainted are done by contracting painters who furnish the material as well as do the work. Only those living in country places or on farms do their A salesman sent in with an order for paint, an order for cne-third of a dozen each, of three kinds of Stucco brushes, at $10.40 per dozen. We went to considerable trouble to try and purchase these goods, and finally suc ceeded in getting them at an average cost of own painting. . Very respectfully yours, $11.33per dozen. We assumed this would be satisfactory .to the customer, and did not A. D. Hoxcc. delay shipment of the order, but wrote the Working With the Jobber. We consider the jobber an absolute necessity to the success of our business, and our representatives are expected to co operate with them in every possible way for the furtherance of our interests. We make no better prices to the retail trade than the customer stating what we had done, and that we would charge the brushes at the actual cost on account of the fact that the salesman had made the price of $10.40. This is the reply we received:-- " Mr.----told me you carried these `.>ntx1ies in stock, and had only a few days ago sent in bis samples. If there is any difference charge it to him." jobber can do. and It must be manifest that We cite this case simply to emphasize in the dealer will prefer to order our goods structions in our recent bulletin, that on all from the nearest point, and especially when these sundries of a jobbing nature, salesmen they can be shipped with other items that he must carefully avoid specifying prices, secures regularly from the wholesale house except where a customer insists that he with which he deals. The jobber's business wants goods at a certain figure, and then is to distribute manufacturers' goods, and we cannot possibly expect to give as prompt and efficient service in every section of the country as can the local jobbbr. Let the jobber understand that we recognize his usefulness and want to help him. Send him orders you may secure from customers he has been supplying regularly, and also from new trade in his territory. Try to get the order must be accepted with the under standing that if we cannot buy at the figure named, that part of the order will be can celed. In almost every case there is a good deal of trouble and annoyance in buying such goods, and even at the small percent age we add on to the cost, in many cases we only come out about even. We do not pro pose to do this sort of thing In future, unless we make a profit on the transactions, so salesmen will be guided accordingly. i 1 ]\ Ji i j I j 0007-SWP-000128038 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Mutters of Interest to Our Representatives. VOL. 1. DETROIT, MICHIGAN, APRIL ai, 1900. NO. 32. Vs o Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. {Continued, from last week ) - CAR30N, BONE AND LAMP BLACKS. This, and a more crude way in which the resin and pitchy matter is burned in digged trenches within a brick chamber or stall, do not produce a very fine and pure Black as it still contains a certain amount of resinous and bituminous subslance to gether with ammonical and other matters. By heating it, however, 1o redness, packed in air-tight retorts, muffles or iron cylinders, nearly all of these impurities are driven off and almost pure, impalp able black remains. In most cases, ncw-a-days, the process just described is more or less modified and not only ordinary Lamp-black but the better grades too, are obtained at the same time. This is brought about by interposing between the fire-place and the soot collecting chamber, a brick work gallery or a series of flues or con densers in which the successive deposits increase in fineness and purity, and therefore in value, until the last chamber receives the finest Lamp-black of all. The whole ccnstructure of these condensers is very similar to that used in the manufacture of zinc oxide out of spelter. Another process for the manufacture of Lamp-black is based on the collecting of the soot produced by a series of lamps burning heavy oils or other fatty matter. These lamps are arranged in a row or in a circle underneath an iron plate against the bottom of which the flames from the lamps impinge, and consequently the combustion is rendered incomplete, especially as these iron plates are kept cooled by a constant stream of cold water. This system was very soon improved by employing a revolving circular plate, thus continually bringing with the revolution of the plate, a fresh surface for Cnntmuert ii\ third coin run MR. C. MEHLIG. Mr. Mehllg is one of our " new men, " having joined us in 1899, but is an old timer as regards presenting goods in our line. The avidity with which he tackled " the trade on our brands indicates that he fully realized that he '`had a good thing" and wanted everybody to know it. He possesses in an unusual degree one of the very best qualifications of a successful sales man--enthusiasm. It is infectious and the many customers in Mr. Mehlig's territory who are enthusiasts of our goods, particu larly New Era High-Grade, are practical evidences of the success attending his efforts. Mr. Mehlig calls on all classes of trade in Minnesota and North Dakota. His partic ular hobby is New Era High-Grade, and he has made a most creditable record in placing stocks of these goods. A prospective cus tomer must feel ashamed of himself should he fail to order the goods after listening to Mr. Mehlig's arguments, as he is a most convincing talker, with a justifiable faith in the line he presents. He is a married man in the prime of life and resides with his family in Sioux Falls, South Dakota. the deposition of the black. As the plate revolves it comes into contact with scrapers vrhich scrape off the black into suitable receptacles so that a fresh, clean, cold surface of the iron plate is always exposed to the flames, and herewith almost the maximum amount of black is produced by the combustion of the oil. The same method or a similar process :.s employed here in America for the produc tion of the so-called gas or Carbon Black. The oil-burning lamps are substituted by small gas-jets, the gas being the natural gas so abundant in our country, especiallyin Pennsylvania. However, artificial gas is used also. The first Carbcn-black factories used the old ** bench process " also, that is, they used a stationery iron plate, but very soon adopted the revolving plate, or rather, rollers, which, of late, however, are almost universally superseded by the im proved system of ' iron cylinders with automatic scrapers. This gas or Carbon Black differs from the oil or other genuine Lamp-Black in that it is rather granular in texture and denser in form and in color, it is blacker in hue than any other black, giving, however, rot the rich bluish gray, tone and tint when reduced or mixed with any of the white body colors, as white lead or zinc whites, as real genuine Lamp-Black will: the gray produced with Carbon Black Is of a brownish tone and tint. But we may consider it the purest form of black quite free from any traces of the unburiil oil often present in Lamp-Blacks and especially free from any traces of mineral matler or ash. There is another Black, the so-called vegetable Black, which, however, may be considered a Lamp-Black also. It leaves or contains a very small trace of ash or mineral matter due to its production from the com bustion of cork, wine-tendrills, and other vegetable matter. As pigments, these Blacks are very permanent; atmospheric influences have almost no action on them, thus we may often see a sign-board from 0007-SWP-000128039 THOUGHTS which the white ground may have teen white lead or zinc or any combination has completely disappeared, the black of the lettering still stands out in raised and bold form. (Example on corner of Smith and Joseph Campau Aves., where the white of the lettering on sign has gone, and the black ground is retained as a considerably raised surface.) These Blacks are furthermore very fine, and with the exception of some CarbonBlacks very soft and velvety, so that they do not require a subsequent grinding before they are put on the market. They are all very light in gravity, especially some Carb on-Blacks, which makes them very difficult to pack and require, therefore, for packing, specially arranged automatical packing ma chines and presses. Mixed with oil, of which they take or absorb a proportionally large percentage, they all dry very slowly, but show great covering power and spreading capacity, so Ihat they stand more than 60 per cent, of inert material without loosing their excellent qualities as covering and protecting pig ments. As I said, these blacks are straight pure Carbon, or nearly so, that is. they have no base or mineral matter in their composition; the next black pigment, however, the Bone, Ivory, or Drop, cr Animal Black, or under whatever name or designation this pigment is put on the market, shows besides a certain amount of Carbon, the amount of which varying with the grade, quality and source of the pigment, also more or less inert min eral matter in the form of phosphate and carbonate of lime with small traces of iron, alumina, and sometimes magnesia oxides. The first named inert mineral constituent, the phosphite of lime, is characteristic for this Black and is the chief and principle base for recognizing and determination of this Black in comparison with others, especially in chemical analytical work, The presence of these mineral matters is due to the raw material used for the manufacture of BoneBlacks and the process employed. As the na ne Bone-Black (or Ivory-Blackl desig nates. they are made from benes or allied animal matter. They are the black carbon aceous powder obtained by grinding the product of bones burned at a red heat in close vessels. The name Ivory-Black, should, however, be properly limited to the finer and more expensive article prepared from ivory dust or turnings. When bones are subjected tc heat during the process of making Bone-Black, certain volatile products are given off, consisting of an empyreumatic oil, fetid gases and am | thoroughly mixed and uniformly propor- monia vapors. The ammonia may be col : tioned, prepared paint wlih a gallon of lected but the other products are generally made-by-hand paint. If that cost be based burned. on the amount of material it takes for a TO BE CONTINUED. gallon of paint, but leaving out the particular percentage of waste, the time required to Comparative Cost to Consumers of New 1 mix and color the paint and the left-over Era High-Grade Prepared Paint, and material in the hand-mixed paint, the cost Strictly Pure Lead and Oil. per gallon may be stated as follows : 100 lbs. White Lead...........................$ 7 00 - 100 lbs. of Pure White Lead, at 7c...$ 7 CO 4'/ gallons Linseed Oil 70c......... 3 IS % gallon Dryer ............................... 25 )4 " Turpentine........................... 25 4K gals. Linseed Oil......................... 2 70 4 lbs. of Tinting Color, at 20c-----... 80 $10 65 Making 7-4 gals, of paint at a cost of ......................... $1 40 per gallon. New Era High-Grade will cover at least 15 per cent, more surface than paint as per above, and it would require, say, only 6U gallons for the same surface for which gallons of above paint would be needed. 7H gallons above paint.....................$10 65 6% " New Era High-Grade 0 $1.40 per gallon................. :........... 9 10 Actual saving.................................. $ l 55 A difference In favor of New Era HighGrade of about 15 percent. No allowance is made here for time and trouble required to break up lead in oil, which should be figured at least five cents a gallon, for the cost of :he colors used in tinting, nor for the much greater durability of our goods as compared with white lead alone, due to the addition to the lead paint of the zinc oxide, and also the consequent greater quality of oil per pound of base we are enabled tc use. No t h -The above we amsMei correct. The iile-ts of our different represeMativcJ on this subject w.ll be published, so thill conip.irificms mav be made and a proper tmdeistsindiiijj of Ihe subject arrived at. , Mr. Dan Davies' Ideas Regarding the ComparativeCost of New Era High-Grade and Lead and Oil Paint. In reply to yours of the fourth. 1 have this to say: In estimating the cost of material for a job of painting, it is necessary to esti mate the cost of all the materials actually used in the painting and left over in the form of unused mixed paint and partially used package of color, lead, etc., which can not be returned to the dealer, and also the time required to mix the paint and make the shade in case lead and oil are used. if mixed paint be used, there is no extra time In mixing or making colors and should be no material left over, as it is always possible to get a quart or one-half gallon to finish up, or to return unused cans and tc exactly match the shade which has been used, For these reasons it is hardly fair tc compare the cost per gallon to a well made, Total.......... ;................... $10 50 Making about seven and one-half gallons of paint, weighing about eighteen pounds tn the gallon, and costing $1.40 per gallon. As lead is usually bought in small kegs, in which the consumers pay for the wood in keg. and it is usually necessary to use some turpentine and some japan, the cost per gallon is usually about $1.50 per gallon for small lots, exclusive of the time to mix. The white lead paint weighing eighteen pounds, has no better body than a lead and zinc paint weighing from fifteen to sixteen pounds, consequently New Era High-Grade Paint will stand more reducing with linseed oil, at about sixty cents per gallon, as it weighs from 17 lbs. to \7% lbs, per gallon. Now, as to who decides what material shall be used, 1 think it is usually the house owner, influenced more or less by the advice of his painter, because of the prejudice against mixed pair.is, generally advises lead and oil. The average painter is afraid that the use of mixed paint will reduce his earn ings by making it easier for any one to do a job of painting. Respectfully yours, Da n Da v ies . NoteI am carrying a bunch of these cut-outs with me and leaving one wherever ] find it to our interests, and 1 think they will do a great deal to increase the sale of enamels. Respectfully ycurs, No. 13. At! mr rep/esenu.tivcs should l*o doing1 the same thing.- Ed . Editor Th o u g h t s : Answering number nine in a recent issue of Th o u g h t s , on two shades of oak, Davies' Varnish Stains. 1 will say that 1 have never had a call for either light or dark oak. and think one shade of oak is O. K., and will answer for either light or dark. Yours respectfully, No. 5. o I 0007-SWP-000128040 Thoughts ~ PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. ]. DETROIT, MICHIGAN, APRIL 28, 1900. No. 33. Paint and Its Solid Constituents --The Pigment*. BY JOHN COLLET, p Continued from last week } CARBON, BONE AND LAMP BLACKS. The process of makin g of Bone-Black varies according as the ammonia vapors are saved or allowed to goto waste. ;n the former case, the bones, freed from the fatty matter, flesh and tendons, by boiling and other manipuJa tiers, are carbonized or burnt in closed retorts or cylinders of fire clay or cast-iron, in furnaces not unlike those used in the manufac ture of coal or illuminating gas. A connection with the condensing ap paratus is made by meansofplpes, but ihe volatile products aside from am monia are either allowed to escape or discharged under the fire, while their offensive odor is destroyed. When the retorts have been sub jected to a red heat for thirty-six to forty hours, the charred bones are raked while hot into an iron box which is then hermetically closed till they are cold. They are then ground in mills to the desired fine ness. The better quality of Bone-Black, however, is made by a second pro cess. where the volatile products are entirely destroyed. Here the bones are placed in cast-iron pots contain ing each about twenty-five pounds which are then placed together in pairs opening to opening, and closed or luted with clay. These pots are then piled up, 100 to 150 at the time, in a sort of kiln or furnace, the entrance of which is tightly bricked up. The pots are well heated for eighteen to twenty-four hours by the flame or fire playing around them, and the heal is still increased by the combustion of the combustible vapors which issue from the bones. Finally the contents of the furnace are allowed to cool, and the pots are taken out, and when thoroughly cold, opened and the product ground. The greatest degree of fineness is obtained by a so-called atr-float- Oiwhnwrt in third columa Mr. H. C CATER, ' | ing process, the powdered and ground pig Mr. Cater graduated from a course of | ment being blown by a regulated air blast tuition in the way of "experience in the j through a series of chambers or collecting house " in '99, and is therefore a compara tively new addittor. to our corps of represen tatives. We can do some bragging about him in our own behalf, because we feel that in a certain degree the success that has attended boxes, the one located at the farthest end of the system yielding the finest and softest, and therefore, the best black. As a paint pigment Bone-Black is of good permanency, not quite as good as Lamp or Carbon-Black. In tinting strength it is also his efforts is due to his previous training. nalurally not quite as efficient as these Blacks He was a venturesome fledgling without a as it contains less Carbon, the coloring prin vestige of timidness: anc a supreme confi ciple of black pigments, la regard to density cf color, or as we may express it, in regard to jls power or properties *o absorb light, for, as we know, absorption of light and black color ation are the same phenomenon, Bcne-Blacks arc not as dense or black as Carbon-Blacks, but have more of a grayish tint or tone. It works and mixes well with oil, and also with water as a distemper color. It is regarded a slow dryer, but dries under oil still better and quicker than the pure Carbon- Blacks. CHROME YELLOW. The different shades of ChromeYellow, ranging from a pale lemon to a deep or almost orange red, are chemical compounds of chromic acid and lead oxide, or In other words are lead chromates; they belong to the oldest known artificial inorganic dye stuffs or coloring matters as well as to the oldest known artificially produced color- pigments for the painter 's use. dence in his ability to soar to success. He | According t o their production and compo did not believe in over-cautiousness, and im sition they exhibit the most varying shades mediately wanted `'something hard" lu keep from a pale sulphur or lemon color to a red him busy. He got married and we gave with a tinge or hue of blue. him the New England territory. This was a These differences cf shades are caused combination that would appall an ordinary mortal, and it has kept him busy ever since. But he is just as enthusiastic now as the day he started out, and is making progress with our line in a particularly hard territory in a way that can only result from hard work of the right kind, and the encouragement tc persist that is derived from the happiest of partly by the chemical composition, partly by physical properties as density and crystal line from or structure. In the manufacture of dry colors, the Chrome-Yellows are produced by precipita tion. occurring when a solution of a soluble lead-salt as nitrate or acetate of lead is mixed with a solution of normal or bi chromate of potash or soda. home ties. Under precipitation, aprocessand manipu- 0007-SWP-000128041 THOUGHTS lation very often and frequently applied in _, Mr. GoldsborougL's Ideas Regarding the chemistry and in the arts and industries the Comparative Cost of New Era High- manufacturing principles of which are based Grade and Lead and Oil Paint* on chemistry, we understand or mean the Gentlemen -- In answer to your inquiry of separation of an insoluble new or newly January 4th, regarding the relative cost of created body, created or formed by the com Lead and Oil Paint and New Era High- bination cf part or of all the constituents of Grade, l have learned from several painters two or more chemicals applied or mixed that the following combination forms the together as solutions. Thus we have in the Lead and Oil Paint as generally made up, manuafcturing of Chromo-Yellows two chem that is. for an all-round finished job, (of icals, a lead-salt and a chromate of potassium, course priming coat being thinner, and all a combination o: chromoic acid and potash: subsequent coats thicker or heavier). These both are applied in form of solution, that is, they are dissolved in water. We mix the two together, by pouring the chromate solution into the lead solution, a being the average and aggregate prices: 100 lbs. of Strictly Pure Lead. 0 7Jc S 7 50 5 gallons Oil. 0, 63c.................... 3 15 1 quart Dryer..................................... 15 precipitation takes place immediately, as the new-formed chemical body chromate of lead is insoluble in the liquid medium, water. This newly-formed chromate of lead, the Chromo-Yellow, has been formed by the combination of the chromic acid in the pot ash solution with the lead in the lead solution, and as 1 said it is not soluble in water, it is separated out. or technically termed "prscipated." TO EE CONTINUED. Total cost......................... $10 80 Making seven and one-half gallons of paint, about the consistency of mixed paints of recognized standard brands and costing $1.44 per gallon. Consequently any mixed paint will have to be sold at $1.44--to the consumer--to be placed on equal footing per gallon. The above.prices are about what the consumer has to pay now for lead and oil paint, of course, when lead and oil are lower, a mixed paint to compete in cost (if above calculation is correct) will have to be Comparative Cost to Consumers of New Era High-Grade Prepared Paint* and - Strictly Pure Lead and Oil. 100 lbs. While Lead ...........................$ 7 50 4j4 gallons Linseed Oil 0 70c ........ 3 10 )4 gallon Dryer.................................. 25 \ " Turpentine..................... . 25 correspondingly reduced. . I believe the above calculation to be about what is claimed by the National Lead Co. I have never seen it actually tested, but as above stated it is the calculation made by the majority of painters. In my territory there are a large number $10 65 Making 7H gals, of paint at a cost cf ......................... $1 40 per gallon. of property holders who have inherited the idea that lead and oil makes the only reliable paint and will have nothing else.used. It Is New Era High-Grade will cover at least a sure waste of lime for contractors, dealers 15 per cent, more surface than paint as per or painters to try to change them, conse above, and it would require, say, only 6)4 quently with this class lead and oil is always gallons for the same surface for which 7Y% used ; there is another class who believe the gallons of above paint would be needed. painter should and does know best and his 7-^ gallons above paint.....................$10 65 61-2 " New Era High-Grade 0, SI.40 per gallon.............................. 9 10 dicision is final, and in the very large major ity of cases is for lead and oil simply from the fact that he knows it to be a matter of Actual saving ................................. $ I 55 A difference in favor of New Era HighGrade of about 15 per cent. No allowance is made here for time and trouble required to break up lead in oil, which should be figjred at least five cints a gallon, for the cost of the colors used in tinting, nor for the much greater durability of our goods as compared with white lead alone, due to the addition to the lead paint of the zinc oxide, and also the consequent greater quality of oil per pound of base we are enabled to use. No t h --The above we consider correct. The ideas of ourdifferent represoutiitives on this subject wilt be published, so that comparisons mav be m:l* au<r a propor imdorstjiudtiiii of ihe subject arrived at. " self-protection, knowing that a good reliable mixed paint is more durable by a 1`large majority" than a mixture of lead and oil. and that lead and cil work comes oftener out of shape than work done with a good mixed paint, consequently they are the natural and persistent enemy of anything belter than lead and oil. The dealer who has the confidence of his patrons and who honestly believes In and takes the trouble to push mixed paint is the best friend to it, and more frequently determines the consumer in favor of its use. [n this section the farmer wh'en he wants to paint, unlike the northern man, who with the assistance of his boys or hired help dees his own painting, hires a painter who generally gets the town boys and loafers to help him, and while he puts on anything the farmer wants, always advises the use of lead and oil and most frequently carries his point. With this condition of things as detailed it is hard tc come to a satisfactory ccnculsion regarding who it is that carries the most weight for or against mixed paint. My opinion is that the painters and the indiffer ent dealers (who, if they have an opinion rarely express it) are the two worst enemies to mixed paints and probably influence the larger number of consumers to use lead and oil. ' Respectfully, R.J. Go l d s e o r o u g h . Concerning Analysis from University of "Wisconsin, Ro c k Ra p id s , Io w a , April 20, 1900. Editor Th o u g h t s : I was talking with' Mr. Prideaux, of .Adrian, Minn., concerning the purity of our New Era Paint. 1 let him see the different analyses of our paint. He finally ran across our analysis from the University of Wiscon sin. Mr. Prideaux happened to be at Dodgevl tie, Wis., visiting his brother-in-law, Mr. Louis Ryall. when he (Mr. Ryall) sent the can of "New Era to the analytical chemist to be examined. Mr. Prideaux handles our fullline of goods--he says he handles the best line of paints in the United Siates. He is very much interested in our line. He just bought a nice bill of paints of ms and he didn't kick a bit on the five cent advance. Yours respectfully, . No. .2. P. S.--1 think those analyses are the best things on earth to sell Acme paint. NoteWould suggest that representatives again read over Bulletin No. 47, of April 2, 1900, concerning "sundries heretofore sold in a jobbing way." We notice a few of the sales men still send in orders for such goods and in some cases specify prices. We would prefer that you avcid taking orders for those goods, but where compelled to do so you must not ti^r the price unless in accordance with instructions in bulletin refetred to. We are crossing goods off orders every day owing to prices being as low or lower than actual cost tu us. 1 am using the postal cards to the jobbers in good shape, and am sure if their men push them along we will have a lot of our goods scattered around these diggings this year, No. 6. 0007-SWP Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, MAY 5, 1900. NO. 34. Piint and Its Solid Constiturnti--The Pigments. BY JOHH COLLET. \Conlirtnedfront Iasi wtttk ) CHROME YELUOW. 1 do net intend to give h*re a series of working formulas for the manufacture of the various shades and qualities of Chrome Yellows, but will content to give you a general understanding how and by what means the dry color maker pro duces or strikes his large list of these important pigments. To begin with--the lemon yellow, and 1 will say here that I am speakingof the C. P. or chemically pure Chrome Yellows only, that is such pig ments which are not adulterated or as we may call it extended with any ineri materials as barytes or others. It is now. however, a well known and well understood fact that a strictly pure lead-chromate cannot be produced in this modification in a serviceable form. The first con dition for the production of a pale yellow, but at the same time brilliant, is the finest division and the lowest possible specific weight. If the solution of lead salt, in practice sugar of lead, is almost exclusively employed, in great delution and at a temperature not exceeding sixty degrees, fahren heit. is precipitated with the properly computed quantity of bl-chromale of potassium or sodium, a very pale and slight deposit results at first; same, however, very soon changes its physical structure, turning denser and darker, and losing all its fire on drying. The last named drawback, it is true, can be obviated by using from the beginning an excess of about five per cent, of lead solution, and washing the precipitated Chrome Yellow very rapidly by repeated decanting. But the product obtained, though brilliant, after drying never shows a pure sulphur yellow, but always a shade with a cast of orange, it is more of a light medium shade. Conti limit in third column MR. R. M. BILLINGS. Mr. Billings is another of the graduates of our class of '99* His training as a representative was under the guidance of one of our oldest and most careful men with whom he at first worked as an assistant. From Mr. Goldsborough he learned particu larly well the lesson of thoroughness and the many " tricks of the trade " that usually are gleaned only after years of experience. Credit for his success is due in equal measure C\ y- to both teacher and pupil. His field is in the Southern Slates of Kentucky, Tennessee, Louisiana, Mississippi, Alabama and Geor gia. Mr. Billings is fast making himself '* solid " with all classes of trade in his territory, and is building up a good business in our specialties and is a particularly enthusiastic advocate of New Era HighGrade. He has demonstrated his ability to exercise proper judgment in looking after the interests of his house as well as his customers, and we predict for him a successful career. His home is in Jackson, Tenn. In order to obtain the palest shade, which 4s I said before, is the consequence of the finest subdivision, it is necessary to produce another body together with the formation of the lead-chromate, which prevents the con traction of the former. Lead sulphate has been known as such for a long time. Frequently the presump tion is expressed, and I found this statement ih many an essay and paper on Chrome Yellows, that the said yellows of the palest *.ade are a chemical combination of one molecular part of chromate of lead, and one molecular part of lead sulphate. This is indeed erroneous, as a far slighter quantity of lead sulphate than this theory required, is suffi cient to prevent the contraction of lead chromate,., 1 would like also to state here that it is entirely erroneous and wrong to presume that the pale shade of a lemon yellow Is due to the admixture of a white pigment, the lead sulphate, presuming thus that the shade is lightened or weak ened by the white ; the sulphur or lemon color is only due to the very fine subdivision of the chromate of lead crystals, the contraction of which into larger, and therefore darker crystals, is prevented by the inteiposlng crystals of the lead sulphate. However, as the co-precipitation of sulphate of lead for the pale Chrome Yellows is regarded as self understood, these shades are termed oHemically pure also, as far as no admixture of barytes or other Inerts is made or shown. Such additions are made in large quantities, for these as well as the following chrome colors, with the exception of chrome red, which is always placed on the market really chemically pure The process consists in that the barytes is well stirred up in the so lution of the lead salt, and adding the chro mate solution whereby the inert admixture is completely enveloped by the lead chromate formed, which way is far more advantageous for covering power and brilliancy than stirring in after precipitation, or even as it is 0007-SWP-000128043 THOUGHTS sometimes done, by a dry mixing. Thus extended yellows are known under the name of commercial yellows, and are naturally much weaker in tinting strength and cover ing power than so-called C. P. or chemical chromates of lead. But nevertheless they have one or more good points to be well considered, and these are that they can be ground much finer. The pure chromate of lead is a soft flccculent powder, which, when ground up with oil makes a rich unctuous pasty mass, but it does not grind fine, and as a matter of fact is much more easily decomposed by the oil vehicle as-well as by other influences, than a yellow that Is struck on a solid inert base. Chemically. and physically considered, therefore, the extended commercial Chrome Yellows are better pigments for the painter's use than the chemically pure article. I shall later on refer again to this matter with more and clearer explanations, under the heading of chrome green, a pigment met on the market also in C. P. and extended form. The yellows with only a faint cast of orange, ihe medium shades, are produced by precipitating the lead solutions with bi-chrom ates only. . The lead solutions may be normal or basic, in using the former only a small excess is to be necessary to produce the desired shade, or else a quantity of basic acetate of lead proportional to the percentage of lead oxide may be employed. The chrome lead or yellows, whether produced by neutral or basic acetate of lead are neutral chromates. For their production the following common and general rule may be considered an established fact: ` The greater the dilution, the lower the temperature, the more vigorous the stirring and the quicker the washing out, the purer and more brilliant will be the shade. Another matter of consideration, and this applies to the manufacturing of all dry colors by pre cipitation. is the quality and pureness or soft ness cf water employed. A hard water, which contains much lime, magnesia or iron, is not good and fit for the manufacturing of dry colors, as all these impurities are taken up by the precipitated color, and thus some times are the cause for much annoyance to the color maker, as they are apt to change the tone and even shade of the color pro duced. Far less difficulties in the production are presented by the yellows with a stronger tinge of orange. His entirely in the color- maker's power to render the shades more or less reddish. Firstly, by using a more or less basic acetate of lead, the bi-chromate of potash to be used in that case being only computed or calculated for the neutral 148 pounds of paint as a total, and about acetate constituent, whereby a more or less nine gallons of paint that will weigh sixteen basic chromate of lead is obtained. pounds to the gallon, and at a cost of $1.30 As we know from former papers, such as per gallon or 8> cents per pound. The treat of white lead and its different processes average dealer sells New Era at $1.35 and of production, a basic acetate of lead is on a basis of seventeen pounds to the gallon, formed or produced by the taking up of one, would be about 8 cents per pound cf paint or two, or three molecular parts of lead oxide, ; composed of zinc and white lead, which is by the normal acetate. In our case now, not only a more desirable paint, but cheaper the computed chromate takes up all the lead in every way because it covers better, goes of the normal acetate, setting free the lead farther, and is white, besides outwearing oxide, forming the basic part of the employed the pure lead by from one to three years. basic acetate of lead. I think the painters have more to say, as a TO BE CONTINUED. rule, as to what shall be used, but of course the owner in some instances buys his own Comparative Cost to Consumers of New j material without regards for the painters Era High-Grade Prepared Paint, and wishes. I think the painters, as anile, will Strictly Pure Lead and Oik use New Era and assist in getting it in if you 100 lbs. White Lead........................S 7 50 4J6 gallons Linseed Oil 0 70c.......... 3 10 M gallon Dryer................................... 25 go at them right. 1 think it is about an even thing which furnishes stock, painters or pro % " Turpentine.......................... 25 perty owners. Yours truly. $10 65 Making *iy% gals, of paint at a cost of.................. ... .$ I 40 per gallon. New Era High-Grade will cover at least 15 percent, more surface than paint as per above, and it would require, say, only 6)4 gallons for the same surface for which 7fi gallons of above paint would be needed. 7H gallons above paint................... $10 65 6Yz " New Era High-Grade 0 $1,40 per gallon............................... 9 10 W. C. Ne a l . Gy n t h ian a, Ky ,, April 18, 1900. Editor Th o u g h t s ; l can truthfully say that 1 have not heard one word of complaint against goods manu factured by the Acme White Lead and Color Works. And can also say that it is only a short time and earnest work on part of representatives until Acme product will be away ahead in all parts of Ohio and Ken tucky that 1 have visited so far. Your sys Actual saving...................................$ 1 55 tem of advertising and corresponding with A difference in favor of New Era High- customers and prospectives I hardly think Grade of about 15 percent. No allowance can be improved upon. 1 will cite you one is made here for time and trouble required instance that 1 came across yesterday in to break up lead in oil, which should be Georgetown, Ky., Mr. G. W. Fitzgerald figured at least five cents a gallon, for the said to me " If you had only visited me cost of the colors used in tinting, nor for the sooner in season', 1 would willingly handle much greater durability of our goods as , your goods. 1 like your way of advertising compared with white lead alone, due to the j and the way goods are put up." I hear addition to the lead paint of the zinc oxide, J such remarks in every town l visit. and also the consequent greater quantity of ' Yours truly, oil per pound of base we are enabled to use. E. J. Ru an e. No t e --The above we consider correct. The id ess of o u t different representatives on this subject vrill be published, so that comparisons may be made and a proper uuderstaiidiiiK of the subject ui rived at. ` ' __ ___ Mr. W. C* Neat'* Idea* Regarding the Comparative Cost of New Era HighGrade and Lead and Oil Paint. Note- One of our city customers called at our factory the other day to order more New Era High-Grade Paint, he told us our paint was the best in the world, and that a cus tomer of his bought two gallons of New Era Replying to same I wish to say that I and two gallons of linseed oil, mixed them believe the average amount of linseed oil together, thus securing four gallons of paint, used by painters in combination with white and with it painted a good sized cottage. lead is six gallons to the hundred pounds. When we expressed our surprise at this he On that basis* and at present prices of emphasized it by saying the man was so materials, ft would figure up as follows: well pleased he brought a neighbor in and 100. lbs. White Lead, at 7c ............. $ 7 00 he bought the same quantity of paint and oil 6 gals. Unseed Oil, at 65c............... I hour's time'mixing. at 25c........... J4 gal. Turp. Dryer, at $1.00............ 3 90 . and had done the same thing, and also that 25 50 i we ourselves did not realize what a good I paint New Era was, but that consumers and Total............................ $11 65 : painters were fast finding it out. 0007-SWP Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. L DETROIT, MICHIGAN, MAY 12, 1900. No. 35 Paint and Its Solid Constituents--The Pigments. OY JOHN COLLET.- ( Continued from lJit :vffk ) CHROME YELLOW. As this lead oxide cannot exist as such in its free state (as the circumstances are) and as it has a very strong affiliation toward chromic acid, ii links itself to the precipitated chromate, forming thus a basic chromate of lead, as it did as a constituent of the basic acetate of lead, employed. In other words, a basic chromate of lead is a normal or neutral chromate, plus oxide of lead. Secondly by a concentrated solution, and thirdly by working at a higher temperature. Thus pro nounced shades of orange arc obtained by employing strongly basic acetate, working at about 120 to 150 degrees fahrenheit. and neutralizing the bi-chromate before use with carbonate or caustic soda. However, as the manufacturer of Chrome Yellow mostly uses only one grade or strength of basic acetate of lead, he helps himself in order to increase the basicity of his solution by the use of caustic alkalis as caustic soda and especially as for a matter of cheapness, caustic lime or quick lime. He regulates his shades by employing more or less of a lime solution, and by a longer or shorter durationof boiling, obtaining thus shades ranging froir. deep to orange. The production of the other extreme, that is. a handsome fiery red with a more o j Jess bluish tint, the so-called derby reds or American chrome vermilions, offers far greater difficulties in practice. In chrome red we have a highly basic lead chromate 0: very crystalline structure, the color being of a so much more blue-tinted and fiery red the mors strongly developed or larger the cystais are. As will be readily seenar.d understood, ana this is a fact, how ever these coarsely formed crystals possess the least covering and spreading power. MR. H. H. HALLADAY. ! The chrome red or American vermilion is, We propose to tell the truth only in these however, in practice not obtained by the articles and are compelled, therefore, to say precipitation of a lead solution with bi that Mr Halladay ts not a handsome man, chromate, as the other Chrome Yellows of and in the portrait below the photographer lighter shade, but the starting material for it has done his very best. If you are inclined is the insoluble lead compound--white lead, to chuckle complacently over this statement, the basic carbonate of lead. The reason is. please bear in mind that there are other of while the production of chrome red from cur representatives who are no better looking acetate or nitrate cf lead is highly laborious than lie is. and uncertain, one readily succeeds with Mr. Halladay came with us in !95, having little practice, to obtain an always uniformly previously had considerable experience handsome and brilliant red from white lead, or even under proper circumstances by a special treatment from lead sulphate. The white lead employed is in the form of a watery pulp, and is heated or boiled with the bi-chrcmate solution and sometimes with a small percentage cf caustic lye also, until the desired shade is produced. The deposited pigment is washed rapidly, first with clear water and then with a very weak and diluted sulphuric acid, and then thrown on a filter and advantage ously drLed on a bed of chalk. The modus operandi in the manufacturing of Chrome Yellows is very simple, the different solution of chemicals used are made in separate vats or tubs, and are then allowed to run together in one larger vat. the so-called striking vat, in which the color pigment is precipitated. It Is then washed, that Is, after settling of the pigment representing paint manufacturers in the Canadian market. Since that time he has covered territories fer us as far south as Mexico and north to the Upper Peninsula of Michigan. His vim and enthusiasm have carried him through with honors in all climates and at present he is doing general work among the jobbing trade in a manner that is in perfect harmony with his previous work. Mr. Halladay is a " quick convinces" He possesses an ``energetic magnetism" that does its work usually in the first interview. He has his arguments "down pat" and never tackles a prospective customer without having previously determined upon a course of procedure and being prepared to meet all possible objections. He does most of the talking, experts to succeed amt generally does so. His home is In Ypsilanti, Mich. the supernatant water ts run off and the vat refilled again with fresh clear water. This washing process--the yellow is always stirred up and allowed to settle again--is repeated as often as is deemed necessary or practical. The deposit is then thrown upon .filters, or pumped into filter presses. I: is then dried in one way or another, mostly on steam coils, and then powdered and put as such on the market. The Chrome Yellows are good pigments, possessing as good if not the most tinting and covering power of all other color pig ments. They are also more than fairly durable, standing atmospheric influence fairly well, but have like white lead, on 0007-SWP-000128045 THOUGHTS account of the presence of lead in their composition, the one draw-back of darkening when coming in contact with sulphurous gases or pigments containing sulphur, as ultramarine blue. They mix, as I said before, well with linseed oil, but have, especially the darker shades, the basic chromate of lead, the tendency to turn more or less greenish in hue or tone, owing to the liberation of chromic acid by the combina tion of the lead with Ihe linolenic acid of the linseed oil, or in other words by the leadsaponification of the oil. If mixed also with white lead or with carbonate lime, they appear to get a trifle darker ir. shade, due tc the formation cr an increase in basicity in their constitution. But as a fact we may consider them very permanent. In my first paper 1 stated anc explained that the red color of the American vermilion is only caused by the molecular structure of its crystals, that is, that as scon as we break these crystals by grinding, making them smaller, the pigment will fce rendered more or less yellow, or lighter in shade or color. I refer tc- the statement in order to affirm the approved theory or rather fact, that the shade cf a Chrome Yellow is depending solely upon its molecular structure or what is the same, on the subdivision cr contraction o: its crystals. TO BE CONTWUEO. Working the Trade Thoroughly This is something upon which we insist. You will be provided wirh a list of custom ers that have been established in the territory in which you wl'.i represent us, but you are especially cautioned not to assume that the volume of business from these customers is satisfactory. We expect you to build tip new business. That is what we send you out for. It is a comparatively easy matter to " look after'' old customers who are wall satisfied with our goods, but this is only part of your work, an.1 the smallest part. You must devote your energies and abilities as a salesman to secure new business, without which your work cannot fall to prove unsatis factory. We have known men who "felt satisfied " in getting what they were pleased to lerm " their share " of the business when one customer in a town had been secured. We don't want those kind of men. A man 10 represent us properly must call upon all of the trade of the class or classes he is looking after every time he makes a town, and must be on the alert continually for new openings. We don't want the trade 'skimmed over*'--it must be worked thoroughly. Department Store Trade. Crediting Orders. The question of selling this class o: trade Each regular representative is credited is one that requires the exercise of good with the amount of orders sent in by him judgment. There is a strong feeling against Department Stores by the regular trade handling our class of goods, and it is not direct, or secured by mail from towns on his list, Representatives do not receive credit for business from towns not appearing on good policy to sell the former our regular their list, whether sent in by themselves or brands with labels bearing our name in received by mail, as it is part of their busiplaces where the goods are carried to any ; ness to have these lists represent accurately extent by regular dealers. The Department the points at which they call. A town may Store invariably cuts prices--that is their strongest selling point. They adveitise " cut prices " as "loudly" as they know how, and the effect of an announcement that certain "Acme Paints" will be sold at a figure away below what the regular dealer is willing to accept can easily be conjectured. That is why, as a rule, we don't want to sell Department Stores our regular brands, or goods bearing our name on ihe labels. We are, however, always willing to sell them goods under a special label, providing their be added to or canceled from list at any time they- see fit. Representatives are always notified of all mail orders received from the territory they cover, whether such come from towns on their list or not, and in the latter case can promptly notify us to add the town and they will then receive credit for future business from same. When orders are turned in to jobbers for execution, a duplicate must always be sent us so that we can place the amount of same to iheir credit. ' requirements are sufficient to warrant the extra expense. We will use any name for a Notifying Jobbers of Prospective Customers. brand that they may suggest, cr that the representative may select for them, and print on the label " manufactured for (their name) especially." The exception to our rule as regards regular brands are the line of Neal's Enamels. These goods are adver tised so extensively to consumers that we find the Department Store one of the best channels through which to supply the demand. They naturally will not take any brand except that demanded, and we must therefore furnish the goods properly labeled. The fact, however, that the Department Store wanting Neal's Enamels must pay the right price for same is & safeguard against cutting prices tc which the regular trade object, as unless they sell the goods at a less, Next to sending a jobber a bonafide order for goods, the best thing that you can do is to tell him where there is a chance to secure business. See that this is done every time you have an opportunity by means of "Job ber's Notification Card." You can probably realize what effect the constant receipt of these cards will have, as it indicates that instead of trying to take customers away you are helping to secure new ones. Use these cards liberally* but don't ruin their useful ness by sending she jobber to a dealer when there is no possible chance tc do business, ar.d thus earn for yourself and the house the reputation of being "fakcrsT We waul to maintain confidence, not destroy it. the price they can advertise does not repre sent any special advantage to consumers as compared with what they may be purchased for from the regular trade. Answering Correspondence* Answer ail letters promptly. Don't delay 'the matter of replying " until you have more time." Nine times out of ten the answer can be written " on the spot." " Putting Sending in Orders* Don't wait two, three or four days, or a week, before sending in your orders. One of the most important factors in retaining off " acknowledgments usually means piling up work for some indefinite time with the chances of receiving a reprimand from the house for delay or negligence. the good-will of a customer is that his orders receive prompt attention. It has happened that men have carried orders around for several days, and also written us that their customers are inclined to object at the length of time required to deliver goods. You can avoid- this by doing your par: promptly, and are assured that every effort will be made by us to give satisfaction in Bristol Line of Goods. Received the cut of rack and labels of Bristol line of goods for 5 an J 10 cent stores and think you have a good attractive label, and a line that should become very popular with that class of trade. Enclosed find order for an assortment of above and hope to send in many more. Yours respectfully, this respect. No. 20. j 1 5 i ( 0007-SWP- Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR 'WORKS, DETROIT MICH. Devoted to Matters of Interest to Our Representatives. VOL. 1. DETROIT, MICHIGAN, MAY 19, 1900. NO. 36 Comparative Cost to Consumers of New Era High-Grade Prepared Paint, and Strictly Pure Lead and Oil. In previous comparisons under this heading we have indicated ihe difference in cost of pure white only, in Ihis we show the differ ence when lead must be tinted. It is, of course, considerably more expensive to tint white lead than to merely reduce it with oil and thinners, on account of the cost of color and extra time involved. It is less expensive for the consumer to use Sew Era High-Grade at $r.$o per gallon than white lead and oil. The tint selected to make the comparison [No. 44) represents a fair average, few tints requiring less color. When more color is required it. of course, adds to the expense of tinting white lead. : Here are the figures : Cost of White Lead Paint. 100 lb keg Fahnestock S. P. White Lead (the net con tents weighed 95 Ibs.)7c. .$ 7 00 4' gals Linseed Oil (33 lbs.), at 70c ..................... 3 15 j4 gal. Turpentine ... . 25 l4 gal. Turp Japan [2% lbs) 25 1 lb. Pros Blue in Oil, ai 60c 2 lbs. Chrome Yellow in Oil, 60 at 30c................................. 60 1 lb. Venetian Red in Oil, at 15c........... ..................... Time consumed mixing and tinting the paint............... 80 MR. A. S. DOUGALL. Mr. Dougall " grew up " with the Acme. While not certain of his age, we don't think he has been able to vote at a Presidential election. In 1897 he made his first venture into the field of salesmanship. Prior to that time he held various positions.in the office with credit to himself and to the satisfaction of the house. He is not bad looking and is possessed of an extra amount of good natured persistence and a degree of discretion in handling important transactions that would Total cost-----$12 80 The above makes 7H gallons, weighing 17-5^ pounds tc the gallon. Total weight. 135 pounds. Costing practi do credit to an older head, and indicates that cally^!.75 per gallon or9J cents per pound. he has profited by his earlier experience and This makes a paint thin enough for the by carefully watching the work of our older priming coat and really too thin for finishing coats, which goes to show that painters' ' representatives, which he was In exceptional claims as to quantity of oil, turpentine and position to do when in Ihe office. His territory dryer are not born out by facts. has been Detroit and immediate vicinity from New Era High Grade Prepared Paint will the start, and his hustling among all classes sland considerable reducing. Some of our of trade have resulted in a very satisfactory friends using same even cla:m a gallon of volume of business. His particular hobby is oil to a gallon of paint, but that we cannot New Era High-Grade, and the prospective recommend. It will stand fully 25 per cent, but in order to be on the safe side, let us say 20 per cent. customer on this line who escapes him must be able to make very ingenious excuses. He is still single, with no serious prospect of t'nnniiucil in fhint column becoming abenedick that we have learned of. Comparative Cost at $i.8o Per Gallon for New Era High-Grade, 4 . ** ............................................. $7 20 1 . . linseed oil............................... 70 ! Total cost.................... $7 90 Making five gals, at $1.58 per gal. Differ ence in favor of New Era, 17 cents per gal. Comparative Cost at $1.70 Per Gallon far New Era High-Grade. 4 gallons ............................................. $6-80 1 gallon linseed oil............................... 70 Total cost....................$7 50 . Making five gals, of paint at $1.50 per gal. A difference in favor of New Era of 25 cents per gallon. If New Era was sold at $1.60 per gallon and it would bear no reduc ing whatever, there would be a difference in Its favor of 10 cents per gallon, but if reduced 4 gallons ............................. $6 40 1 gallon linseed oil................ 70 Total cost ....................$7 10 Making five gallons costing $1.42 per gallon. Difference in favor of New Era, 33 cents per gallon. New Era High- Grade Paint will cover 50per cent, more surface than lead and oil paint. This we know by actual test and our asser tion can be proved by anyone caring to make the test, therefore, as can be seen by the following example, any intelligent person conversant with these facts would prefer New Era High-Grade Paint at an even price. 15 gals. White Lead Paint, at $1.75 ............................$26 25 9 days' labor to apply it. at $2 per day.......................... 13 00 Total cost...............$44 25 10 gals. New Era High- Grade Paint, at $1.60... .$16 00 6 days' labor to apply it, at $2 per day ....................... 12_00 Total cost..................... $28 00 A saving in cost of material and labor in favor of New Era High- Grade Paint of $16.25. Then the question of durability must also be considered. If. as it is claimed, white lead paint will last three years, then the cost per year would be $14.75, or 98L* cents per gallon per year. On the other hand New Era High-Grade Paint will last at least five years at a cost tc the consumer of $5 60 per year, or 56 cents per gallon per year. In the last comparison It will be noted we have figured the cost of New Era at the price to the consumer without any addition of linseed oil, which It will certainly stand and will still further reduce the cost. Finally we believe that the actual value of one gallon New Era High-Grade Paint is worth to the consumer about two gallons of any mixed-by-hand white lead and oil painl. 1. 0007-SWP-000128047 THOUGHTS Three T rade Winners "GOING LIKE HOT CAKES" 1. "Rapid-Seller" Assortment with Display Stand. 2. Neal's Enamel Assortment with Display Stand. 3. Bristol Assortment with Display Stand. We have been obliged to order more of these Stands to fill orders taken by our represen tatives from new customers. How many new dealers have you started with this offer ? . . . The "Bristol" Assortment is for 5 and 10 cent stores. Always sell this brand to this class of trade. We will furnish the "Bristol" stand with assortment of "Wayne" goods when sold to department stores to start them. In a short time the spring season will close. Push these propositions hard. Make the next few weeks tell. ...... i 0007-SWP-000128048 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. AIICH. * ,Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, MAY 26, 1900. NO. 37 Paint and It* Solid Constituent*--The MR. H. N. TURNER, prussiates, or as the Greek word for blue is Pigments. BY JOHN COLLET. {ConiittHcd from last v/etk } PRUSSIAN BLUE. , This cut is made from a photograph of our " cyan "--cyanides. representative to the railroad trade, and aside from the favoring of the original by an Prussian Blue is formed, or precipitated whenever we mix an iron compound, such as the sulphate of iron, the green vitrol or indulgent photographer and further enhancing copperas with such a prussiaie. The of the best features by the photo engraver, prussiate used in the manufacture of Berlin Next to ultramarine blue. Prussian or who is always anxious to please, is a very blue is the cheapest and most simple obtained Berlin Blue and its finest, strongest and most fair representation of Mr. Turner at his best. one, the yellow prussiate of potassium. But brilliant variety, the Chinese blue, is the Railroad men, however, are not very partic as it is also the weakest from a chemical most valuable blue pigment in use by painters and paint manufacturers. It was discovered or invented by an acci dent, in 1700, by a German dyer and color ular as regards appearances, and we presume this is why he has " taken so well." Mr. Turner's earlier experiences were gained in point of Yiew, the color-maker helps himself, or increases its activity by the addition of strong acids or other chemicals, such as chlorate of potassium, manganese or maker, named Diesbach, as many such^and chloride pfjirne. . other discoveries have been made. This is not the place to go further into detail I will only state that Diesbach in making in regard to the chemical composition of one of his celebrated rsd-lakes or dyes, Prussian Blue, or as the lechno-chemical part mixed accidently the crude materials which of its manufacture. Each and every color- we still use in the manufacturing of Prussian maker has his formulas and working orders Blue, or rather in the manufacturing of the for different qualities of blues, the principal of chemicals to be used in the manufacturing which formulas are, however, as I said before, of this pigment, and was not little surprised the mixing of a computed quantity of copper to find that he had obtained instead of a red a as with a compound quantity of prussiate of most brilliant blue. He investigated further potassium, and developing the thus precipi and was soon able lo produce this blue in tated blue with one of the above named better and more brilliant qualities and put it chemicals. The washed andfiltered, pressed in the market as Prussian or Berlin Blue. and dried pigment has a very deep blue color Since this time the composition of this blue and tint, with a slight greenish hue. This pigment has been the subject of numerous depth of color or shade cannot be obtained researches by chemists, so that very little with any other blue pigment. remains to be learned as to its composition Prussian Blue when dry has a bonzy and constitution. appearance, which is the greater and more Prussian Blue is a compound of iron- pronounced the purer the pigment. It finds carbon and nitrogene. However, the two latter elements consist notin its composition in form of single constituents, but are combined into or linked together in a chemical group, the so-called radical Cyanogen," a chemical combination our offices, and when starting to visit the its highest degree in the purest and best, in trade he now calls on regularly, he was well ' the variety known as Chinese blue. It is very hard and exceedingly difficult to grind, equipped with a knowledge of what was and for .Prussian Blue to develop its full needed to finish the rolling stock of a railroad coloring power it is very essential that it be from "Front End Black" to "Caboose ground as fine as possible. characteristic to a group of chemicals ' EnameL" He has since "learned the . As a pigment Prussian Blue is quite called cyanides, such as cyanide of potas rcpes " with which it is necessary to be permanent, and resists exposure to air. light sium. cyanic acid, both as you know very thoroughly familiar to succeed in calling and most of the cither atmospheric influences deadly poisons, and combination with potas sium and iron, the yellow and red prusslate of potassii. The discovery of Prussian Blue led consequently to the discovery of the true character of these compounds, and to further researches into the true chemical composi tions, as their nucleus, carbon-nitrogen cn this class of trade, and is intimately acquainted with all the Presidents of rail roads worth knowing and most of the other officers down to the sub - painters, and judging from the result of his efforts, seems to be well liked all along the line, which act on pigments. Its coloring or tinting power Is very great, being by far the best of all the blues, especially the ultra marines in this respect, but it is rather a transparent coLor, so that its covering power is not very great, but nevertheless Prussian Blue, In virtue of its semi-iransparency and group, is the principal cause of the formation His home is in Pontiac, Mich., but he of the necessity that it ought to be ground of blue, or Prussian Blue, they are called : particularly requested the editor not to men- very exceedingly fine in order to serve as a i>>nftiueri in third column | Hon the fact that he was unmarried. pigment, has very great spreading capacity. 0007-SWP-000128049 \ THOUGHTS and further mere, in virtue of its very great tinting or coloring power, it stands an extra addition of over 60 per cent, inert material, as barytes or others, without losing as pigment any of its good qualities. In contrary such an addition will rather improve the blue. The reason is, that pure Prussian Blue takes so much linseed oil for grinding into a semi-paste or liquid paint, that no paint at all, at least for covering purposes. Is obtained while the addition of any inerts will lessen the amount of vehicle necessary for grinding or mixing, in other words a heavier bodied paint will be the result. Thesame advantage will be found with an extended Prussian Blue used for tinting purposes, and this is the principal use Prussian Blue is put to. This fact was clearly shown to me and demonstrated when I, about a year ago, analyzed and tested the various brands of colors in oil on the market, i found then that in fact our regular Prus sian Blue extended about 60 per cent, is stronger in tinting, pound for pound, than our C. P. Prussian Blue given to me for examination. That is, our extended Prussian Blue has more actual blue in a pound of semi-paste than a C. P. Prussian of same character or consistency. The increase of nil necessary to grind the pure pigment in, decrease naturally the amount of pigment to that extent. ` TO BE CONTINUED. About Advanced Prices. Note below copy of circular issued by the Senour Manufacturing Co., of Chicago, which is merely another item of evidence regarding the necessity of advancing prices all along the line. Chicago, May i7tbrigoo. To the Retail Paint Trade of the United States: Gentlemen--There has never been a time in the history of the paint manufacturing industry when the same peculiar trade conditions have prevailed as at present. "We arc confronted, not only by greatly advanced prices in pamt-makmg materials, but by corresponding increases in every class of goods used in marketing our product. The entire business world has undergone a change in the past twelve mouths--a change that has greatly affected prices and conditions in all raw product markets, rendering the transaction of business along old lines impossible. Some idea of the enormous increase that lias taken place since the season of 1899 may be had by citing the following principal articles used in man ufacturing and marketing paint products, not saying anything about linseed oil : Lead, 25 per cent. Zinc. 21 per cent. Tin Cans, 80 per cent. Packing Boxes. 36 per cent. Making the general average of the total increased cost o'f these articles alone over 4.0 per cent. In view of the situation, we are compelled to advance the price of some articles, principally our Monarch Paint and Painter's Stock White, the same taking effect on May 25th. Orders received after that date will he billed at the new prices. MONARCH M1X8D PAINT. Barrels................................. Half-barrels........................ following story: "A customer of their's came into buy paint to pair.t his house with. 5 and 10 gallon cans .... ........ f 25 " " " They asked him how much it would take JT " V" $" " ...................... . ... 1 35 " " ...................... " ...................... * "" 1-16" '* ...................... These prices are net--no rebate. PAINTER'S STOCK WHITE. Barrels................................... ....1 25 per gallon, net. Half-barrels................................. 1 28 " "" gallon cans...................... 1 30 " " ' " `` ........ ..................... 135 " " , We will send on application a new catalogue with revised prices. The total advance we have made over last year's and he said it took eight gallons the last time he painted it. Weil, they only had five gallons of the shade that he wanted in stock. So they told him to go ahead with ihe five gallons and In the meantime they would order, more from E. and F. King 8t Co., our distributing agents, in Boston. Well, to make a long story short, he came back in the course of a few days and wanted to know prices does not cover the total increase in cost of raw materials, so that we are dividing the advauce with our customers, hoping they will appreciate the situation and continue to favor us with their orders. Very truly, Sen o u k Mu g . Co . if they would not take back one gallon, as four gallons had painted his house and had gone as far as the eight gallons that he had previously used. He was ihe most pleased man you ever saw and cannot say too much Advertising Matter Carried by Distributors. for Hew Era. But he was no more pleased We must depend upon our representatives j than Robbins & Cowles were, as it surprised to see that the stocks of advertising matter \ them, also, and they are highly delighted with carried by our distributors are kept up and ( our paint and are pushing it for all they properly used. There are certain kinds of are worth, Yours truly. this material that we cannot expect jobbers : No. 27. to distribute. Fence signs and matter upon which the dealer's name must be printed Editor Th o u g h t s : cannot be carried by them. Distributors During the past week, while 1 was calling should always be in position to supply sample on a firm I have been pounding for some cards with orders turned in to them, and little time, something happened which 1 when fence signs, full sheet cards, books of think will be of benefit to some of our tribe plates, etc., are needed attach a requisition of younger paint hustlers. While talking to for these to the duplicate of the order that my rpan I noticed a traveling man walk in you send us, and we will ship with next Ihe store and when the clerk went up to him order to distributor, marking cases for dealer. Mr. Traveling Man gave him the "side look" Such supplies should then be sent on to and iprned hisback on him--to the traveling dealer with his next order. Don't permit man he was simply the clerk. When I was your distributor to run out of needed supplies, through Mr. Traveling Man went at the or allow him to waste expensive material. proprietor and Interested him enough for See that the shipping, or stock clerk, is care proprietor to call the clerk to look at a line fully posted regarding the proper way to of toilet soap. Mr. Clerk looked surprised handle same. andsaid " why, surely you are not thinking of Keeping in Touch WHh the Jobbers* Don't forget that we want you to make a special feature of working closely in connec tion with the jobbers in your territory. Keep them advised of chances to do busi ness in our goods by means of' special postals with which you were provided. You may not be using these as freely as you stocking more soap with the stock now on hand,," and Mr. Voigt said " guess you are right,," and that settled it. Now the point is simply this, I have made it my business ever since i have been on the road to get on personal terms with every one abou: a store 1 call on, from the errand boy to the clerk, and It has always paid me big. No. 5. should. If not, you are losing chances for co-operation that will eventually mean loss of business. Keep in touch with your jobbers by every means at your command. Make them realize that we are willing to help them, and endeavor in every way to have them take more in:erest In our specialties. ____________ New Era High-Grade Paint. Note- Received copies of testimonials sent me and have found them quite useful already as I mer a painter at Vermilion who knew Jos. Stoneman, of Chagrin Falls, and when I showed him what he said about our goods, it did the work in two minutes that two hours talking would possibly not have done for me, as he wa$ perfectly satisfied and Br at t l ebo r o , Vt ., May 14, 1900. said he would U3e them if stocked by cus Editor Th o u c t h s : tomer, and hope they will be. I called on Robbins & Cowles, of Srattle- Yours respectfully, boro, Vt., to-day and they told me the I No. 20. 2 ; ! I 0007-SWP-000128050 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest fo Our Representatives. VOL. I DETROIT, MICHIGAN, JUNE 2, 1900 NO. 38 Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. {Continued from last vteck ) PRUSSIAN BLUE. * As I said, Prussian Blue finds its principle use as a tinting color, that is in connection with a white body pigment, such as white lead or Line whites, it is true Prussian Blue is permanent, indeed very permanent con MR, W. C. NEAL. Mr. V/. C. Neal has been connected with the Acme " off and on " since the inception cf the business, in '84, at which time he was a mere boy. It naturally follows, therefore, that his experience has rendered him thor oughly familiar with all iines of our products and methods of doing business. In the fall of 1899 he '`took hold" of the Indiana territory, and by careful detail work in connection with an assistant has succeeded labeled, etc., because the customer found by opening the cans that the shade cf its contents docs not correspond with the shade on label and number on sample card. All these shades contain Prussian Blue as tinting constituents, and as our New Era High-Grade is a white lead-zinc paint, the shades are more or less altered by the action of the basic constituents of the white lead cn the Prussian Blue. If the customers were familiar with the circumstances, or would take the trouble cf not alone opening I he cerning the action of the elements, such as can. but apply a practical test, also by mix moisture, light and carbonic acid, in fact it is ing the paint thoroughly and painting a panel permanent against the action of any acid if not with his apparently off shade paint, he would employed in concentrated form. However. ' find that ns is in the wrong and we are in the if we let an alkali or a chemical compound right, for he could see in less than ten minutes of an alkaline character, such as a metallic that the tone and proper shade of the pair.t in hydro-oxide, act upon Prussian Blue ws will question will be developed again as fast as his find that it will have lost a good deal of its paint sets or dries, and he would save himself permanency. We will notice that the blue , and our Mr. Joy much time, trouble and will be carily decomposed, or its color annoyance, changed into a yellow, due to a separation or The ideal body white for a Prussian Blue formation of iron oxyde. This is the main tinted paint would therefore be *4 zir.c white." reason that a paint made on a white lead base the neutral character of which would have no alone, or on white lead and Line and tinted altering influences on the tinting pigment. with a Prussian Blue will not retain its But as we know zinc white alone used as a original clear and bright tint, but will be more pigment in a paint put to the use like our or less changed into a greenish or yellowish New Era High-Grade, as house paint for red. The change is due to the action of the exterior decoration, is not very desirable, for basic constituent of white lead--the hydro it lacks especially durability. We have oxide of lead--in the basic carbonate. This therefore to choose among two evils Ihe action it seems is more powerful and more most favorable one, for a substitute for Prus pronounced in case of absence of light. Thus sian Blue in the above named number of we find by opening a sealed can of such a shades cannot be found, as the peculiar rich tinted paint, having stood for a while in stock, in making good headway in developing tone and tint of same is only due to a pure that almost all the blue Is converted into the "all the possibilities" from this section. well prepared Prussian Blue, and ultramarine yellow oxide of iron. But we find also that `Nothing too large" and "nothing too blue as you learned by the last paper, is after stirring up the paint and applying it, small" is the plan upon which he is entirely barred out on account of its strong exposing it thus to the influence of light--in working. Like the majority of our men sulphurous action on white lead. deed a very strong chemical influence--that the same tint of the paint will return, that is, the chemical action of the light and air will recombine the separated iron oxide with the cyanide compound of the original Prussian Blue. Numerous were, and are still, the com plaints we receive from customers that our shades No. 33, No. 42 and No. 35 of our New Era High-Grade ready-mixed paint are net uniform, or that we have forwarded the wrong shades, cr that the cans were wrongly he recognizes the fact that a good house paint is the best foundation for business on the general line, and works every possi bility, from the consumer up, to get-these goods in. He is a planner " who watches conditions closely ar.d is always " figgering" some good scheme to corail business on a plan that has been overlooked by the ** other fellow." Mr, Heal is married,' ndt'quite so good looking as might be surmised from the illustration, and has many friends in and out As I said. Prussian Blue is permanent under ordinary circumstances, such as tem perature, cr action of the atmosphere. But such is net the case, as soon as the pigment in a dried state is heated near cr above 300 Fahrenheit, it is then rapidly decom posed, even the radical compound " cyan " undergoes decomposition, and that so quick and sudden that the latent or molecular bound heat thus liberated ignites the set-free carbon of the cyanogen, the result is a sudden combustion, sometimes accompanied {.'( ntinuccl in third column of the trade. with a more or less heavy explosion. 0007-SWP-000128051 THOUGHTS The heat generated by friction in grinding a dry Prussian Blue in a stone mill or even in a heavy chaser is sufficient to cause such a decomposition and often explosion, and has been the cause of many a disastrous fire in paint and color factories. Thus, if I am right, the burning and destruction of the four story factory of Cary-Ogden Company, in Chicago, was due to such a Prussian Blue explosion, and thus also the destruction of the dry color plant of the Mound City Paint and Color Works, of St, Louis, Mo., when about five years ago my colleague, Mr. Ernest Mass, . finished his career of dry colot maker for this firm with a dry grinding of Prussian Blue, resulting in an explosion and almost entire destruction of the newly, under his supervision, erected plant. TO BE CONTINUED. Co-operate with yourjobbers and they will co operate ivith von. Advanced Prices, Prices have so far been advanced on the following ines: New Era High-Grade Prepared Paint, Adamant Prepared Paint, Neal's Carriage Paints, Acme Wagon and Implement Paints. Granite Floor Paints, Acme Household Paints, Our customers, with very few exceptions, have recognized the necessity for the advances and accepted same gracefully. As a matter of fact it was either necessary to cue quality or get more money, and we, in common with the principle manufacturers of reliable goods have adopted the latter course; Cur representatives will have no difficulty in maintaining same. ; What have you done to moke your jobbers /eel that we deserve their special co-operation 9 New Era High-Grade* Editor Th o ij g t w s : * Mr. Benningfield, of Benningfiel.l &Cane. Walnut Ridge. Aik., has given Our New Era High-Grade a great send off. He painted three houses, one with Platt & Thornberg's paint, one with Heath & Milli gan's and one with ours. All houses are exactly the same and he says he can pick New Era High-Grade out a block away. I saw the houses and you would be surprised to see how much better the house with New Era High-Grade on looks than the other two. He intends using our paint exclusively and will send in order as soon as guarantee is raised. Yuurs respectfully, ____________ No. 28, How mativ orders have you turned into your jobbers this season ? Advance Prices. Bu f f a l o , N. Y., May 28, 1900. Editor Th o u g h t s : In reply to Bulletin No. 72 would say that I can readily understand that it will be neces sary to advance prices in order to keep up the high standard of quality. AH I have to say is to keep up the quality, and what goods I sell you may rest assured I will get the price or will net sell the goods. 1 intend having a uniform price on New Era High-Grade in this territory and treat every one alike, and let the trade know we have but one price on New Era. 1 believe It lessons the qualtty in the dealers estimation when you cut the price on high-grade goods, and beside, I don't believe you can sell any more goods by so doing. High-Grade paint, like other high-grade goods must be sold for high-grade prices. I believe now is the time to estab lish a price on New Era as well as the balance of the line. Let-the advance come as soon as you wish and I will do my part in securing same. No. 19. JFfifZv many friends have you with each jobber looking ajteryour interests when yau are absent f New Era High-Grade and Painters* De t r o it , Mic h ., May 19, 1900. Editor Th o u g h t s : ! have quite often, in talking to painters, heard them say: "Oh. I can't afford to use mixed paint as it knocks out the painter.*' Now 1 come back at them this way : `' Yes 1 'll admit Mrs. Smith can. If she is so inclined, buy ten gallons of mixed paint and have her hired man stir it up and put it on. She can also go to the same dealer and buy 100 pounds of lead, five gallons of oil. one- haif gallon of dryer and two pounds of National Lead Co.'s tinting colors and mix them up and have the same hired man put it on. In which instance does the painter get the worst of it?" And then I wind up by showing him that in no case do we guarantee results to be satisfactory unless a practical painter is employed in putting New Era High-Grade on. I have found that in every instance it has been a pin in their argument and closes them up every time on that Subject and gives them something to think about during their idle hours on cold days. Yours truly. No. 8. Do you know the names ofyourjobbers' repre sentatives 9 Do you know them personally/ Mileage. Don't overlook the fact that we always want mileage used when it can be done to advantage. This does not mean that it is necessary to buy same when it cannot be used within a reasonable time. About as near as we can approach to a rule on this subject is to state that if the amount it is necessary to purchase could not be used during either the spring or the fall season, :t will not be good policy to buy. Didyou ever turn over an order to a jobber's represtntalive? Otte good turn deserves another. Editor Th o u g h t s : During a conversation with one of our New Era customers last week, I made the : statement that the goods would cover at least 33% per cent, more surface than any strictly pure lead and oil in the market. Then he asked me how much paint it would take to cover (two coals)'naming dimensions -of a house and I replied, six gallons if in good condilion and, of course, more if not. Then he told,me that the painter had figured on painting the house wilh lead and oil and said it would take nine gallons, but our customer persuaded his man to use New Era and sold nine gallons. The man brought back two gallons and said that he only used six and one-haJf gallons. I find many of our cus tomers simply ignorant of the high standard of New Era. and such illustrations do an im mense amounl of good. . Yours very truly, No. 12. How many postals haveyou used to notifyjobbers of chances to do business on our line? De t r o it , Mic h ., May 19, 3900* Editor Th o u g h t s : Henry Heines, the leading painter at Mishawaka. Ind., Is using New Era HighGrade Painl In preference to white lead, and during my last visit there he told me he had just painted a new house (three coats) with it. using outside white, and that he had reduced it with linseed oil and a small quantity of turpentine, gallon for gallon, and that he not only had a paint that would cover more surface, but one that would go further and was whiter than strictly pure white lead, reduced with oil at an average of five gallons to the hundred pounds. I con sider this worth knowing and hope the other boys may find it of value in introducing New Era High-Grade Paint. Yours truly, No. 8. How many friends have you who will "speak a good word" foryour line when ever opportunity occurs? J 1 j i i I 0007-SWP-000128052 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted, to Matters of Interest to Ottr Representatives. VOL. I. DETROIT, MICHIGAN, JUNE 9, 1900* NO. 39 Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. {Continued /rent lest week ) . ' CREEK PIGMENTS, AND CHROME GREEN IN PARTICULAR. : Among all the greens, and we ma^ say almost the only cne used as a pigment nowa-days by the painter, as well as by the paint grinder and manufacturer, the so-called Chrome Greens, belonging to the special group of compound colors, are the most important and interesting. I shall, therefore, not discourse other green pigments, as the various cop per and arsenic, the poisonous paris orSchecle's greens, the use ofwhich as painter's pigments is altogether superseded by that of those com pound Chrome Gr&ens, but wtllproceed in my explanations and demon strations by taking these Chrome Greens as typical representatives of the green pigments used in paint manufacturing. I cal) these greens compound colors, because they are not primary coloring pigments, but are, as a rule, simply a mechanical mixture of yellow chromate of lead, the chrome yellow of commerce, with Prussian blue, or rather with its variety, the more violet tinted paris or milori blue. These pigments may be mixed either by the dr/ or wet process. The production by the wet process, however, either by simultaneous precipitation or striking, or by mixing the two primary pigments, the yellow and the blue, In a wet pulp form together is more preferable, since the mixture, owing to the greater mobility of the substances in their finest divisions of par ticles, becomes more homogeneous in a shorter lime, and furthermore the unpleasant and unhealthy dusting is entirely avoided. Every dry color maker has his own special ways and formulas for making these Chrome Greens. The principle of the process is, however, always the same, that is, he manu factures first his prussian or paris blue and Continued in third coluniu MR. T. W. CONNOR. This is a correct likeness of Mr. T. W. Connor. Like Napoleon or Lord Roberts, he is "done up in a small package," and would not be " shoulder high " to some of our really good looking representatives. He is a thinker whe anticipates by carefully considering conditions and possibilities, and has his plan of campaign so carefully arranged that he very seldom fails, [t may be a long siege, or a sudden attack, but the result is generally the same. He is not much of a talker ordinarily, but when he corners a " prospective M he can advance and meet arguments with a suddenness and rapidity that would cause a Philadelphia lawyer to retire in despair. He has made a thorough study of the general manufacturing trades and knows what they want in our line better than they do themselves, for which reason they have grown to depend upon his advice. He watches all business from this class of trade received by us. making sug gestions to our other representatives in con nection with same and working directly with them when it Is deemed advisable. Mr. Connor has been connected with the Acme since 1888, is married and a resident of Detroit. mixes this with the bi-chromate solution of the necessary chrome yellow, and strikes then the green by running in the properly computed quantity of lead solution. This way is generally in use when the lead consti tuent for the chrome yellow is in form of an acetate of lead solution. If the color maker, however, prefers the use of the much simpler, but somewhat more expensive nitrate of lead, he mixes this with ihe blue and strikes with the bi-chromate of soda or potassium. In either case, however, he must wash his Prussian or paris blue more than fairly well before he proceeds in the manufacturing cf his green. Both these ways of process are used In our own dry color plant, and the Chrome Green produced now by us excels in every extent and by far in tone, tint and brilli ancy of color, those we used to make eight years ago by the socalled dry or edge-runner mixing process. Other color makers use the socalled pulp mixing process, that Is, they have always a stock of ready made prussian or paris blue in pulp form on hand, of which they add a certain amount, required according to the shade of green to be produced, to a certain amount of freshly pre pared or precipitated chrome yel low and by mixing both together obtain a Chrome Green, which they have then still on hand to change or Improve In depth of shade by adding more or less pulp of blue in case the color is desired to be of a darker and bluer shade. This latter process is certainly much simpler and requires less care and skillful ness than the process used by us, where the dry color maker is compelled to know exactly in advance how much blue and of what degree of strength and density he has to make in order to strike his Chrome Green in the proper way and in the proper and right shade, lone and tint. On the other hand, however, if this, our process, is handled right, and 1 may say here that handsomer, brighter and more brilliant Chrome Greens than our C. P. and Bull Frog 0007-SWP-000128053 THOUGHTS No. 100 cannot be found on the American market, the product obtained is then far better and more homogeneous than that of :he pulp mixing process. It stands to reason that it is so, because the color pigment is not alone precipitated in its two constituents simultaneously, but as a matter of fact they are mixed together in the finest subdivision of their molecules or particles, which circum stances, as you know is the first and principle condition of the production of a bright and brilliant pigment, at the same time possess ing a clear and pure tone and tint of its respective shade and color. TO 3E CONTINUED. Comparative Cost to Consumers of New Era High-Grade Prepared Paint, and Strictly Pure Lead and Oil. In previous comparisons under this heading we have indicated the difference in cost of pure while only. In this we show the differ ence when lead must be limed. It is, of course, considerably more expensive to tint white lead than to merely reduce it with oil and thlnners, on account of the cost of color and extra time involved. It is less expensive for tke consumer to use New Era High-Grade at $/.8oper gallon than white lead and oil\ The tint selected to make the comparison (No. 44) represents a fair average, few tints requiring less color. When more color is required It, of course, adds to the expense of tinting white lead. . Here are the figures : Cost ot White Lead Paint. 100 lb keg Fahnestock S. P. White Lead (the net contents weighed 95 lbs.) at 7c.................................$ 7 'DO 4'4 gals Linseed Oil (33;# lbs.), 70c.. 3 15 % gal. Turpentine............................... 25 # gai.-Turp Japan (2# lbs).............. 25 1 lb. Prus. Blue in Oil, at 60c . .... 60 2 lbs. Chrome Yellow in Oil, at 30c.. 60 I lb. Venetian Redin Oil, at 15c........ 15 Time consumed mixing and tinting the paint.......................................... 80 Total cost..................... $12 80 The above makes 7# gallons, weighing 17# pounds to the gallon. Total weight. 135 pounds. Costing practi cally $1.75 per gallon or 9% cents per pound This makes a paint thin enough for the priming coat and really too thin for finishing coats, which goes to show that painters' claims as to quantity of oil, turpentine and dryer are not born out by facts. New Era High-Grade Prepared Paint will stand considerable reducing. Some of our friends using same even claim a gallon of oil to a gallon of paint, but that we cannot recommend. It will s:and fully 25 per cent. but In order to be on the safe side, let us say 20 per cent. Comparative Cost at $i.8o Per Gallon lor New Era High-Grade. 4 gallons ............................. .............. $7 20 1 gallon linseed oil............................... 70 Total cost................... $7 90 Making five gals, at $1.58 per gal. Differ ence in favor of New Era, 17 cents per gal. Comparative Cost at $x 70 Per Gallon for New Era High-Grade. 4 gallons............................................ $6 80 l gallon linseed oil............................... 70 Total cost................... $7 50 Making five gals, of paint a: $1.50 per gal. A difference in favor of New Eva of 25 cents per gallon. If New Era was sold at $1 60 per gallon and it would bear no reducing whatever, there would be a difference in its favor of 10 cents per gallon, but if reduced 4 gallons............................................ $6 40 1 gallon linseed oil.............................. 70 Total cost..................... $7 10 Making-five gallons costing $1.42 per gallon. Difference in favor of New Era, 33 cents per gallon. . New Era High-Grade Paint will cover 50 per cent, mere surface than lead and oil paint. This we know by actual test and our assertion can be proved by anyone caring to make the test, therefore, as can be seen by the following example, any intelligent person conversant with, these facts would prefer New Era High-Grade Paint at an even price. 15 gals. While Lead Paint, at $1.75. .$26 25 9 days' labor to apply it, at $2 per day 18 00 Total cost............. $44 25 10 gals. New Era High-Grade Paint, at $1.60 ............... .......................... $16 00 6 days' labor to apply it, at $2 per day 12 00 Total cost................. . .$28 00 A saving in cost of material and labor in favor of New Era High-Grade Paint of $16.25. Then the question of durability must also be considered. If, as it is claimed, white lead paint will last three years, then the cost per year would be $14.75, or 98# cents per gallon per year. On the other hand New Era High-Grade Paint will last at least five years at a cost to the consumer of $5 60 per year, or 56 cents per gallon per year. In the Iasi comparison it will be noted we have figured the cost of New Era at the price to the consumer without any addition of linseed oil, which it will certainly stand and will still further reduce the cost. Finally we believe that the actual value of one gallon New Era High-Grade Paint is woTth to the consumer about two gallons of any mixed-by-hand white lead and oil paint. He's A Happy Father, MR. M. J. REYNOLDS Ourspecial reporter on *' salesmen's statis tics ,r has promptly notified us of the follow ing telegram, received by a relative of Mr. Reynolds: Jiochfislfv. j v . y.,jnn*7, T900. Nell has a ten-bound girl. Merf. We present Mr. Reynolds' picture as an illustration of what areally happy man looks like, but cannot show the broad smile that illuminates his countenance, as the news was so sudden there was no time in which to secure a new photograph. We extend con gratulations for ourselves and representatives. Note. Representatives will please remember that we do not ship goods `C. O. D." or "sight draft attached to bill of lading'' unless enough money Is sent in with the order to guarantee express or freight charges both ways, in the event-of consignee refusing to receive the goods. You will save embarrassment to your customers and us by regarding our deas in this direction. Hu mb o l d t , Io w a . May 30, 1900. Editor Th o u g h t s : I think No. 5 has the right idea as to treat ing the clerks--get well acquainted with them. It may do us a whole lot of good. It can never do us any harm. Don't be afraid to tell him what you are selling. If he has the time show him your line, he , may go in business himself some future day. 1 remember one time l sold a stock order by getting in with the clerk, it happened this way ; I went into a drugstore up at George, Iowa, and inquired for Mr. O'Connors, the buyer of the firm of Bradshaw & O'Connors. The clerk told me that he was at supper, 1 then introduced myself to the clerk, bought him a cigar, and then asked him if he cculd take a few minutes time to look at my line of goods. He gave me about ten minutes of his time. When 1 was through talking he said that he thought our paints were the best paints on earth, he told me that he would help me talk to Mr. O'Connors in regard to putting in a line of our goods. The result was, l sold Mr. O'Connors a nice bill. Yours respectfully. No. 2. i .1 1 j 0007-SWP-000128054 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, JUNE 16, 1900. No. 40 Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. ' Continued, from last ive.ek ) GREEN PIGMENTS. AND CHROME GREEN IN PARTICU1-AR. The explanation and instructive informalions given to you so far in regard to Chrome Greens are, perhaps, as you may have noticed, pertaining only to the so-called C. P. pigment. These G. P. Chrome Greens are met. however, very sparingly on the market and were not made at all about ten or fifteen years ago. The. Chrome Greens generally feund and used by the painters and paint grinders are, however, all more or less extended with Barytes and other Inert material, the Barytes biing the principle and general extenter met with in at least almost all dry commercial Chrome Greens. These extenters are mixed into the precipitated or formed Chrome Green, previous to filtering, drying and disintrigating of the pigment. I can remember very well, and It is net so very long ago. that among the dry color makers there was a general understanding that it would not be advisable, if not almost impossible to manufacture a G. P. Chrome Green for the general market, and one of the largest of the American paint ar.d dry color manufacturing concerns was the strongest opponent against such a C. P. pigment, while another firm, as its strong est advocate, caused many a controversy in its behalf in the technical trade papers of this country. As a matter of fact, properly extended Chrome Green is, in regard to Its properties as a paint pigment, much better than a C. P. one. The reasons are: There is evidently, and it is proved, in the length of time a chemical action between the prussian blue and the chrome yellow which causes a decomposi tion of both, and therefore a change in the color and shade of the green. The addition of Barytes--a perfect inert--will lessen this - Continued in third column MR* H. V. DEMING. Mr. Deming joined our family of represenlativesatthebeglnningof thlsyear. Helsan " old hand at the business " however, having travelled for another house In our line for a number of years, and is thoroughly familiar with the goods and all classes of trade to which we cater. Mr. Deming's "strongest "hold" is probSBlyTn"Thc preSefniStioil"0-f' varnish. He has given this branch of the business special attention and is constantly on the alert for anything new that may turn up, and devotes considerable attention to developing new lines that offer advantages in the way of economy or better results. He is an enthusiastic worker with a determinalian to win that is bound to bring the desired result. His special mission is pre senting the line to the furniture and wood finishing trades, and he covers the North Middle States, working the trade independ ently or in connection with the regular representative, depending upon the exigencies of each particular case. Mr. Deming is unmarried and makes his headquarters in Detroit. chemical action considerably, owing to the quasi dilution of the twe constituents In their mixture. Furthermore, the addition of Barytes will facilitate ihe grinding of Chrome Green considerably also, as a much finer and more homogeneous pasle in oil or japan can thus be obtained, and in regard to grinding or disintregating of the dry Chrome Green, or Its "belting Info's, very fine impalpable powder, we find that an extended Chrome Green is much easier and quicker working than a C. P. one. Besides this a dry C. P. Chrome Green, especially cne made with chrome yellow, in the process of which nitrate of lead as constituent was used, is very apt to explode in grinding or crushing owing to the heat generated by the friction and transformed in a more energetic and active chemical action, causing thus the explosion, or a: least a burning out of the blue. These, and that an extended Chrome Green is much more durable, and faster against the influences of the atmosphere, ar.d that tt will take less linseed oi. to form a paste or liquid paint than a C. P. green, is the reason that by far more extended Chrome Greens are manufactured than C. P. Greens. As a matter of fact commerce and ageneral under standing among color makers and painters, have established a certain standard quality of commercial Chrome Greens, adopting a Chrome Green showing "a bbnsUttffrdft or proportion of 75 per cent, of extenter to 25 per cent, of actual C. P. Chrome Green as a standard commercial Chrome Green. This standard is represented by our bull-frog green No. 100. '* In the last three or four years, however, a considerable number of industries, as paper Stainers, shade cloth and wagon and imple ment manufacturing concerns, are equipped with facilities to grind and mix their own colors and paints, and these concerns are now-a-days buying to a great extent a G. P. Chrome Green, and extent same themselves with whatever extenter or inert they choose or see fit far their special purposes. The 0007-SWP-000128055 THOUGHTS cut-put of C. P. Chrome Green is therefore naturally increasing, but as I said, it is not, cr almost never used as such in painting, for the reasons already giver.. The commercial Chrome Greens are good pigments, especially the quality adopted and accepted as a standard in the market. They have good body or covering capacity, mix well with oil, producing a paint of good spreading quality. As tinting pigments they have the same advantages and disadvantages as their constituents, Prussian blue and chrome yellow. Mixed with a pigment of a basic or alka line nature, like white lead, the blue will, to a certain extent, be reduced to the yellowish red oxice, and with a pigment containing sulphur, the chrome yellow will be darkened and therewith the shade of the tinting green. Under regular conditions they are. however, we may say, more than fairly permanent when exposed to light and air. Comparative Cost to Consumers of New Era High-Grade Prepared Paint, and Strictly Pure Lead and Oil. I n previous comparisons under this heading we have indicated the difference in ccst of pure white only. In this we show the differ ence when lead must be tinted. It is, of course, considerably more expensive to tint white lead than to merely reduce it with oil and thinnsrs, on account of the cost of color and extra time involved. It is less expensive for the consumer to use New Era High-Grade at$r.So per galhn than white lead and oil. The tint selected to make the comparison (No. 44) represents a fair average, few tints requiring less color. When more color is required it. of course, adds to the expense of tinting white lead. Here are the figures: Cost ot White Lead Paiat, 100 )b keg FahnestockS. P. White Lead (the net contents weighed 95 lbs.) at 7n.................................. $ 7 00 AYt gals Linseed Oil (33# lbs.), 70c.. 3 15 % gal. Turpentine............. ................ 25 l4 gal. Turp. Japan (25/ lbs)............. 25 1 lb. Prus. Blue in Oil, at 60c............. 60 2 lbs. Chroffte Yellow in Oil, at 30c.. 60 I lb. Venetian Red in Oil. at 15c....... 15 Time consumed mixing and tinting the paint.................................. ....... 80 Total cost..................... $12 80 The above makes 7'j gallons, weighing 175/ pounds to the gallon. Total weight. 135 po jnds. Costing practi cally $1.75 per gallon or 9'A cents per pound. This makes a paint thin enough for the priming coat and really too thin for finishing coats, which goes to show that painters' claims as to quantity of oil, turpentine and dryer are not born out by facts. New Era High-Grade Prepared Paint will stand considerable reducing. Some of our friends using same even claim a gallon of oil to a gallon of paint, but that we cannot recommend. It will stand fully 25 per cent, but in order to be on the safe side, let us say 20 per cent. Comparative Cost at $z.$o Per Gallon lor Mew Bra High-Grade. 4 gallons............................................... $7 20 1 gallon linseed oil............................... 70 Total cost..................... $7 90 Making five gals, at $1.58 per gal. Differ ence in favor of New Era, 17 cents per gal. Comparative Cast at $1.70 Per Gallon lor New Era High-Grade. 4 gallons............................................... $6 80 I gallon linseed oil............................... 70 Total cost. ................... $7 50 Making five gals, of paint at $1.50 per gal. A difference in favor of New Era of 25 cents per gallon. If New Era was sold at $L60 per gallon and it would bear no reducing whatever, there would be a difference in its favor of 10 cents per gallon, but if reduced 4 gallons............................................... $6 40 1 gallon linseed oil............................... 70 Total cost..................... $7 13 Making five gallons costing $1.42 per gallon. Difference in favor of New Era, 33 cents per gallon. New Era His'h- Grade Paint will cover 50 per cent, more surface than lead and oil paint. This we know by actual test and our assertion can be proved by anyone caring to make the test., therefore, as can be seen by the following example, any Intelligent person conversant with these facts would prefer New Era High-Grade Paint at an even price. 15 gals. White Lead Paint, at $1.75. .$26 25 9 days* labor tc apply it, at $2 per day 18 00 Total cost..............$44 25 10 gals. New Era High-Grade Paint, at $1.60............................................. $16 03 6 days' labor to apply it. at $2 per day 12 03 Total cost......................$28 03 A saving In cost of material and laborln favor of New Era High-Grade Paint of $36.25. Then the question of durability must also be considered. If. as it is claimed, whits lead paint will last three years, then the cost per year would be $14.75. or 93*6 cents per gallon per year. On the other hand New Era High-Grade Paint will last at least five year? at a cost to the consumer of $5 60 per year, or 56 cents per gallon per year. " In the last comparison it will bs noted we have figured the cost of New Era at the price to the consumer without any addition of linseed oil, which it will certainly stand and will still further reduce the cost. Finally we believe that the actual value of one gallon New Era High-Grade Paint is worth to the consumer about two gallons of any mixed-by-hand white lead and oil paint. A Suggestion. Sometimes a dealer will say : " Yes : I have calls for Neal's Enamels, but I sell So-and-so's and can't carry two lines." Tell him: `Well, you know what the principle items are. why not try a dozen or so of each, Neal's Enamels and Bath Tub White, along witn some N. C. P. Black and some other to make a shipment." Next time you call you will enlarge the line. Mt . St e r l in g , Ky ., May 29, 1900. Acme White Lead and Color Works. Detroit, Mich, Gentlemen:--With all the talking points in your favor the goods are half sold when bought. Such has been our experience with your products for many years. Yours truly, R. H. Wh it e & Co. In d ia n a p o l is , In d ., June 7, 1930. Editor Th o u g h t s : Here is another hot one for New Era High- Grade. Prank Jenkins, one of the leading painters here, who has been a Carter lead man for years, through my efforts agreed to try New Era. He bought of JohnsonWoodbridge Co. thirty gallons to paint three houses, stating that that was the amount he figured on if he used Carter's lead and oil. and he knew it would take more of the New Era. Bui as he could buy New Era at $1.30 and it would cost $1.50 for the lead and oil paint he could afford to use that little amount more necessary. Last Saturday he. brought back thirteen of the thirty gallons, having done his job with seventeen gallons, which, figuring at the difference in cost of material alone, was the small amount of $22.90, which under ordinary circumstance is worth considering. Mr. Jenkins was no: only pleased at that but said it was more easily and quicker applied, thereby saving consider able money for him in time, ar.d above all two coats looked better and covered as well as three coats of pure white lead. I am going to try and have him write a testimon ial and forward to you. Yours truly. No. 8. <f 0007-SWP-000128056 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, JUNE 23, 1900. NO. 41 Printing Colors on Acme Household Labels. MR, tt. F. TORRANCE. As the result of communications received Mr, Torrance is one of the sort of men from a few of our representatives, stating that their customers objected to printing colors on Acme Household labels to indicate who make friends wherever he goes. He does not make a business of doing so--It just comes natural for him to be agreeable. This will be the last Issue of THOUGHTS before contents, we issued a general bulletin ask ing for an expression from each of our repre sentatives. The answers in all cases have not been as definite as :hey might have been, He combines with this characteristic a determination "to do business'* andadegree of persistency (of therlght sort) that are bound to make him succeed. He is a thorough the beginning of the fall campaign -- about the first or second week in August. but we have been able to determine in each and systematic worker with ideas of his own case whether customers were complaining or for securing and holding business that are not, and if not have considered that the up-to-date in every particular. report did not indicate a necessity for changing from our present plan of printing colors. Below is the New Era High-Grade. ' Ok l a h o ma Crrr, June 12, 1900. result of the reports in detail: Editor Th o u g h t s : Shall we print colors on House Our New Era High-Grade Is hold labels ? going better than any paint sold in W. C. Neal................................Yes R. M. Billings..................... .Yes A. D. Boagg......................... - .Yes H. C. Cater.............. Yes O. F. Richmond...................... Yes C. F. Elliott................................Yes H. Scratch................................. Yes H. P. Torrance..........................Yes this section. C sold two bills for Scott & Co., our agents here. One of them being for a man who used to handle Sherwin-Williams painIs. He said himself our paint showed up better than any paid he had ever seen. W. P. Wiggins........................... Yes Yours respectfully. C. Mehlig................................... Yes No. 28. S. J. Olson.................................Yes J. R. Goldsborough..................Yes H. V. Deming...................... ..Yes A E. Barron............................. Yes Dan Davies................ Yes C. F. McCauley......... .............. No M. Taylor................................... No A. R. Kelly................................. No Advertising Matter, Editor Th o u g h t s ; l think your instructions to salesmen, through Th o u g h t s of recent date, to see that customers were provided with advertising M. J. Reynolds................ No matter came none too soon, I find J. R. Newell............................... No very few have sample cards and H. H. Halladay............................... .No His territory is the northern part of the are trying to sell paint from the forty-two F. R. Dougall.............................. !............ No State of Ohio, where he gives particular \ color booklets or the old rack which does A. S. . Dougall........................................... No attention to the jobbing and store trade and S. H. Hart............................................... No such manufacturing business as is not looked Fifteen '`yes'" and nine "no." after by the special representative. Like From above we think it unnecessary to the majority of our salesmen he has a decided make any change. leaning towards New Era High-Grade and 1 is pushing it hard and successfully. Mr. not represent the shades correctly. The framed sample cards are excellent. The twenty-five shades are wanted by ninety-nina out of every hundred customers In Michigan. Yours respectfully, Note. Torrance came with us last fall and was No. 26. While '* laying off" this summer, get your list of towns in proper shape--sample books, advertising matter, etc. Don't wait until a familiar with our line of goods in a general way, having some years prior to that time represented a Canadian manufacturer of the Note. Opportunity has hair in front; behind she day or two before it is time to start out and same class of goods. He is a steady builder is bald; if you seize her by the forelock,' ask fer a quantity of supplies that might just of business and a man who wears well with you may hold her; but if suffered to escape, as well be prepared during the slack season, his trade. not Jupiter himself can catch her again. 0007-SWP-000128057 ,H.m, Thoughts PUBLISHED WEEKLY BY ACME WHITE LEAD fit COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representative*. DETROIT, MICHIGAN, JULY n, 1900. Special Edition, by Assistant Editor. The wrinkles on the Adamant-ine brow of our High-Grade advertising and sales manager, Mr. A. M. Woodward, have relaxed into a broad smile since the arrival of a bouncing baby girl this morning, and the happy evenl represents a New Era in his heretofore Granite imperturbability. His Enamel countenance reflects a lustre which for the time being out-shines that " glossy finish " so well described in the various emanations from his pen. Mr. Woodward is a handsome man and we regret in this hasty issue that we cannot present his picture. We feel safe in conveying to him and his better half, how ever, in this manner the heartiest best wishes of the entire Acme famiiy. ;\ i ; j : '; . . , j .{ i 0007-SWP-000128058 (Hapm Thoughts PUBLISHED WEEKLY BY ACME WHITE LEAD U COLOR WORKS; DETROIT, MICH. Devoted to Matters f Interest to Our Representatives. DETROIT, MICHIGAN, jV'LY n, 1900. Special Edition, by Assistant Editor. The wrinkles on the Adamant-5ne brow of our High-Grade advertising'and sales manager, Mr. A. M. Woodward, have relaxed into a broad smile since the arrival cf a bouncing baby girl this morning, and the hapoy event represents a New Era in his heretofore Granite imperturbability. His Enamel countenance reflects a lustre which for the time being out-shines that " glossy finish so well described in the various emanations from, his pen. Mr. Woodward is~ gr handsome roan and we regret in this hasty issue ihal we can not present his picture. We feel safe in ccaveying to him and his better half, how ever, in this ..manner the heartiest best wishes of the entire Acme family. A)', there f 0007-SWP-000128059 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. Vo l , I. DETROIT, MICHIGAN, SEPTEMBER i, 1900. NO, 42 Punt and Its Solid Constituents--The Pigment* BY JOHN COLLET. {Continued from June 16, 1900) RED PIGMENTS. Of all the various color-pLgments at the disposal of the paint manufacturer and painter, the " Red Pigments " are by far the most numerous and Important class of colors. They are derived from both inor ganic and organic sources, but arc as a matter of fact, all or almost all artificially manufactured. Their manufacture being one of the most important branches of the dry color or colorpigment manufacturing Industry. We may divide them into two separate groups. The first com prising pigments of exclusive min eral or inorganic origin, such as Red, and Orange Lead, English or Chinese Quicksilver, Vermilion, and the various Red Oxides, as Indian and Venetian Reds, the coloring principle of which is iron in a state of more or less high oxidation. The second group we may designate as " Lakes," that is, they are color-pigments with bases of inorganic mineral natures --mostly one of the number of inerts you are familiar with through previous articles, as Barytes, China Clay, Whiting or Paris White, and Blac Fix and others. These white inert bases are colored with an organic coloring principle, which latter may be obtained, as it was in the early times and until very recent years, from natural coloring matters, such as Lac, Cochineal, Brazil and Log-Wood, or it may be derived from the large series of coal tar or aniline colors, a source which has lately come into prominence for lake and color making, and which will, if It has not done so already, supplant altogether the natural coloring matters for this purpose, as they have very nearly done so for the dyeing of textile fabrics. These red coloring matters--and others also, as the manufacturing of lakes comprises Continued on oilwr side. MR. R. S. BROWN. Mr. Brown is our general representative to the carriage manufacturing trade. He has grown up in an atmosphere of "carriage finishing/' having learned the business practically in his father's carriage factory, where as kid, journeyman and foreman he wielded the brush and learned in detail the intricacies of the business from lead priming to the application of elastic wearing body varnish. He is a man fitted by nature and education to be a perfect judge of color, for in addition to the significance of his name, he wears as handsome a covering of Tashmoo Red hair as a carriage maker could desire, arid peers through a pair of azure blue eyes that delight the most fas:idious of his customers. No wonder he has been an entire success during the past ten years that he has been with us. He is a hustler in every way, and a man who has the facul ty of " sizing up " a possibility and getting after the business in a persistent and intelli gent manner that usually lands a customer. He lives in Detroit and has a large and constantly increasing family. The Fall Campaign. The fall season has now been opened for about three weeks and we are pleased to note that results from the majority of terri tories, up-to-date, are most encouraging. The usual every-fourth-year-talk of " bad business on account of Presidential election ' ' if being indulged in by those croakers whose time is more occupied In framing excuses for failures to sell goods than in hustling. "High prices,'' "low prices" and "un settled prices" are the titles of songs that are sung continually and with some people " bad times " always exist and prosperity is an unknown quantity. If the salesman who feels that his business is unprofit able, will commence his investiga tions "at home" he will find the cause much sooner and be able to apply the remedy more promptly than by listening to cant and " throwing up his hands" because the " conditions beyond his control" were too much 1o withstand. A salesman (the; genuine article) makes his own ** good times," and our observation teaches that they are balanced to a. nicety by the amount of skill, energy and perse verance that are expended In secur ing them. Tell your trade how good times are, not how bad. If everybody thought times were good they would be. Periods of depression in the his tory of a country are like " a fit of blues " in an individual, and a dose of salts or the sharp end of a pin applied In the right spot will always induce an activity that brings a better feeling. There are so many good things to say in favor of our general line that it is almost unnecessary to caution our older representa tives against giving away to "business blues." All it needs to make " business good " is the right kind of goods and the right kind of talk. We furnish the former and you must look after the latter. Enthusiasm is the key note of a salesman's success--that enthusiasm born of the confidence he feels in his line backing 0007-SWP-000128060 THOUGHTS up his honest claims for merit. A salesman cation for Red Lead in case a chemical ing with occasional stirring or agitating, -! who knows he has "as good as can be analysis has to be made of a sample of Red samples are taken out and examined for color made ,r has nothingto fear from competition or Orange Lead, for the determination of the and progress of conversion. When the and every incentive to do himself and his properties, nature and manufacturing process Red Lead has attained the correct and pro house justice, especially if this is backed up and completeness of same and therewith for per color and shade, the fires are drawn out by liberal advertising and good business the right and proper nomenclature of the and the furnace allowed to cool down ; when methods. There is "nothing in sight" in the sample Ln question. For we shall see later cool the Red Lead is allowed to be taken out way of business that he cannot have if he on, a chemically pure Red Lead --if it could of the furnace, ground under water, or dis- j wants it bad enough to make the effort to be made in practice--has the same chemical intigrated and separated in different grades figure out the proper way to get it and constitution as an Orange Lead cf Orange of fineness by an air blast, dried, and is then i persevere until he succeeds. That is just Mineral, although they are made from differ ready for the market. where the average new man falls down--and ent materials, but by similar process and are occasionally the old one, too. He gets furthermore of a like, even often of the ORANGE LEAD OR ORANGE MfNERAL. As I said before it is identical in its com scared and thinks that the "other fellow" s-ime, shade and color. position with Red Lead, and almost similar is intrenched too slrongly for him, forgetting The manufacturing process of Red Lead in shade and color, being only somewhat that his own batteries are as powerful as is in short as follows ; paler and lighter. Physically it is of a anything that can oppose them and (hat his It consists of two stages. The first stage lighter specific gravity and therefore more skill as a diplomat is, or should be, equal to has for its object the conversion of metallic voluminous and bulkier than Red Lead. It that of his opponent. "Tend to your knitting" and keep your eyes open for chances and the business will lead into monoxide. It is done in a so-called reverberatory or drossing furnace. The metallic lead is melted and kept at a constant is manufactured in a similar furnace to that used for the manufacture of Red Lead, but requires only one single firingorcalcination. come. hear, high enough to maintain the lead in a The material used Is white lead or ralher t Paint and Its Solid Constituents--The Pigment Continuedfrom other side, ail kinds of color pigments, green, blue, as well as yellow--are fastened or mordanted upon the inert bases by means of metallic salts or chemica'.s, so that the combination of the white inert base with the coloring matter is more than a single mixtureof the two, orthe mere staining of the former with the latter, but the coloring matter is fastened on, and in the most, is almost molecular combined with the base, so that it cannot be separatedout'again by washing or other mechanical means. Of these salts, called moncants, princi pally used in lake-making, 1 will only meniion such as nitrate and sugar of lead, alum and aluminium sulphate and acetate, the chlorides of barium and tin. RED AND ORANGE LEAD. Red Lead is one of the oldest pigments known, as already the ancient Greeks and Romans used it in their decorative work, but there is no record of how it was obtained or made by these ancient nations. Chemi cally Red Lead is a higher oxide of the metal lead, or rather the combination of the two j oxides, namely, monoxide and the di or bi- j oxide of lead, combined in the proportion of two parts of the former to one part of the : latter. : However, as in its manufacturing out of the molten state. The construction of the furnace is such that the molten lead forms itself into an even. flat, large area or surface, over which by adequate means a current of air is passed, the molten lead being constant ly paddled or agitated by working men with long iron stirrers. The melted lead rapidly becomes coated with a layer of oxide, formed by the combin ation of the oxygen of the air with the lead . the formation is hastened by the paddling of the lead and the pushing of the oxide as it is formed to the back of the furnace, so that a fresh surface of lead 13 alway3 exposed to the oxidizing action of the air. The process is called in technic, " dress ing," and the product is known as " dross." It is not a perfectly pure monoxide of lead but contains more or less unoxidized lead-- blue lead. To get rid of same, the dross is broken up and ground and levigated with water, by which process the lead is flatened out and removed very similarly as in the manufacture of white lead. The main feature of this first stage cf the manufacturing of Red Lead is tbal great care has to be taken not to bring the temper ature loo high, a3 then the dross will melt and bake together and will be transformed into litharge, which although is isomere with dross, that is, it is chemically lead monoxide also, can by no means be converted into Red Lead. monoxide, a certain part of same does not ' The ground and collected dross, freed as go into the real chemical combination, no much as possible from the blue lead is then matter how carefully and completely the ready for the second state of the process. process is watched and operated. Red Lead It consists in heating the dross in another as I indicated already under white lead, scum and other imperfectly corroded white lead particles, obtained by the various purifi cation, levigation and grinding processes which white lead has to undergo before it is ready for the market. However, nowadays, as the demand for Orange Mineral is very largely increased--the dry color maker using it chiefly as a bass for other Reds--white lead proper is converted into Orange Mineral to a large extent The white lead is charged Into the furnace, spread out Into an even layer, and heated to a dull low red heat for from 18 to 36 hours, according to the quantity charged and to the depth of color desired in the future product. As a whole the process of calcination and final manipulations are identical with those referred to in regard to the second stage of ihe manufacture of Red Lead. Red Lead and Orange Mineral belong to the best and most efficient group of body pigments, they have both an excellent body and covering capacity and very far reaching and spreading qualities when mixed with oil and applied as paint. TO BE CONTINUED, De n v e r , Co l o .. Aug. 24, 1900. Acme White Lead and Color Works. Detroit, Mich. Gentlemen:'--We enclose you check for $51 00 in settlement of account. The paint was used on Mr. Lewis' house and it is con sidered one of the best looking jobs in Denver. Respectfully yours. The Lewis & Wheeler Mer. Co, >< contains always a certain amount of free and similarly constructed furnace, but with a It was New Era High-Grade, of course. uncombined monoxide or litharge, the pre more plentiful supply of air and with only a The Denver salesman will please note and sence of which is the most efficient signifi dull red heat. After eight to ten hours heat see that their business increases. 0007-SWP-000128061 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, SEPTEMBER 8, 1900. NO. 43 Paint and Its Solid Constituents--The Pigment. BY JOHN COLLET. {Continued/rout lost week.) RED PIGMENTS. They are the best dryers known, that is. they will, owing to theirchemial composition, help to convert a film of linseed oil into a hard but elastic varnish, or in other words, a Red Lead paint will dry and harden much quicker than any other straight or composi tion paint under similar and equal conditions. The strong oxidizing and metallic basic character of these two lead compounds--even stronger than that of white lead-- gives to them an energetic and powerful action cn linseed oil. or Its fatty acids respective, converting same by partly incorporation; a%' Ltnoleate into the composition, or chemical constitution of the oil into a fatty varnish, or in other words causes linseed oil or the paint to dry. This property of Red Lead in particular makes it a good article for the varnish makers use in preparing and manufacturing varnishes and `liquid dryers, for which purpose a comparatively large amount of Red Lead is con sumed annually. A closer discussion of the char acter of Red Lead and ils affinity for linseed oil and its properties in regard to durability and protecting qualities when used as a paint, will be given later on in special articles under the head of '* Varnish. Making and Oil Boiling/' and ** Protective Paint for Iron Structures." I will here only say that Red Lead as well as Orange Mineral--the latter in a somewhat lesser degree--cannot be kept under ordinary conditions for any length of time as a soft, easily to break up paste, ground in linseed oil, as the strong oxidizing action of the lead compounds on the oil causes the paste to harden in the keg, or in whatever form it is put up. The same is to say in regard to paste or paints containing an artificially Eosin Red Lead Vermilion as base, and especially if Continued in third column. MR. V. P. HIGGINS. they contain a5 is mostly the case with latter, Mr. Wiggins has been with us for about a rosin varnish or Japan in theirvehiclcs, they year, but prior to that time had had experience all become hard and unfit for use, some rapid cn the road as representative for another House in our line of business. His territory embraces part of Missouri and Kansas 'and Arkansas, Oklahomaand thelndianTerritory. We have never had the pleasure of meet ly,others after a certain length of time of stand ing or storing, by the settling out and hardeningof the Red Lead contalnimgpigment, if not, special devices and special other ingredients have been employed, also ;in the manufac ing him at ihe house, but other representa tives report to us that he is a " mighty nice fellow, and a hustler," an opinion that we are all the more ready to accept as it corres- turing and appliance of such a class of paint. CHINESE OR ENGLISH QUICKSILVER VERMILION. It is an artificially prepared pigment of bright scarlet-red color and shade; the darker and deeper variety showing some what a bluish tone and tint. Chem ically it is a combination of the metal quicksilver and sulphur, a so- called sulphide, and occurs as such naturally in large quantities, as the mineral cinnibar in California, Spain and the southern part of Ger many; at I drift; but this natural pro duct Is lacking sufficient brightness to be used as a pigment; it is in fact mostly brown or almost black in color and heavily condemnatedwith other earthly matter or minerals. Sometimes, however, small quan tities of natural cinnabar cf bright red color are found, and we may therefore consider that all the Red Cinnibar used by the ancients was derived from natural sources, al though the Chinese, as we are well aware, knew the artifical produc tion of Quicksilver Vermilion, and used it in their decorations many thousand years before Christ. pends to deductions arrived at from inspect- j 70 SE CONTINUED. ing a record of his work. Mr. Wiggins, besides being an enthusiastic believer in the | ; Don't fail to attach a business card or some other printed matter to orders from superior quality cf our specialties and their rapid-selling properties,-is a hard pusher for | new customers. It is essential that we get New Era High-Grade and is scattering agencies all over his territory, based upon his names and addresses right when opening an account or getting out advertising matter. correct representations that if dealers, paint ers and consumers really want a perfect paint there is no reason why they should not have if. We understand that in his leisure minutes he is a base ball crank and an expert player, refraining only from signing with the Nation al League because he likes the painl busi We do not send any goods G. O. D. or sight draft with bill of lading, unless a suffi cient sum is remitted with order to guarantee express or frieght charges both ways. Do not complicate masters by submitting orders to us without having a proper understanding ness better. His home is in St. Louis, Mo. with customers who buy in this way. 0007-SWP-000128062 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Merest to Our Representatives. VOL. I. DETROIT, MICHIGAN, SEPTEMBER 15, 1900. NO. 44 Paint and Its Solid Constituents--The | Pigment. 3Y JOHN COLLET. \Ct>nli>midfrom last week.) RED PIGMENTS. As [ said, the natural cinnabar and our artificial Quicksilver Vermilion are identical in chemical composition, both are mercury- sulphide. The color maker does not use the natural cinnabar as a direct raw material for the manufacturing of the vermilion, but uses its two constituents, namely the metal rfrercury or quicksilver and sulphur. The process, of which yr# tWo modifications, a "dry " and a "wet" one, is conducted in two separate stages. ' In the first stage the mercury is mixed with a computed amount of "powdered sulphur, by either sKaklhg' * the two in iron cylinders in special arranged machinery, or by simple mixing in a shallow iron pot by means of paddles or stirrers. The mercury and the sulphur combine chemically in this process of mixing to a more or less extent, forming a black amorphous mass, the so-called "ethiops'* of the lechnic, resembling much the black or brown natural cinnabar. This first stage of the manufactur ing process Is identical In both processes, the "dry" as well as the ;' wet " one. In the second stage of the dry pro cess. especially used by the Chinese, and to a considerable extent in Europe and here in America also, the manufacturer of vermilion makes use of a chcmicalphysical phenomena, namely of " sublima tion," or as we say he lets the ' ethiops '*--the mercury-sulphur mixture--undergo a subli mation process. This latter process is based on the following principle or rather fact: There js quite a number of solid chemical bodies known elements as well as compounds, which when heated to a certain degree volatize without chemical decomposition and if the vapors are cooled down by one or another means, as entering in an other receptable or striking on the surface of a cooler body,'held over them, condense or crystalhzc out again. TO BE CONTINUED. MR. S.J. OLSON. Mr. Olson is one of our '99 men. Before coming with us he was engaged with one of our large western distributors and be came very familiar with our line of goods ; so much so, in fact, that he thought he could present and sell the goods to ad vantage. He was not mistaken, and since taking hold of the line has, by careful and per sistent work, demonstrated the fact that there is some of the stuff in his composi tion lhat goes to make up a salesman (the j genuine article). . ; Mr. Olson covers western Iowa and Nebraska and works closely in connection with our distributors in that seclicn. His home is in Sioux City, Iowa. i Concerning Unjust Claims. One of the most profound truths enunci ated at a recent conference of implement men was this: " Every business man who allows a claim ho knows to be unjust helps to educate the claimant in dishonesty." This truth applies to dealers as well as to manufacturers and jobbers. The dealer who passes an Ill-founded claim of a consumer as a stroke of policy teaches the claimant that it pays 1o be dishonest. Many claims that will not bear the light of competent investigation are carelessly ac cepted, others not well-based are allowed through errors of judgment by dealers who aim to pass none but just claims, while many are ac cepted to avoid giving offense that may result in the loss of trade. The dealer's position is not an enviable one and he makes It worse by not taking the stand that -the above remark suggests. When it is clear that the claim Is unjust it should receive no recognition at his hands, riot even to the extent of laying it before the manufacturer. This encourages dishonest claims whether or not the first is allowed. If there is a doubt as to the validity of the claim the dealer may proper ly act as intercessor, while if the justness of the demand is obvious it should be allowed withoul.jesitation. Mistakes of judgpaent may result in the acceptance of claims not well founded, but if the dealers apply these rules faithfully, investlgateclaims carefully, and are sincere and honest in their judgment, there will be little cause for com plaint. In claims arising from breakages in tran sit, delays in payment, verbal promises by representatives and other causes In which the consumer dees not appear, apply the golden rule, the contract governing and the accepted ethics of trade. Never file an un just claim knowingly and never withdraw a just one. Editor Th o u g h t s : Am glad to welcome Th o u g h t s once more. No. 5. 0007-SWP-000128063 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, SEPTEMBER 22, 1900. NO. 45 Painl and Its Solid Constituents--The MR. C F. ELLIOTT. Pigment. BY JOHN COLLET. {Continued from last week.) Mr. Elliott is in our "infant class" of representatives, having only started with us In the spring of this year. An aptitude to "sell things" seems to have been born in RED PIGMENTS. him, however, and with the many good things Sometimes the color and molecular con that can be said of our New Era High-Grade struction are not changed as p. i. in iodine, and line of " Rapid-SelJers " it is no wonder sulphur and quinine and others. Sometimes the color and herewith the molecular con struction is changed, as it is ihe case with that he is making rapid strides in winning the friendship and orders of the trade in Pennsyl vania and New York on whom he calls. cinnabar, but In both instances the chemical Mr. Elliott, in addition to his good looks, composition is not changed or alt ered, that is. the cinnabar is mer cury-sulphide after Us sublimation, as it was before, but it is'now of a bright scarlet-red crystalline forma tion, while it was before a black, not crystalline amorphous mass. The apparatus in which this pro cess of sublimation of cinnabar- -o* blaek-ethlops is performed, is very simple and consists of a suitable furnace or a series of fire places built side by side to form a range. In each of the e fire places is placed a cylindrical -earthenware pot, so arranged that the lower two- thirds of the pot are within, the upper third is outside of the furnace. The pots are filled about half full with the mercury-sulphur mixture and then closed with well fitted iron lids, which, however, have a small charging hole in the center. The fires are lighted and the pots heated to a dark red heat. The free sulphur contained still in the : * r* * a *a ~rv Wfc'XTsrw**-ayirr*.. & w :_r-r:'* xr';-r. c7-' *. mixture burns off through the charging * possesses a genial and earnest manner and a holes, and when all consumed, new charges ; convincing wray of offering his arguments of ethiops are added through the center holes. that tells," and if he don't land hiscustomer The firing is maintained for24 or 36 hours on the first visit, its only a matter of time after which time the pots are allowed tocool. before he will. His work Indicates that he is When cold the covers are removed and the ; building a solid foundation for future business Vermilion will then be found as a red crust by working in a manner that creates a favor of crystalline formation on the under side of able impression with the trade and gains their the covers anc all around the sides of the goodwill for himself the house he represents, upper portion of the pot. The red crust is and the line of goods he offers. He has been carefully removed and ground up as fine as particularly strong in working in connection possible under water, collected, dried at a with our distributors, whom he has convinced gentle heat and sent into the market as by selling a good example, that it is a compar English Quicksilver Vermilion. atively easy mattertosell our goods. Young TO BE CONTINUED. a hustler, good looking and unmarried. An Addition to Our Factory. The volume of New Era High-Grade busi ness from all parts of the country, due, first, to the quality of the goods, and second, the establishment of general distributors in nearly all territories, has rendered it necessary to largely increase our facilities for turning out these goods. For this reason, as well as the fact that increased facilities are required to take care of our constantly growing manu facturing trade (contracts for r.ext year are far in excess of any previous season), we are building a large addition to our main factory, the lower story of which will be used principally as a store room for New Era High-Grade and the balance for our advertising department, which has longrequired more room for extra presses and other machinerjr needed to enable us to do all this class of work on our own premises. With the latest in cyUftder'presses and other facili ties we shall h avs as perfect a print ing and sample card plant as it is possible to secure. The space left in main factory by removal of ad vertising department and New Era High-Grade stock to new addition will be utilized for new mills, mixers and machinery required to take care of our ordersproperly aixi promptly. Contributions, Please 1 Contributions from our repre sentatives for the columns of 4 * Th o u g h t s *' are about as scarce as oyster, in church fair soup. It can't be that cur salesmen have nothing of interest to contribute, as in the course of their travels and experiences it would be very strange if the least observant of them did not find something that could be aired through the columns of this paper for the entertainment or benefit of their brother missionaries. When an order is taken for direct shipment from factory, and customer wishes same to be billed through a jobber, such an order must be sent to the Jobber by the salesman with Instructions to forward to us If the credit of customer is O. K. If you neglect to do this and send such orders direct to us we have to delay same until we get the jobber's consent to ship. All such orders should be made out in the following manner: ' ` Charge Smith, Jones & Co., Chicago, 111., ship to Ole Oleson, Mohawk, Wis." Please note these instructions carefully. 0007-SWP-000128064 Thoughts o PUBLISHED WEEKLY BY THE ACME WHITE I.EAD AND COLOR WORKS. DETROIT MICH Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, SEPTEMBER 29, 1900. NO. 46 Paint and Its Solid Constituents--Tie I For years ago it was considered the best Sometimes, and this is mostly the case Pigment, red pigment in regard to durability also, but if the mineral contains somewhat large progress and the general advancement.in the amounts of organic matter and combined BY JOHN COLLET. manufacturing cf color pigments has here also taken it from the first place and put it (Continuedfrom last week.) several degrees lower on the scale for dura RED PIGMENTS. bility of colors. It is not as durable as it was supposed to The Chinese method is even more simple ! be, which fact was learned and established as they do not use extra arranged furnaces I by proper comparison with other red color or pots, but sublime the cinnabar from one pigments, as it becomes by exposure to the water as hydrated oxide of iron--the mineral is Ihen of more or less ochery nature--it undergoes a slight calcination process, where by it is not alone freed of these but rendered also a grade deeper and richer in shade and color. TO BE CONTINUED. iron pan into another placed over the former. I atmospheric influences darker and in the But as the Chinese have long been renowned length of time almost brown black. This Is as makers of vermilion, their product being ( due apparently to a return to its former finer and more brilliant in tone than that ! molecular construction, to that of the black made by others, they employ certainly a | or brown mercury-sulphide. final treatment to their vermilion, which up | The manufacturing output or production to the present time we were not quite able of Quicksilver Vermilion is comparatively Credit Information, Salesmen will please be careful when writing concerning a customer's credit to always avoid writing about prices or other matters on the same sheet of paper. We to find out or to duplicate. ^ limited, owing, to its very sparingly use in are pleased at all times to get information The same change of the black mercury- j the manufacturing arts, and its high price, regarding our customers' standing and: pro sulphur mixture into a red combination can same ranging from fifty-five cents to sixty- gress, whether the customers are cld or new. also be obtained by another process, the five cents per pound. and we should like to have our salesmen so-called "wet" process, a process, however, It may be therefore rather classed among report more frequently on old customers not very much used, as its product lacks the artists colors than under these color pig- than they do. At the same time we want considerably in fineness, brightness and merits used by the painter in general and the brilliancy of color, shade and tone. paint manufacturers in particular. It consists in principle of boiling the black : ethiops with potash lye of certain slrength, by which process the red color is gradually ! RED OXIDES. OR tRON REDS. As their name indicates^all these red pig- developed, according to length of time of boil j rr.ents of varying shades and tints subdivided ing and strength of lye employed. In order and put upon the market as rouge, colcolhar, to obtain good results the color maker has ir.dian and Venetian reds, purple, scarlet this information separate from any other, because it is always noted and filed with our commercial reports, etc. Please bear this in mind, as it saves us .the trouble of copying those portions of your letters, or cutting them to pieces in order to save such information. to watch the operation very carefully and has and derby reds, have as their coloring to wash the final product with weak acids and plenty of water. As a pigment Quicksilver Vermilion is now-a-daysnot as much used as formerly. Us place being almost entirely taken up by the artificially made Eosir.e Red Lead or Orange Mineral Vermilion, which, although by far not as stable and durable, are almost and in principle the red oxide of Iron, the "ferric oxide " of chemistry. They are either natural products ground and purified by levigation, as the well known American brands, the Princes', Lowe's and Frontier Mineral Oxides, or they are produced in the color-maker's striking vat and calcination furnace, as the various Salesmen are again requested to kindly note the amount of their order in the upper left hand corner of order sheets before send ing same to us. 1: is not necessary to be exact as to the amount, just approximate same as near as you can. and thereby assist the credit department in handling orders general of same body or covering capacity indi&n, Venetian and scarlet reds. promptly. Wc are glad to acknowledge the and much cheaper to manufacture. * The preparation of Oxide Reds from the assistance rendered us by a number of our The English Vermilion, if of good quality j iron mineral or iron, ore is comparatively representatives, and we trust the balance is of a handsome and fiery red, possesses simple. The mineral mostly found on the will fall In line. great body and opacity, and finely ground an i surface of the earth, or at least imbedded not immense spreading qualify, but owing to its very deep, is first ground under edge runners high specific gravity, it is the heaviest pig i or in other disintegrating machinery and ment known, it is somewhat difficult to then put through a mill from where it under handle as mixed paint, in which form if used, goes the well known levigation process. It Salesmen are requested, in all instances where it is necessary to telegraph us, to always prepay their messages and charge it is almost invariably extented with a lighter is then collected, dried and put as such Gn the expense of same to regular expense inert. j the market. book. 0007-SWP-000128065 1 PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. . Devoted to Matters of Interest to Our Representatives. VOL. II DETROIT, MICHIGAN. OCTOBER 6, 1900, NO. 1 Or Q w Paint and Its Solid Constituents--tne Pigment, BY JOHN COLLET. {Continued from last week ) RED PJCMEHTS. They are very seldom pure iron-oxide colors as they almost all contain more or less other inert mineral matter, as silicates and sometimes lime, which mineral ^angue is due to the formation of these natural beds of color. There formation is mostly not local but Is due to various geological changes, as decom position of iron-oxide bearing granitic rock and depositions of same in lower locations, or they may bedue to volcanic evolutions or plutonic causes, in either case of which a certain amount of sand, clay and otherjnULera! matter will be naturally mixed with the iron-oxide. As a rule they are hard to grind, their hardness comingalmost next to barytes. in regard to body and covering capacity it has to be said that these natural pigments stand high, and also in regard to durability and permanency. The degree of the former is naturally corresponding to the amount of iron-oxide they contain. Among the class of natural oxides we may also number those which are manufactured by the calcination of various yellow ochres, the iron constituent cf which is in form of a full or partly hydrated oxide, that is, the iron is of a chemical combination with the elements of water. By more or less strong calcination in a suitable arranged furnace this chemically combined water is driven off, resulting thus in the production of an ironred-oxide, as it was that chemically com bined water that imparted to the ochre its yellow color. Tlfe red-oxides derived from these mineral sources are as a rule much softer and lighter in color and shade than those obtained direct ly from nature, they are also poorer in ironoxide and therefore not as good pigments as the latter. Much depends on the nature of the ochre employed for calcination In regard to the quality and properties of the final product. In the artificial manufacturing of oxides or iron reds a great variety of materials and chemicals is employed, some of which are obtained as waste or by-products in other branches of industry, while others are used directly for making them. The manufacturer is able, within certain limits, to prepare any shade of red-oxide desired, by regulating the amount of ironoxide. the nature of the inert material used, if any, and last but not least the degree of heat employed in the calcination process. The processes which are used in the pre paration of artificial red-oxides may be grouped under two heads: 1, dry process; 2, wet process. In the first, the dry process, the reds are made by heating or calcining an iron compound, usually the sulphate of iron, the green copperas of commerce. As Its name Indicates, this iron compound is a chemical combination of iron and sul phuric acid, and if in a crystalline form, as It i$ commonly found on the market,.con tains seven molecules of water of crystalliza tion, to whioh latter its green oolor is due. Its manufacture out of iron-pyrites, the natural bi-sulphide of iron, a mineral resembling gold, of which it has often been mistaken, is of no special interest to us, and may here be passed over. Copperas, when strongly heated, loses all its water of crystallisation and becomes a white amorphous mass, by strong calcination it is then further split into its two constitu ents, namely iron-oxide and sulphuric acid. The calcination of copperas may be car ried out with a view of obtaining therefore red-oxides as the principal product and sulphuric acid as a by-product, or vice versa, as the latter was in facr the first process for the manufacturing of this acid, but it is now displaced to a large extent by be:ter and more advantageous processes. TO BE CONTINUED. An Enterprising Dealer. The dealer to whom the following letter was written is of the class that with whom we like to place agencies for New Era HighGrade. He Is of the kind that do rot " wait for business to come," but use brains, common sense and energy to get after it. Mr j . j . Ha r t z, Portland, Ore. Dear Sir :--We duly received photograph of your store "rout, and note with great pieasut e the display accorded our New Era High-Grade Prepared Paint. We wish to compliment you upon same. We Consider it particularly striking attd effective. ThekirgeNew Era can is a mammoth affair that certainly should draw sitteiition. How did you re produce the label in that size? Yours truly, Ac me Wh it e Le a d a n d Co l o r Wo r k s . This idea of good window displays should be encouraged by our representatives to the fullest possible extent. Neglect of Correspondence. Salesmen are particularly requested to be prompt In answering correspondence. We have noticed lately that a number of our men have had to be written to twice on a subject, before they found time to write us. This should not be, as it involves a lot of detail that can be avoided. We always allow at least, ten days for reply on letters written to salesmen, which we should imagine to be sufficient, and for far away points, we allow longer time. Please co-operate with us in this direction and help to reduce the detail of correspond ence to a minimum. Our salesmen are requested to remember our instructions regarding reports for credit department, which should always be sent in with first order from a new customer. The same blank can be used, also, when you have anything of interest to communicate regarding the credit of an old customer. Some of our men are in the habit of writ ing about the customer'screditin connection with remarks regarding prices, etc. Please bear in mind that all CTedit instructions are filed with mercantile reports, etc., and that is why we want instructions on a separate sheet. Another thing that should be particularly noted, is changes in names. Our attention should always be drawn to such when you send In the order. For example: We have been selling B. F.Jones ; an order is sent in for Jones & Smith or Jones Hardware Co., and in all cases of that kind, our attention should be called to the change in name, and a report should be made out for the credit department giving seme information as to whether the change strengthened the concern or not. -i trr irri"-nr*^*ifctiin>ii iMfir-tafi"Tii'i'~ 0007-SWP-000128066 1 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, OCTOBER ij , 1900, NO. 2 Paint and Its Solid Constituents--The I the furnace in a condition to take another the recovering of the iron they contain in Pigment. charge without loss of time and with saving i form of oxide, or the raw material may be a .of fuel. special prepared solution of copperas in BY JOHN COLLET. The color maker as a rule; does not employ water; 2nd. a solution of common soda, other ingredients or chemicals with the when the iron liquor contains the iron in {Coiifiuned front last week.) copperas in this muffle calcination process, form of chloride, and 3rd, common caustic but the straight copperas alone. However, or quick-lime, mixed up with water to a RED PIGMENTS. in the calcination process carried on in the semi-fluid consistency, used in case the iron- 1 iron pan operation, the copperas is mostly liquor or solution is that of iron-sulphate or When the process is carried out with the mixed with certain percentages of alum and copperas. view to obtain red-oxide as well as the acid, for the deeper shades with about one-half to TO BE CONTINUED. which is evolved, the operation is generally one per cent, of common salt also, the whole done In cast-iron stills or muffles, the latter mixture is charged in the form of a wet Billings Has A Baby. are sometimes built of fire bricks also. A pasty mass. numbeT or series of these muffles are The resuming calcination product of bolh enclosed in a furnace and connected processes must be washed very carefully ar.d with a suitable condensing arrangement. repeatedly to which end, and in order lo The muffles are heated to a red heat and arrive at the finest division of particles in after evolution cf the acid vapors, which are the color pigment, the oxtdes are ground collected and condensed into liquid form in the under heavy mills with water. condenser, has ceased, the furnace is allowed The result is naturally, as no inert mater to ccoi down and the residual oxide raked ials are used in connection with the copperas, out, greund with water.and washed very well. chemical pure or nearly so, pigments which The washing is necessary to free the red- are met with in the markets, as rouge^col- oxide from all traces of acid, which would cothar, C. P. Venetian and indian reds, soar- reduce its value as a pigment if left in. let and derby reds, and in form of very deep If the process is carried out, sc that the and blue tone colors, as puiple metallic K, M. BILLINGS gases evolved are allowed to pass away with out being collected, the operation lakes place either in a regular muffle-furnace also, or in a special one provided with upright } standing muffles or pipes, In which the oxides. In erder to extent these colors for the re quirements of the trade, the color maker mixes them after the first grinding and washing with inerts, commonly carbonates We are just in receipt cf the following telegram: Ja c k s o n , Tt t l n n ., Ott. 8, 1900. Am father of a twelve pound boy. Mother and boy d>iii well* R. M, Hil l in g s . - copperas is charged, or. as it is sometimes of lime and gypsum. These sort of announcements are coming the case, the operation is carried out in large As a rule, however.rhe "dry" process for in at such regular intervals that we are seri open iron pans or caldrons provided with a the manufacturing of red oxides yields only ously considering of devoting a column of hoed and a high chimney. C. P. or straight goods, which are as such Th o u g h t s to the care of children, believing By regulating the temperature at which only put on the market. that the combined knowledge of our repre the calcination is carried on, and also Us Generally and mostly the so-called ex- sentatives upon this subject will be of material duration, the shade of the resulting oxide tented reds, principally cheaper Venetian and benefit in rearing the numerous and con- may be modified to suit the requirements of indian reds, showing 80, 60, 50 and 40 per stanlly increasing families of our salesmen. the color makeT. Thus, if carried on at a cent, of inert material, are manufactured by The supposition that traveling representatives dull red heat a bright shade ofred is obtained; the second process--the "wet" process-- do not make good family men is all non if at a red heat, a darkerred, while at a white a combination of precipitation and calcina sense. When Mr. Billings was in Detroit. heat the oxide will take a dark or violet shade. tion. aboutayearago.be failed to mention that During the calcination it is necessary to The raw materials in this " wet process " he was a married man, and in fact we sup take out samples from time to time to see are first either iron liquors produced in a posed he was not. This telegram is rather how the operation is proceeding. When the large number of metallurgical operations, sudden. We congratulate Mr. and Mrs. mass has acquired the right shade the oper as in galvanizing or tinning iron, and others Billings. May the boy wax strong and ation is stopped by drawing the furnace fire, as in the separation of copper from iron vigorous and be a source of pride and com and the furnace and its contents are allowed pyrites, liquors containing iron in solution as fort to his parents. Congratulations to Mr. to cool down, or astt is the case where a reg- sulphate or chlorides, and which formerly Billings are in order from our other repre gular muffle-furnace is used, the oxide may were thrown away as useless, but are now sentatives, especially from those who may simply be withdrawn while still hot, leaving used up for the production of iron-reds by be contemplating surprises of a like nature. 0007-SWP-000128067 THOUGHTS Mail Points. Our Prize Offers. Lost or Damaged Goods* When a representative advises us to send ; In each deparlment of our factory we Customers will occasionally complain 1o mail to reach a designated point at a have a "Suggestion Box" in which the representatives regarding goods received in specified time, ve naturally expect him to be ! employes can deposit suggestions covering a damaged condition, or goods that may there, and send mail accordingly, and, if ! any improvements to our goods, facilities, ; have been lost in transit, and in some occasion demancs.send a telegram covering methods or improvement of any character : cases the representative will commit himself urgent business requiring prompt attention pertaining to our business. While our rep to the extent of promising that he will see that we, of course, suppose will be received. resentatives cannot very well avail them that the loss is made good to the customer. Recently we had occasion to write a man selves of these boxes, they must not feel Our salesmen should consider always the to make a long jump from the mailing point that they are barred from competing for the equity of such matters and bear in mind that to which the letter was addressed, care of prizes we offer semi-annually for the best j after we deliver goods to the railroad com " general delivery " as we were advised to suggestions. It seems to us that they are in pany and have their receipt for same as send it. We wished him to meet another better position than the rest of us for making received by them in good order, our respon- representative with whom it was necessary good suggestions along the line of improve sibllity.ceases at that point. for him to work. He evidently did not call ments, as Ihey are constantly in contact if the goodsaredamagedintransit, or lost, at the postoffice for his letters. The conse with conditions that bring ideas that could the claim of the customer Is against the quence was that the other representative lost be adopted to advantage. Don't be back 1 transportation company and not against us. a whole day waiting for him and had to wire ward in sending your thoughts in under a Furthermore, when there Is a shortage or the house asking for instructions. heading of " Suggestion Box." Nomatterif loss through damaged goods, customers Another recent instance is where two men it pertains to advertising matter or methods, should in all such cases see that a proper were notified to be at a certain place on a labels, cans, packing cases, correspondence, notation is made on the freight bill, and specified date to meet some one sent from shipping, a new use or brand for paint, or in that manner make it easy for them to Detroit to Instruct them regarding matters anything that you actually think can be substantiate and collect their claim. on which ihey were to act in unison in adopted to advantage. We don't know it A customer will say that we are responsible their respective territories. One of the men all at this end. There are new fields for our nine cases out of ten, where goods are sold failed to materialize, and on returning to goods as yet undiscovered, new methods of "delivered" to them. Now, that word Detroit the man sent to meet him found a securing and holding business, and better " delivered" is misnomer and our represen letter stating that for certain reasons his plans ways of handling details of business. No tatives should studiously avoid using same. had been changed. This was extremely class of men with us are in belter position to It is manifestly impossible for us to " deliver" annoying. His letter was written a day find these things out and express their ideas goods anywhere, except in this city, and we before he was due at mail point, and, of than our representatives. Here is a new can only agree to lay the goods down at course, his mail had left the office. We are I one we have just offered our factory people. certain points, freight paid, and this phrase wondering what arrangements he made to ; How many of our salesmen will try their should always be used when the matter of get it and also what business matters will be hand at it? . delivery is referred tu by customers. delayed. Another case where we wanted two repre sentatives to meet promptly was handled about in this way : We wired A to meet B in a certain town, namingthedale andasking for acknowledgment of wire. We also wired : Bulletin No. 67. . Ca s h Tr ik e s f o r Be s t Su g g e s t io n s f o r Win d o w Dis p l a y s . ; For the best display suitable for store windows j of the following specialties, viz.: | Neal's Carriage Paint, ' Whenever a customer claims a shortage or a loss, and insists that we make it good, the representative will simply ask for an Itemized memorandum of the goods, the original shipping receipt and the paid freight bill, and if there is a notation on the latter that the B in the same way. A prompt acknowledg | Davies' Varnish Stains, goods were received in a damaged condition ment was received from A stating that he ` would leave the same night. The telegraph company reported that B had left town and Neal's Enamel, Neal's Bath-Tub Enamel, Granite Floor Paint, New Era High-Grade Prepared Paint. or a package short, tell the customer that you will send the papers to the house and see if they cannot collect the loss, and credit gone to a place which we recognized as his We offer five prizes, as follows ; same, if collected, to the customer's account home, although it was away out of the route 1st............... ...........Jto 1*0 This should only be done when customers that he sent us. We then had to wire A to 2nd................... S 00 insist upon our doing so. The usu'ai plan to wait for further instructions as B had changed his route, and it was not until we had sent .it d.............. ........... 4LI1............... ........... 6 00 a 00 follow is not to acknowledge any responsibil ity on our part in such matters. telegram after telegram for the best part of sin............... ........... 2 IX) two days that they were successfully headed For the Ixrsl display that can be used for any of Editor Th o u g h t s : to a meeting place. iHe above lines singly, we offer live prizes of'the ! j same value. The average size of a store window ' Allow me to say a few good words about It is sometimes necessary and advisable would be about 3x5 feet, and a space of the proper our sland of color plates. I consider that not to make points at which we have been adv.sed to send mail, but our representatives should-never lose sight of the fact that we size will be laid off in the committee room in which employes, after submitting a sketch of pro posed display, can build same, or special permits will be given to employes to do so before submitting the best advertising matter of ii`s kind 1 ever saw. All my customers say It helps them to sell the paint and tikes consider may want to wire them at any time and expect to reach them at these points without fail. The least that should be done is to a sketch when it is deemed advisable. All facil ties for making these display* will be placed in the committee room. All details Irom competitors for prizes must he in by Saturday, December 1st, at ably less time to sell a bill. I have dis played my stand of color plates in a number of stores, and while going ever the different send us a special delivery letter or telegram i p. m. The Geueiul Management Committee will combinations with some dealer someone the minute the change has been decided act as judges and award prizes immediately there after. Prrze winners will be expeettd to place would walk in and make a note of some upon, and not wait until after the time to their displays in shape to be photographed, so that certain combination and tell the dealer, advise us that the point was not made, or fail to advise us a: all. This is a mighty ooor way to handle business, and we hope there will be no more cases of this kind. they may be utilized for advertising purposes "that's the combination I want my house General Management Committee. painted," I always show rriy stand of color P, S.--Permits for employes to build displays can be had on application to the General Management plates first. last and above all. Its the best Committee. i ad. out. Ycurs respectfully. No. 2. Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted, to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, OCTOBER 20, 1900. No. 3 THE DOUBLING OF DAN. can be easily located. We do hepe that Mrs. Davies will break him cf the habit of even mentioning such exploits. For the information of Mrs. Davies will state that Dan has a thorough knowledge of household du:ies, from shining the stove to making pies, and we hope that she will insist that the profiency he has attained in this ; direction does not become a lost art. Dan ; is especially fond of wiping dishes, beating ! and laying carpets and wili be exceedingly ! useful at house cleaning time. He also has ` advanced ideas upon washing windows, i hanging pictures and polishing hardwood : floors, and can join stove pipe, turn the i wringer or thaw out water pipes without : swearing. If he cannot always be utilized 1 to advantage at home for these odd jobs, Ju-.t wisJi bun Cod SRoed and % long happy life, P.if this is lhe time that Dan takes a wife. 1 loan him to the neighbors. He may object a little at first, but by being firm at the start The following announcement which our secret service department has been able to is a general air of gloom among the young ladies in the office since the knowledge of there will be very liitle trouble. Don't per mit his talents to deteriorate for lack of practice. obtain in advance of the date cf issue, is Dan's approaching marriage was imparted, Laying aside all nonsense, however, to explanatory : that may be due to the prospective less of say that Dan " will receive the hearty boxes of candy, or------(?) congratulations of a host of friends " is V Mrs. M. A* Ijawler au/n/ttuces the marriage oj her tixllilihlCI , ' Violet, to Mr. Daniel Davies, on Wednesday. October twenty-fourth, uine/reu hundred. Domesticated Dan is a role that we think he will fit to perfection. He has been the adopted uncle of innumerable youngsters as long as we can remember, and knows so much about reaching the hearts of the " kids 1' that we shall not even offer him the advan tages to be derived from the " Kindergarten Department" of this publication, but in future shall hope to look upon him as one o: our most experienced contributors. adopting a commonplace phrase that through every day usage has lest its best meaning and does not properly convey the earnest, genuine congratulations we desire to express, and which we know are echoed by the many whose honest friendship he has earned in recognition of the unselfish and generous characteristics of a man whose greatest pleasure is to please his friends. God speed you, old man, and may your married life be happy, long and prosperous. We know of no particular faults in his character that by preper training on the part of Mrs. Davies cannot be overcome. His We had become firmly convinced that Dan would lead a life of single blessedness: not because he was at all indifferent to the fair worst habit perhaps is that of indulging in fish stories. He can tell more romantic and thrilling yarns about the commonest, under sex, but rather that his attentions to them sized, every-day fish of any man we have were so general and with such marked cordi heard relate anecdotes of this character. ality in all cases that we did not know or The only real fish he ever catches are bought suspect they were oeing concentrated. There in advance and anchored in spots where they Dan's favorite pastime--It: the past. 0007-SWP-000128069 THOUGHTS Paint and Its Solid Constituents--The uCinching" Orders for Spring Business. We have adopted the up-to-date method Pigment* Now Is the time that we should endeavor of operating our factories on standard time, BY JOHN COLLET. to " make sure " of customers on New Era thereby acting In harmony with the principle [Continued fvtu Inst 7i' RED P1CMENTS. The process is as follows : The iron is in either case precipitated by the soda or lime High-Grade for next spring. You can ex business establishments of Detroit, and with plain to the merchant whom you have her progressive business men and citizens interested, that at this time, while his stock : generally. is low, the change can be made to better ; The new addition to our works is pro in form of the yellow hydrated oxide of iro.n, advantage than at any other season and that gressing nicely. Most of ihenew machinery and in case the iron-liquor was a sulphate, 1 the proper amount and kinds cf advertising for the advertising department (including the lime combines with the sulphuric acid of the Liquor and precipitates out as insoluble : i matter that will accompany the goods will cause his customers to become thoroughly . one elegant up-to-date four-roller Miehle. press) has been ordered, and together with sulphate of lime or gypsum. The two pre I familiar with the line before the active : new mills, mixers, etc., for other depart cipitates after being well mixed by paddles or demand starts in the spring. One of the ! ments, will be in place about December 1st. stirrers, are filtered off and dried. strongest reasons from our own standpoint, Owing to the very unusual conditions The air dried mass Is then charged into however, is the fact that when we get our ! prevailing in the flax seed and linseed oil muffles or pans of a furnace and calcined to goods in. the competition ceases, and no market, our men are cautioned to exercise the desired shade cf color. The products matter how faithfully your prospective pur watchful care and not accept business for are Venetian or ether reds on a gypsum base. [n case the iron-liquor was chloride, sal- chaser promises " to put your line in in the spring " he must listen to arguments and future delivery for unusual quantities with out first laying facts before us. On June 1st, soda or common soda is added ir. excess and propositions from ether makers until the cash flax seed was selling at $1.60 and oil then sufficient lime to produce the desired goods are actually in his store, and some seed at $1.21. An unusually large crop of percentage of inert carbonate of Lime, or body is likely to sway him from his original seed seemed assured and was confidently carbonate of lime in form cf whiting or intention of doing business with you. "A expected. It now develops. that the India marble dust is added, simultaneously with bird in the hand is worth a whole flock in a and Russia crops are failures, and our own the soda or lime solution. The mass is bush.'' crop on account of wet weaiherin the north stirred and left to settle out. After one or The very strongest reason that can be west has been affected somewhat, and while two washings theironhydraxide-carbonate of advancedfor securing goods for spring a reasonably large crop isassureri, it will not lime mixture is filtered off. dried and cal cined also to the required shades. The pro ducts finished by grinding are the various Venetian and indian reds on a carbonate of lime base. As i: is very difficult for the color maker lo produce always by calcination the right and proper shade, color, tone and tint, especially in the manufacture of the better class of goods, produced mostly by the dry process, he takes very often refuge lo a mixing and blending method, similar tc that used by the ultramarine blue manufacturer. As pigments these extended red oxides are naturally -not as good and efficient as those obtained directly from nature or those made by the dry process and not extended. They are neither as permanent nor of equal cover ing capacity or body. The reds made on a carbonate of lime base must be considered trade this fall is the fact that prices arc be as large as at first supposed, and foreign almost sure to advance, We know that markets will want all of our supplies. One many dealers are holding off under the year ago to day flax seed was selling at impression that exactly tbs reverse will : $1.17'/i and to-day it is $1.78. Where will happen. The linseed oil situation alone it end? No one can tell. One thing is sure, should settle this point. We don't want you. wc cannot see how paints can continue to be to take orders for delivery in spring at prices . sold much longer at prevailing prices, and now existing. we predict much higher prices after the Stocks Must be taken thisfall ai existing first of the year. prices. We are willing to give a dating of February, March or April 1st on goods Editor Th o u g h t s : shipped for spring stocks, and would not 1 I wish to make a suggestion relative to refuse to accept orders occasionally with the our line of varnishes, which will, ! think, understanding that the goods be shipped in the , although seemingly a small matter, tend to spring, proinded the dealer agrees over his : make our line more popular with the trade, signature to permit us to ship at any prior especially painters, and t would like an ex date upon which it may be necessary to pression from each of the boys. 1 would advance prices. Above all things, do not suggest your supplying with every gallon guarantee prices fer 1901, because based can you turn out. and also every half gallon, upon existing conditions it will undoubtedly a tin or wood cap lo act as a cork, but more superior to those made on sulphate or gypsum, as these pigments, especially the darker and therefore higher calcined shades; have a tendency, if used or ground and mixed in oil, in not a perfect dry state, to harden and to liver up. The cause is that the gypsum of be necessary' to advance present prices. ' like a slip cover. Painters have complained The above remarks we naturally assume to me. and two only yesterday, that when you will understand applies to the securing of they opened a can of our varnish they had new customers., as there is nothing to be to scour around to find a cork and would gained by offering advanced datings to probably be obliged to use a piece of rag or regularly established agent3 on the line. paper, whereas, if they used Berry Bros. their base is deprived of a certain amount , Varnishes they had the cork in the shape of of its water of crystallization, which is Notes, . a close fitting cap, right with every can not entirely restored by their subsequent The employes of our factories expect ; purchased, and that was one reason why grinding in water, it is therefore mostly very shortly to issue a monthly publication, | they did not like to buy our varnish. Would not fully hydrated gypsum that they and by way of gentle hint to our representa like to see this suggestion acted upon. have as their bases, and this only partly tives, would state that it might be well to ! Those caps, it seems to me. would be com hydrated gypsum, is bound to take up more think along the lines of contributions to paratively inexpensive and would make the water in any form it comes in contact with. Th o u g h t s , if they wish to make their medium line more papular. I am satisfied TO BE CONTINUED. equal to or outshine the new publication. Yours respectfully. No. 7. v' '* ' 0007-SWP-000128070 5? Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, OCTOBER 27, 1900. NO. 4 Paint and Its Solid Constituents--The The nearest and best explanation for this ; old prices in face of the present situation for Pigment. phenomenon the houseowner and the painter ' any length of time. We don't want you to himself could find was "fading of painl," book business,forfuture delivery atpresent BY JOHN COLLET. and would then naturally blame the manu prices under any conditions. This means facturer of the paJnt in question or the jobber that you must not accept business at present (( fvrnii last wwk.) who sold the pigment, while the real and prices agreeing to permit customer to order only cause was the use of a gypsum based goods shipped al any time we may decide to Venetian red in connection with the above advance. We are not anxious for orders staled circumstances, as the writer sometime from established trade under existing con As the iron oxide for itself acts to a certain ago had the pleasure to explain and to ditions, in fact we prefer to discourage such extent as a dryer when in connection with demonstrate with experiments lo one of our | business. We wilt make a partial exception linseed oil, and as in the drying of linseed most prominent master painters of the town. i to this position as regards rtway customers for oil, as we shall see later in a special article --water is liberated, the partly hydrated TO BE CONTINUED, | New Era High-Grade. Note our instruc! lions carefully in this connection as follows : gypsum of the base, will and must link itself j You are at liberty to book a limited number to or absorb this liberated water, forming Prices Affected by Recent Heavy Advances I of orders from strictly first-class new cus- thus fully hydrated gypsum, or in other ; words "sets" like plaster pans, in f*ct the ; in Linseed Oil. | tomers at the present price for New Era for i immediate shipment with usual spring dat process is the same as in the hardening of a j The recent advances in linseed oil have . Ing. if necessary, or, if customers do not wish quantity of plaster paris stirred up with water ; confronted us with a serious problem as re into a paste. ^ : gards prices for our goods. From indications The gypsum will thus set or harden at this time it would appear that the present throughout the whole paint, the consequence price of oil will not only be maintained, but is that same will liver and by length of time further advances will occur, and dollar oil cake. would not surprise us. Our representatives goods shipped at once, they must agree overtherr signatures to permit us to forward goods upon any day that prices may advance. All prices must be made subject to change based upon market conditions. It is import Another draw back of these gypsum red will readily realize that new conditions, if ant thatyou realize that these instructions oxides is, that the gypsum is slightly soluble maintained, mean a greatly increased cost of must be lived up to to the letter. in water, which draw back comes especially production, so much so in fact that the situa . These instructions in some particulars are irr evidence, when such a red is used in so- tion cannot be covered by any "law of contradictory to our views as expressed in called flat brick or mortar paints. average " that might apply to a temporary ! Th o u g h t s of last week, in article entiled These paints contain r.ot much oil, in fact advance that was not so great and did not j "Cinching" Orders for Spring Business, ) very little, lack therefore considerably in bear evidence of "coming to stay." We . but are rendered necessary, based upon later binder, and especially ir. protecting vehicle. 1 have deemed it good policy to Issue the ; developments. The gypsum, not sufficiently protected by a \ following notice to our trade generally: film of oil is therefore strongly exposed to the elements, particularly water in form of rain and dew and the drying rays of the sun. It takes all the water up necessary to its full hydration and after that more by absorption, in which water it is soluble to almost a saturated solution. The drying rays of the sun drives or forces now this saturated solution of gypsum out De t r o it , Mic h .. Ovtoher 7.4, 1900. TO THE TRADE Note. Owing to existing unsettled and abnormal . Afew of our representatives have not yet conditions covering the present and prospective market for raw material, particularly Linseed Oil, ! complied with our request to enter the we are reluctantly forced to withdraw all firm ! "approximate" amount of each order in the prices for our manufactured product, and herewith beg to advise you, that for the time being, and until the market becomes steadier, we can only upper left hand corner of order sheet. Please attend to this hereafter. accept orders subject to such revisions In prices ns again to the surface of the coat of paint, evaporates the water and leaves the gypsum in form of minute white crystals upon the surface, which later will then appear as coated all over with patches of meal-dew. Many a painter was thus not little sur prised after leaving a bright and finished may be found necessary. We propose lo handle any necessary revisions in the most conservative, reasonable manner possible. We regret that the market conditions force us to take this actiou, and beg to remain, Yours very sincerely. We wish our men to bear out our policy Coach Color Sample Books. Ro c h es t er , N. Y., October 2\, 1900. Coach color sample book received, and must say same is a dandy. If you do not note an increase in the sale of ooach colors flat brick job in the evening, to find the next fully. To-day our prices are the same as ! from now on it will be no fault of the book, 1 day the house covered all over with these heretofore; to-morrow tfcey may be ad , can assure you. white patches. vanced, as no manufacturer can afford to hold : Yours respectfully. No. 19. H 1 j i 0007-SWP-000128071 THOUGHTS Passing of The Red Bam. Watch the Linseed Oil Farmers Now Use Ready - Mixed Paints oE Various Colors. market and you will realise " There was a time/' said a paint manu facturer, "when every farmer painted his barn red. The paint used was called Venetian I red and was made of oxide of iron instead of WEicfa of Oar Representatives Will Wear white lead and zinc. It cost about half as This Hat. much as lead paint and stood Ihe weather well. The farmer bought this paint dry and We ate particularly desirous of pushing mixed it with oil himself, and put it on him sales of Michigan Seal White l.sad, and wish self. New I suppose about one-third of the our representatives to make an especially country's barns are painted red and about active effort in this direction. It should not two-thirds in other colors, with the propor be difficult to place a line of the quality of tion of red barns still decreasing. This our Michigan Seal at the difference in price change is due somewhat to fashion and more in favor of the goods as compared with to the wid3 introduction of mixed paints figure demanded for standard brands upon ready for use. the market. Michigan Seal as now pre- j " Nowadays prepared paints are put up in sented is an article that is certain to give j simply scores of colors and shades, and perfect satisfaction in every particular-- I many of them are manufactured and sold as working properties, covering capacity and 1 cheaply as the old Venetian red was. In the urability. In order to secure an interesting old days if the farmer wanted to paint any contest among our representatives we offer color but red he had to mix his own colors. a silk hat to the salesman who places the He couldn't get a painter to come from town largest quantity of the goods before March to mix the colors, unless he could also have 1st, 1901, and shall publish the record of the job of doing the painting. Now the sales for each man in every' issue of farmer can buy paint in any color or shade Th o u g h t s . Contest to commence Wednes that he wants from sample card and when he day, October 31st. The numbers of our knows the area of surface to be painted he representatives who do not call upon a class can ascertain just the quantity required. of trade to whom the goods can be sold are " There are district fashions in barn paint omitted for obvious reasons : ing. It might be, for instance, that in one QUANTITY place the 'squire painted his barns red and SOLD TO DATK thus set a fashion that his neighbors would No. follow. It might be that some city man who No. No. No. No. No. H No. y No. Nn. No. No. had bought an abandoned farm would paint the old bams in modern style. Then the neighbors would say : ` I don't know how much Mr. Cityman knows about farming, but he certainly knows how to paint a barn.' And the people thereabouts would be likely to paint their barns more or less like his. Thus you might find districts where the barns Nn. would run much alike. No. " In modern barn painting the body is of No. No one color and the trim of another. The No. present prevailing style is colonial. In which No. the body is of alight yellow and the trim white. No. But bams are painted also in grays and in No. No. other colors and various shades of color and No. with various kinds of trim, and lake every No thing together the old red bam is being more No. and more crowded by those painted In No. No. modern fashion."--New York Sun. No. N<. This is Not Politics. A Suggestion. New Era High-Grade Prepared Paint, the paint that made Detroit famous. Yours respectfully, No. 1. Da v e n p o r t , Ia ., October 18, 1900. On September 26th the people at St. James hotel here opened up a ballot-book for travel ing men, and results to-day are : McKinley, 416; Bryan, 53. No. 30. that prices must advance. Editor Th o u g .'h s : Th o u g h t s , dated October 20. 1900, is re ceived. Guess it will not be necessary for me to state that the future Mrs. " D " will not have Ihe chance to read same. Yours respectfully. No. 5. Editor Th o u g h t s : Regarding salesman No. 7`s suggestion, wish to say that l agree with him as regards caps for varnish cans. Yours respectfully, No. 5. P. S.--l s:ill think a varnish sign is necessary. Editor Th o u g h t s : I find a good many of my customers would just as soon have thetr goods packed in barrels as cases,, It is quite a saving both in freight and cost of packages. 1 now ask my customers if they would just as soon have their goods packed in. barrels, and if they say yes, I so specify on bottom of my o rdr sheet. Yours truly. No. 18. Editor Th o u g h t s : It strikes me that the general run of retail dealers throughout the country is firmly con vinced in his own mind tha: the spring will bring lower prices on paintsand oils, and that some paint salesmen coinside with them is a well known fact. Now, if a dealer feels that lower prices will prevail in the near future, he will not urge and in fact will sometimes discourage his customers from painting at this season, advising them to wait till spring and secure the benefit of lower prices. Now, this is a mistake, in the first place, there are not going to be any lower prices at the first of the year and perhaps not till Ihe middle of 1901, and I firmly believe it would be desirable for each of our boys to put the matter before the trade now in such a light that they will be prepared for the advance in New Era to S1.30r which advance will probably come at January 1st, and w 11 therefore be more anxious to have their farmers paint now than in the spring, when paint will be so high that i: will scare them out altogether. Do not allow your trade to expect lower prices, for they will be disappointed in all probability. . Yours respectfully, No. 7. 0007-SWP-000128072 Thoughts VOL. II. PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. DETROIT, MICHIGAN, NOVEMBER 3, 1900. No. 5 Paint and Its Solid Constituents--The color and staining property for a variety of Pigment. purposes. BY JOHN COLLET. [Conlnmed from last wr-ck.| As the pigments are characterized by being insoluble substances, and as the : greater their insolub) ty Ln a variety of sol- LAKES. AND RED LAKES IN PARTICULAR. vents, the more useful they likely are to be : For many years past constant endeavors as pigments, and as ail the coal-taT-colors are have been made to utilize the numerous and characterized by their solubility in various ; beautiful coal-tar-colors for the preparation solvents, which property is indeed an essen- ; of pigments suitable for the painter's use, : tial feature, that is to be used for dying and and these endeavors have met with more or fabric-printing, the problem was to convert less success, and there is now available . these coloring matters into insoluble com many pigments which owe their color indi- j pounds or pigments, just as ihe soluble rectly to coal-tar and some ot which have acetate of lead is converted by bi-chromate now acquired a place of their very own of potash into the insoluble chrome yellow. alongside with the older pigments, especially The problem was. solved by combining the among the reds. soluble coal-tar-color with the oxides or The old-fashioned lakes, such ascarmine, salts of metals, as chiefly the acetate or MR. O. F. RICHMOND. the carmine No. 40 of commerce, crimson nitrate of lead--the sulphate of alumina--or We have had considerable difficulty in and rose lake, rose and dutch pink and alum and the chloride of barium, with which obtaining a photograph of Mr. Richmond. many others are made by precipitating the metallic salts, the soluble coloring matters The following letters explain his reasons for natural coloring matter obtained by Cxtrac- - form insoluble compounds, or lake pigments. hc-loing back: tion from various bodies, as cochineal, Brazil The combination is obtained by simple pre Will lend tu tills at vnee. as l am iiware tliut F have wood, Persian berries and others with metallic oxides, such as those of aluminum, tin and antimony applied in form of their soluble salts. cipitation, that Is by mixing the two consti tuents, the color and metallic salt in form of solutions together, the precipitated color lake is allowed to settle, is washed and filtered off neglected tills natter. Seeing so many gooJ looking men among our representatives, t have naturally felt reiurtanl about having my picture alongside. But 1 will chance it, and send same in the near future. Yours truly. Generally the coloring principle of these and dried at a moderate temperature. O. F. Ric h mo n d . natural organic coloring matters is of a slightly acid character, and has the property of combining with the metallic oxides above As a matter of fact, however, these com pounds or lakes are usually or almost always combined with some Inert substance like Later he writes as fellows : Enclosed find my piciure which I promised you snne time since. This was taken cut in the short grass and previous mentioned tc form insoluble barytes-. china clay, whiting or as in the case colored compounds. The tint of these thus of the eosir.e lakes, the artificial vermilions formed pigments is dependent not only on of commerce, with the red or orange oxides the coloring matter itself, but also on the of lead, first, to make them cheaper and metallic oxide used. Thus cochineal with second, at the same time to develop the tint alumina gives a bluish red, with tin rather a and shade of the coloring matter better. more scarlet shade, and so on. TO BE CONTINUED. 1 do not intend to give a detailed sxplana : tion as to the manufacturing and striking of 1 these pigments in the color maker's vat, . but will only say that when the coloring ` Withdrawal of Prices to Manufacturing Trade. matter and oxide are used by themselves 1 Our representatives will, of course, under they make or yield a pure lake--carmine for stand that our notice to the trade, withdrawing example. These are. however, rather expen prices, affects the manufacturing trades to as country If western Kansas, and il is not a very com mendable work of art. However. 1 assure you that it does me justice, ns I am not one tit better Uniking than the photo, lam. Yours very truly, O. F. Ric h mo n d . Mr. Richmond need not apologize for his appearance. He is no worse looking than the rest of our western representatives. In any event it is evident he does not bank on sell ing goods " on his looks," and also that in Kansas and western Missouri the trade must think beauty is only skin deep, as he has been able to make a very favorable impres sion for himself and our goods. Mr. Rich mond was formerly a druggist, having had sive, and when a cheaper body is required it is customary to add, as I mentioned be fore, a quantity of barytes, china clay, whiting or other inerts as a base, as it is great an extent as any class of customers. practical experience in this line, from running In fact, as this class of trade is very fre- ` the soda fountain to compounding prescrip quently sold on close margins, figures will tions. We should judge his age to be about have to be considered with the greatest twenty-five, single, but with matrimonial called, which then is more or less stained so _ care. Prices must not be guaranteed for prospects, and an all-round good fellow tc speak with the lake proper, and thus in the future, and no contracts made in which whom il Is a pleasure to know. His home is ferior cheaper pigments--as rose and dutch prices are not subject to revision, should in Atchison, Kan. He has been with us pink--are produced which still have sufficient , conditions render it necessary. j about a year. 0007-SWP-000128073 THOUGHTS Flaxseed and Linseed OU Record Figures. in linoleum, oilcloths, patent leathers, paints, Prior to last summer when 65c was the varnishes and other such materials. The top price, the highest figure at which linseed Thursday of last week flaxseed scored a ; cost of these articles is bound to go up, as oil sold for many years was 60c. This price record in prices which equaled that of last far as J can see, for 1 dc not see any possibil- was obtained in theyear 5850. 1889 and 1882. year, and on Friday the 1899 top price was ity of the cil resuming its wonted prices after The lowest price on record was made in distanced by \0*2o. The first day named the scant crop of seed that we have had. ft 1897 when oil wa& quoted regularly at 24c, displayed the distress signal and the Ameri looks no w as if oil would continue to rise fast, and some few sales were made at lc under can Linseed Company made haste to put lin 1 should say that it might gc as high as this figure.--Paint, Drug amiOil Review, seed oil prices on a safe footing. Accordingly . $1.50 per gallon." October 24, /$oo. they advanced the selling basis at 10c per ; gallon at nocn. making 70c the inside figure : Manager Rugg, of the oil sales department, ; for raw oil in car load tots, f. o. b. Chicago. : talked much in the same strain to a Review The advance was as startling as it was unpre- , man. He said: ! cedented, fer oil prices generally move up : "I guess Mr. Adams is about right. and down by l^3c lumps. On Monday a Supply and demand regulate prices. We are j further advance of 2c occurred. The con not responsible for the flax crop failure in [ suming trade generally have no important the northwest, neither did we have anything \ stocks of oil and the market performance to do with the Indian erttp failure a year ago. f Which of Our Representatives Will Wear on Thursday amounted to a douching of Unlike seme people who claim to be in league ; This Hat. iheir warn hopes of " 35o oil before January with Providence, we cannot say that the We are particularly desirous of pushing 1st " with water as tcy and chtUy as are the Almighty and us are running the universe,sa1esof Michigan Seal White Lead, and wish election returns to a defeated candidate. Seed is worth what is asked for it on the our representatives to make an especially The faclors in the advance are the extra basis of world values, and we have to pay i active effort in this direction. It should net ordinary high prices ruling in the foreign ! those prices for It as crushers and take cur . be difficult to place a line of the quality of seed market, same ranging above 60s per | chances. Oil prices fellow the course of - 0Ur Michigan Seal at the difference in price qr., compared with 44s last year, and 35/|s values marked ouL by seed. We cannot ; in favor of the goods as compared with in 1895: the big damage to the seed crop in : make cheap oil out of fam.ne-priced seed, figure demanded for standard brands upon the northwest, principally in North Dakota, If oil does not go higher I shall be agreeably the market. Michigan Seal as now pre making the total outturn of seed from all the surprised. I hope it will not, but as f said ; seated is an article that is cerlain to give flax-producing sections of the country rela before the Lord and the American Linseed : perfect satisfaction in every particular-- tively small, more particularly contract seed ; Company are not operating as a joint part- , working properties, covering capacity and and lastly, the firm control over the market ; nership, and we of the American Company . durability. In order to secure an interesting exerted by :he Arr.erlcan-Dicklnson oil and will have to lake ;hings as they come, : contest among our representatives we offer seed people in the interest of liberal profits for exercising such Judgment, foresight and con- a silk hat to the salesman who places the handling ihe crop and its resulting products. servatism as we may be able to command." . largest quantity of the goods before March It is now believed that the current American : A representative of the Albert Dickinson ! 1st, 1901, and shall publish the record of crop will no: exceed 18,000,000 bushels. Company, undoubtedly the best posted seed j sales - for each man in every issue of Mr. Adams. President Major's assistant, was asked by a press reporter to give the American Linseed Company's view of the situation, and made the following very frank house in the country, had this to say about Th o u g h t s . Contest to commence Wednes- the situation Friday: day, October 31st. The numbers of our "A most peculiar condition exists in the representatives who do not call upor. a class flaxseed crop of the northwest, first there trade to whom the goods can be sold are and interes:ing statement: came the dry period, which made the seed . omitted for obvious reasons : It is simply a question cf supply and demand. We raised cur price of linseed oil because we had to. Almost all the flaxseed, from which :he oil is made, is grown in North and South Dakota, and the recent rains and drouths ir: that section have so deminished slow io sprout. Next, along in July the j s o l d t o p Yik rains began to come, and the fields were E Barron................................... covered with patches of growing gram. Dr u U:u.k&..................................... Heavy rains later ir. the season damaged ; o. F\ Richmond......................................... the crops by affecting that already cut and A. S Dougall.................................. keeping that in the process of growth too : V'*'' ^ ...................................... tbe c*op that an advance in price was imper l0nS reen- . J. R. .Wl...... ............................. ative. The fact that the average amount of " The conditions are so mixed that I C. F. Puifer..................................... seed brought into Duluth, Minn., this season believe no one can teil what ihe yield will be. ** ** Hart............................... ....... has been only thirty-seven car loads per day, ' Such situations as this may come only once ; ^ .................................... 0=0 ^ whereas it was 217 car loads last year, shows in a lifetime. The speculative price of flax- . p McCauley............................... what is the difference in the crops of the Iwc seed may have in part an artificial value. ; Geo. R. Smith.................................. seasons. Ir. this business we reckon on our The reason for that would be that much of F. R. DougalJ.................................. year from Augus: to August. The consump the grain is being rejected as No. 5, which is ................................ tion cf linseed oil in the United States in the only grade speculated in, The buyer M.'iaylor....................................... ordinary times is about 800,000 barrels, or getting rejected flaxseed, inerder tc complete c. Mobil#........ ............................ 40.000 000 gallons per year. This season I his sale, must enter the market and buy No. 11 F- Whitaker............................... think it will be cut at least 40 per cent, for 1 seed at the increase in prices. In the H*................................... the simple reason that not enough oil will be ,, t . ,, public warehouses in Ibis city to-day there W.P.Wiasnas................................. r . m. Billina*................................. produced :o supply the trade. are but 10,000 bushels of theseed. However, r , a . h viu.................................................... .. Business men who are affected by any . nobody knows what there is in the private Elliot..................................... change in the cost of linseed oil are dealers warehousesexceptingtheownersof theseed." ; [fennan Scratch........ ;................... 0007-SWP-000128074 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. ii. DETROIT, MICHIGAN, NOVEMBER io, jyoo. No. 6 Paint and Its Solid Constituents--The MR. J, R. NEWELL. of lake pigments, [ shall not go into further Pigment. BY JOHN COLLET. {Ctmhnved from last week.) LAKES, AND RED LAKES IN PART1C LAR. The best principle of treating coal-tar coloring matters for the production of lakepigments is as 1 said, to precipitate them from their solutions by suitable precipitants, the nature of these depending upon the properties of the coloring matter to b? precipitated. As, chemically spoken, every lake-pigmenl is a sal:, it is obvious that the organic color ing matter to be capable of and used inform ing a lake must be either a base or an acid, this explain^ why indigo, which possesses neither of these qualities, is quite incapable of forming lakes, and its unique method by which indigo is applied to the fibre of fabrics is another illustration of this fact. We may therefore divide the organic col oring matters, and especially the coal tar colors, commonly called aniline colors, ac This is a correct likeness of " Jack " New details. I will explain and show you all this ell. We have had a very hard time getting : better and more interesting to you by a few it. Presumably the innate modesty, which is i experiments, as precipIlaUng various color one of his chief characteristics, has prevented ' lakes, especially reds, such aswemanufacture him from responding before to our frequent in our dry cclor department. and urgent appeals for a pasteboard that Among these lakes, especially two kinds would enable us to "show him up" to the rest have a prominent place. They are the dif ferent shades and grades of cosine vermilions and scarlet, or azo reds. The former, although first introduced into commerce about 20 years ago, as a substitute for English quicksilver and American chrome vermilion, have failed to displace these two reds, but have instead made a distinct place for themselves, filling as they did, and still do, the demand for a cheap bright red pigment. The number of shades of these products, as you are well aware, is infinite. Many color makers, and among these ourselves, produce ten to twenty or even more shades and tints, and naturally, according to the com position of the base employed, more or less --different qualities or grades. cording to their lake forming qualities, into of the boys. He covers Texas and spreads Suggestions to be Discussed at Convention. two large classes, basic and acid coloring over to a section In Louisiana and a few We want this convention to be the *' round matters, to which correspond fundamentally towns in Mexico. He is about the only one ing up " point at which the best thoughts of different methods of producing lakes. of our salesmen who would not dare tell his our salesmen in the way of ideas for increas There Is. however, among the vast customers that he was competing for a silk ing business, or strengthening our position variety of aniline colors, which comprise in hat to be worn should his sales of " Michigan - wfrh the trade, will be submitted for the themselves 16 different groups, one kind or Seal " reach :he necessary volume. They general consideration of all our represenla , special group named the so-called adjective don't believe in "plug" hats in his territory : fives and the officers of the company. Very coloring matters, the chief constituent of and it probably would not las: five minutes. ; few men can go through a season's work, on which is alizarine. These approach more A wide-brimmed "slouch," with store ' the road without forming ideas along the line nearly the natural coloring matters In their clothes and guns, is his usual make-up, and ; of improvement, such as suggested. These properties, having a very slight acid character he graces the costume as if he were a born : thoughts should be written promptly and as they require also metallic oxides to form lakes. As a rule this class of coal-tar pre parations have little or no color for them ranger. Although only on :he territory for about a year, and without any previous train ing that would fit him specially for the under taking, he has succeeded by careful applica submitted to the house, so that they may be brought up at the convention for discussion in the order that they are received. selves, but the coloring matter and the lakes tion and a few " experiences " in learning are both formed simultaneously by the taking " the ways that win and the arts that please" "A Suggestion" by No. 1 In Thoughts up of and subsequent precipitation with the metallic oxides. As one must be familiar with the chem In a land where the rules of society demand personal independence, but the expression of too radical views is apt to get you into trouble. We will venture the assertion that Dav en po r t . Ia., October 29, 1900. No. 1 is nearly one year behind the times. I notified you nearly that long ago that we istry. that is, the constitution, composition he Is one of the best liked paint men in that had a sign in the window of Ludolph & Hill, and properties of this immense large number of organic coloring matters, (heir manufactur ing and that of their raw materials, from section, and know by material evidence that the trade appreciate his intrinsic value and the merits of his line. He will be at the con vention next month and we will all have an Clinton, Iowa, placed above a pyramid of New Era High-Grade Prepared Paint, which read as follows: "The paint that made which they are obtained, in order'to get a opportunity to call upon him for a recital of Detroit famous." In Centerville, la., where full and exact comprehension of their nature and properties, which makes them available for the color-maker for the manufacturing personal reminiscences of Texas life, that no we have twelve houses painted with New doubt will prove highly interesting. He is a i Era since June, ! suggested the same lines hustling, conscientious, level-headed worker, with the stuff in his composition that Is sure j j for a local ad. in Mr. Johnson's local paper. iC>n inucri >,i il ir.l coin, m i . to win success. Respectfully, No. 13. 0007-SWP-000128075 THOUGHTS I Detroit, Mich., Nov. 5th, 1900. | Editor Th o u g h t s : | Editor Th o u g h t s : ' Was in Warrensburgh, N. Y., yesterday ; The present high and prospective higher and although it is very near election, the price of linseed oil makes it very apparent to people of thal town were spending most me that the change made to-day, advanc of their time talking about New Era Highing to $1.35 per gallon, with a chance of a Grade, so much so that if ore was a stranger still higher price, is what we must expect in this country they would have taken New ! upon New Era High-Grade Frepared Paint Era to be the name of one of the candidates. VJiich of Our Representatives Will Wear for the season of 190!. Such being the case, Mr. B. F. Hammond of that place gave This Hat. , we cannot do other than to advise and even me an order when Iasi there, and has since , insist upon our customers getting from the painted his s ore. It was only finished this We are particularly desirous of pushing 1 consumer $1.75 per gallon. We shall meet week and the painters have caused New sales of Michigan Seal White Lead, and wish with the statement from merchants that they Era to be very popular. In the first place our representatives to make an especially are not able to sell at so high a price and the man next to Hammond started painting active effort in this direction. It should not that their customers will buy lead and oil his store with Sherwin-Williams' paint c n the be difficult to place a line of the quality of instead of New Era paint. 1 think all of our same day that the men began Hammond's, our Michigan Seal at the difference in price salesmen should be p-epared to show them and as the stores aTe about the same size in favor of the goods as compared with "m a way that they may be able to convince the result was watched very closely, and it figure demanded for standard brands upon : their customers ihat the cost of material to only took half as much of New Era to paint the market. Michigan Seal as now pre i paint their buildings will be less by using B. F. H s store as of S.-W. to paint the sented is an article that is certain to give New Era paint at $1.75 per gallon than to next one, and every one agrees that our perfect satisfaction in every particular use lead and oil at the present prices, to say paint looks the best. The painters say it is working properties, covering capacity and | nothing of the pTospcct of higher prices than the best they have ever used and can not durability. In order to secure an interesting j now prevail. For instance, take a 100 lb. say enough for it. Hammond is the same con:est among our representatives we offer I keg of lead and use 4j. gallons of linseed way. a silk hat to the salesman who places the | oil. 1 quaTt of japan dryer and 1 quart of They were waiting anxiously for an order largest quantity of the goods before March j turpentine and adding to that 50 cents for of New I ra that Hammond sent in for the 1st, 1901, and shall publish the record of j the painters time in breaking up the lead catholic church. sales for each man in every Issue of ! ready to apply and you have gallons Hammond told me that he had never Th o u g h t s . Contest to commence Wednes , of white paint, costing the consumer at least : tried to do any business in the paint line be day, October 31st. The numbers of our $1,53 per gallon. This paint will not cover j fore because he had no faith in the goods, representatives who do not call upon a class to exceed 230 square feet to the gallon, two but says now he is going out after the of trade to whom the goods can be sold are coats. Take a house containing 3000 square j business, as he believes New Era :o be just omitted for obvious reasons : i feet of surface, it will require 15 gallons of ! what we claim. As for him going after the * paint mixed as suggested above to cover, business, guess that he told the truth for he GUANTITV | costing the consumer $23.70. With our has something like a half dozen houses !o SOLO TO DATK ! New Era paint, a very' conservative estimate paint in the spring, and is still on the ``war A. E Barron................................................ ! of the surface we can cover is 250 square path" looking for more. S. J. Olson.................................................... feet to the gallon for two-coat work. Twelve Yours truly. llan I'bivien.................................................. gallons of New Rra paint at $1.75 per gallon No. 75. O. F. Richmond.......................................... will cover such a building nicely. This A. S Dougall.................................................. W. r. Nci.1....................................... T. It. Goldshoronjfh................................... J. R Newell.................................................. C. F- Piillei.................................................. S K. Han.................................................... A. I) Hoags;............................................. A. R. Kelly.................................................... C. F. McCauley........................................... Geo. R. Smith.............................................. l?. H. Dougall.............................................. M.J. Reynolds............................................ II. 1\ Torrance............................................. M. Taylor...................................................... <\ MehfiR................................................ H. F. Whitaker......................................... II. O. Cater.............. .......................................... W. P. Wiggiii3............................................ R. M. Billinas............................................ R A. Irvin.................................................... M.G Smith............................................. C. K. Klliot.................................................. }J ci isi;ui Scratch........................................... ' estimate is for whiie paint and should a Editor Th o u g h t s : consumer wish to use shades, the cost of his i Atchison, Kas.. Nov. 4ih, 1900. material where he buys white lead and oil j700 lbs. will be increased, whereas the shades in our [ can endorse what No. 19 says regarding ' New Era are furnished at the same price ' new coach and car color sample book. I ! that we furnish white, with the exception of ; have sold nearly every carriage concern y>o Ilis. j the bright colors, with which all are familiar, ; I have called on since 1 received same. A j You will see that 3000 square feet of surface | customer of mine in Southern Missouri with paint at $1.75 per gallon will cost the I bought some gear finishing varnish of a consumer $23.00, effecting a saving of from ; certain Detroit firm, under the positive 20 to 25 per cent. ; guarantee that mud would not spot same. Yours very truly, I Now everyone who has ever traveled in j Southern Missouri knows that the mud in No. 26. that country will spot anything. I sold him Editor Th o u g t h s : The plug hat offer is noticed. I am going iw ll>s. to do my best to win it. Hope the rest of the boys will do the same. 1 think also it will pay you to get out some good ad. signs for it, as when you get it going it will help j sell other goods. ! Yours truly. a gallon of cur Elastic Gear, and he told me recently that it was the only varnish he had used which did not spot. In justice to the mud, however, let it be said that the jcb on which he used nur goods, stood about 6C days before it was used. However. 1 thought it a very good testimonial for Elastic Gear. Yours truly, : No 8. O. F. Ric h mo n d . 0007-SWP-000128076 Thoughts A v_- PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR; WORKS, DETROIT,. MICH. Devoted to Matters of Interest to Our Representatives. Vo l . II. DETROIT, MICHIGAN, NOVEMBER 17, 1900. No. 7 Making Suggestions for Discussion at the Notes. Convention. When sending in names of prospective "New Era" High-Grade Prepared Paint purchasers, we note some of our salesmen are in the habit of appending to the printed form furnished them, a communication re questing that a strong letter be written, and giving general information as to the desir Vfaich of Our Representatives Will Wear ability of prospective purchasers whose names they hand us. This is unnecessary, ! | This Hat. inasmuch as we are following up your initi atory work in a special manner, and if you will simply fill the form out properly, we will endeavor to do the rest. )We are particularly desirous of pushing s^les of Michigan Seal White Lead, and wish opr representatives to make an especially active effort in this direction. It should not be difficult to place a line of the quality of The above illustration shows hew our i Proper care and discrimination should at people at the factory make suggestions for ; all times be exercised in submitting figures improvements, or submit complaints regard- ! to different classes of trade. Your advices our Michigan Seal at the difference in price in favor of the goods as compared with figure demanded for standard brands upon the market. Michigan Seal as now pre ing existing conditions for consideration of.; are definite, and if our reminder is carefully seated ia an article that is certain to give the Executive Committee. Our represents- I borne in mind, the order, as well as the cor perfect satisfaction in every particular-- tives should not overlook the fact that they > respondence department will be saved time owe It to themselves and the house to offer and worry. We very much dislike to advise anything they may believe will be for our mutual benefit, and while they have no sug gestion boxes at hand, communications of this character* will receive just as careful our Customers that figures must be consid ered as applying to ftparticular purchase, and that on subsequent orders we must get an advance, and the necessity of pursuing such a course would be entirely removed if proper attention as if they came through that figures were secured In the first place. medium. We want you to bring up every thing you may believe needs attention. working properties, covering capacity and durability. In order to secure an interesting contest among our representatives we offer a silk hat to the salesman who places the largest quantity of the goods before March 1st, 1901, and shall publish the record of sales for each man in every issue of Th o u g h t s . Contest to commence Wednes day. October 3lst. The numbers of our representatives who do not call upon a class Write your suggestions fully and plainly, i Not* This Carefully. of trade to whom the goods can be sold are We will number them in the order received, : Salesmen when sending in orders from omitted for obvious reasons: and as there will be two hours each day ! towns that are not cn their lists often over during the convention for open discussion of ' look the matter of sending in a memo, with such subjects, you will have an opportunity | each order asking us to add such towns to of emphasizing your suggestions personally | their lists, and as a result of their failure to as well as expressing yourself on any others that are made. do so we credit the order to mail. Recent ly Mr. Barron sent in seven orders, each from a different town, not one of them being on his list, and as we were not ordered to add UIIANTITV SOLD TO DATK A. E Barron....................................... S. J. Olson............................ .............. Dan Davies......................................... 0. F. Richmond.................................. A. 5 DatJgall...................................... W. C. Neal.......................................... J. R. GoUlsborougli............................ 1. R. Newell......................................... 700 lbs. C. F. Pnifer......................................... S. H. Hart....................................... Ja c k s o n . Term., Nov. 11, 1900. Editor Th o u c t k s : same, the orders were charged and credited A, D Hoagg-............................ .......... A. R. Kelly.......................................... to mail. It would be to each one's interest C. F. McCauley.................................. to be careful on this point. Geo. R. Smith................... .................. j F. R. Dougall..................................... y>o lbs. 2oco11>s. Bulletin No. 117 just received, and I shall look forward to the assembling of our travel ing fraternity and feel sure that great good will result. It will be a grea; pleasure to Sio t j x Cit y , Ia ., No v . 8, 1900. Editor Th o u g h t s : ! M. J. Reynolds.^.................................. : H. P. Torrance.................................... I M. Taylor................................. ........ ' C. Mehlig............................................ ; H. F. Whitaker......................... ......... H.C. Cater........... ............................. .2900 lbs. joolbs. personally know each of my fellow travelers, aid I shall certainly be on hand. Very respectfully, R. M. Bil l in g s . 11 congratulate Mr. and Mrs. Billings. May the boy grow as strong and good look W P. Wiggins.................................... R. M. Billings...................................... R A. Irvin.............................................................. ing as the father. Yours respectfully, M. G Smith......................................... C. K. Jilliot......................................... S. J. Ol s o n . , Herman Scratch................................ 1000 lbs- 0007-SWP-000128077 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Devoted, to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, NOVEMBER 24, 1900. NO. 8 V..- Paint and Irs Solid Constituents--*J"hc Pigment, SY JOHN COLLET. {Continued from last week.) LAKES, AND RED LAKES IN PARTICULAR. The pigments owe their bright color to eosine--the commercial name for thq coal tar preparation or dye, " tetrobromo oriodoesceine," or rather the potassium salt cf this organic acid. The lake is usually obtained by pjpcipitatlng the coloring mailer with acetate or nitrate of lead upon a base of orange or red lead, extended according to the quality of vermilion to be produced with more or less barytes or another inert pigment. As pig ments these eosine vermilions are very brilliant in color, of good body, If the exten sion with inerts does not exceed sixty per cent. They work well with oil, applied as paint, but have like red lead and orange mineral, owing to these two lead compounds in their composition, the tendency to harden or to liver when ground in linseed oil or varnish containing rosin. They are not very permanent against light, although they will stand a considerable amount of exposure to light and atmosphere, especially if varnished over. TO BE CONTINUED, Decline in Price of Linseed Oil* The decline in price of linseed oil, which we presume our representatives have noticed during the past two weeks, is undoubtedly due to manipulations on the stock market. The fact that only an average crop of flax seed can be offered, stands out prominently as well as the fact that this market will be called upon to make up deficiencies on account of failures of crops in Russia and India. Argentine seed will not be on the market before late in the spring. The foreign demand in the meantime will main tain a high price for seed in this market, and we shall be greatly surprised if the present flurry in prices does not result in the near future in a settled price for seed and oil that will be as high or higher than any figures that have been quoted this fall. Even if oil should not, advance beyond the market of to-day, manufacturers of paints could not afford to recede from recent advances that have been announced and maintain quality. Suggestions for discussions at the Con vention are coming in from our various representatives. If YOU have anything to bring up, send it in promptly. They will be numbered and discussed In the order received* Notes. Which of Our Representatives Will Wear Some of our men book orders for Neal's This Hat. Enamels--Gold, Silver andAluminum--half We are particularly desirous of pushing pints. Discontinue doing so. We offer sales of Michigan Seal White Lead, and wish only in quarter-pints, and are obliged to omit the larger size dn all suchordem placed with us, and a letter of explanation is in each case necessary. . ' our representatives to make an especially active effort in this direction,. It should not be difficult to place a line of the quality of our Michigan Seal at the difference in price in Neal's Carriage Paint contracts cover as well Neal's Carriage Top Dressing. In a number of instances we do not feel that we favor of the goods as compared with figure demanded for standard brands upon the market. Michigan Seal as now presented is are securing the volume of business we an article that is certain to give perfect satis should in the latter. Why? It would be faction in every particular--working proper- well to direct this matter to -o u t different ,-ties, covering capacity and durability. In distributors' attention, and see if you cannot order to secure an Interesting; contest among prevail upon them to place before their sales our representatives we offer a silk hat to the men in such a way that a more lively interest salesman who places the largest quantity of will be manifested. the goods before March 1st, 1901, and shall Representatives will please remember that publish the record of sales for each man in If they call at any local agency of R. G. every Issue of Th o u g h t s . Gun lest lo com Dun &. Co. or the Bradstreet Co., and ask to* mence Wednesday, OctoberOlst. Thenum- see reports on any person, that copies of : bers of our representatives who do not call such reports are always sent to us and upon a class of trade lo whom the goods can chargedfor. Therefore, when it is neces be sold are omitted for obvious reasons: sary to look so closely into the credit standing of a person or firm, always send A. E Barron.............. QUANTITY SOLD TO DATE us a duplicate of the ticket you are re S. J. Olson.................. Dan Davies............... quired to sign before the agency shows you 0. F. Richmond..... their files. We then may understand why A. S Douga.11............ such reports are sent us. Your letter of W. C. Neal................. introduction only permits you to examine book ratingsfree of charge. 1. R. Gnldsborough . J. R. Newell................ C. F. Putfer................ >200 Ins. S. H. Hart.................. Representatives will please bear In mind A. D Hoagg.............. SOO lbs. our invitation for written suggestions. I am A. R. Kelly.................. particularly anxious to hear from all the men in regard to any way of improving our credit or collecting system. I am pleased to C F. McCauley........ Geo, R. Smith............ F. R. Dougalt............ M. J. Reynolds........ 500 los. 2003 lbs 2000 lbs. acknowledge many valuable " pointers " re H. P. Torrance........ 2900 lbs. ceived from the men in the past, and dssuTe you of my earnest desire to co-operate in every way consistent with good business M. Taylor................... C. Melitig................... H. F. Whitaker........ H.C. Cater................ xoo lbs. policy, in avoiding bad debts and maintaining W. P. Wiggins.......... harmonious relations between customers, salesmen and the company. G. B. PULFER. K. M. Billings........... R. A. Irvm.................. Nt. G. Smith................. C. r. Kilim................. Herman Scratch .... 1:00 lbs. i 0007-SWP-000128078 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devotexl to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, DECEMBER i, igoo. No. 9 V*- c w Paint and Its Solid Constituents--The Pigment. BY JOHN COLLET. {Conlinue.d from Iasi week.) LAKES, AND RED LAKES IN PARTICULAR. The second group of red lakes, -the socalled aso-reds, forming chiefly in their deeper shades, substitutes for the more ex pensive pigments, the carmines, made from the natural coloring matter, "cochineal," are obtained from the various shades and tones of scarlets, ponceaux and bordeaux, all aniline colors of a more complicated form and chemical constitution than the former eosines. These aniline colors are acid color ing matters or dyes, and are precipitated from their solutions by metallic salts, as lead acetate, aluminum sulphate, magnet* sul phate, and as a rule, most completely by chloride of barium. The number of these coLoring matters with their derivates is enormous and is still grow ing, as in the last ten years and still at the present time the best and most scientific workers and chemists are employed by the aniline color works, especially in Germany, to experiment in this line, and we may say that in an average a new color, shade or tone, or a new process to obtain same is discovered or invented every day of the year. These coloring matters and their lakes range from a very light citron yellow to a very deep red with a blue or purple tone. The lakes are obtained by two different processes, either the coloring matter is pre cipitated on a natural inert base, such as barytes, china clay and others, or the base Is an artificially one, that is. It is formed along with the color lake proper. Such bases would be blane-fix, which is, as you know, nothing else than precipitated baryta sul phate, or it would be carbonate of baryta, or according to the chemicals used, alumina hydroxide--baryta sulphate, the so-called satin white of the paper Stainer, The base forming chemicals are mixed in solution with that of the coloring matter and the precipitating mordant, and are thus precipi tated simultaneously with the color lake proper. In this way a much more homogen eous mixture of lake and base--we may call it almost a chemical combination--is ob tained than in using a natural inert base, and Suggestions for discussions at the Con furthermore, the lake color pigment will be vention are coming in from our various of a finer and sofler texture, and last but not least, of a more brilliant and clearer color representatives. If YOU have anything to and tone. b rg up, send it in promptly. They will The principal pigment among a series of be numbered and discussed in the order shades mads by us in our dry color depart received. ment, and belonging to this class of color lakes, is represented by our handsome and brilliant color " carmencita." ' As a rule, all lakes without any exception, such made from natural coloring matter as well as those made from aniline colors, are fugitive, some more, some less, and it was generally believed that the former are more durable than the latter. But that is by far not the case, we may concede that the so- called eosine vermilions are not quite as durable as the. reds, although of different Which of Our Representatives Will Wear color and shade, made from the natural This Hat, coloring principle, but as a matter of fact, We are particularly desirous of pushing these latter reds or lakes--as rose pink, rose sales of Michigan Seal White Lead, and wish lake, carmine red--in all its variations are far excelled by- the azo reds of the preseat our representatives to make an especially time in regard to durability against light and active effort in this direction. It should not atmospheric exposure. j be difficult to place a line of the quality of Still chemistry was bound to go a step l ouf Michigan Seal at the difference in price in further In the manufacturing of a red pigment ' lake--a pigment undatable and indestructable i favor of the goods as compared with figure by such elements as it would be exposed to j demanded for standard brands upon the when applied as paint, and in fact recent ' market. Michigan Seal as now presented is researches in this line have indeed procured red pigments which combine in their nature . an article that is certain to give perfect satis and constitution all these qualities in the faction in every particular --working proper fullest extent They are the coal tar pro- ties, covering capacity and durability. In ducts para or meta nitraniline in combination I order *.o secure an interesting contest among with another coal tar product beta and alpha ; our representatives we offer a silk hat to the naphtol sulphonate of soda. ' salesman who places the largest quantity of They are the so-called para reds and j the goods before March 1st, 1901, and shall are the most handsome, finest and bril- | publish the record of sales for each man in llant reds ever artificially produced, have every issue of Th o u g h t s . Contest to com an enormous body or covering capacity and * mence Wednesday, October31st. The num a tinting strength' unexcelled by any other I bers of our representatives who do not call red pigment. They may be called the red upon a class of trade to whom the goods can pigments of the future as they will doubtless be sold are omitted for obvious reasons : succeed all other bright reds used in the QUANTITY past and at the present time. Well aware of | _ A. E SOLD TO Jj ATK Barron............................ .......... this and the excellent qualties of these pig- ' S. J. Olson.......................................... merits we adopted not long ago. as one of the Dan Davies............ ,.......................... O. F. Richmond...... ....................... .. first concerns in this country, their manu- : A. S Dougall............................... . coo H>s . facturing in our own dry color plant, adding thus to our extensive list of dry colors a W.C. Neal......................................... J. R. GnldsborongU ......................... J. R. Newel]...... ................................. 121*1 tbs. complete series of shades of these new pig- | C. F. Ptitfer........................................ }oo lbs. ments also. en d \ S. H. Hare................................................... [ Will be continued under Paint Vehicles. After New Year.J : I A.D. Hoftgg....................................... A. R. Kelly.......................................... C K. McCauley.................................. Geo. R. Smith..................................... Some of our salesmen are dilatory in ; F. R.Dougalt..................................... reporting on matters placed in their hands ; M. T. Reynolds................................... for attention, and quite frequently we are j H.P. Torrance.................................... M. Taylor........................................... obliged to direct their attention to the over- i C. Mehlig........................................... sight. The time to dispose of such matters ; H.F. Whitaker.................................. is when you are on the ground, and if you H. C. Cater........................................ W, P. Wiggins.................................... will make it a point when you visit each R. M. Billinas..................................... town, to consult your "tally file" and . R. A. Irvin.......................................... secure for us the desired information, you j M. G, Smith............................... ........ C. F. Elliot......................................... wilt save unnecessary correspondence. j Herman Scratch............................. .. 500 (h$. 500 lbs. 2000 lbs. 2000 lbs. 2voo lbs. 1000 lbs. t o o lbs. 1600 His. 0007-SWP-000128079 Thoughts _ PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted io Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, DECEMBER 8, 1900. NO. 10 Last Call. Regarding Linseed Oil. Come to the representatives convention. December, 18, 19 and 20, prepared to do your share to make it a success. Gome prepared to be benefited and to benefit others. Don't hold back from suggesting subjects for discussion because you suppose they will be brought up anyway. Make sure of it by sending them in now. Waiting until the last minute is bad policy. Tins It is difficult to determine at this time whal the market conditions for the product will be in the near future. Evidently some interests are suffering and there is absolutely r.o seeming reason why the market for oil for spot delivery should be as weak as it is. Flax seed has ruled high ever since the crop matured. All the seed it was possible for the farmer to thresh has undoubtedly been so conventidn is as much for you as anybody disposed of and marketed at high prices. else, and you must do your share to make The present market on flax seed ranges from the expense involved a profitable investment. $1.65 to $1.70 for spot, and about $1.60 to The business of the convention will be $1.65 for May delivery, which will not admit transacted in a business like way. We want of crushers buying seed and selling oil at you to be on time at every session, to pay present prices. AH sorts of rumors are close attention to the proceedings and to do afloat about the American Linseed Co. In your share tewards the general benefit we expec; to derive. Don't forget to keep a care ful record of all expense incurred from the time you leave your home until you return. Be a: the Russel House, Monday night, of the meantime they seem to be taking things quite comfortably; they are not urging the sale of oil: their prices are materially above outside crushing interests, and there you are. There is one factor in this business that the 17th, so that you can reach our offices may be important, and that is this: Some by 8:15, central standard time, on the morning outside crushers are said to have bought of the 18th. Mr. Hart wilt meet you at the some seed at about $1.50 per bushel. The hotel on that morning and will be held respon sible for your safe delivery at the office at trust may be simply working the same old the time designated above. You will easily game during the off season, letting the market recognize him as the best looking man in the sag, making the outsiders make the price on hotel, but to make sure here is his picture : oil, keeping just above It themselves, thus stimulating the demand for the other fellows 1 goods Their output is limited and assoon as ' they, the outsiders, are sold up, again taking control of the market and pushing the price of oil up to a figure consistent with the present price cf seed, gradually advancing seed, and at the same time oil as well. That is practically what was done last year and its likely to be repeated. The trade is very likely to receive a few more violent jolts in the near future on oil. The situation will s. H. HART. Notes. Some of our men are in the habit of requesting us to name prices on regular lines tc prospective purchasers. We con sider that it is your duty to attend to such matters, furnishing us with quotation .sheets in the visual way. If you w.sh us tc send literature, confirm your figures, and follow up your work, we will be pleased to do so. When on the ground you are naturally in better position lhati we are to decide what figures different classes of trade are entitled to. undoubtedly fully adjust itself before our men start out on their spring campaign. In Ihe meantime wc deem it advisable to patiently await the outcome. The trade are not usually buying at this season of the year very large bills of paint, and as our men are practically through for the season it is probably desirable not to disturb existing conditions until the market settles down to a definite basis. Our present prices are none too high, and even though prices on oil remain as now, there would be no justifi cation for reducing them, but we hope not to be compelled to make any further advance, even though linseed oil again advances to abnormal figures. Suggestions for discussions at the Con vention are coming in from our various representatives, If YOU have anything to bring up, send it in promptly. They will be numbered and discussed in the order received. Which of Our Representatives Will Wear This Hat, We are particularly desirous of pushing sales of Michigan Seal White Lead, and wish our representatives to make an especially aettve effort in this direction. - It should no- be difficult to place a line of the quality of our Michigan Seal at the difference in price in favor of the goods as compared with figure demanded for standard brands upon the market. Michigan Seal as now presented is an article that is certain to give perfect satis faction in every particular---working proper ties, covering capacity and durability. In order tc secure an interesting contest among our representatives we offer a silk hat to the salesman who places the largest quantity of the goods before March 1st, 1901, and shall publish the record of sales for each man in every issue of Th o u g h t s . Contest to com mence Wednesday, Octofcer3lst. Thenum- bers of our representatives -who do not call upon a class of trade to whom the goods can be sold are omitted for obvious reasons: QUANTITY SOLD TO DATv: A. K. Barmii........................................ S. j. Olson........................................... ban Dsiyie*....................................... <). K. Richmond................................... A. S Dougall...................................... soollis. W.C.JSeal................................... ................. I. R. Go'.Asboroiig'h............................. J. R Newell.......................... ............. C. K. Pulfer.......................................... S. it. Hart........................... ................ A. D. Hoagiv........................................ A. R. Kelly........................................... (' h\ McCauley................................... Or>. R. Smith...................................... t?. R. Dougall....................................... M T. Reynolds..................................... H . P. Torrance.................................... M. Tajlot............................................. C. Mehlig............................................. II. K. Whitaker................................... H. C. Cater.......................................... W. P. WigKms..................... ........................... R. M. Billings ..................................... R. A. levin........................................... M. G Smith.......................................... C. P. KlHet.......................................... Henrsin firratoh.............................. :20o lbs. soo lbs. <oo lbs. !>s. 2000 lbs. 3050 lbs. 2900 lbs. JSeolbs. too lbs. :6co lbs. 0007-SWP-000128080 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. 1I: DETROIT, MICHIGAN, DECEMBER 29, 1900. No. 12 Convention Echoes. Who are! Who are!! Who ara 111 We xepresrnt the great Ac -u l -I P-A-I-N-T PAINT!!! The sound still rings in our ears, and with it comes memories of that which we shall all cherish as a most delightful event among those from the east, west, north and south who responded to our President's greetingto realize the cordial good will and feeling of fellowship that existed for the home members of our organization and between themselves. No one could live in the atmosphere that permeated their deliberations and Intercourse announcement that " the Aome House of Representatives is now open for the trans action of business" until the last echo of "Auld Lang Syne," that marked theclosing event, had died away. It ;is no wonder that under such conditions our representatives have expressed themselves as gratified the commonplace affairs of everyday business life. The boys have come and gone; we have taken them by the hand and looking them in the face have caught the infection which ruled their gathering and that preaches the Christmastide spirit of *' good will to all men." It scarcely needed the apt words of in the convention hall without feeling what i and benefited, and that vre at home have was so aptly said. \ shared this feeling fully, and look forward Irritation, annoyance and differences : just as hopefully as they to the time when melt away under such conditions as snow ' we may all meet again. beneath a summer sun. Enthusiasm, tem No one asks *`what has been accom pered with good sense, ruled supreme during ; plished " or ever, entertains the slightest every minute of the proceedings, from the ! doubt of the success of the meeting. It 0007-SWP-000128081 THOUGHTS would be mere difficult, to answer the query j "Coming, as I do, from the sun kissed As fo: the cheap mixture, with one price a fixture, " what has been left undone and wherein : shores and golden sands of the Pacific, from i Regardless of cost of material in use. have we failed ? " Individually and collec ; the land of sunshine, fruit and flowers, and My advice is. refuse it, it don't pay to use it, ; Jf you've best results and economy in view. tively we have learned and taught. The j meeting representatives from the storm ; Ch o r u s . least experienced have presented ideas, ; tossed coast of the Atlantic, from the balmy The cost by the gallon should not be the question based upon first impressions, that are worthy I silver waters of the Gulf, to the snow capped Wlien purchasing paint your fine house to renew. of careful attention and development, and | mountains of our northern neighbor. 1 can Yards, years and protection should first be considered those who have been longest " in the ; not but be impressed by the marvellous, harness*' have compared notes with a full wonderful work and spirit of commerce ness and frankness that will result in im annihilating, as it does, all sections, all In measuring cost with economy in view : Lead, Zinc, Oil and Dryer, you need look no higher To the art of paint making, no better is known, And such Is AV/ Era, say lo all who inquire. proved methods of securing business and the areas, all climes, all distances, illustrating so By chemical tests above facts will be shown. prevention of a settled and unvaried method, truly the motto of our dearly beloved country, | Ch o r u s . which in this age of progress is termed " E pluribusunum."--From Alf. R. Kelly s " getting into a rut." and which ultimately response io our President'sgreeting. leads to stagnation, the one thing, next to complete failure, that is most dreaded by the modern progressive representalive. j A Happy New Year* The expressions of confidence in the : As the last year of the nineteenth century house, its products and method of doing draws to a close, and we look back over the business, as conveyed to the officers of the ! years that have passed since our business company individually by our representatives, was first established, and consider the trials and in joint resolution, are not only appreci I and triumphs, the failures and achievements ated, but place us all "upon our metal" I that have marked the way like milestones Wfudb of Our Representatives Will Wear This Hat? not only to continue to merit ycur perfect I on the road to success, we cannot refrain We are particularly desirous of pushing confidence, but by constant progress in the , from expressing our appreciation cf the sales of Michigan Seal White Lead, and wish right direction, to implant this feeling . manner in which our employes on the road our representatives to make an especially with you more slror.gly. i( possible, than | and in the house have stood by us, a large aclive effort in this direction. It should not ever. This feeling of implicit faith in the percentage almost from the beginning. We be difficult to place a line of the quality of house by our corps of representatives, we ; wish you all a happy new year, and may our Michigan Seal at the difference in price in can assure you, is reciprocated most heartily, ' each succeeding year in the new century be favor of the goods as compared with figure and are sure that the standard that has been ; brighter and better than the last. Our demanded for standard brands upon the set of a " first-class representative of a first- ; thoughts are best expressed, perhaps, in the market. Michigan Seal as now presented is class house" will be maintained by all ' beautiful sentiment that closes Dickens' . an article that is certain to give perfect satis concerned, and that at the next convention | story of "The Chimes:" "So may the ' faction in every particular--working proper [he knowledge that we have all done our j new year be a happy one tc you, happy to ; lies, covering capacity and durability. In duty well will give each voice strength in | many more whose happiness depends on I order to secure an interesting contest among proclaiming: A. M. \V. Who arc! ' IV),.> are! ! 'Vh<> arc \vc '' Wc represent the jjJcat Ai-nie! I'-A-I-NT KUXT::.' ! you I So may each year be happier than our representatives we offer a silk hat to the i the last, and net the meanest of our brethren ! salesman who places the largest quantity of . or sisterhood debarred their rightful share in the goods before March 1st, 1901, and shall ' what our Great Creator formed them to ; publish the record of sales for each man in enjoy." Wm. L. Da v ie s , ' every issue of Th o u g h t s . Contest to cqm- H. Kir k e Wh it e , ! menceWednesday, October3lst. Thenum- Echoes. )t makes us feel good natured to hear F. R. Dcugalt proclaim that he deems It wise 10 cultivate good nature. In his case the seed certainly fell on fertile soil judging by the harvest. Did you ever hear "America M sung with A. E. F. Wh it e, Th o ma s Ne a l . NEW ERA." (Tui't--Tw I Hit t*kcn Hi.ckct.i By S. H. Ha r t . Howdesr to my heart .ire ihe shades ot New Era j bers bf our representatives who do not call j upon a class of trade to whom the goods can j be sold are omitted for obvious reasons : ' QUANTITV [ SOLD TO DATK [ A. R Barton................................................ i R. M. Billings ............................................ jfioo lbs. ' H. C. Caier................................................. ioo lhs. Dan Davies.................................................. more earnestness and patriotic fervor than When well painted houses present them to view; when the boys and girls made the strains of The Olives. Hie Yellows, the Drabs, Terra Cottas, 1 And a great many other fine shades that are new. our country's song ring out beneath the They wear well, they cover, look better than all others, A. S Dougnll . ............................................. F. R. Dongall.............................. ............... C. P. Elliot.................................................. S. H. Hare.................................................... 3050 lbs. folds of old glory that graced our Convention They please when our neighbor's pnlru fade from the Hall ? That scer.e will live with us. view. . Don't foil to impress'upon all. the world over, " 1 have long noted a desire on the part of ; Thar New Era shades will be found ever true. the officers of this Company to so conduct j its affairs as to make their employes their cc-workers, not only holding them in highest : Ch o r u s . New Era has merit. New Era has beauty. respect, but anxious to put forth every effort ' Its covering strength makes White Lead men feel blue. to further their interests."--From S. H. Hart's response to our President's greeting. That's right, Mr. Hart. This talk of White Lead palms being best for con sumers, When mixed by the painter. ;vith oil, is not true. Zinc Oxide improves it, and none will deny it, Whosekitowledgeof paint is not questioned by you : A. D. Hag-................................................ R. A. Irvin....................... ............................ O F. McCauley......................................... C. Mehlig........... ...................................... \V. C. Neal.................................................... J. JL Newell...................................... ........... S.J. Olson.................................................... C. F. Pr.lfev................................................... M.J. Reynolds............................................. O. F. Richmond......................... .............. Herman Scmlch................... .. ................ Geo. R. Smith............................................ .. M. G Smith.................................................. M. Taylor...................................................... H. P. Torrance............................................ If. F. Whitaker........................... ............... W. P. Wiggins................. .......................... 500 lbs. 500 lbs, JVtolbs. 1200 lb,s. 500 lbs. 2000 lbs. 2000 lbs. 2900 lbs. 0007-SWP-000128082