Document 85Zp083QgqVoDyyg2K4eE0Kam

Thoughts PUBLISHED WEEKLY BY, THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. ------------------------------------------------f--------------------------------------- ----------------------------------------- ------------------------------------------- Devoted to Matters of Interest to Our Representatives. VoL. 1. DETROIT, MICHIGAN, SEPTEMBER 30, 1899. No. 3. Specification Sheets- To Illustrate my point: l called on the In sending us orders for goods being used by the manufacturing trade you will help us greatly by using our specification sheet, an swering the printed question thereon In os brief a way as possible, and making any re marks on the back which may occur to you that will assist factory in executing order. Avoid long-winded, conversationalletters, as we are busy, and they consume too much lime in leading to find out what you require. Often orders are delayed by the entire absence of the necessary Information. Your careful attention to this matter wilt aid usl in executing orders in an intelligent manner. Swain Bath-Tub Works, of Philadelphia, yesterday. In the course of the conversation the buyer asked me what other bath-tub man ufacturers we were selling. I mentioned the Detroit Steel-Clad Bath-Tub Works. Buick 8c Sherwood. The Standard, and several others, He said : " Every paint man that comes in here claims to sell all the bath-tub manufacturers in the United States, but you are the first salesman who has named any of them.*' It undoubtedly pays to keep posted. No. 18. [We think No. iB's suggestion is an excellent one, and trust our other representatives will gjye it (he consideration it deserves. There is no doubt tbal Remember that specification sheet is (or a well-posied salesman, fully equipped with infor factory and not the office, and that they rep resent too widely different departments, if you have none of these sheets, write for them mation in his line of business, who can make food smggMlinns, will gain confidence and business, where a man who " has nothing particular to say,'will invariably ** fall down." Of course it pays to "ahd'we^m-sfcffll yotr 'a supply. ~ KeOpTSosiefl. "Ed j" <------- - our men are using them and very seldom have reason to complain of goods not giving satisfaction. Notes Keep your eye on spring business. We hope our salesmen will ask questions through the columns of Th o u g h t s regarding anything in connection wilhourgoods, about which they may be in doubt. We want every man to be fully posted, and will "lay the blame" upon any representative who is not. I ajn in receipt of our little publication, Th o u ph t s . and fully appreciate the benefit 1 may derive from if, and shall carefully per use e^ch article and thereby hope to gain someivaluable information, coming as it does from older and successful traveling men. and men With good ideas of business. Respectfully, No. 75. Have read your new publication, Th o u g h t s , carefully, and consider that same will be of gnsa^benefit to the salesmen, particularly to those like myself who have not had the experience In the paint line, and will take advantage of any pointers 1 may be able to secure from same. Yours respectfully, No. 20. Philadelphia, Sept. 24th, '99. I like the idea of publishing Th o u g h t s , Remember that the salesman is responsible To Editor Th o u g h t s : It seems to me that the publication of and shall be glad to contribute to It if I can. [You certainly can. Ht >.] No. 12, for the correctness of the list of towns com prising his territory. He can add to or take Th o u g h t s should do a world of good, and 1 from such list at any time, but it must be > submit the following suggestions for your Don't forget that expense books should comprised only of towns in which he is act consideration: The manufacturing trades reach us not later than Wednesday of each ually looking after the trade. No credit will are always anxious to know what the M other week. be given for orders sent in from towns that fellow " is doing in their particular line of work, and the salesman who can sit down and converse with them intelligently and Jottings. under a new name, arrived all o.k.. and to read same is like meeting an old friend. No. 5. do not appear upon his list unless we are ad vised in connection with the order to add same. **\ offer suggestions from time to time in regard [We will explain ter ihe information of represen to how others are finishing will always get tatives wlio have joined us in more recent years, the ear and confidence of the up-to-date that Jottings was the name of a weekly paper on Criticisms. ' buyer. Now by the reason of my territory the order of Th o u g h t s tliat was published eight or No. 85: Why don't you attach printed ten years tigo. Ed } I .^^being' restricted, 1, of course, cannot famll- matter to your orders, as Instructed ? -r larize myself with what certain trades are Send in your paper on " How to Sell New doing in Toledo, St. Louis, or Minneapolis, Era High-Grade Prepared Paint " as promptly No. 8 : Don't forget to note c " or " m " nor have I at the present time any means of as possible. We want to have ample time in in connection with items in your expense learning the names of, say, the b dstead trades which to judge of the comparative merit of book to denote whether "cash " or "mile in these points, or the manufacturers of toys, all papers. age " has been expended for railroad fare. or. in fact, any of the others. Now why could we not use Th o u g h t s as a medium We should like to receive reports from our No. 80: Use both sides of your order whereby l can inform the rest of the family representatives regarding the methods em sheets. what is being done in my territory by the ployed by manufacturers for enameling different manufacturers, and in turn get in wooden handles of dusters, whisk brooms, No. 75: Always mark "ads." on order formation from them that would undoubtedly curry combs, etc., etc. What kind of wood sheetk when an advertising slip is attached to be a great help to me In handling my trade. is generally used; how is finish applied, etc ? same. i PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. DETROIT, MICHIGAN, OCTOBER 7, 1899, NO. 4. Regarding the Quality of Our Products! Allegheny. Pa.. Sept. 30th, '99. deep fcherry and mahogany, secured three This subject is to be looked at from two standpoints, namely: First: Catalogue goods, that Is. our reg ular line of .goods as listed in our catalogue. Second : Special goods, as made and sup Editor Th o u g h t s : Replying to your favor asking for con tribution to Th o u g h t s . As my trade and the maimer of securing same is so entirely different from the general irade, I do boards, a brush, and went at it. In a very short time I convinced Mr Kelly that he had never seen finer work done in his life than I did with a single coat of Davies' Varnish Stains. He looked the boards over and over, plied to the manufacturing or consuming not know that anything 1 can say would be the clerks did the same, and they had to trade. of any practical use to the genera) men. acknowledge that the goods were all right. Our motto is: "Aim at the Highest The policy that I pursue, however, is that I After [ got through with my talk on the super Point of Excellence." study my customer, find out his likes and ior quality of our products Mr. Kelly turned Dealing with the first proposition, crit dislikes, and his hobbies, and as far as 1 can, to his buyer and told him if anything was icisms. by our salesmen, are generally of an cater 1o same. wanted to order it. 1 sold him more of indefinite character; with the second they ajre : The old saying is that "there is no friend Davies' Varnish Stains and he advanced his generally specific, that is to say, a complaint ship in business." but my experience is that : prices from 5c and 10c per can to regular. or criticism applies to a defini'e shipment, | friendship has a great deal to do in securing We have a good show of getting their trade and we are enabled, therefore, to study it business, and to be able to make friends, and from a*oe/inittf standpoint. hold them, living up carefully to promises We believe it to b to our interest to in ! made, and getting the confidence of the cus in sundries in the future instead of Blood & Go; Mr. Kelly did not charge me any thing for the three cans 1 cut open. 1 tel) you by the time l got through with him he vite criticisms from our salesmen on catalogue tomer. and never in any possible way refer completely changed his mind and now be- goods to a greater extent than has been dene j..to cpmpetit.ors' .gfiods in a derogatory man- lieves^we make as good goods as anyone. *n the past in order that we may still'impivt^' ner. This is a point that should be carefully 1 had a desperate struggle on my hands, bur our output and excel over all our competitors. followed out. 1 also believe that it is an ex came out on top. Yours truly. No. 22. We believe we do now We s idom hav; cellent plan to keep up a correspondence with Notes. complaints, and that is the best possible the buyers as much as possible, and, instead evidence. Still, you may be able to make of sending an advance postal card, to write a us some very good suggestions. "Do n 't i friendly personal letter, stating that you Hes it at e 70 Speak Rig h t Ou t in Meet in g ." ; would call in a few days, and ask them if Give us the benefit of your opinion. We they would kindly hold matters open until you will be more than pleased to have it. If we could have a personal interview with them. canimprove, we will. The better we make our 1 enclose an article from the Pittsburgh goods the easier they are to sell. That means Dispatch which is headed "Weather and pleasant and profitable business for us all. Nerves." It is too lengthy to publish, but it We maintain a department with skilled employees who do nothing but investigate all criticisms, as well as test our finished pro duct. We have so few complaints that they are frequently looking for something to do. so do not hesitate to criticise. We have a system for handling the subject, and it does not cause an extra burden to anyone. says the changes in the weather affect men's nerves, and there are times when a pleasant man will be very disagreeable, and by study ing character carefully, knowing how to time your visits, has a great deal to do in securing business, in my judgment. Yours truly, No. 25, When orders are declined the Credit De partment has tried to "land" the business by sending a memorandum bill and deducting a "special" cash discount as a "bait" to get the cash in advance. Have thought several times this might get us into trouble with customers who regularly discount on our usual terms, if they heard about it. What do our representatives think ? No complaint on that score has ever been received. Criticisms No. 14: When entering orders for goods priced by the dozen, always do so by the dozen and fraction of a dezen, not number of cans as you have been doing. Th o ma s Ne a l , Secretary. Editor Th o u g h t s : Editor Th o u g h t s : No. 85: When entering orders for Neal's 1 called on Mt . C. W. Kelly, of Devil's Carriage Paints do not say 3 gals, in 1-2 1 am compelled to register a complaint Lake. N. D.. and found him in somewhat of pints but enter 48--1-2 pints. Refer to- your against New Era High-Grade Paint--the first a bad frame of mind regarding the Acme sample order sheet. for me. A full-grown man escorted me out White Lead and Color Works. He began to When entering orders for Neal's Enamels to examine and explain to him (provided l abuse the goods and said he had a lot of salesmen should specify either Lustrous or could mustersufficient wisdom), why our No. Davies' Varnish Stains in stock and that he Dead, the majority simply entering Black / 44, put on last year, was becoming (as he had been offering them at 5c and 10c per also when entering O. B we cannot tell claimed), discolored. 1 found that the nail i can in order to get rid of them. He whether Oak Brown or Oriental Blue Is heads had been left without putty and the rains told me that he took some of our var wanted. The same applies to .S'. C., in not had causedironrusttorun from some of them, nish stain to his own house and had to knowing whether Sea Green or Silver Gray making streaks down the siding. You can throw it out as it was colorless. I is meant. A. G. is another example, as readily see that the fault war entirely with ! said to Mr. Kelly : " We will investigate this either Apple Green or Almerian Green might the Paint. Yours, No. 12. ( matter." I called for a can each of oak, be intended 0007-SWP-000127994 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, OCTOBER 14, 1899- NO. 5. Owensboro, Ky., Sept. 29th. '99. Editor Th o u g h t s : I have before me the first and second issues of Th o u g h t s . In the first you desire an expression on five topics: First: " Increasing the Sale of N, C. P." So far as the representative is concerned, extra and unceasing "push'* is required. '] his must be tempered with a careful eye to the interests of the Jobbers who canvass his territory. I have found it to be one of the hardest problems to solve that I have had in my business experience, but, with the exception of one or two parties. 1 think . I have got the exact plan of my work fairly understood and appreciated by them, and they understand that under no circum stances where they are selling it will we interfere, but where we find that competing manufacturers have placed their goods, ve consider that the jobber has been either dire lict. or that prices have been made the dealer which they cannot meet, and we consider it our privilege and right to sell all such parties if their trade is desirable. My belief is that a more thorough system of advertising N. C. F. would aid greatly in increasing sales, but whether the increase would be commen surate with the cost, I am unable 10 state. One of our competitors sent out men who visited many of the small points, calling on the livery stable people and evefy one liable to use carriage paints, sticking up cards, etc., and referring paries to some resident dealer for the goods when needed. 1 don't think this resu'ted in a "howling success.*' but 1 do think that to bring the goods directly to the notice of the consumer by pamphlet, similar to our " booklet," would be of great advantage. To send them to the dealer for distribution is in many cases about as ben eficial as putting them in the home waste basket. This idea of diuect contact with consumer is thoroughly exem plified and supported by the unquestioned good shown up in the largely Increased sale of our Enamels, and had we received all that was due us for the work, the output would have been quadrupled, but every little or big concern in the country is putting out an enamel, and the dealer, when called on for ours, if he has none, recommends the brand he is carrying, in many instances guaran teeing it good for any and all work, claiming have it, and In several instances 1 have re that "enamel is enamel. " and to be all right ceived slip notices of the jobber having should do any and all things required of an ordered It. When a jobber finds a man enamel. I have heard of a numb r of in working for him he is very apt to appreciate stances. more especially In bath-tub work, it, not only by pushing the specialties he where a common enamel has been tried and carries, but by adding more of them. An failed and parties going back to the dealer for other good plan is to make friends with the reimbursement, subsequently getting our representatives constantly met with on the enamel and reporting thorough and complete road.take them Into your friends, introduce satisfaction 1 have investigated only four and endorse them and their houses, and it complaints, (the only ones 1 have heard of will not be long before you see the good results. during my connection with the Acme White Third: " Advertising Matter Furnished the Lead and Color Works), and in each I am Dealer." We must first know and thoroughly positive the failure was on the part'of the weigh the dealer and his methods, and then "dauber" who put it on. I would suggest send in orders for such matter and quantities that if it can b* done without too much as you feel will be carefully and judiciously trouble, that a strip be pasted on each can, disposed of. To work this very important with the following wording: "We do not matter so as to receive from the outlay the guarantee the work unless directions are best possible results, requires close obser strictly followed-.'* vation and watchfulness on the part of the Second: " Regarding Prices of Mixed traveller. There are some dealers in my Paints." I have heard of prices ranging all territory that half a dozen color cards would the way from 40c to SI.IS in gallon tins, The do as well for as a thousand, whereas there ruling prici, and the onerihat seems to take are others who will use every one sent them best, is from 90c to $1.00 per gallon, to the to good advantage by enclosing them in every d-aler. This last price seems to be the one letter they send out, handing them to every given, or claimed to be given, on the most customer who they ihink may at some future popular brands. To talk anything higher to I time need the goods described, thereby bring a dealer rarely catches him, as he says he ing the matter to the eye of the consumer can sell a paint costing him one dollar for and fixing his or her attention, as has been just as much as a higher-priced one, but done by ear Enamel ads. in the various when we strike a contractor and dealer, they periodicals, the results from which I have can be induced to pay more, as they know cited in this line of suggestions. they get more than value received. I am Respectfully, No. 9. now citing the feeling in my territory. Southern people don't care to calculate and work to save a small amount like their northern friends, and consequently it is `No. 9 should not refer to the distribution <*f' sample cards in the same maimer as ordinary ad vertising nu tter. They are meant to seilgoods by, or to hand out when inquiry is made for samples of colors. They arc much loo expensive to be distrib uted osadvertisingmaiter. Eo] harder to work them. One of the best ways to secure the co-operation of the jobber in pushing our specialties, is never to interfere in any way with the trade he is selling, so far as the specialty he carries and sells is concerned, but to talk up some other specia'ty to the dealer and get him either to order it direct, or from the jobber, the latter preferred. Then Notes* Salesmen willpieaseremember notice sent last month regarding salaries. Slarting with this month r preservatives are cautioned not to use expense money in personal expend iture. ____________ Criticisms. the jobber will realize that while you are No. 10 sends in orders with ads. marked calling on his trade, you are doing him no on order sheet, but no adv. order or memo, harm, but helping him to increase his sales. for adv. matter attached. 1 have, in several instances, when a dealer No. 85 enters orders for Neal's Enamels wanted too small a quantity to order direct in small cans by the gallon : gal. in suggested that he order from his jobber, pts.--6 S. W., 6 Ver.; should be : 12 pis,, knowing at the time that the jobber did not -- 6S. W., 6 Ver. 0007-SWP-000127995 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, OCTOBER 21, 1899. No. 6. To Our Family. little judicious " jolly " goes a long way with L Wichita, Kans., Oct. '99. Marengo. la., October 6th, '99. this class. Editor Th o u g h t s : Editor Th o u g h t s : We all know the man who is always glad I would like all our representatives to give l find that Jno. W. Masury & Son's rep to see you, but never gives you any of his an answer to the following question : resentative offered my customer here a plan business. You have always arrived a day or ! " How much oil and how much white lead, by which Ha could get rid of the paints he so too late and the other fellow was in, etc., either Carter's or National, will it require to has in stock if he would order their mixed etc., bul we will certainly give you an order [ make a gallon of paint equal in consistency paints. It is the old trick of selling the stock on your next trip around. 1 sometimes find ; to our New Era High-Crade Prepared on the road to others handling the same line. that to start after this kind of a fellow with Paint?" He explained to my customer that It would " Look here, old man 1 On my last visit you Yours respectfully, ____________ No. 6. be necessary to do this "on the quiet'' as promised me faithfully to give me some Editor Th o u g h t s : there was an agreement in force between the business this trip. Now I am here to-day to [ am in receipt oi several issues of this paint manufacturers not to exchange paints. get that business; have run down from Blank paper, and also your request for a contri I do not care to expose my customer's name just on purpose and expect to get it." It has bution. Th o u g h t s is a grand enterprise, just now, but 1 wish to have this matter in come to a " show down " then, and you either bringing into closer relationship all con Th o u g h t s so that "our family" will have sell him right then and there, or you don't, j cerned in the welfare of the Acme White one eye open alt the time with which to You generally do, however, if you make it Lead and Color Works, Co-operation is the watch not only J. W. Masury & Son. but strong enough. foundation of Industrial success, Inspiring in others, for I do not have much confidence in The peculiarities of human nature are It's motive, efficient in It's result Should 1 this agreement. Resp. yours. legion, and the up-to-date salesman has to be find the time (.would be only tcc glad.lo.add . Ho. 13. [We cannot agree with No. 13 as regards the question of confidence in tfie matter of the main always ready to meet all comers. Yours sincerely, No. 18. my share towards making ihe page interest ing. ____________ No SO. tenance of the agreement not to exchange paints, (either directly or Indirectly). It does not follow, by any means, that Messrs. J, W. Masury & Sons endorse, or have any knowledge whatever of this particular man's offer in this case. There is no Peoria, Ills., Oct. 8th, '99. Editor Th o u g h t s : In acknowledging the receipt of Th o u g h t s , Editor Th o u g h t s : Three of the best painted houses that I have had the pleasure of seeing for many doubt in the world, that so far as the principals, or firms are concerned, that they all desire and pro pose to maintain in every particular the agreement signed in good faith. If a represeotaliveshould be foolish enough to take it upon himself and on his will say that it's always with interest that [ look forward to the next number There can be no question but what this little pamphlet moons (in fact I never saw any beller), are in Fenton, Mich. They are the homes of three members of the A. J. Phillips Co. own responsibility in this manner, indirectlyviolate the agreement, we do not think Masury & Sons would attempt to shield him from the consequences upon ttie matter being brought to their attention. It is unfortunate that melt will sometimes attempt in will prove of great assistance to all repre New Era High-Crade Paint was chosen for sentatives, if the proper interest betaken in it. j the work after a test against Peninsular. _________ No. 21. j Heath & Milligan, Sherwin-Williams Co. and this manner to bring the concerns tney represent into disrepute through sharp practices of this kind, Franklin, La.. Oct. 8th, '99. 1 B. P. S. I am proud of the work 4nd wish that their houses do not knowanytbingabout (until it is brought to their attention),and unquestionably do not endorse or aulliorize. Ed .] Editor Th o u g h t s : 1 have had the pleasure of receiving the all of you could see the houses, Mr. A. J. Phillips says any recommend we wish we Peculiarities of the Trade. ; first three issues of your paper, which I think ; can have from him for the asking. will be a great benefit to all, if given the Yours, No. 12. New York, Oct. 1st, *99. Editor Tn o u g h t s : proper consideration.- I hope to be able to help the good work along in the near future. Criticisms. One of the hardest things a travelling sales Wishing it every success. I am. Some of our representatives have gotten man has to contend with is the fact that as a general thing his customers and the trade in Yours truly. No. 10. into the habit of collecting accounts occasion ally. evidently forgetting the fact that they general whom he calls upon, seem to think Detroit, Mich., Oct. 4th, '99. * have no authority to do so. Those who that he has nothing whatever to do, that his Editor Th o u g h t s : ` have overstepped our rule in this respect will time is not worth a cent (and 1 know of no l beg to acknowledge receipt of your first please take note of the above. Once In a other class of men whose time is worth more), edition of Th o u g h t s . The aim of this paper while we place an account in a salesman's and that one has nothing to do but stand is most assuredly a commendable one, and hands for collection, in which event the and await their pleasure. Now this class of ; should have the support of every one of '* the authority is given. Collections made on customer needs to be handled in a very dip family." 1, for one, apprec!.ate the privilege ! such orders are to be promptly remitted to lomatic manner. He is very touchy as a offered of free access to an organ devoted 10 I the house by New York Draft, Postal Money rule, and if one should attempt to go aft r the answering of important questions, and i Order or Express Order. Under r.o circum him ** rough shed " he would "fly off the the giving of valuable suggestions and advice j stances are collec:ions so made to be re handle." and that would see Mr. Salesman's to us salesmen. Long life to Th o u g h t s ! I tained by the salesman and used for expense finish, at least for that particular time A Resp., No. 7. I money. 1 0007-SWP-000127996 PUBLISHED WEEKLY BY THE ACME WHITE LEAD ANJ2> COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Onr Refn senlaiii'es. VOL. DETROIT, MICHIGAN, OCTOBER 28, 1899. No. 7. A Chance for Good Advice. Mound Valley, Kans., Oct. 4. '99. Editor Th o u g h t s : 1 have never had any trouble disposing: of a good article of paint ( and I know ours to be such) before, but in this section of Kansas (S. E.) I find it the hardest proposition 1 was ever up against," What the people handle and call paint in this section runs in price from 40c to 75c per gallon, and everything seems to be not how good, but how cheap." In Missouri, Arkansas. Ok)a., and Indian Territory 1 have the very best of prospects for a spring trade, as people there recognize a good thing when they see it. I wish you would give me your opinion on this matter as I am wanting advice. I have used every argument and convinced every dealer I have talked to, but they all say; "There is no use handling it when the people won't buy " So there you arc. Of course if the crops were good in this section I might do better, but they are in very bad shape. In the last four towns 1 have been in every house needs about feur coats of paint. 1 have gone to a good many persons myself and all have said : " If the crops had been good 1 in tend d painting hut 1 need every cent i have and it will have to go until next year." ___________ No. 28. Paducah, Ky.. Oct., '99. Editor Th o u g h t s .: Perhaps a few ideas in reference to picking out good customers (I mean good-paying ones}, would not be amiss in the columns of Th o u g h t s . In my opinion being a good salesman depends as much in selling to good paying people as on how much is sold. He should take in the general appearance of the store and stock, if well kept, everything neat and attractive. This, [ think, all gives evidence of prosperity, and is certainly a good criterion. If you are told that a man has gone to the ball game, or to St. Louis to the races, or you have to hunt around the bowl ing alleys and saloons to find him. I should feel like looking him up mighty care fully and attach this information to any order ! might secure so that our credit man would be * next " to this kind of a concern. I've got over being backward in asking a man for references, or asking him for how much he is insured, also what kind of shape he is in. If he is all o. k. he won't object to Editor Th o u g h t s : telling you, if you approach him in a proper I have lately demonstrated to my own and gentlemanly manner. A man whose satisfaction that our Acme Lye willsell easily credit is not good at home could hardly ex in competition with the other brands on the pect credit for a $100 bill of Acme paint, and market, and beg to outline how I have if the credit department knew that he was handled the matter, and hope the other compelled to pay cash for his fall suiL I members of "the family" will kindly give hardly think he would get the paint, dated me their views on the subject, which I know March 1st. 1900. Consequently I think the will be of great assistance to me in landing salesmen should constantly make enquiries the jobbing trade. There are about twelve and report anything reflecting on the credit or fourteen grocery jobbers in Detroit, and of their customers to the house. This puts only two of them have in the past been them on the alert and often prevents getting carrying our Lime and Lye in stock 1 called expensive special reports, besides a lot of on the others and could do nothing with extra work, and then a report from a con them. They stated that they had found no. scientious salesman is much more valuable, demand for our brand. 1, then fore, have in my opinion, than the majority of the mer been devoting my spare time to the retail cantile agencies. The credit department will grocers and hav*. secured enough orders recall a tilt 1 once had with R. G. Dun & Co. (which 1 turned in:o the different jobbers} to The Acme White Lead and Color Works paid | convince them that Acme Lye is a good $3 for a very worthless report. T once met a seller. Three more have stocked our goods man selling confections in Texas. When and two more promise to do so as soon as asked how he arrived at the credit standing some of the brands they have run lower. It of all the small candy shops in the counLry he is often an easy matter to sell from five to answered: "Oh, I sell everybody I can, I ten cases to one retail dealer, if he is caught good or bad. and let the house run the credit at the right time, with the proposition of one business; then, if they lose it, why it is not ease free with a ten case order. No. 7. my funeral." I think there is just where his iuntral commenced, and 1 believe too many salesmen leave the credit business entirely Criticisms. No. 17 puts goods on 30 day's' time on with the house and sell *' everybody in sight" when they might find out a good deal while on the ground and report promptly. 1 would like to hear from the rest of the boys along this line, and try and educate one another same order sheet with goods on 60 days.' A few of the salesmen are still sending in orders calling for Adamant Exterior Paint. Orders should be entered: Adamant Pre pared Paint. on how to curtail the losses to our employers. No. 20: We cannot consider any arrange Yours truly, No t4. ment of a " consigned account " nature, so Columbus, lnd., Oct. 3, '99. Editor Th o u g h t s : Being quite a junior in my class, my thoughts are not sufficiently developed to grant them any privileges at present, but I assure you, L for one, will appreciate do not waste your time or ours by writing us regarding same. Always aim to make a straight sale, even if, when necessary with good people, you arc obliged to stretch a few points on terms. Suggestions. Th o u g h t s , as l am very much interested in Columbus. Ga., Sept. 11, '99. any medium that will bring the general ideas Editor Th o u g h t s : of the different departments together, which 1 have at several points found a "Gold must eventually bring forth good fruit. There Enamel," and parties speak highly of it. fore, [ trust the seniors in the business, may. Would it not be well to put up, say, a `* Gold for the present, contribute some valuable in Bronze Enamel" and an " Aluminum En formation. bearing on the best methods of amel." I think it would unquestionably pay. meeting the trade generally, and such other I would also suggest that the quantity of ad information as may be valuable to the juniors vertising matter sent to customers be in andforthebenefitoftheCompany. No. 17. creased. No. 9. 0007-SWP-000127997 Thoughts PUBLISH HD WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Out Representatives. VOL. I. ! OIT, MICHIGAN, NOVEMBER 4, 1899. NO. S. PRIZE PAPER. When you strike a town pick out the best . for all his men that'may happen to be around dealer in the place, show him whatyouhave at the time. In fact make yourself a "good and give him a good paint lalk. Talk the fellow" in his eyes and also in the eyes "How to Sell New Era High-Grade Pre- j quality of your goods, the amount of adver of his men. Have him give you a list of all pared Paint." by MR. a . e . Ba r r o n . " n o . j ." In order to sell mixed paint successfully, a tising matter your house sends and how nicely it is gotten up, how you solicit trade and sell the paint for him, and what a large the houses he knows of in the town that are going to be painted. Get him to go afong with you, if possible ; pay him forhis trouble ; do not have him do anything for you .for salesman should take plenty of time to make the first sale at least, that is, when he has a line of paint like the New Era High-Grade. I believe in carrying a gallon can of 0. W. paint business you will work up. etc. Remember while you aie talking this wav to always be dignified, gentlemanly, and court eous, and never lake any discourteous treat nothing. Then call on all the names you have and sell the paint yourself. You will find it an easy matter to interest oeople in paint when they intend to paint iheir hern-s. After this return to Mr. Customer. Tell and a few half-pints of same, and make it ment from anyone. You will demand respect a point to never be without them. By doing I and more than your share of attention if you this you are in position to prove any claim dress nicely and make a good appearance. you make, and can show up the package to . Keep your shoes polished nicely and a nice him you have sold so many gallons of New Era High-Grade and you wish to have it come through him. I never saw the man that would not accept this business. This will start your paint and perhaps land your the best passible advantage, as well as com clean collar on all the- time. Do no: dress customer right there. If you should not land pare the size of same with that of the " other fellow." You are also in position to compare ! loud, but modestly and with good taste. Do not approach a customer with tobacco in your \ him then, jus: wait until there are a few more houses to paint. You will know this ifyou keep in close touch with the pam/<rs the weight of same, and note the difference mouth, or even smoking a cigar, unless you When conditions are right run back to that by simply placing each package on the scales. are well acquainted with your man. It is : town again and sell some more paint for You may say : " Is it not possible to gain the impossible to tell when you will be turned same results without being bothered wi:h ' down without a hearing, and you may go your customer. Keep this up and you will sec"re. a dealer ail right. If you do not get the man you started after first, you will get carrying the can of paint?" My answer is : away wondering why it is, and saying to . someone else that will be glad to have your " No!" It is not possible, for the simple reason that there is not one out of fifty that wilt grasp your meaning as quickly as they do if you have the can to demonstrate with, as you are yourself that "he is no gentleman, anyway." paint when he sees what work you are doing. when it is all-your own fault, for had you : After you get your customer do not stop called without the tobacco, cigar, pipe or i there, for you know there is " nc r<?st for .the 1 wicked " (no. not wicked) paint salesman. cigarette in your mouth, your reception Just keep on working your trade in the same in a position to prove what you claim then and there. 1/ you did not have the can your prospective customer perhaps would not fully might have been altogether different, and way every time you make the town ; hunt up perhaps by doing so you have lost a good all .the houses that are to be painted: call on customer. ' them yourself and sell your paint, and you will find, it will net be long before you are realize the difference in the weight, and even Now. after you have selected the customer 1 selling the most paint that is sold in the town, if he did. it would not have the same effect you want, and have '* sung your little song," on him. in fact the difference is far more ^ just say to him that you will call on him striking when you have the can and can make again in a short time, that ycu wish to give and you will find in place of the town being a " lead and oil town " it will be a " mixed paint town." It is not the number of mixed paint cus a practical illustration. You will find occasion him plenty of time to think Ihe matter over. tomers you have, but the number or gallons ally other paints that will weigh as much, and sometimes even more than New Era HighGrade. but as you have the analysts of all the different brands in your territory, you are in Find out from him the names of the best they sell. Is it not better 1o have one cus painters in town and the ones that deal with tomer that will sell one thousand gallons a him. then hunt them up. tell them what you year than to have ten customers that will sell about fifty gallons a year each ? have in .your paint. You will find at first they 1 Make it a point to call oft all architects. a position to know at once of what they are composed, and to quote the weight, etc. . With this information it will take but a few minutes to explain to your customer the reason why the other paint weighs as much as yours. Now Is the time to open up one of your half-pint cans. Open it and also open a can of the other paint. Have your cus may not believe you. and then, to convince 1 Make them your friends and they will assist them, open a hall-pint can. have the painter [ you by specifying your paint. examine it. have him apply it on bare wood Do not be afraid to try to knock out any brand of paint. It does not make any differ- and a surface that has been painted. After ; ence how long it has been handled/n the town. he has done this, ask him honestly If he ever : Do not be afraid because it is one of the best saw a better paint, or if he cculd mix a better : known o n the market andbears the best of repu- article from lead and oil, or zinc, lead and ; tation. and has invariably given satisfaction. Go after it just as energetically as if it was oil. When you call on a painter always re 1 the poorest paint made. tomer examine them together. Secure boards member that he. can do you more gaud ! 1 honestly believe there is not a town in and demonstrate to him the vast difference and do more for your paint than anyone i the United States you cannot put in New in your favor by applying each paint cn an unpainted board, and also on one that has been painted. You will come out ahead else He can assist you and will assist you if be is handled in Ihe proper manner . Era H!gh-Grade Prepared Paint if the town is worked properly. It depends on ike sales; man at first and then upon the Acme White Bring yourself right down to his position, : Lead & Color Works to back him up with every time. Do not be afraid to show nf> treat him well, always have a cigar with ycu good goods. Sincerely vours. your goods. : to give him. not one for him only, but one No. i. 0007-SWP-000127998 THOUGHTS. The Prise Pamper on u How to Sell New Era. may have our ad. of anything of interest to may be obtained by an expression from each High Grade Prepared Paint/' a painter on) with every gallon of our paint, one. Though a "lamb," 1, myself, have dis In response to notice in the first edition of and at the end of the season the one holding Th o u g h t s , under date of Sept. 16, we have the mest cards will receive the prize, the received papers on the subject " How to Sell dealer to be the judge as he naturally would New Era High-Grade Prepared Paint " from feel interested on account of the increase in the following members of our corps of repre his sales. sentatives: No. 1 (prize paper published in The representative should make it a point ihis issue), No. 6, No 7, No. 9, No. 12,'No. tc visit the painters, tell them our plan, and 13, No. 14, No. IS. No. 18 and No. 22. show them the prize to be given. Have We are somewhat disappointed at the fail them test our goods, informing them that in ure of other of ourrepresentatives to respond, using New Era Prepared Paint they had the as we are fully aware that many of them best paint that can be made. could have made interesting an/, instructive 1.think that this would be a good way to contributions. advertise among the painters. It would help Every one of the papers received indicate the dealer and increase sales of our-New' Era that the writers have given the subject more High-Grade Prepared Paint. This I offer as ihdn ordinary care, and embrace practical a suggestion, and would like to hear some points or selling this line of goods that are views on it from other members <?f our the result of actual experience of success- business family. No. 6. ful salesmen, and it has. therefore, been ex ceedingly difficult to determine who was en titled to the prize offered by usi Mr. Barron has outlined his points in detail in soch a clear and comprehensive manner ,ha: we believe a novice could not only readily understand them, but also realize why. how. and under what* circumstances they should be utilized, and we therefore think :ha: for these reasons his paper is entitled to Enamels for Refrigerators. Davenport, la., Oct. 30. '99. Editor Th o u g h t s : I am in .the best kind.of a position to talk to the manufacturers of refrigerators on this subject as l have taken an old refrigerator that was otherwise unfit for use. enameled it throughout with our enamels and It is now the preference, a conclusion which we trust perfect. It is a wood-lined refrigerator, and, will meet with the approval of our othi.: rep- besides being sweet and clean, now it is resentari /es who responded tc a request for : snow white, a most appropriate appearance papers on this subject. We congratulate Mr. for the interior of a refrigerator. Barron. Very respectfully. No. 13. We shall publish one of these papers in each issue of Th o u g h t s , as we believe all our salesmen will be interested in reading the views of each representative who wrote upon this subject. Detroit, Mich., Oct. 26, '99. Editor Th o u g h t s : In last number of Th o u g h t s (Oct. 28) No. 6 asks how much white lead, Carter or covered that the "new" customer does not always comprehend just who you are when you present your Acme card, but if you ac company with it the remark: "the manu facturers of the much advertised Neals Enamels " they tumble in a minute, and 99 per cent, become interested at once. This also attests the value of our expensive adver tising. and it is gratifying to learn to what extent it is noticed and is getting in its work. Have not found a dealer yet who has not seen our ad. Very truly, No. 27. Eugene, Ore., Oct, 23, '99. Editor Th o u g h t s : I have been receiving Th o u g h t s regularly and am very much pleased and interested in contests of same, and eagerly await the arrival of each issue, as I believe an inter change of ideas cannot but Tesult in the gen eral good of all. One idea I believe it would be well for all your " electric light* " to impress upon their minds is absolute confidence in the superior quality of our products. Without this con fidence l claim that it is almost impossible to dispose of goods; that a salesman, unless he positively believes in the merits of the article he is handling, cannot make the proper im pression upon his customers, and cannot bring him into a buying mood. Let us make ourselves thoroughly familiar with the lines we are trying to push ; compare and test same with those of our competitors, learn wherein they excel, and the rest is simple. We avoid mistakes and know just where to strike. Having, in ourselves, absolute con How Does This Strike'You? National, and how much, linseed oil it will fidence in the merits of our good6. we can take to make a gallon of paint :he consistency talk in the proper vein, and talk understand 1 was studying on the prob'em of how to of our New Era High-Grade. 1 should judge ing^. and instil our own ideas and our own interest the painter in the use of our New Era 11 pounds of lead and seven pounds of oil 'confidence into the minds of others. They High-Grade Prepared Paint and. thereby in would make the paint about the consistency will quickly discern that we believe what we crease the sale of these goods. The painter's of ours, but consistency and covering capacity say, and byamesmerictransition, as it were.' influence with the owner of a building goes ; are twe different things. It will take about they will likewise be convinced of the a great way ; his good-will in many instances thirteen pounds of lead to live pounds of truth of our arguments, and the battle is then can assist a representative to establish his oil to cover equal to New Era h can re idilly won, victory is oijrs ! Respectfully, line with a dealer. I make the following suggestion : Offer a prize of a nice line of brushes, such as painters use, of'ibe best material and of such value as our Company deem reasonable, and display them in a neat, manner on a show card. With every $100 stock (or overb of be seen that the New Era is by far the best paint, as the pigment that consumes the most linseed oil and still retains its covering capac ity makes the better paint. Yours, No. 12. No. 15. Pointers. Don't forget that you.should at all times call on all the trade of the class you visit at all the places you make. New Era Prepared Paint give one of these Boston. Mass.. Oct. 23/99. Salesmen ir. sending in orders from mail cards free to the dealer, to be given to the Editor Th o u g h t s : towns, in cases where they wish to add the painter, who. at the end of the season, either Your last edition received, and. like num- town to their list, should send in the notice nad purchased himself, or had influenced the bers 7, 10 and 21,1 think it a " good thing'' with the order. If order comes in the last of sale of the largest quantity of our paint. In worth pushing, alopg. Though the conditions the month and the addition a week or so order to know who bought the most the of trade may be different in different local after, the monthly report is completed and painters will each receive a card (the card ities. a great many valuable poitner3, oridcas, the salesman has no credit for that order. I 0007-SWP-000127999 THOUGHTS. Mr. J Collet's Series of Articles on "History possible way. Our advertising matter is of Paints arid Colors." educational, but how can we educate the consumer by means of same if he don't get it, The paper which appears in part in this and how can he "settle the question" in issue was prepared by our chemist, Mr. J. your favor if he is not educated properly 7 Collet, and read before the Committee of Review. Office and Factory Committees at the first of the weekly joint meetings of these committees that have been arranged for the purpose of furthering the knowledge of its members in a more perfect insight into the How to Sell New Era High-Grade Pre pared Paint* BY NO. 15- materials and methods employed in produc ing our varied line of products. We believe that the information derived from a careful perusal of these papers will be appreciated by our representatives, and make better sales men of them, as well as enable those in our office and factory departments, through the broader knowledge derived, improve the character of their work. 'These papers will appear regularly in Th o u g h t s in future. All manufacturers of ready-mixed paints claim to have the only strictly pure article up on the market, the only line that is free from adulteration, the only paint that will wear longer, go further, and look better than lead and oil. As a rule the majority of our customers are not practical men. and have little or r.o knowledge of the goods they are handling, from a technical point of view. They listen to what wc have to say, and after we have Probably an Oversight ? talked for an hour or two expatiating upon the superior quality of our goods, quietly What appears to us to be an oversight on remark : " Oh, you fellows all talk in the the part of those representatives (all except same strain ; who am l to believe ?" one) who favored us with papers on the Now then, how to overcome all this and subject of " How to Sell New Era High-Grade convince them of the truth of what we Prepared Paint" is the failure in each case claim. If possible open a can of High- to lay any special stress upon the rnuans of Grade. but, by way of parenthesis, before bringing the goods to the favorable attention doing this weigh a gallon can of the paint, of consumers by displaying them prominently compare weights with those of other manu and attractively in the show window, on the facturers, measure height and diameter, again counters or shelves, as well as neglecting to compare, and 1 think by this time you have recommend means of securing the best use convinced buyer of two points, namely, of the expensive advertising matter we fur weigh: and sire of package. After opening nish. In the sale of these goods particularly can, note first the smelt, and if you detect we should not overlook the fact that the the odor of benzine instead of turps, call the dealer is only the starting point. Between dealer's attention to it; see whether the the dealer and the consumer come the painter, liquid is an emulsion or of a soapy nature, builder and architect. They have not been and if so add a small quantity of water, overlooked by.those who contributed articles. which, if it mixes readily, proves xhat the But what about the consumer 7 He is the paint itself has a certain proportion of aqua one to whom we must make final appeal. fiura. Then make a practical painter's test: His "yes" or ,"no" settle the question. Take new clean brushes, stir up your paints Calling on consumers who intend to paint j thoroughly and paint surface of small board, is good advertising, but it is not broad preferably one that has previously been primed enough. Who will do this when a sales with lamp black and note result. In all my man is not on the ground 7 The advertising experience I have yet to find a mixed paint matter works constantly, if it is used. that will come anywhere near covering the You should Instruct the dealer how to use it same amount of surface as our New Era to best advantage. Question him on the High-Grade. subject every time you call. Tell him we So much for mixed paint competitors. 1 always stand ready to fire a special broad presume that the experience of the balance side in his behalf if he will only tell us where of my fellow-travellers is similar to my own, to point our guns. He should himself, how they find their main competition In lead and ever, keep up a steady fire of musketry that oil, and the prejudice existing in the minds is bound to be heard and felt, and will enable of almost all painters against anything in the him to advance steadily. "Show up your shape of a mixed paint. If possible call to goods." as Mr. Barron says, but see that the gether a number of painters, select one of dealer shows them up too. and see that he their number to make comparative tests shows them all up all the time and in every between New Era High-Grade and lead and oil. Open up a can of New Era Outside White, carefully decant the liquid, and weigh pigment remaining in can ; weigh out similar quantity cf some well-known brand of white lead, measure the oil you have decanted from New Era, pour back into can and see that same is thoroughly mixed with pigment, measure out similar quantity of linseed oil and mix with white lead, then test for cover ing quality in the same manner mentioned above for mixed paints. Do not doubt the result as l have made this test frequently and have#yet to find an instance where our paint did not come out on top. In this way you have gained the good-will and confidence of the painter. Have a friendly talk with him, explaining the merits of your goods. Show up your analysis and the guarantee of purity you give with the goods. Impress upon his mind that it is a false Idea that mixed paints are antagonistic to practical workmen, that on the contrary we always advise that' same be spread by practical painters, and that unless so spread we will not be answerable for the results. Then make. a.visit to the architects, explain to them what your paints are. wherein they arc superior, and how they surpass lead and oil, If possible try and have him insert New Eia High-Grade in his specifications. Now cal) upon-the consumer, first learning from dealer what prices he wishes to obtain, and have a talk, trying, to explain wherein our paints excel others. In my experience 1 find that the consumer is the best man to tackle, as here we commence at the fountain head or foundation stone Respectfully, No. 15. Editor Th o u g h t s : Mr. Barron's paper fjust read it) is a dandy. I think he deserves, the prize and I'm glad to see him get if. Yours, No. 14. Criticisms. No. 85 enters orders for Top Dressing : 6 pints instead of % dozen pints. No. 27 attaches advertising slip, but.fails to mark " ads." on order sheet. Notes, No 14: Your letter in our issue of the* 28th ult. is very much to the point, and con tains good `'horse sense " The .Credit Department don't know it all. but in cases of doubt will endeavor to be on the safe side. Let us have some more ideas in this direction. 0007-SWP-000128000 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, NOVEMBER n, 1899. NO. 9, History of Paint and Colors. BY JOHN COLLET. Before 1 enter Into a more thorough dis cussion of paint and its constituents, that is, the various pigments and vehioles, or liquids, in which these pigments are mixed or ground, and before 1 attempt to give you a fair understanding of what we may call: * Chemistry of Paint and the appliance and relation of the former to the manufacturing of the latter, and Its constituents In particular," permit me, as an introduction, to make you first acquainted with: "The History of Paint and Colors " A short, well-to-be-understood explanation or color, its origin and meaning, in a concrete sense as well as in an abstract point of view, will also be a subject of the first chapter of our educational meeting or symposia. No doubt paint is as old as man and very likely a good deal older, for when we assume that in the pre-hlstoric times long before man inhabited our planet, one of those gigantic animals as mastadens, mammoths or other saurier rolled himself in marsh and moor in order to cover his immense body with a coat of mud, so was this kind of " dip ping " doubtless only done with the purpose of protecting hlm3elf against the burning rays of the sun and the molesting bites of flies and mosquitos, the ske of which was very likely proportionate to that of these first pre-historic painters. It shows us also that the " dipping process " in painting is not as new and modern as we think it is. The paint In this kind of early painting was certainly used more fer *'protecting".than '`decorating/* Later on, man made hfs a pearance (on our globe), and we may rest assured that he adopted in the first state of hi? existence the same kindofprotectingpainting- Being, however, gifted with a higher sense he soon com menced to beautify his coat of paint by using various colored earths as nature would pro vide him. and as soon as he learned by necessity to build abodes and dwellings to find shelter against the elements, and became thus naturally more and more sedative in his habit of living, he applied paint also in a decorating purpose to his dwellings and to his edifices of worship. Man became historic, and with him and with that period we may date properly Ihe history of paint, If we go back, say 800 years before the Christian Era, the time the Babylonians erected the Temple of Baal, the history of which, thanks to recent scientific investiga tions, is clearly and undefiantly known to us, we see inscriptions on tiles found in excava tions on the spot where this immense building for the worship of Baal (the god of sun) was located, several times paint or kalsomlne mentioned, and as a matter of fact, tiles and other articles have been found that were painted with whatwas recognized as bitumen or asphaltum. These paintings were crude, much more so than those of the ancient Egyptians, whose history we are able to read now without any fault down to 6,000 yearsbefore Christ. if paint ever had a history it had so with the ancient " Pharohs on the Nile." Indeed their history is a history In paint, and is written exclusively and read by their most elaborate paintings. 6.000, or rather 8,000 years, is a very long time, and when we think that all these paint ings, app'ied on wood, canvas or stone, are just as fresh and bright as the time they were painted, we must indeed give the highest credit to the marvelous skill and knowledge of these ancient painters. The selection of pigments for outside work was in fact so judicious that on pillars and walls exposed for so many thousand years to the hottest sun and to the grinding sand blast of the desert, the stone under the paint crumbled and perished but the paint stayed, holding in many instances under its coat the honey-combed store together. Their inside work, and especially the decorations of articles at tombs and sarcophagi were even more astonishing. The mummies and caskets of their rulers, as taken from the tombs, where they w< re laid to rest so many thousand years ago, show the paint with which they were decorated intact in the fullest sense of the word. Bright, and without any fading or cracking, the red. blue, green and yrllow of the various hieroglyphics are presented to our eyes. The writer himself saw in one of the largest museums on the continent specimens of these ancient Egyptian masters of'thc brush. The selection of these, we may say im perishable pigments, came naturally down to the Greeks and later to the Romans also, and we meet, therefore, these colors again In the excavation at Pompeii and Herculaninm at the foot of Mount Vesuvius. Both cities perished, as is well known, in the year 70 after Christ, in one of the eruptions of the named volcano, and lay buried under lava and ashes nearly 2,000 years. Astonishing is here also the preservation of paint In the paintings on the walls laid bare by these excavations. Among others a complete paint-shop was discovered with pots of paint and tools, and many a 'oath and to5let room of a Roman lady was brought to light again, showing intact on the marble dresser in the eoncubinium the various pots and vases of paint used by the fair Inmates for beautifying their faces, hands, and strange to imagine, but true, their feet also. Naturally we ask: "What kind of pig ments and vehicles did these people use to obtain apaint of such marvelous durability ?" Chemical analysis, in connection with many data given to us in various scriptures by Theophrastus and especially Pliny (the Web ster of the period), gave us the answer. Very incompetent and small were the means of the ancients to produce dry colors arti ficially. but still especially the Egyptians have proved to have been quite expens In the production of artificial blues and reds, for as a matter of fact they were using a blue resembling very much our presentultramarlne blue in color a id chemical construction. It is not the natural" lapis-lazuli," or blue mineral, but an artificially made pigment. The secret of its manufacture had been lost and was never transferred to the Creeksand Romans. Tne blue used by these nations were simple copper blues on a lime basis. 6.000 years later, in the year 1820, chemistry enabled our modern color-makers to duplicate this Egyptian blue in the present ultramarine blue. TO BE CONTINUED Directory. No joassixts Xo. 8. 0007-SWP-000128001 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAP AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Qur Representatives. VOL. I. DETROIT, MICHIGAN, NOVEMBER 18, 1899. No. j o . History of Paint and Colors. BY IOHN COLLET. (Continued.Jrom last weeJt.) The ancient artists having had a very limited knowledge of chemistry and color making were therefore naturally compelled to fall back to nature and to use such material and pigments as * ` mother earth '* would pro vide them with, and as we all know these nat ural or native pigments being the fastest and most durable ones, we have to deem It very wise and fortunate for us that providence en abled us thus to read the history of these ancient nations through their paintings with such lasting and durable colors. In regard to the pigments used in these paintings and inscriptions, they were, as I said before, mostly of native nature. Thus, for White. Gypsum and Carbonate^ of Lime were used, the former especially for priming and the latter as a white base In tints. The Yellows and Reds of the Egyptians are Ochres and Sulphur, compounds ot arsenic, how ever Cinnabar, or natural Quicksilver Ver milion, Red Lead and Orange Mineral were also known to them, at least the Greeks knew these pigmentsand also White Lead, as a natural product -- the so-called Ceruse: they knew also to manufacture Red Lead from this Ceruse. Their Greens were Copper Greers and natural manganese earth, the Verona Greens of a later period. Their Blacks were Lamp or Carbon-Black, manu factured in Identically the same way as we manufacture Lamp-Black, that is, condense the production of combustion of resinous matter, and use the produced black soot as pigment. As much light as ihe modern chemical analysis gave us in regard to the constitution and properties of the pigments used by the Egyptians. Greeks and Romans, so much are we left in almost complete darkness in re gard to the vehicle or binder these nations were using. However, if we take into con sideration that the southern part of Europe, Asia Minor and Africa, abundant with many species of Mimosa and other trees yielding Gum and Resins, and that the properties of Gum-Traganth especially, and the manufac ture of Gelatine-Glue was known to the ancients. and that very probably they had the knowledge of the drying qualities of one or other vegetable oil, we may assume that they were experts also in manufacturing a vehicle or size fortheir pigments. That they .were experts is proved by that not one of their paintings show cracks, blisters or peel ing as so many of our old ones do. painted only 100 or even 200 years ago. The preparation or manufacture of paint with the ancients was naturally crude, but rot very much cruder or simpler than it was actually with us to about 50 years ago. Slab and inuller were the grinding tools, and as we all know, our own fere-fathers used the same, and in fact we may still find these slow and cumbersome tools in many a paint shop. However, the last half of our present century brought with all its inventions, discoveries and modern improvements the same revol ution and progress in the manufacture of paint as It did with so many others. These improvements and the various models of machinery, as mixers and mills, used by the modem paint and color-maker, will be. how ever the subject of a separate discussion. Then I said that paint was as old as man. so may I say the same of Color, for there would not be paint If there was no color, the word color applied in a concrete meaning. What is color? The explanation of this term is two-fold. When a beam of white light, say sunlight, is made to pass through the angle of a triangular prism and the pass ing light is caught or thrown upon a screen we find that it has undergone a wonderful change, it is spread.out in a band of many colors, and colors of the rainbow, of which we can easily distinguish six, that is, Red, Orange, Yellow, Green, Blue and Violet. We. see these colors by the effect or by the sensation they produce by their action on the nerves in the retina of the eye and by the transmitting of this sensation to the brain. These colors have, therefore, an abstract ex istence only. We see, but we cannot handle them, and when we speak of a color we use the term color in its abstract sense to in dicate the sensation which this color creates In our eyes and brain. However, if we speak of colored bodies as colors, bodies which give the sensation of color, so do we mean that we can impart color to other bodies by the appliance of these colored bodies The word color is used then in a concrete sense and indicates tangible bodies which we can handle at will. Although the subject of color in an abstract sdnse and the nature of colors produced by the splitting of a beam of light in its six or more spectra is very 'important and interest ing, this short essay does not intend to enter more closely in a discussion of same, but will pass over to the ` ` Cause of Color in Colored Bodies." When light falls upon a substance, the light may be affected in one or two ways, ft may be be reflected, that is. it may be thrown back from the body, or it may be transmitted, that is. it may pass through, or it may be absorbed by the body on which it has fallen. As a matter of fact it is by reflected light that we see bodies. Upon the character of the refeclted light thrown off from the body depends'lts color. If all the rays of light falling upon it are re flected then the body appears to the eye white: If all the rays of light are absorbed, that is, none are reflected, the body appears black. If some of the rays are absorbed and the rest reflected, then the body appears to be colored, the color being of that of the re flected rays alone or In combination, that is, if only the red rays of the light are reflect d the body appears red; if the yellow rays, the body is yellow; if the red rays and a small part of the blue rays are reflected, the body appears red with a bluish tint, and so on ad infinitum. in combination. Why such or such a body appears to us in such or such a color, that is. why it reflects its color, separated from white light and ab sorbs the rest of the light is as far as our knowledge goes, almost impossible to investigate, and science takes refuge here, as in so many cases, to hypothesis, saying: "The color of a body, or what is the same, the properties of a body, to re flect a certain combination of spectra and absorb the rest, creating thus in us the sen sation of its color, is due to the molecular construction of this same body. This theory is very well verified and may be explained by taking basic Chromate of Lead, the American Chrome Vermilion for example. This pigment is a bright scarlet red body, its red color being due to the size and 0007-SWP-000128002 THOUGHTS. density of its crystalline molecular con ,:G," Interior Finish; Extra No. 1 Coach to San Francisco, Cal.. Nov. 11, '99. struction. If we grind this red pigment and Elastic ** M,n Interior Finish ; No. 1 Coach Editor Th o u g h t s : break by force o t friction these crystals, the color will be changed into an orange, oreven by harder grinding into yellow. The chem ical constitution of the pigment as a chemical body is not changed at all for it shows - in chemical analysis the same composition, that is, that of basic Chromate of Lead, but its molecular construction was changed, the to Elastic *' E," Interior Finish; and leave the prices as they are. 1 would like to ask Our Family if they would not appreciate a brilliant little varnish hanger that could be sent to all our varnish friends, as also to the other fellow's friends? Not necessarily an expensive one but so attractive that the other fellows would hang it up and think. In answer to question of No. 6 in issue of Oct. 21 as to how much oil and how much white lead it will take to make a paint of equal consistency to our New Era High-Grade, would say4f gals, oil to 100 pounds Carter's white lead, and 4J gals, oil to 100 pounds National white lead. No. 15. position of the different molecules in the body No. 13. or its density was altered, and herewith its properties to reflect the red rays, its con Hamilton, Mo.. Nov. 9th, `99. struction after grinding is altered in such a Editor Th o u g h t s : way as to reflect yellow rays, or what is the The prize paper on " How to Sell New Era same it became yellow. High-Grade Prepared Paint." written by No. Such bodies which we called colors, ap 1, Is an excellent one. The methods em plying the word color in a concrete sense, are ployed by No. I, and explained in his paper, known under the term. Coloring Matters. if followed properly, can only result in success. They may be. and are, so divided into two Yours respectfully. No. 6. groups. Dye Stuffs and Pigments, The for mer are mostly soluble in water or alcohol, Cartersville. Ga.. Nov. 8, '99. their properties and application relative to Editor Th o u g h t s : the manufacturing of paint and pigments will 1 have been receiving, and carefully read be, however, treated later on. while the latter ing, each Issue of Th o u g h t s , and for article are insoluble and they are the principal and published in No. 8, entitled ; How to Sell solid bodies we use in the preparation and New Era High-Grade Prepared Paints " 1 ex manufacturing of paints. tend my sincere thanks to Mr. Barron. 'Tis Thesepigments, their properties, physically written in a very plain, comprehensible man- as well as chemically, their manufacturing nerthat all may readily grasp his meaning and and their chemical relation to the manu points presented, from which 1 hope to very facturing of paints, will be the first subject , materially Improve my abflity a5 a salesman, of a course of lectures. Explanatory exper- ;j As t am one of the junior members of the iments will be given also when and wherever : family (if not the "kid") l fully appreciate such may be deemed necessary and apt to ,; all the pointers obtained from the older and demonstrate the subject in a better and more successful salesmen, who are kind enough to comprehensive way. contribute what experience has taught them, Ashley, III. Oct. 6. '99. Editor Th o u g h t s ; 1 frequently strike parties who want a small quantity of some one of our specialties, quan tity too small to order direct, and have to depend upon their promises to order from the jobber. I have thought over many plans to make the promises sure. Would 1: not be compassed by the traveller proposing to take the order and forward it to the jobber specified by dealer, requesting the jobber to pack in next order, or ship immediately, as per directions. Blanks for such orders can be gotten out in a nice shape. Say line for place and date, with mxt line for name of jobber; line upon which to specify whether to ship with mxt order or otherwise, blank space to make order in with per cent, to be same as in our Rapid-Seller booklet; and line upon which dealer signs his name. The name of the traveller not to appear any where : the blanks to be in blocks, w.th stub upon which note of order can be made: traveller to address and mail. No. 9. What Have You to Say About This? Davenport, la.. Nov. 13th, '99. Editor Th o u g h t s : and shall thank all our sentcr members for such articles. Very respectfully.' No. 75.' Cleveland, 0.. Oct. 10th, `99. Editor Th o u g h t s : 1 wish to say a good word for Dewey Nov. 11th Th o u g h t s duly to hand. History Editor Th o u g h t s : Primer. In 12 years* experience selling of Paints and Colors most interesting. Let In No. 9's letter published in a recent your goods to the manufacturing trade J have the good work go on. [ have for some weeks issue of Th o u g h t s , I notice he recommends never before had a primer to offer that would been going to make some suggestions on the that a slip be pasted on can to read as knock out Durand Primer everywhere, spot varnish question for Th o u g h t s But every follows: ''We do not guarantee the work or place as Dewey will and does, neither moment seems to be crowding me with some unless directions are strictly followed." I have 1 evarknown of any other manufacturer's thing that requires immediate attention this cannot see wherein this would help us, as in agent to have one. Only last week at Jack- year. all my experience 1 have never investigated son, Mich., Miles, the foreman painter for 12 Hard Oil Finish is getting to be a chestnut a complaint where the person using the years with Aspinwall Mfg. Co., told me be in many places. No. I Coach and Extra goods has not said positively that he or she fore his superintendent that Dewey was a No. 1 are names that are adopted by every 'had followed directions to the letter. For ir- superior goods to Durand. Miles says he little varnish manufacturer and dealer. Why sta ce. l investigated a complaint this week never saw before a Primer that enhanced and not have a change and acopt names that are on a`barrel of Graphite Paint that had been enriched the Vermilion as Dewey does,-and peculiar to the Acme Varnish Co. For in put up since July last. There were two says he is using not oply the Dewey Primer stance : Let's say Granite Oil Finish, or to be barrels made at same time, one being used on i cut down ten per cent, thinner for dipping entirely distinct, let's call it Neal's Tough receipt and the other standing- until now. .than he`ever did or could the Durand, but Oil Finish.- Then if you want the bestgrade The painter swore that he had mixed it he is also using the No. 14 Paste Vermilion call it Neal's Perfect Elastic Oil Finish. thoroughly, in fact had removed head of (which we have sold them for years), ten per Brother Missionary, is the last not a corker bane! to do-ir. I found that he did that all cent, thinner and gets just as good results. of the rubber kind (the best) ? Now when right, but the paddle he was using to stir This 1 know and saw the work, which is Al, we talk of Extra Coach. Extra No. 1 Light with was a piece of strap-iron 1 in. wide and all very gratifying to me. Might say Coach. Extra No-. 1 Coach, and No. I Coach, and 1-16 in. thick. Quoting a remark of No. further this firm has used Durand Primer let's change Extra Coach to Elastic "A," 12 in issue of Oct. 7th: `'You can see the against all others for 12 years. Interior Finish ; Extra No. 1 Light to Elastic fault was entirely with the paint (?) " Yours, No. 4. f I I .! `I >1 5. ij 0007-SWP-000128003 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT MICH. Devoted to Matters of Interest to Our Refriscntatives. VOL. I. DETROIT, MICHIGAN, NOVEMBER 25, 1^99. No. n. Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. The Liquid composition to which we have given the term and name "paint " is used to an enormous extent for two purposes: first, to act as a protective substance or coating to preserve the surface o: the body on which U has been applied from the destructive action of the weather; and second, as a mere dec orative agent. The first object is brought about by making the Paint with such materials which are not acted upon by the various agents in the at mosphere, such as water, carbonic acid, oxygen, heat and light, all of which exert a more or less destructive effect on bodies which may be exposed to their action. The bodies which have been found~to re sist this destructive action of the atmospheric influences are the various so-called drying oils, resinous matter and the pigments. These materials, mixed into a liquid composition, that is, what we call Paints, when applied to the body to be painted and afterwards exposed to the atmosphere, will dry and leave behind it a hard but elastic and opaque coating which may be more or less lustrous and be capable of resisting weather and other influences. The oapacity and the color of this coat ing we obtain by usmg pigments or solids of various kinds, which also tend, according to their nature, to Increase ihe resisting power of the paint. These pigments are mixed with liquid bodies, such as oils, spirits and compound resinous preparations, which are used partly to obtain a composition that is easy of appli cation, and partly to secure volatility so that they will evaporate, leaving behind a hard mass`firmly binding the pigment to the body over which they have been painted. The liquid bodies such as mentioned, their properties and relations tc the manufacturing of paint, will, however, find a proper place for discussion later on. The primary purpose of paint '.s, as said before, to hide the character of the surface to which it is applied and protect this surface, bu; painL is also in the most cases more or less colored in order to secure at the same time decorative effect, and this coloring, as we know, is effected by the addition and use of various colored pigments. Among the group of pigments used in the manufacture of Paint, the white pigments take doubtless the first place. They may be subdivided into two separate groups; first, as so-called body colors, they are the principals which give body and cover ing capacity, especially to Ihe white and tinted paints, and include White Lead. Lead Sulphate, the so-called Sublimed Lead. Zinc Oxide, Zinc Whites, and Zinc Sulphide or Litbophone; second, sa extenders or inert pigmbnts, comprising the group of Barytes, China Ctay.Silex, Whiting and others. The most prominent place in the first group of white pigments js doubtless taken by Basic-Carbonate of Lead, ths White Lead of commerce. As we . have seen. White Lead has been known and used as pigment for centuries, for the Greeks and Romans used the natural Carbonate of Lead, the so-called Ceruse. As this natural product is found only in comparatively small quantities, and as its prop rties and qualities made it in the highest degree desirable and adaptable for the use as Paint pigment, the human genius was, there fore, naturally bant towards finding a process for the artificial production of this white pig ment. It is not known when White Lead was first made, who made it, or to what country it owes its discovery or invention. Evidently White Lead has been made for at least two centuries, for we see the oldest known method, the so-called " Dutch Process" mentioned in 1640, a method which has hot undergone considerable change during all this period up to the present time, and, although a number of processes and almost innumerable modifi cations of processes have been devised, the ancient "Dutch" process still remains pre eminently the best process for the manufac turing of White Lead, at least that is what Its advocates say. for whose benefit and advantage it is doubtless the best process. Before, however, we enter into a discussion of any of these processes and into that of the " Dutch " and of the Carter processes, the only two used to any extent in the United States in particular, and as only few people realize the importance of commercial White Lead aifci the extent to which it is used in the manufacturing of other goods, and as many do not even know that it ought to be the princi pal base of almost all paints having any value whatever, excepting possibly artists* colors, and as generally speaking people do not know how White l ead is made and have but a very vague idea as to its physical and chemical properties, and are consequently compelled to ask; What is White Lead? I shall first at tempt, therefore, to give you a small under standing and a comprehensive explanation of the general physical and chemical properties of this pigment A general knowledge of the properties of White Lead is The more desirable, as it will greatly help to understand and comprehend the manufacture of same. However, amor,* explicit and more detailed discussion of these chemical properties_and their relations to the use of this pigment in paint will be taken u after we have become familiar with the dif ferent processes of the manufacturing of White Lead. These chemical relations can then be better exp'ained by a comparison of the qualities of different products produced by different processes. The commercial article. White Lead, is an amorphous white pigment, possessing all the good qualities desired by painters, that is. good color, body or covering power, and fair permanency. It is distinguished from all other pigments by the ease with which it mixes with oil and by forming a paint which readily flews from the brush, dries quickly, resulting in a hard but elastic coating of paint. t TO BE CONTINUED Editor Th o u g h t s : I am much pleased with No. Vs paper on the subject of " How to Sell New Era High- Grade Prepared Paint." I think It hardly poss'ble for any one to cover the points better than he has done. Yours, No. 12. Notes. Salesmen should be careful when sending in samples to see that each sample is plainly and properly marked. 0007-SWP-000128004 VOL. I. I Devoted to Matters of Interest to Our Representatives, . DETROIT, MICHIGAN, DECEMBER 2, 1899. No. 12. Paint and Its Solid Constitaentft-tThc Pigments. BY JOHN COLLET, j f Continuedfrom last week.) } Chemically White Lead is a baste Carbon ate of Lead, that is, it is a chemical Combin ation of Lead Oxide. Carbonic Acid and water, or rather a combination of Carbonate and Hydrated Oxide of Lead in the propor tion of two parts of the former to one part of the latter. But, as a matter of fact, White Lead is not always of this composition ex actly, but differs sometimes to a great extent, as regards the proportions these, two constituents are present. By chemical analysis and practical tests, however, it is more than douhtless .proved that a White Lead, having the above com position, or showing 36.32 percent. Lead Ox ide, n.36 per cent. Carbonic Acid, and2.32 per cent- Water, equal to 68.95 per cent. Lead Carbonate and 31.05 per cent. Hydrated Lead Oxide, or to the chemical formula: 2Pb*C03; Pbx K Ox is to be considered a standard of-the best quality obtainable, from a painter's point of view. A White Lead that differs from this com position has one or other faults. This may be explained as follows; It is the Hydrated Lead Oxide that unites with the oil, giving thus as a lead soap, or a lead fatty varnish, or the elasticity and the flowing properties to the paint, but. hydrated Lead Oxide alone would have little opacity or covering power. This latter is Imparted by the Carbonate of Lead which also imparts the white color to the pigment and thus to the paint. Both constituents are necessary, and, as 1 said before, in order to give the best results in just the given proportions, or nearly so. for hydrate Lead Oxide alone would turn yellow and has no opacity, and Carbonate alone having opacity and whiteness, lacks elasticity and would chalk off. The two constituents, however, combined chemically in the indicated proportions, bal ance one another in regard to their proper ties in such a proper way that the pigment produced is considered and classified as the best of all painters' pigments. The question arises now which process will produce a white lead corresponding the nearest to this composition ? Taking all the faults and weighing them against the many good qualities and properties of white lead produced by the old " Dutch " process, we have to say that the question Is answered by the pigment produced according to this method. The Dutch, or Stack, process takes ad vantage of the production of heat, water and carbonic aetd In the natural fermentation of suitably chosen organic matters, as dung, manure and tan-bark,- and depends upon the reaction of these in conjunction with acetic acid or vinegar on metallic lead. The process itself may be subdivided into three series of operations. The first consists in a physical change in the lead metal from pigs or bullion into buckles or straps. The latter form is, how ever, especially here In America, mostly abandoned, and buckles or discs are used. They are not Solid discs but contain holes in order to expose more surface of the lead metal to the corrosive agents. They are about 4 to 5 inches in diameter, 1-8 to 1-4 Inches thick, and weigh from 10 to 16 ounces each. As the vapors of molten lead given off by the melting and molding of these buckles is very hurtful to the health of the workmen, an apparatus which guards the worker against these dangerousinfluenceshas been generally adopted, and consists of a melting pot of cast Iron, hooded with a funnel leading to a high chimney, which assures a good draught. A cast-iron door with double vent holes, open ing by slides, allows the hood to be shut, and this is indispensable, especially when the oxidized lead resulting from'preceding operations or white lead scrapings are to be fused. The metal is Introduced into the melting pot where It is heated progressively in such, a way that its temperature is never more than a few degrees higher than the melting point, that is 635 degrees Fahrenheit. The door of the hood is then opened and the melted lead is run out into molds of cast iron from which it is taken out after cooling. To speed and simplify the operation of molding a table turning on a pivot is advan tageously employed, The casting and molding of buckles is done by hand, but recently a so-called buckle machine super's^ded here also manual labor, as In so many biher branches of industry and arts. This machine receives the melted lead, casts and Isolds the buckles, and conveys them by rrjeans of an endless chain to the spot where tijey are placed into earthen pots, the socalled corrosion pots. These are earthen vessels 9 to 10 inches high, and 6.to 7inches in diameter, provided with two vent holes and glazed bottom, in which to receive about hilf a pint of very diluted Acetic Acid or vinegar. They have a shelf inside on which the buckles, numbering 10 or 12, are placed. ` The corrosion pots being filled with buckles and the diluted Acetic Acid or vinegar added, ttTj'y are7 ready for the second-series of oper ations*--the building up of the stack. The plant used comprises a building sub divided in stalls or chambers, the walls of which are generally made of brick, and having about 240 square feet of floor space, and are 20 to 24 feet high. They are open in front. The bottom of these stallsis covered to the depth of two or three feet with spent tan from the tanneries, or with manure in which fer mentation has already begun. On this sur face the pots are set close together, leaving, however, ample space, say 8 to J2 inches be tween the pots and the walls. The outside rows of pots are higher and upon these boards are laid covering the entire layer. On these boards another layer of tan is spread, about 8 to 12 inches deep, upon this is placed an other layer of prepared pots which are again covered with-boards, and so on until the stack is completely built up. The number of successive layers varies from 12 to 18 The space between the pots and the walls of the chambers is filled in with tan and the top is covered also. The open ing in front of the stack is closed up with boards as the stack progresses in height. The quantity of lead used varies consider ably. 5 to 7 ton in a layer or bed, so that in a large stack there may be something like 80 to 100 tons of lead. TO BE CONTINUED 0007-SWP-000128005 THOUGHTS. How io Sell New Era, High-Grade Pre sonal letters to prospective customers, our pared Paint* BY NO. 7. electros for local newspapers, our interesting epistles to the painters who have spread the " other fellows' " paint for years, and to those I n answer to your request for an article on who are either strong lead in oil men orare " How to Sell New Era High-Grade Prepared Gn the fence. In short, show your man that Paint *' I beg to hand you myviews on the sub we. are hustlers and mean business--that we ject,, and hope to know much more about it know how and are willing to do our share to after reviewing the articles submitted by my securesame from him, but he must be willing co-workers and fellow-salesmen. La turn to do his. He should advertise in the In the first place you must interest the Local papers and mix up his ads. He should dealer in yourself, to the end that he will give have a window display to conform with his up some of his time to hear what y ou have paper ad., and must get after every man who to say. This is important, as many dealers, is buying paint, and follow up our work per when they don't want to be bothered with sonally, after giving us the names of those you, will make a point of waiting upon every prospective buyers as well as the painters in customer who comes into the store, while his his town. one, two or three clerks are swinging their Try to make this man alive to the fact legs over the counter or looking out of the that there is money in handling New Era window. However, should he do this ybu High-Grade Prepared Paint to the man who should invariably do your utmost to cultivate pushes same, and that it is the only paint the friendship of these same clerks who that will stand pushing in the face of all com appear to have such a " soft thing " as many petition, and that will bear analysts and tests of them are often consulted by the up-to-date in comparison with other brands. dealer, as they are in a position to follow the Try to interest him in the Acme 'Whits demand and keep in touch with the require Lead and Color Works as a firm and in your ments' of his trade more closely In many self as their representative, in the product cases than the dealer, himself, and which they turn out and their clean methods they can deal you a knock-out blow-.ahd of doing business. Show him .that we .are a losing hand in one shuffle. You should get here to look after his interests, to increase your man to yourself as soon as possible with his sales and enlarge his profits. Get him out intrusion, and if he hasjust returned from enthusiastic, as you are, as you must be. dinner he will make an attentive listener Make him believe what you do and must through the smoke of a " clear Havanna."- believe, then get out and round up his Then tell him in an honest way what you painters and enthuse them-(If possible?), and have to offer and what makes New Era High- to cinch the matter go out into the town and Grade Paint the leading brand of mixed sell two or three jobs to be handled through paint on the market, dealing carefully with him, so that he will have a living witness to the subject of supremacy over white lead and the truth of your statements, the quality of oil mixed by means of a paddle by a dis your paint and the work which it will per honest or Incompetent painter, which two form. classes constitute a vast majority of the pro fession, He will probably say that every paint Then you have got your man cither this fall or next spring. Don't let him get away from you, for when once yours New Era will salesman advances the same arguments, keep him yours for indefinite ages. andaek: " Who am 1 to believe?" They But if this dealer won't buy Eew Era now do, in part. Bui they have not the convinc you can made him buy it sooner or later by ing three or four pounds of extra weight per an aggressive campaign with the painters gallon to bear them out. and consumers in his locality every time you Have him first compare weights (and sec make his town, and by furnishing the house that his clerks also note the difference) ; then with the names and addresses of the painters he should carefully peruse our " Points on and a number of consumers there. Painting ** and, if necessary, (providing some And Lastly: When you have landed him, of oiir paint is obtainable), you could make stick to your promises, so be careful not to comparative.tests, one, two or.three coats, make any unreasonable ones which cannct which will never fail to show up the " other be kept. fellows' " paint, or white lead In oil, in a Never give up because a man is too dead manner most satisfactory to us. But do not j to his own interests to know what will bring cry down the " other fellow." He might be j him the most business. You can teach him a warm personal friend. " what will do it, and If you can make a live Next explain our up-tp-date methods, of man out of a corpse, and a hustler out of a advertising, which have the effect of boom liveman, you can count on hisselling New Era ing our brand in his locality, viz., our per High-Grade Prepared Paint to his dying day. The Third Anniversary of the occupation of our present plant will be celebrated by a banquet, followed by dancing and a good time generally, on the evening of December 22nd. Prizes for the best sug gestions made during the past six months will also be awarded at this time by our President. We wish that distance could be so readily annihilated that it would be pos sible for our many representatives ir. distant territories to be with us on that occasion, and aid in celebrating the triumphs of the past year, that they have so faithfully aided us In attaining. A Suggestion for Salesmen* While we assume that our representatives are all more or less familiar with Ihe fact that paint, varnish, enamel, floor wax, etc., are used by sanitariums, asylums, hospitals, uni versities, prisons, and other institutions of this class, we cannot help wondering if you all realize the enormous quantities of these goods that are consumed by them annually. Everything that conduces to' health- and cleanliness is of paramount importance to such institutions. Frequently a number of workmen are kept busy the year round re painting and re-finishing. For the floors alone yrast quantities of wax (which is the al most universal finish) is used. What a field this is for our Enamels for woodwork, bath iubs, radiators, etc., and for house paint for exterior use, let alone Flintowax for floors,' the consumption of which would probably be greater than any other of ihe lines, for the reason . that the floors require constant at tention. This class of business lies somer what out of the regular beaten track of trade and for this reason we believe it does not always receive ihe ulteutlon from our-rep resentatives that it deserves, but for the same reason we are inclined to believe good re sults could be secured if it were looked after more closely. We wish that each man would analyze his own work in this field and advise us for publication in Th o u g h t s of the result of his deliberations, with the view of form ulating ome plan by which, with proper co operation from the home office, his work In this direction could be made more successful. Criticisms, No. 13 enters Chloride of Lime: "2 reg ular assorled cases; '* should be " 100 lbs. assorted, 50 lb. cases." No. 17 enters Household Paint; bright and regular shades, when sold at a discount, all together. No. 10 enters Neal's Florentine Black Enamel; "6--pints; " shouldbe; " }4 doz. % pints." 0007-SWP-000128006 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Vevoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, DECEMBER g, 1899. NO. 13. Paint and Its Solid Constituents--'The Pigments. BY 10HN COLLET. powder when handled. They yield an in ferior quality of White Lead. According to the difference in their physi cal properties, the corrosions taken from 1 different parts of the stack show naturally How to Sell New Era High-Grade Pre pared Paint, ( RY WO. 9. ' Ashley, 111., Oct. 6, '99. {Continued from Iasi week.) all the variations in their chemical compo Editor Th o u g h t s : sition. Insomeplaces they will approximate You are propounding a hard question, and. closely to the normal composition of White I can only answer by giving my experience When a stack is bui'.t up it is left for a | Lead, that is, two parts carbonate to one tp introducing other brands in former years, period of about three months. During this part hydrated Lead Oxide, the proper baste ^nd some of the modes adopted by other period the whole stack gets quite hot through Carbonate of Lead. In other words more or parties. The first essential is working, the the fermentation of the tan or manure which less nearly so. and in others they will be j hext is how to work. This depends upon the seisin. Large quantities of Carbonic Acid straight Carbonate of Lead. party you are trying to secure, and it is gas and steam are given off and the. Acetic * The White Lead may also be more or less i essential to success to know him and his Acid is converted into vapors. These Acetic colored brownish by droppings of colored peculiarities. Knowing your goods and the Acid vapors, the air. act in contact with the oxygen of on the lead buckles, forming i [ jyater from the layers of tan onto the lead* claims you have for them you must press or through the use of a very cheap and these, not by insiduous comparisons and basic acetate of lead, upon 'which then the Impure tarry Acetic Acid. But this is not claims of superiority over any. and all other Carbonic Acid gas act3, converting gradually < detrimental to the final product, as same has. goods, but by fair and honest statements in an atmosphere saturated with moisture, the to undergo still many other operations, such shouLd... ynu.-s&curft.. an .order,.- the . lead (technically termed '* Blue Lead.") into as washing, sifting and grinding, which pro dealer will find positively true and thorough " White Lead.'` cesses purify and whiten the White Lead ly supported In the use of the goods. The At the end of three months torn down, that is. the boards the stack is and the tan I I before it is ready for the market. combatting of the point so frequently brought But not so if. instead of tan. manure or up ' that your goods are higher tn price are removed and the pots lifted out. It is . dung were used as a generator of heat and than ihose we now handle with satisfaction/' found then that the lead which has been carbonic acid gas. The sulphur compounds, is best met by showing that when the dif corroded still retains the form of the buckles, especially Hydrogen Sulphide, generated by ference in weight is considered ours present but is more bulky in volume, is white or the fermentation of the manure, are apt to, a cheaper basis of original cost, as the large sometimes grayish in tint, and opaque. and will darken the.White Lead to a certain majority of whites on sale rarely go to . The percentage of corrosion in the " Dutch extent, and this discoloration cannot be fifteen pounds to the gallon, and when you F^rocess" does not, however, average 70 obliterated by the above named operations, ask them if they or we can make two-ar.d-a- per cent, and sometimes falls as low as 50 and this is the main reason why in the half pounds of good paint for ten cents the per cent. modern stack process almost mostly spent- answer is always in your favor. But still The corroded portion of the buckles is no; tan alone is employed, although manure they stick to the point that if they have to of a uniform character throughout, the ex would shorten considerably the length of pay ten cents more per gallon they have to terior being somewhat different from the time in which the stack would be under add ten cents per gallon to selling price, and ' interior owing to the facts that the corrosive agents corrode the surface of the buckles I operation. The Lead is corroded, at least a certain their customers won't agree to pay it, especially as thefr competitors have made first and have to act through that already j percentage of it. and the next process, the no advance on their brands, which have corroded in order to act upon the lead metal * third series of operations as already in been looked upon and are recognized asflrst- still unaffected. In fact if we were to cut a buckle In two. just as it ts taken from the dicated, consists in separating that which is class goods. I am now writing of conditions corroded from the metal, which is done by ; In my territory, where every man wants the pot. we would -have in the center the blue or passing the buckles through the rollers or ' most money for the least work and talk, and metallic lead, corroded lead, and on either side somewhat different layers of in texture 11 crushers. These break up the masses, the ; where but few will look carefully into actual White Lead crumbles to powder, while the ; fesults and profits. In the original working and color. unchanged Blue Lead is flattened out into : in of Martinez & Longman's paints their This difference-of quality of the corroded thin plates. The latter is sent to the melting : men mace their first work with the painters. lead in the Dutch Process is one of its great pot again, where it is melted and recast for , The traveller called on the best painters, faults. The corroded lead in the stack, as : use in building up anolher stack.: A few | talked up his goods, took the name of the same is pulled to pieces, is in some places flaky, firm to handle and does not break up. ! | small particles of Blue Lead, however, pass on with the corroded lead, which are very I painter, reported one or more according to size of market to the house, and they would This kind gives the best quality of White Lead.' In other parts of the stack the cor j difficult to remove. rosions are soft and easily crumble into i TO 8E CONTINUED send to the painter a gallon or less with one or two new paint brushes asking him to accept 0007-SWP-000128007 THOUGHTS. both, requesting that he make a careful test Detroit, Mich., Oct. 22nd, 1899. He shbuld learn everything he can about his of the paint and either report by letter or Editor Th o u g h t s : j competitor's product and be sure not to report to the traveller on his next visit, and The selling of paint is unlike that of placing refer to it unless compelled to do so. A in the meantime if the sample sent him is most other lines of goods, for the reason that salesman thus equipped will be able to in every way satisfactory that by recom with other goods, very many lines, at least, present his line to the merchant in a candid mending it to the dealer he buys from he the value may readily be seen by the buyer, and intelligent manner; wiLl avoid making would confer a favor which would be whereas with paint it Is largely a matter of extravagant statements and should not fail reciprocated in some way. I have learned : confidence in the seller. Prejudice Is a to make a favorable impression. He should that this plan worked well. Another scheme !i natural product of ignorance, and paint also be prepared to meet criticism, for worked by Patterson &. Sargeant during the j makers and salesmen are largely to blame, criticism will come. Unsatisfactory results past year, is for their man to go to a place, either wilfully or by reason of iheir own are bound to be experienced occasionally, find out some one or two new houses going ignorance. (1 am charitable enough to credit even with the use of New Era High-Grade up, call first on the contractor, then the it mostly to the latter), for much of the pre Prepared Paint. The paint will sometimes owner, and lastly on the painter, get in judice that exists in the minds of most buyers peel. The reasons for this are numerous, touch with them, get the owner to consent and consumers of paint. They have so often and are ail enfside of the paint itscif to have their paint used, then get the painter been told by the salesmen that the only How to detect and explain the causes can to go to the best dealer in the town with him escape from bad results, such as peeling, only be learned by study and experience. and propose to the dealer to let the goods chalking, etc., is to buy and use his partic With the securing of a customer our work, come through him. and if they prove satis ular product, and when acting upon such so far as volume of business is concerned, factory to all parties promise to give the advice have met with such unsatisfactory is only just begun. We must remember agency to the dealer, if he is a good party. results that they are ready to exclaim with that with most of our customers the ifem of This plan, which 1 saw worked at Mayfield, the psalmist "All men (paint men) are liars.1. paint is of small Importance as compared while it takes time and Is better handled by How shall we overcome this condition. with the vast array of other goods to which a traveller who has been a painter, and can Tnere can be no rule laid down as to how he must give his attention. How can we better-handle the painter, as there is a species to sell New Era High-Grade Prepared Paint. create enthusiasm on the part of our of masonry among painters, while it is costly There are a few things, however, that 1 customers for our goods? I believe the in time consumed, has won in many instances believe a salesman should be absolutely sure best way is already inaugurated, and is and the goods are held up to standard, will of. First, he should know the goods he is destined to form a very important part of hold them where they have been put, and selling. Too many men are taken into the our future work. 1 refer to the development from this holding will eventually come the office and filled up with the one idea of the of a $lan for making known to the consumer profit to the manufacturer. There are many wonderful superiority of the paint he is to the merits- of our paint. To this end the other schemes worked with varied success, sell, and sent out to sell the goods without salesman should be ready at all Times to but the main and all-important secret to being made thoroughly acquainted with Its co-operate with the office work by visiting success is constant, intelligent, honest work. composition and why certain articles are prospective consumers., showing them the Not because you can't get an order on first employed in its production. Fortunately for economy in the use or our paint as com presentation must you let up. Try one us no salesman need be ignorant of the pared with the unfinished product of lead scheme or method the first time, if that ap value of New Era High-Grade Prepared corroders arid cheap mixtures, making an pears to interest, but owing to existing Paint. Its composition is no: a mystery and estimate of the amount of paint he will conditions fails to secure an order, try tt on great pains Is taken by our instructors to require for the surface he has to cover, etc., same line of presentation next time, using show why a combination of lead and zinc cultivating the painters for the purpose of whatever you may have learned of the makes the best white base, and why linseed securing their endorsement of our product, success of the goods since first visit. If first oil ia the only proper vehicle to use in its or at least, their good will. These things presentation did not strike the party, on application, if satisfactory results are ex require good judgment, care and a close second visit use some other line of talk, but pected ; but many things must be learned by study of the business, and speaking of co have in all of them " thorough and careful experience. The salesman should study to operation with the office leads ifte to suggest consistency." This can be easily done by Inform himself as to the result of the that the office work forms no small part in never claiming anything but what will be chemical action of lead and tine combined the conduct of a successful business in our upheld by the goods, for we don't know as a base. What is ihe influence of such a line. The man who attends to the cor where lightning may strike. So 1 say work, base upon colors used in producing the respondence, who answers enquiries, com work, convincing the dealer that you are shades as compared with other white sub plaints etc., should know whereof be-speaks; honestly trying to advance his interests as stances'? Why are primary colors better to should know that a ample statement of well as your own, that you are not trying to use In producing shades than umbers, surprise that there should be a possible put on him anything but what you honestly constder the bes:, and it will win in the end, though sometimes it lakes a long tims. Salesmen when requesting samples sent " gratis " :o painters, willplease state in letter if for the purpose of interesting and selling painter, or for purpose of getting his good siennas and other fugitive colors? He chance of mistake, is a bluff that does not should be able to give the reason why count for much in these days. The man linseed oil is the only proper vehicle to use in making paint where protection tc the sur face and lasting quality is desired; why the necessity to use dryer; under what con who prepares the printed matter, which sets forth the value of our pToducl, should know that brevity, conciseness and close adherence to facts, easy of demonstration are required in order to make the right impression. dition it is safe to use turpentine and Harmony of action, oneness of purpose upon why it is used; in short, he should know j the part of all concerned, 1 believe, are will .and thereby selling a dealer. If the that our New Era High-Grade Prepared i absolutely essential to the successful placing latter, we do not want to spend money getting Paint is the best that any man or set of men ' of New Era High-Grade Prepared Paint. reports on the painter. can produce, and be prepared to prove it. Yours. No. 12. 0007-SWP-000128008 1 PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives, VOL. 1. DETROIT, MICHIGAN, DECEMBER i6, *899. No. 14. Pilot and Its Solid Constituents--The Pigments. BY JOHN COLLET, i C'<jft!inuedframlast ivepk.) Water is either added to the bucklbs be fore the/ are removed from the pots or at the time they are put through the rollers, or just after, in order to lessen the amount of dust which is so very poisonous if taken into the system by the workingmen. In some cases, as 1 said, the corroded lead is not fnolstened until after it comes from the rollers, at which time a considerable quan tity of water is added, the corrosion' being carried to large tanks full of water, passing at the same time through a shaking or revolving screen, which retains the finer particles of blue and partly corroded lead. In these tanks the White Lead is thoroughly agitated."and the smalt traces of Acerthle-of Lead and Acetic Acid which it contains are washed out. After being washed the watery white lead-pulp is pumped into large water mills. in which if Is thoroughly ground, the coarse lead being returned again and again to the eyes of the stones, the fine White Lead being carried on with the water to another vat. where it is left to settle out. Thesanled-out White Lead is either pressed or, as here in America, dried directly on large steam heated copper pans, and sold in a dry state or ground in Lins ed Oil to a stiff paste and coopered up ready for the markrt. Many, if not almost all. modern corroders and grinders of White Lead do not dry their White Lead intended to be ground in oil any more, but grind the pigment as wet leadpulp direct with Linseed Oil. In this process the Lead takes up readily the Linseed Oil. in fact better and much quicker than the dry pigment would do, the oil taking the place of the water, which is siphoned off by a special arrangement, the mixture of lead and oil passing through the grinding mills. This lead is termed " pulp-lead " and its process of manufacturing caused no little controversy among the grinders, and especially among Its consumers. A good number of the latter, the too conservative and therefore less progressive small paint manufaciurerers and painters claimed- and do so still, that this lead is inferior to that where the pigment is dried before the oil is added, which is styled "pan-dried," in contrast with "pulp." They say the small percentage of water Hiw to Sell New Era High-Grade Pre pared Paint* which Is naturally retained by the White Lead in grinding is detrimental to the final 8Y NO. 14. product, forgetting, however, that they Editor Th q u g h t s ; themselves have the habit of adding a Select the largest, best and most success certain and sometimes even a larger per ful business man in town. New Era High- centage of water to their dry lead to be Grhde goes hand in hand with the big trade. ground in linseed oil. He will see and appreciate a rare article, On account of the great importance of catch onto a good thing more quickly than White Lead in regard to the manufacture of the small 2x4 dealer; carry a gallon package paint and other goods, this pigment de of the "real thing." It will save two hours served, doubtless, the foregoing m$re time, besides confirming what you say in detailed discussion and explanation of Its regard to size, weight and appearance of the original and most met with process cl goods, ar.d gives your after talk a weigh! manufacturing. Acquainted with the tech* because you have made good your first nical part of the process, and with the assertions. It Is a good plan to take the principal of the chemical reactions which package out of the case and place it on the take--place inside-of the -corroding stackr 3cil.?zhrn_y-QU_flr3L giLUl___Mr. Dealer will . that Is. the generation of heat, moisture and , weigh it and incidentally look at the purity Carbonic Acid, and their actions on the I tag attached thereto, and this is your op metallic lead, it will be now less difficult for portunity to say; "You note, Mr. Dealer, us to understand a more explanatory and that we attach a certificate of purity tag to scientific discussion of the various chemical each and every gallon package that leaves transformations the lead has to undergo, in our factory." Ask him at this time if the this, as well as in other processes, in order paint he is handling is a chemically pure to become the final product. While Lead. arttcle. These various successive chemical trana Mr. Dealer--"Oh, yes, it is sold subject formations, the Carter process, and a short j to chemical analysis. " explanation of other important methods, the 1 Salesman--" Our New Era High-Grade Is principals of which and their faults I shall not only sold subject to chemical analysis, show and explain by experimental demon- ; but we give you a guaranteed certificate of strations, will be the subject of my next I analysis with each package, so that you paper. _____ __ ; know what the paint Is composed of and your customer also knows. The makers of Editor Th o u g h t s : ! the paint you hold, no mailer what ii might I think an excellent advertisement and contain, would be safe in selling it to you big help in selling New Era High-Grade subject to analysis, because they very well Prepared Paint In the way of securing help know that you are not going to give up $50 of painters, would be to print the combin or $60 to have it analyzed. For that reason ations of colors on houses' same as large you don't know whether you are really chart, on card board, about 6x10 inches, and giving your customers what you claim or samples of colors on opposite sides, put up not." in a nice neat case. They would please and Mr. Dealer--"'Well, I have handled it win the good will of the painters and be a now going on two years, and it has always standing ad. for a long time to come, as they given satisfaction so far as 1 know. I guess would be of practical use to them, and would be preserved and brought into use in all the paint is ail right. Besides l have spent cases, as well as being a big help in winning a lot of money advertising it, and by putting their good will and help. Be a good fellow your line in this would be lost money." with the painters and you will be paid for it. Salesman--" When you talk about adver What say the other salesmen. tising, that's where we shine. We don't Yours truly. No. 8. ask yon to do the advertising. We do that * 0007-SWP- THOUGHTS. for you and do lots of it (here the salesman Mr. Dealer--"How about the price? 1 Merry Christmas To Our Salesmen. should display the advertising matter carried and show him the different show cards, sample cards, in fact everything that we offer in this line). We give you a piece o: goods that will stand the kind of advertising that we do. Common, ordinary, mixed paint would not stand fire under our system of advertising.* Ws advertise a full Unitec States standard gallon of the best paint possible to make. We advertise a strictly pure article. We advertise what it con tains. We advertise :he analysis or formula. We advertise it to be pure carbonate of lead, oxide of zinc, and linseed oil paint. We get a pretty low figure on this paint that I am handling. I only pay $1 per gallon for gallons and :he usual advance for smaller packages.' ' Salesman--" Well you get thirteen pounds of dope for a dollar, which is about 7% cents per pound. We sell ours at $1.10; which is about 6 cents per pound, 'so that New Era High-Grade is a good deal cheaper, not even taking the quality into consideration. Don't you think you can handle High-Grade on that basis ? it's a nice thing for you to know that your store carries the best paint that is sold in the city, or in fact that is sold The holiday season should be one of special pleasure to the man whose duties keep him away from family and friends for so much of the time as Is necessary with the represen tative who must ".work a territory" and continually "rub up against the world," and not. by any means, the pleasant side of it in all cases. We hope that this holiday season will be an especially enjoyable one to you all,, and that with your families and friends you will be able to obliterate,in genuine pleasure, recollections of irregular hours, poor hotels, and crusty customers, know of no other manufacturer who dare in the United States." advertise the formula or the so-called secret Mr. Dealer--" Will you take the stock off f preparation. In fact the majority o: them my hands in trade for your goods ?" Something New. are afraid to publish the composition of Salesman--" Mo, sir, we can't do that. THS AUTOMATIC " DRUMMER," ` their whiting, barytes, benzine and soap The paint manufacturers have all agreed not mixture. New Era High-Grade is not a to make any exchanges." " Have you heard of the new automatic secret preparation. We want you to know ; Mr. Dealer--" If 1 put in a stock of your drummer ? " said a Louisville travelling man we want your customers to know just what it contains, and when you do know what it contains you know it is the best paint made, or is possible to rr^ke." . I ! goods what am I to do with the goods i have got ir. stock ?" Salesman--" Just the same as you do with any other goods that you get stuck with, 1 | J i as he joined the group in front of one of the hotels the other night. "No? Well, It's a great scheme. You see, the trusts have made brains absolutely useless in the business, and when a merchant has to buy at Mr. Dealer--" How do you know that my or with goods 'that have not acme up to one place or go without, an idiot can take paint is not just as good as yours ?" what they were recommended, or v/hal you his order just as well as a man of superior Salesman--"Well we have had several expected when you bought them. Reduce intelligence, like myself. So to cut down brands of so-called first quality paliits the price to nearly cost- and close them out. expen.se some genius has gotten up this analyzed. I'll look and see if l have a copy There are lots of people looking-for cheap automaton. It is madeof paptermache, and of the analysis of the brands you handle. goods to paint barns, fences, etc., and if ' represents a drummer sitting on a sample Yes, sir. here it is. My firm do no: give you were to get your money back you arc ;iunk. The whole thing is about eight inches me authority to show these analysis papers coming out mighty easy. You know >t 7v high; and is boxed up and sent to the retail to anybody, but just to let you know that what's in your paint and you cannot any merchants by express - When it arrives the you are not getting what you expect or pay for ('ll let you see the analysis of the paint longer afford to recommend it as a first class article, so clean it out as soon as you can." business man sets it on his desk, touches a spring, which releases a phonographic you handle." Mr. Dealer--" How big a bill must 1 buy cylinder inside the trunk, and the drummer Mr. Dealer--"Do you think this is a in order to get the exclusive 3alc of your begins to talk. 4 Cood day, sir,' he says; correct analysis?" goods in this town ? " i '-the following are our list prices on so and Salesman--"Yes. sir. correct in every Mr. Salesman--" If you put in a stock the sc,' and with that the machine reels off the particular." same size as the one ycu have now we will Utest quotations of whatever trust it happens Mr. Dealer--"Now I did not know this give you a spring dating, and fix you up with :o represent. At the other end of the trunk paint had any adulteration, but l see it a lot of- attractive advertising matter, and is a hols connecting with a receiving cylin has." get everything under full swing before the der. and the merchant speaks his order into Salesman--" You will also note it only spring season commences, and if you will it. 'Thank you. says the mannikin, when weighs thre^-fourths as much as New Era co-operate with us we will help you get more he gets through ; ' 1 wilt now tell you two High-Grade, and it only contains a shade paint business with the genuine article than comic stories and sing you a selection from over three-quarters of a gallon." all the rest of the dealers combined." the latest opera.' If the merchant does net Mr. Dealer--"Yes, I know the paint 1 Mr. Dealer "Well, come in after dinner care for that part of it. all he has tc do is to handle only weighs about thirteen pounds to and we will fix you up.". turn a switch. Then he returns the auto the gallon, but a good many paint manu Salesman--"All right. Mr. Dealer, thank maton to its box and expresses it back to facturers say that the weight don't count you. I'll be in about three o'clock, So the house, c.o.d. There the order record is for much." long." ' taken out, a fresh one put in, and the Salesman--" In ordinary paint it don't machine sent to another customer. It's a count fer much, but when you come tc wonderful device, and its advantages over a figure on an absolutely pure lead and zinc live drummer are toe numerous to mention, paint then the amount you get and what it Note. it doesn't eat anything, it has no hotel bills, weighs cut a very prominent figure, but in common adulterated goods it does not ; This is a good time to look over your lists matter, because it is simply how much j of towns and advise us if any additions or it runs up no expense account, and never draws on the house. Then, again, think of the enormous saving in railway fares l " So water the manufacturer is able to put in." eliminations are to be made. says a Trans-Atlantic paper. * 0007-SWP-00012801 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Oitr Representatives. VOL 1. DETROIT, MICHIGAN, DECEMBER 23, 1899. NO. 15. Paint and It* Solid Constituents--The Pigments. 5\ JOHN COLLET. 1 The eminent German chemist, Justus yon Liebig, was the first who explained the theory ot the process of White Lead making by the Dutch cr Holland method, putting same down in empirical chemical nomen clature and formulas. Later on Hochstetter and others substantiated his theories by experiments and analytical tests. As you are not familar with the nomen clatures and formulas employed in chemistry I shall abstain as far as possible from using them, and will explain to you Liebigs theory of the successive chemical reactions in the following way : . -We can divide the whole process^irua three dis inct stages of action,* bearing in mind that which we have to deal with, viz: Heat, metallic lead, acetic acid, water ind carbonic acid gas. The first action which goes on In the stack is the conversion of the blue lead into a basic acetate of lead, which takes place in two sVages of action. First:--The voiatised acetic acid acts on the lead metal, forming a normal acetate of lead. Thus: Lead and acetic acid, or, normal acetate 0: lead. Second:--This normal acetate of lead, under the influence cf heat and in the presence of water or steam, takes up this water, but is at the same lime split into a basic acetate of lead and free acetic acid. Thus we have, then : Normal acetate of lead and water, or. basic acetate of lead and free acetic acid. This free acetic acid vs ready to attack a further quantity of metallic lead. The basic acetate of lead takes up very readily the carbonic acid evolved by the fermenting tan. The carbonic acid taking the place of the acslic acid in the basic acetate of lead, forming thus a basic car bonate of lead, or White Lead, sets the acetic acid free, and this acetic acid Is then also ready again to attack more blue lead. Thus we have : Basic acetate of lead and carbonic acid, goes on smiling and profitably wherever it or, basic carbonate of lead (While Lead) is carried on. There have been many free acetic acid. scientific processes which give lhe same it attacks the blue lead, just as in the results as to the article produced being good start, forming the normal lead acetate, and equal in quality to the Dutch-process- which is then again changed into a basic lead, but wh;ch have not paid either the acetate and then into White Lead also, so inventors or the manufacturers adopting that a continuous cycle cf changes and same. I mention only the various methods transformations take place; the acetic-acid and processes which suggest the manu being taken up by lhe "blue lead'* aiul facturing of While Lead by electrolysis. liberated again by the formations of basic To discuss all these methods and other aceta:e of lead and White Lead, both as we processes is hardly necessary and would know evolved by the heat of the ferment take too much spaci and time. I shall, ing tan. therefore, explain and discuss only a few of As the * blue lead " in the corroiion pro them, that is, the so-called "Chamber Pro- cess takes up water and carbonic acid, ceis," precipitation process, and especially forming thus, White Lead, and becomes as in the first line, the "American Carter" such more bulky in form, so is naturally process. the yield of White Lead larger than the The Carter process employs the same corresponding amount of lead metal placed princioal as the Dutch, for that is absolutely into the stacks. As a rule nearly all the | necessary, White Lead being made by blue lead " Is converted into White Lead ; i chemical action, as already indicated; but one ton of lead producing about one and ! the materials used for the corrosion of lead one-fourth tons of White Lead, or an in- | are handled in a more modern way, and the crease of about twenty-five per cent, the 1 corrosion itself Is carried out in a more amount varying from time to time according ' scientific manner. The idea of using the to the degree of perfection with which the lead metal m the form of perforated discs or corrosion has proceeded. buckles, instead of pigs or bullion, in order The great fault of the Dutch process Is the great length of time required, 10 to 12 weeks, the great amount of capital it takes to construct a stack of lead and the loss of interest on the capital invested while the lead is undergoing the corrosion process; furthermore, although the modern Dutch process is almost perfect in regard to con struction and working, there is always a certain risk, owing to some defect of pro ducing a useless and imperfectly corroded lead which has to be sent back to the melting furnace and again be reduced to to expose more surface to the corrosive agents, is carried still further, in fact to perfection in the Carter process by atomiz ing the lead metai. Again the idea in using the spent tan in preference to stable manure for the purpose of generating heat and car bonic acid, gas is carried to a further degree of perfection by burning coke :or that pur pose, the gas being thoroughly cleansed and purified before it is utilized in connection with steam or water and acetic acid. Like the Dutch process, the Carter process * blue lead," or which is used for the manu may be subdivided also into three stages of facturing cf orange lead, the orange mineral operations. of commerce. It is, therefore, no wonder TO it CONTINUED that inventors have turned their attention to devising other simpler and quicker methods of producing While Lead, methods which are claimed to be free from all defects and drawbacks of the Dutch process. So far. however, with the exception of one or two, all these new methods have proven to be complete failures, with sometimes disastrous Note. Salesmen are reminded lo renew their letters of Introduction to the mercantile agencys--R G. Dunn & Co., and The financial results, while the cld Dutch process Bradsireet Co. 0007-SWP-000128011 Thoughts PUBLISHED WEEKLY-'BY THE ACME WHITE LEAD AND'COLOR WORKS, DETROIT. MICIL ; Devoted to Matters of Interest to Our Representatives. VOL. !. DETROIT, MICHIGAN, DECEMBER 30, 1899. NO. 16. Paint and It* Solid Constituents--The Pigments. A very diluted acetic acid, more diluted than that used in the Dutch process, and water or steam, are also sprayed into the a$> stated, is allowed to flow from one tub Inijo another, and so on, being, however, constantly agitated and more water added, BY JOHN COLLET. corroding cylinders, the lead being at the and by this process it is thoroughly washed. same time continually agitated. Its entire It is then pumped into the settling tanks (Continued from last nteei.) surface is thus exposed to the combined and and from there run on steam heated copper continual action of the acetic acid vapors, pans and dried, and handled then l.ke the The first step is to atomize the pig-lead water and carbonic acid. finished product of the Dutch process. as it is received from the smelting and re The time required for the corrosion is 7 The Carter process, which was introduced fining works, which is done by melting the ; to 9 days, which Is indeed a great advantage into America in 1886. is operated in Omaha lead in a large kettle, allowing the pelted compared with the length of lime (say 100 and Chicago with a capacity of 30,000 tons lead to flow therefrom through a proper days) of the Dutch process, and another per year. apparatus, the principal of which is 4? fine obvious advantage of the Carter process Is passage or slot or perforated plate through the fact that the lead-can be examined at TO SB CONTINUED whicii the meiied lead passes, afier which any stage of corrosion without interfering It is blown by superheated steam at a high with the chemical action. pressure as a finely, partly oxidize^ *sd The terhperature in the corroding cylinders hydrated lead into brick chambers. T3*e 1 is about 140 degrees until the lead is cor , This is what The Detroit Free Press says of our anniversary reception: blowing system Is on the principal of ! roded, after which it cools off and becomes ordinary nasal or throat spray,. Thb JeadJ -.PQW-by itself, which cooling indicaies_ihen EMPLOYEES BANQUETED is, in fact.*so fine that it resembles ground ) tire .end of the chemical actions, that is the graphite, or. as the degree of oxidation may conversion of the lead into White Lead. ACME WHITE LEAD AND COLOR WORKS, be, powdered litharge, and that sometimes, The corrosion is almost perfect, being THE HOSTS. especially as it was the case when the very seldom below 95 per cent, the remain Carter process was new arid not in such a ing uncorroded lead is then easily separated William Richards, Jacob Heinz and John Collet, state of perfection as it is now, this finely from the White Lead. the Prize Winners. divided lead oxidized so rapidly when ex As the lead is charged as an amonphous posed to the air that combustion or ; powder into the cylinders, and continues f,ast evening at Strassburg's Academy the Acme explosions took place, resulting in a tot,a1 ; durin^lhe process of corrosion 'as a powder, White Lead Color Works tendered its annual reception to the employes and their friends. Fully loss of the powdered metal. so is the product a powder also and is 300 ladies and gentlemen were present and souvenir programs, the covers of which were This finely divided lead is charged in fitrshed as such. This fine White Lead made ofJapanese wood, were presented l each quantities of 300 to 500 pounds into slowly powder, however, ts moistened when still in of the guests. The early part of the evening was devoted to revolving cylinders about 5 to 7 feet in the cylinders to form into balls, varying dancing until everyone was .-ailed to the banquet hall, where an enticing lunch was spread. Kev. diameter and 8 to 12 feet long. These ' from the size' of a buckshot to that of a Samuel S. Marquis delivered the invocation, and cylinders revolve continually day and small marble. This is done to prevent the then formality was dispensed with until the good things had been disposed ot A program of short night, the lead charged therein assumes a position along the cylinders on the side dust which would be given off if the product was handled in a dry state. tal'-ss had been arranged and the position of `.oastmaster fed 10 G. B Polfer, accountant tor the company. He introduced President W L. Davies, which is turned up, the powdered lead as it , The lead as taken from the corroding who had the pleasant task of welcoming the guests. Rev. S. S. Marquis talked on `'Wanted, . reaches a certain height overturns and falls cylinders is carried to the washing machines, a Higher Standard'Than Duty," and Secretary Thomas Neal followed with a personal rbat re to the bottom of the cylinder, undergoing which consist of rapidly revolving pronged garding the factory and the employes. S. II. Hart, thus a perfect mixing and overturning. shafts inside a cylinder or trough, into the oldest representative of the compaiiv, spoke of its early days, and A. M. Woodward extended :he Into the ends of these cylinders,'at the which the lead is put with a large quantity greeting of the traveling men. A recitation entitled "The Prod* Sou" was given by A. St. George center, through a special arrangement, the of water. The water holds the lead in Dougall, carbonic acid gas is admitted. The gas is suspension, flowing from the machine like 1 j Every year the firm gives three prizes consisting of $25, $15 and $ro in gold io the three employes generated, as stated, by the combustion of milk Into a series of revolving reels or ; who advance the most valuable suggestion oaring the year, and everyone present was on edge to coke, and is drawn by means of an exhaust screens covered with fine mesh brass wire learn who the winners were The first prize fell fan through a purifying chamber, in which cloth. That which passes through flows to William Richards for suggesting a method for the saving of what has been hitherto a waste pu>- fine particles of coal and other gases are into the first of a series of vats. The tail . duct in connection with t!>e dry color process'. Jacob Heinz won the second prize by suggesting retained, and hence to the revolving ings from the screens, consisting of blue a mechanical method for the oiling of machinery, cylinders. The gas as it enters the corrod lead and partly corroded lead, are used for ami the third prize fell to John Collet, who pre seated a valuable suggestion in connection with ing cylinders is kept at a uniform tempera making red lead, orange mineral and the educational system that has been established for the employes. ture, such as experience has shown to litharge. That which passes through the A cake walk followed and Finney's orchestra produce the best finished product. screen on to the first vat of battery of tubs. ! again took up ihe dancing program, : tinned until an early hour. which cott- 0007-SWP-00012801