Document EmdMxZqN4dXR92NEwbeZNrXmV

White City News Devoted to Matters of Interest to Our Representatives. VOL. X. . . - i, AUGUST 15, 1903. ________ NO. 12 The Unattainable. -- ---------- S'--^ tammtrT =3 P P. DOUGALL, fiktea Ma n a q c r She had studied atf tiie ologles Which are taught in modern colleges, She had mastered all the sciences AU languages she knew, She had conquered ancient history , To her Sanskirt was no mystery , In all the great affairs of life She knew just what to do " Pick-Me-Ups " for the Salesman. FROM PICCOLO. But when she tned her hand at euchre All her partners quite forsook her, For, though In erudition A salesman should recognize the fact that his house may make mistakes, but that the head of the house is not i a posi tion to give personaL attention to every de tail. !n -adjustoeats .with a customer, This wise maiden set the pace, Still, in spUeof what was taught her, She was Mother Eve's own daughter, And so she never missed a chnnce To trump her partner's ace --Chicago Timts-Herald therefore, a salesman should never blame the house, but rather place the blame where it belongs--on the shipping clerk, bookkeeper or office-boy. It is easier to excuse an error on the part of a subordinate. A salesman should never magnify trouble. On investigation he usually finds that the difficulty is not so great as he thought it. When entering a dealer's store for the first time, never ask for the proprietor. Ask for the buyer and address your inquiry to the first person you meet. Never ignore the poorly dressed man or boy; he may be the one with whom you have to do business. A salesman who reports that he has ; found trade dull but that he is making J. J MAHONHY. Above is a very good photo of one of " lots of friends " for the house, doesn't our new representatives, Mr. J. J. know the meaning of the word friend. The friends of a house are those who send them their orders. The more friends you have, the more money you can make. You make money through your friends. Your enemies won't let you make it through them. Mahoney, who is a paint salesman of ripe experience, having represented one of the leading manufacturers for a number of years. His territory will be Northern Ohio and Northern Indiana. We wish Mr. Mahoney Kis full measure of success. Cultivate the right kind of friends. If you want to make a man your friend, get him to do some favor for you. He will think more of you than if you had placed We arc just in receipt of very nice orders for $5.00 and $10.00 Assortments from the following of our representatives: him under an obligation by doing some Mr. Dan Davies, Mr. C. F. Elliott and thing forbim. Mr. F. B. Sangster. SUCCEEDING IN BUSINESS, One of Exchanges Raises a very Import ant Question. For a long time we have heard the state ment repeated again and again that less than 10 per cent, of the men who engage in business make a success. It is time that some of the wiseacres who repeat this proposition should give a definition of what theyconsider success, says.S7. Paul Trade. Certainly more than 10 per cent, of the merchants and mechanics who are in busi ness to-day will remain in the trade and make at least a living out of it to the end of their days. The fact that a man may, at some time during his career, be compelled to make an assignment or go into bankruptcy does not show conclusively that he has failed. They have at least made a living for them selves up to the time of failure, and many of them, a very large percentage, gn into business again and do well. The bankruptcy law is itself designed to relieve a man from the disastrous effect of unforeseen contingencies, such as cyclones, crop failures, fires and the like. Otherwise the inability to pay their debts would have the effect of making them slaves for life in order to pay creditors, a condition which would be unfair to the debtor and very injurious to the entire trading community. The principle of the law is that until goods are paid for the original owner re tains an interest of a certain kind, and upon him should fall the burden of loss beyond that part which the debtor can pay from the assets he may have in hand after Such a loss. This principle applies, even although the failure may arise from mismanagement, so long only as the conduct of the business has been honorable and the debtor incurs no additional liability after he knows himself to be insolvent, Quite a large number of men who fail in . ft": WHITE CITY NEWS business on account of mismanagement, go Have you ever stopped to reflect that They Say. into some other line and do well. In the the business men in your town who have That ignorance of the law excuses no career of such a business man the incident owned stores for years have the same sort one but the lawyer. of assignment orbankruptcy does not deter of love for their business that they must That there is no luck in horseshoes. mine his ultimate success, nor does it in the case of those who are obliged to assign because of some unusual disaster, as fire have had the day they began it, and they are always absorbed in it ? Do you understand from these homely They never make both ends meet. That charity begins at home and often ends there, too. and the like. comparisons that there is little use trying That some husbands are very indulgent, The United States reports show that of to make a success of a thing unless you the men engaged in business an average try for its own sake and because you can of one per cent, go into bankruptcy each enter whole-souled into whatever it year. demands of you? if there are as many who make assign ments, then the total would be two per No man ever made a success of a thing cent, per annum. Then if you suppose he was forced by himself or others into that the average life of the business man doing. Unless the will is voluntary in its is twenty-five years, you have but 50 per , action there is little spirit for a foundation cent., not 90 per cent, of failures in busi ness, and this percentage as indicated above should be considerably diminished on account of those who at some time may fail but who still recover and do a prosperous business again. Nor is it a true method of reckoning up the failures or successes of men to say that although one may have doneasuccessful business for fifteen or twenty years or even fifty years, he is still to be counted among the failures, if at any time before retirement he meets with reverses in busi ness, By the very closest method of reckoning at least 50 per cent, should be and the action that comes in spiritless work bears little good fruit. If you do not like the work you are en gaged in and can see no pleasure in learn ing the ways of a store or shop, it will be better for you to drop out and find your way into congenial employment at once-- better for both employer and yourself. If you like the work and yet are fearful about entering into its details, because you would rather some one else would dn the disagreeable parts, you are almost as bad off as you would be with a bitter dislike of the whole thing. The young man who enters business but sometimes they indulge a great deal too much. That your friends may not know much, but they know what they would do if they were in your place. That we always admire the wisdom of those who come to us for advice. That money talks, but often it goes without saying. That women may not be the greatest inventors, but it is strange how apt they are in discovering new crinkles. That the aroma of doves is the breath of suspicion. That an ounce of silence is easily worth a pound of explanation. That all men believe in harmony, if you let them run the harmonizing machine. That when you have the rheumatism, if you put your leg through the window, the pane will be gone. That you can make some people keep a secret, if you give them chloroform said to have succeeded, and, as a matter of fact, a much larger proportion obtain a good living ail their lives, doing so by methods that are perfectly legitimate and honorable. It would seem as if they should be counted successful. Have you ever noticed the degree of success that attends the work of the men you know? Have you ever though why it is that some men do a thing in a right way and their neighbors do the same thing in a wrong way, and the success of each shows exactly how well they were in sympathy with the work they did ? Have you ever thought that old doctor, whom you have known all the days you can remember, has traveled the streets of your town and ridden over the country roads for maybe more than half a century and has been a most successful practitioner because he thoroughly loved his work life with his eyes open, knowing that he does not think well of the business and would like to do something else, is unfaith ful to himself and no real good to the man who employes him. The sooner he gets out the better off all sides will be. The young man who thought he would like it and finds it not what he wants, but still dings to it, and the young fellow who is in it because it offers a place to earn some money for a little while belong to the same class, and the sooner they get outside the line the better. Next to a match that will not light is a friend who will not stand up for you tn an emergency. We all have friends who are always ready to say a good word for us when we do not need it; but when the time comes to test them, they fly away tike birds at the approach of the cat. I sincerely hope that in the next world, if enough. That the first duty of a citizen is to keep his nerves strong and his digestion in good working order. That when a man wants to be sure that lie is right before going ahead, he gener ally finds that he has been distanced by someone who takes a few chances. That you should learn to labor, and to wait 110 longer. That an absolute vacuum is a physical impossibility, that it can exist only in your mind. That a man will promise a woman any thing to keep her quiet That when a man says he is perfectly contented, it means that he cannot see a possible chance to get any more. That a self-made man is often too proud of his job. That success is the child of audacity. and did it with a will and with all his not in this, we shall have a chance to find That a nickle in the hand is worth two might ? out what true, fearless, unalterable, per m the slot. Do you reflect that Lawyer Johnson is fect friendship is--friendship that cares That few people can stand prosperity, sought for from end to end of file town not whether you are poor and ill-clothed or but thereare many who would liketo try it. whenever a farmer has a case of law on rich andarrayed in fine raiment; friendship --From The Gregg Writer. his hands, because the community has that casts its lot with yours whether you learned to place all sorts of faith in the munch crusts or feed on pheasants; that it is sometimes said that there is to-day work of Johnson and because he goes at a will remain at your side whether you walk no friendship in business. There is just thing with the full purpose of winning on cobble-stones, or ride in state over the as much to-day as ever; the only every time ? king's highway.--Selected. difference is that there are more friends. v 0007-SWP-000128404 111 WHITE CITY NEWS GOING LIKE HOT CAKES! HE $5.00 and $10.00 Assortments of our Special T ties are moving at a very lively rate. It is decidedly uncertain that the trade will ever have a better, or as good an opportunity to place a trial order for the various lilies of our Specialties, and that this is realized seems to be evident by the way orders are com ing in from all parts of the country. When we are willing to include an additional quan tity of goods without charge, making the cost to the dealer about 10 per cent, less than the regular price, and include a full line of advertising material in each case, it ought to convince the trade of our willingness to make a concession to induce a trial order. The concession is good for this fall only. The goods may be had from the nearest distributer, as they are carried on hand ready for shipment. They are all staple lines. They all afford a handsome margin of profit to the dealer. They are all put up in an up-to-date manner, with handsome labels, easy-to-opsn cans, to say nothing of the quality, which is up to the Acme standard in every respect. It is not strange that so many dealers recognize the fact that there is no risk attached to an investment of $5 00 or $10.00 for a carefully selected assortment of the best selling shades and sizes of the goods, and that our distributers' representatives are placing them so readily and so freely. 0007-SWP-000128405 WHITE CITY NEWS ir 0 oa. <o s3 * 32 5* o* 9 fr o 13. < Hi 3 " & BP cr --K o <Oft 52. g S w t ? 05 o I X3 oo-i aw- * O 2 ^ 5' c 5 > sr s. iSS-f. ft 2. -- o* !3s fc* bft o* 2 fgt O S' c(Pr <>t> *co eog O *1 3 ^ *B S K If 3 2ft vj ,, 3. o 3 p ar?", O f?4 ?? <?1 tor 3 n32 3 &. 8 `5 e> r ^_,. S 5 = 9 o* g ?3 (ii 23. O3g cr 5 P< 52**. a2 o "3 a 05 5' S3 SO <D a 2 S* -2 * ;g?s. s 3 3 ex* 5 w > O' A a. 2a' w . TC3 -5 c V cu O cr c 3a a 85 2* (j 3* " O^ *3< 3 rs+r a< ftt ? sr *sP* fw*t Q*o5 3~2 i-- S 2 p. a* 3 * " r -5 a -'"SSCSfc i, itf4 Afe. td- w. w a&teiL*. *3 t j U1 pj 5; QD F &> B EL w* t * L 0007-SWP-000128406  *r i White City News Emffl Devoted, to Matters of Interest to Onr Representatives. PV8LISME0 BY , II PAINTS,ENAMELS COLORS,VARNISHES VOL. I. DETROIT. MICH AUGUST 22, 1903. NO. 13 Here Are a Few Arguments About Davies' Varno-Fioor-Stains *` The New Floor Finish " We are pleased to say that we are now able to conscientiously offer a high-grade floor varnish and stain combined, that will do the work. Davies' Varno-Floor-Stains fill a long felt want. They are made from a particularly fine grade of floor varnish, combined with stains carefully select ed to produce a hand some and correct im itation of expensive woods, and are ex tremely durable. They can be used upon new or old, hard or soft wood floors, whether previously fin ished or not They can be used on floors, linoleum, oil cloth, wainscoting, fur niture, doors and any or all interior wood work, where a particu larly high-grade var nish stain is required. They stain and var nish at a single appli cation, producing the most handsome and correct imitations of expensive hard woods, such as walnut, mahogany, cherry, oak and rosewood. They will positively not mar white, chip or crack, and are not affected by hot or cold water or soap. The varnish used in their manufacture is the best that can possibly be made from selected hard gums, thus insuring great brilliancy, elasticity and durability. The use of Davies' Varno-Floor-Stains does away with the necessity of using carpets, which collect and hold the dust and dirt. Davies' Varno-Floor-Stains are easy to keep clean and make an old floor look like new. There is an immense field for this article in every territory. People have long wanted a floor varnish stain that they could bank on and walk on. Here it is. We are offering these goods in a special $10.00 Assortment, in order to induce new trade to stock the line. We are offering an extra amount of goods in this assort ment amounting to about a 10 percent, re duction in price. This certainly should be an inducement to the retail dealer and should make these assortments easy to sell both for our own men and our distributers salesmen. ___ _____ Mid-Summer Convention. The accompanying cut is taken from a photo of a number of our salesmen who spent their summer vacations in and around Detroit and who were in attend ance at a two-day convention, which we held July 30th and 31st for, the purpose of bringing before them the desirability of our $5.00 and $10.00 Assortments of Spec ialties. We outlined what we were going to offer the trade in connection with this $5.00 and $10.00 Assortment proposition, and the boys were very quick to recognize the splendid opportunity they had to make a showing and they were very enthusias tic, indeed, and each and every one started out with the determination to make a rec ord this fall and to build up business on our line of Rapid Sell ing Specialties. The Hackett, Walther, Gates Hardware Co., of St. Paul, Minn. Among the hustling and enterprising job bing houses of the Northwest, the above named house is mak ing an enviable record in the way of building business. Their success is due not only to a thorough understanding of the requirements of their customers, but to their ability to meet the de mands of their trade with a promptness and completeness that has caused them to earn the reputation of being a house to be depended upon for securing goods prompt ly and right. Their line of hardware, paints and kind red goods is immense and their traveling and house force is composed of competent and well trained men, for the most part " brought up in the business " and form ing an organization competent to handle the many complex problems that come up t# 0007-SWP-000128407  III * WHITE CITY NEWS daily in conducting abusiness involving an untold amount of detail. U is a pleasure to be allied to a house of this description, as they have worked as intelligently and as energetically in the distribution of the "Acme Quality " line of paints, enamels, colors and varnishes as with all the lines of up-to-date goods which they carry for the accommodation of their trade. No Great Loss. The following from Our Young Folks shows how easy it is to speak words which may have a double meaning, and the embarrassment caused thereby: A small boy had been in the habit of supplying the evening paper to a certain minister, who found one evening that he had not the penny for payment. " That's all right," said the boy, " you can give it to me to-morrow night." " But, my boy," interposed the minister impressively, " I may not be alive to-morrow night" " Never mind, " answered the boy, cheer fully, " it'll be no great loss." A shadow fell across the minister's face and he is still wondering whether the boy, despite his look of innocence, was thinking solely of the penny. This " true story " comes from Waterville, says the Lewiston Journal. It oc curred at a meeting of the Sunday school in one of the Waterville churches. Just before the classes were to be excused the supenntendent asked if there was any one present who would like to make any re marks or ask any questions. All was still for a moment, and then a little tot of five years said: I'd like to speak a piece." " Very well, my little miss, you shall speak a piece." The little girl walked slowly down the aisle, and, taking a position directly in front of the alter, made a neat bow and said: There was a jolly wufcbln who kept his heal a bobbin' As. be goblad up a big fat worm And he said ' ` I've eat his brothers, and half a dozen others. And golly, how tt tickles when they squirm ` ' The little girl bowed, and amid laughter and applause returned to a seat beside her moth er. The longer you advertise the better your advertising will pay. People must learn to know you--first by name, then by reputation, and finally as a customer--per sonally. Keeping your advertising before the people steadily will give publicity and reputation, and all the rest will follow nat urally. Some Pointers. If ynu are doing welt, try to do better. If you "haven't got time," hire more help. Do not advertise your competitor, adver tise yourself. Pay no attention to your competitor, let him pay attention to you. Observe one day out of seven for rest; remember you are only human. Do not try to do two things at once. Do one thing well, then try another. Do not deliver anything that is " good enough ;" make it first-class, or do not deliver. Do not be afraid to adopt some one else's method, if some one else's method is better than your own. Change your mind if you find that you are wrong. Make up your mind slowly but come to a conclusion. Ex-Vice President Levi p, Morton, who takes great pleasure in his estate on the Hudson and makes common subject with his neighbors of agriculture and theraising of cattle, was once identified, to the amusement of a Washingtonian, by his agricultural attainments, says an ex change. The Morton carriage whirled through the village street one afternoon quite near where the Washingtonian and a farmer were standing. " That's Vice-President Morton, isn't it?" inquired the Washingtonian. " Vice-president nothing was the re ply, "Ever heard of Morton's cows? Well, that's Morton.1" Austin, Pa.. August 6th, 1903. J. W. Stanton, Esq., Erie, Pa. Dear Sir : Yours of the third at hand and am glad to hear that you are enjoying your vacation; in the meantime we are still selling "New Era Paint" at the old stand. Yes, I landed my customer and the order for one barrel of No. 17 was part of the order. This job alone will require between fifty and sixty gallons of paint. The best part of all this order was that our customer took sample gallons of two other well known makes of paint and New Era Paint home and after a thorough test de cided in favor of New Era. Yours truly, A R BUCK. Keep a Hustling. If you strike a dull day 01 two, If the world to you seems blue, Keep a hustling, Whether crops are good or bad. Don't ever look sad , Keep a hustling, Even though you stub yout toes And your mstomer turns up his nose, Keep a hustling. If you are only willing, You'll soon makes, killing, Keep a hustling. Hard work kills very few And it won't hurt you, Keep a hustling. If Mr. Brown turns you down. Don't le^ve him with a frown , Keep a hustling. If your draft don't arrive. Don't fret, you'll survive, Keep a. hustling. " 1 pity no man because he has to work. If he is worth his salt he will work. 1 envy the man who has a work worth do ing and does it well. It is the fact of doing it well that counts, not the kind of work, as long as that work is honorable. Tn the true American nothing can be more alien than the spirit either of envy or of contempt for another who is leading a life as a decent citizen should lead it. In this country we have room for every honest man to spend his life in honest efforts; we have no room either for the man of means who in a spirit of arrogant baseness looks down upon the man less well off, or for the man who envies his neighbor because that neighbor happens to be better off. Either feeling is abase feeling, unworthy of a selfrespecting man. I used the word envy just now, but did not use it in a bad sense. If you use envy in the ordinary sense of the word its existence implies a feeling of inferiority m the man who feels it,afee!ing that a self respecting man will be ashamed to have. If the man is a good American and is doing his work squarely, he need not envy anybody, because he occupies a position such as no one else in any other country, in any other age, has occupied; and because we hold our citizen ship so high, because we feel and have the right to feel satisfaction with what our people have done, we should also feel that the only spirit in which to regard any other man who does well is a spirit of kindly regard and good will if he acts squarely; if he does not, then you regard him as a man to feel public scorn and public contempt.--From President Roose velt's speeeh ui Dansmuir, Cal. 0007-SWP-000128408 White City News Devoted to Matters of Interest to Our Representatives. FUBLISHED BY PAINTS.ENAMELS f> COLORS.VARNISHES L;>' a '--)' ' VOL. I. DSTHOIT, MICH. AUGUST 29, 1903. No. 14 W their way clear to do anything else. Talking Points. These are some of the reasons that account for the good records being made by jobbers' salesmen in the competition for the Jooo.oo in cash prizes we are offering in addition to special prizes. These are F. R. DOUQAUL, SAVES MAMQEK also some of the reasons that account for "something special doing " around Acme- There ia Something Doing In the Good ville in this good old summer time. If you Old Summer Time. are a salesman take a hand in this com When we offered the 85.00 and $10.00 petition. You will find that it will be an easy-selling assortments of our specialties ' easy way of building business for your we knew that they ought to "take," and house and for yourself and of helping your the rate the trade are taking them has fully customers to build business by being in Neal's Carriage Paints confirmed our preconceived notion that position to offer their trade goods that will (The Old Original) they only needed to be introduced to be please In every way. Neal's Carriage Paints (the old origi recognized as a good thing. We provide blanks to notify your house nal) enjoy the enviable distinction of be There is not a reasonable excuse for a and ourselves of all sales and credit your ing the first line of prepared carriage dealer to say " no " when he is offered an record when youT house accepts the order, paints, in colors, ever offered the trade. assortment of goods of " Acme Quality " and we also provide you with a selling out Ever since they were placed upon the and every can in the assortment represents fit that fits your pocket, but there isn't a market eighteen years ago, they have something that his customers need, will be question about the goods from color to held first place with the trade and the well pleased with, and want more. Then there is the extra quantity--it makes the assortment cost about 10 per profit that you can't answer by referring to it. consumers. Neal's Carriage Paint is made from the most elastic, brilliant and durable carriage varnish that can be pro cent less than it's worth and is an induce duced from the hardest varnish gums. ment that will not hold good for all time The black is made by grinding through by a long way--it is made for this fall only. large mills the base pigment, which, in We never made its equal before and doubt N. C. P., is the best quality of Ivory w if we shall again. It's the dealers oppor Drop Black, but which in other so-called tunity to try good things In Paints, Enam carriage paints, is too often nothing but X els, Stains and Varnishes. Our distributers' salesmen are finding out that we meant it when we said " easy-sell ing " assortments. Very few of their cus tomers hold off on an investment of a lamp black, or even cheap asphaltum. Neal's Carriage Paints in the various col ors are made by finely grinding carefully made dry colors, especially selected for their richness of tone and permanency of mere $5.00 or Jro.oo bill to be exchanged for a well assorted stock of staple goods color, in and with the durable carriage varnish referred to above. that will sell every business day in the year and afford a margin approximately 66% per cent, on their investment. We stand back of every can bearing an Acme label, and don't ask the trade to take anything we would not buy ourselves if we were in their shoes. In fact we have tried to put ourselves in their places so as to be able to offer something so much better than The above illustration shows a pair of hands engaged in opening one of the " easy to open" cans in which our" easy to sell" Paint, Enamel, Stain and Varnish Special ties are put up. It is one of the many upto-date features which make the line easy to place--especially in connection with the $5.00 and $10.00 proposition we are offer Quality is the Back-bone of Reputation. Neal's Carriage Paints have held their own and made great headway against all comers, simply because they are right. They will stand up under the most severe tests, and will not check, crack or blister. They possess a brilliant lustre and will give a rich finish to the worst looking buggy, a finish which will last, and make the " other fellow " that they can't see ing this fall. the farmer glad he used N. C. P. six 0007-SWP-000128409 WHITE CITY NEWS $10.00 Assortment of Neal's Carriage Paint, The OU OrttfaiL compared with the "other fel low's" line, or must be shown what the goods will do to an old worn surface, there is noth ing that will convince him any more certainly or quickly than to use the Demonstration Can m his presence. If you want to show what one coat of Neal's Carriage Paint will do to an old P*E\d ready for sl.iptneni with attractive advertisinK natter for store duplay buggy spoke there is no surer _____ ___ way than to apply a coat of months or a year after he painted his bug gy. He will find that N. C. P. will very often last longer and look better than the original finish which was on his buggy when he bought it. Neal's Carriage Paints (the old original) can also be used for painting porch chairs, settees, lawn swings, row boats, iron fences, m short any old thing--indoors or outdoors--re quiring a durable varnish-gloss finish in rich, handsome colors or black. We are offering these goods in a special $10 oo assortment in order to induce new trade to stock the line. We are offering an extra amount of goods in this Special Assortment, amounting to about tlieequivolent of a io per cent, reduction in price. Raven Coach Black, the black est, brightest and best black made, upon the rustiest surface the dealer may select. If you want to convince the dealer of the easy-working properties of Neal's Enam els and show him the purest and whitest white made, bring out your Demonstra tion Can and let him do the applying him self. Anybody can apply our specialties successfully if they half try. We will furnish these Demonstration Cans to any salesman who wants them, sending him a set for such of our special ties as he may select. There is nothing that would help quite so much in making a record on our $5.00 and $10.00 easy to sell assortments. This certainly should be an inducement to the retail dealer and should make these Colt & Co., of 33 West Washington assortments easy to sell, both for our own street, Chicago, 111., have sold their stock men and our distributers' salesmen. and patronage to the Devoe-ReynoldsCo., and will sell the machinery at auction. Our Demonstration Can. The Drummer's Dream. A liltle mum in a. little hotel In & little country town. On a little bed with a musty smell, A man was lying- down. A great big man with a great big snore-- And he lay on tits back, you see-- And a peaceful look on his face he wore. For sound asleep was he In his dream what marv'lous trips he made, What tremendous bills he sold r And nobody failed and everyone paid. And his orders were as good as gold He smiled and smothered a scornful laugh When his fellow-drummer blowed 1 For he knew no other had sold the half Of what his order book showed He got this letter from home one day '* Dear Sir--We've nolitler terra To use in your case than simply to say Henceforth you are one of the firm " And a glorious change this made in his life He now from the road withdrew, And really soon got to know his wife. His son and Ins daughter, too And then he moved from his obscure flat To a house on the avenue Lived swell, was happy, got healthy and fat. Respected and wealthy, too. Hut with a thump, bang, whang1 thump again, The landlord stood at the door. " It's purty nigh time for that 6 io train And the drummer's dream was o'er Ca n Like the man from Missouri we believe the most convincing argument is to show what our goods will do. For this reason we have prepared Demonstration Cans as shown in above illustration. They are half-pint, screw-top packages with a brush firmly fixed in the top, enablmgthe user to keep contents in proper condition and to have everything needed for making a demonstration at an instant's notice. No danger of leakage, and they may be carried in grip with other material without fear of doing damage. If a dealer really wants to see the beauty of Davies' Varnish Stain, for instance, as STANDING OF DISTRICTS 0007-SWP-000128410 WHITE CITY NEWS For Fall Trade. It Pays To see that advertising material sent to customers for our goods is being used to the best advantage. To induce your customer to bring out the goods of our make he may have stored under the counter and to place them in a conspicuous position. To induce your customer to make a window display and to help him with good ideas you have gleaned from general Neal's Florentine Enamel. observation. Now is the time to secure orders for To sell your customer all he needs, but goods for rejuvenating old stove pipes, not to fill him up with material he cannot heating drums, coal hods and articles of sell in a reasonable length of time, especi this description which were laid away with ally if he has accepted your judgment on a sigh of satisfaction this spring and ever the amount. since then have been diligently accumulat ing a coat of rust to get even with the i To tell the trade that those S5.00 and housekeepers who relegated them to ob $10.00 Assortments represent one of the scurity with such apparent satisfaction. "rare chances " to get started on a profit To say that Neal's Florentine Enamel able line that doesn't come every day. will make them look as goodas new is put To avoid wearing a hard luck visage. ting it mildly. Much of the new stove To say as little about the "other fel pipe could not "hold a candle" to the low's" goods as possible. If they are article enameled with Florentine, the black est, brightest and best enamel on the mar ket for such uses. It stands heat- extreme heat--and don't burn off amidst a cloud of smoke and a vile odor that would drive the inhabitant of a glue factory to distraction. It's made in Russia Iron Color, too, and just as good as the black. If jou explain the merits of these goods to the dealer properly, he will give you an order for at least one of those $5.00 assort ments with the extra quantity, and be glad to get the chance. bad, they will tell on themselves; if good, it isn't your business to sell them. To say something nice about your com petitor if you have to say anything, but as a rule, it pays best to say nothing. T0 get so well acquainted with the local editor that he feels it a privilege to print something about the enterprising ham merer for a hardware bouse and the axe he has to grind--in the society column of course. To tell the truth, shine your shoes and brush your clothes. To do the things you know you ought to do and let somebody else do the other things. To inspire the confidence of your cus tomers by never abusing the confidence they place in your representations. To cultivate backbone and an ability to encounter occasional shocks with equa nimity. To believe that the fellow you don't "take much stock in" may possess vir tues that you have failed to discover. Lest you forget, here's the proposition in detail. $5.00 Assortment ot Neal's Florentine Enamels. This is only "the starting point" of an other addition to our paint and enamel plant. When the finishing point of this addition is arrrived at it will shut out from view all that part of the building upon which the illustration shows our sign, "Acme White Lead and Color Works." It will completely cover this part of our present plant, and occupy a large additional ground space in front of it, being built in height to conform to highest part of the paint and enamel plant. 0007-SWP-000128411 B* " 5 8, CBL* so * B& 3 Br s' S " H g5 jO N3 1.1 P J5* b. St S jv 8 OP*" *JfQOt *rt R*p*' 8' ^ t * O* g Pi* ~ 5' r * Ssf 8 8* g* 3 p Tft 1B vS3 *t> 8o**5~ 8 E WS ,,. R nCu B. e *o** e. --?o %K | a^ 3cc. sH. O^* >ao. a8 <*T *n0^ P1 ** S2O* $ s. p ITS- * 3p si I< a, * 8 2 S"3 0 2* o S^j ' aa O cp ^ *ar* w* 3sS8 o p &+ 2$k aI *^ & 3. P *3 M P3 A3ra*- ? Q* a 3* 9E r ft r sr a- ,, g8f ^J * J fl S 3a 9o r; l o. o. (U 3* r> Bo [ O-. ane. 3^C-* sDa' 8pMSS* O ts QfP5>*t*. 1 "S, *" I* 3UK^ B* 9 & 5 i5 S '$ PPg ft I* * P C-U ^ 6* <*Q 3 5 Es o 5 .> 3- ' 'SS Bg` ? E. ^ 1 1 S. <r ^ 1 f. -<i to WHITE CITY NEWS |Hh | *a z \a\*\ Z b& )*o */m* A O n ^BR 0 ) tf 3* 70 HI 0007-SWP-000128412 White City News Devoted to Matters of Interest to Our Representatives. PUBLISHED BY HB c c L VOL. I. DETROIT. MICH. SEPTEMBER. 5, 1903. NO. 15 F R. DOUGALL, Sal e* Man ag er That "Special Varnish. Offer." Here is your chance to make new cus tomers, add largely increase your sales of varnish. Push that "Special Varnish Offer" or No. 1 Furniture, (or four gallons of each), GRATIS. With an order amounting to $75.00 net, you may offer twelve gallons of No. 1 Coach or No. Furniture, (or six gallons of each), GRATIS. These orders must be written over your customer's signature in blank space on "Special Offer" folders provided for that purpose. The first page of folder containing the original order must be torn off and sent in We trust that you will endeavor to place as many stocks with your new customers for varnish, on this basis, as possible. The offer applies to old customers as well as new, provided they have not already received the benefit of same. You can recommend the quality of New Era Varnishes just as highly as New Era Paint No better varnishes are or can be ' made. We have extended the period that this This offer is open only until Deo. 1st, 1903. Special Offer to Dealers on nsrew Era. "Va-rnislies With aa order for Now- Era YarnlBhcs amounting to tOC Nit , we will send GRATIS, 4 <J- ( No, | Coach or t ions In i gal. cans. . . . i Lt. H. 0. Finish *r ten Ne t . m will send GRATIS, Seal-, M(1, ( Coach or Ions In i gal. cans. . .,} U, H. 0. Finish ^ 7/r Ne t .w b will send GRATIS, x > k|0, f Coach ar *r Ions In i gal. cans. . . . \ Lt, H, 0. Finish VALUE 3.75 7.50 11.25 Gonditiiis x. This offer applies only to your first order for NEW ERA VARNISHES, a. The older must be sent to your Jobber WITH THIS NOTICE ATTACHED with the request that the Jobber forward the order and this notice to us. 3. The order must be filled and shipped by usdirect from factory and charged 10 YOUR JOBBER See Price List and Discount on Last Page. Enter Yoor Order on Inside of TJtfs Page. DETROIT. MICH. hard. Use the folders supplied you for that purpose. If your stock of folders has run out, write the Acme White Lead and Color Works, Detroit, Mich., for a new supply. The proposition is this: With an order for New Era Varnishes amounting to $25.00 net, you may offer four gallons of No. 1 Coach or No. 1 Furni ture (or two gallons of each), GRA TIS. With an order amounting to $50.00 net, you may offer eight gallons of No. 1 Coach to us. We then O. K. the order for credit, and send same on to the Acme White Lead and Color Works for ship ment direct. This special offer is equal to an extra discount of 15 percent, on your customer's first order. Read carefully the conditions outlined on " Special Offer ' ' folder. No customer can take advantage of this allowance more than once. " Special Varnish Offer " holds good, until December 1, igoj. "Take Hold and Lift," and let us see what kind of a record can be made on this offer when you all pull together. A number of our own repre sentatives and some of our distributers' salesmen requested us to extend this offer over the fall months, and we are now looking to you to push this good thing along. 0007-SWP-000128413 WHITE CITY NEWS The above is a very good photo of Mr. Phil. C. Frayser, who has lately joined our force of representatives. Mr. Frayser is a Kentucky gentleman, to the manner torn, and is very enthusiastic on "Acme Quality.'' We know that the rest of our representatives will welcome Mr. Frayser into the Acme family. The writer had the pleasure of meeting Mr. Frayser in Louis ville, Ky., about the middle of August, and sized him up as being a hustler and a wide awake business man. morning, which they kindly did, but next morning we had to get up and put on our wet clothes and finish our ten-mile drive to town before we could get any dry under clothes to put on. So Thursday we had to empty out our grips and lay our belong ings out in the sun to dry. However, more than getting a good scare, I guess Mr. Diggins and myself are all right and ready for business, but neither of us ever wish to have any such experience over again. Yours truly. F. M. Neal's Enamels. August 31, 1903. When l called on C. J. Lutz, of Ottawa, during our conversation he asked me to see his bathroom in his new house, which he decorated entirely with Neal's Enamels. He gave it two coats of white paint and two rubbed-down coats of Neal's Interior Enamel, and finished off with a coat of same. He has, owing to its appearance, sold material to decorate three or four new houses in course of erection. Yours truly, S. L. McCOMBE. H. H HALLADAY Above is a photo of Uncle Henry. Your Uncle Henry has been stepping some during the month of August on the special $5.00 and Jro.oo assorted case proposi tion. His record for the month is within a very few of a thousand Assortments. This shows what can be done on a propo sition of this kind, if you only make up your nund that you are going out to place the goods. We will watch with interest the records of each of our representatives during the month of September. Who will be first at the end of this month? "Come on, boys." The Other Side. 1 wish to explain the reason for Thurs day last being left blank on my expense sheet. (n company with Mr. W. L. Diggins, of We will give in future the standing of each district in total amount of sales made by the General Trade Department each month. This information will be published m the WHITE CITY NEWS as soon after the close of the month as it is possible to get the records. This information should prove interesting to our representatives: S. B. H. Co., Wednesday, we hired a team and drove to the towns shown on expense sheet for that day, and al! went j well until we were about fourteen miles from Bronson, on our return back there, and this is where we nearly passed in our checks. It being very dark, in crossing a river, over which there is no bridge, the driver got off the track and into the deep water, and the horses swam us all right until they got in some bog and weeds, and there they stopped, and this is where our troubles commenced. However, we finally got the horses loose from the buggy and got them out, and the three of us had then to go back in the water and get out the rig. When we did get everything out and ready to start on, it was so dark that we could not find the road for some time, as our only chance for seeing where we were was when the lightning would flash, and were it not for the lightning 1 do not know how we could have got out at all. We still had about ten miles to drive, and we were all wet from head to foot, and a heavy rain storm overhead, so after going about four miles we came to a farm house and decided to go in and see if they would keep us till 0007-SWP-000128414 WHITE CITY NEWS New Hanger For Popular Varnishes. Pages 8990--New Era High Grade Varnishes-- changed to New Era Varnishes Page ot--Miscellaneous Varnishes--Walnut Hard Oil Finish added. Page la*--New Era Paint--Sample Colors of Nos T20, rjr and 332 added. Page 140--Davies' Varnish Stains--Sample Colors --Oak cut out and Light Oak and Dark Oakadded Page 151^--Showing Popular Varnish Hanger. Leaves may be removed from catalog by taking out brass fasten ers at back. It was with sincere regret that we learned of the death of Eugenia Kincaid Hayes, vice-president and general man ager, Hayes Pump and Planter Co., Galva, 111., who departed this life July 25th, in his 56th year. We have num bered the firm, with whom Mr. Hayes was connected, among our most valued friends and customers for many years and tender our heartfelt sympathy in their bereavement. T. W CONNOR. Sal es Man ag e* The above illustration is a reproduction of new show card, or hanger, now being supplied to customers in connection with Popular Varnishes. It is a beauty, printed in black and orange yellow, Any dealer will be glad to give it a prominent place and when this is done, it will do its share towards selling the goods. And the Drummer Tumbled. To explain why his trip had proved so poor a Detroit commercial traveler wrote a long account of how the weather had affected business in the territory in which he had traveled. In due time he received this reply from his firm: "We get our weather reports from Washington. Don't send us any more. What we want is orders." The following from Mr. W. T. Smith, receiving clerk for our customers, Rumsey & Co., of Seneca Falls, N. Y., is inter esting: Seneca Falls. N Y , Aug. ai, *03. Acme White Lead & Color Works. Detroit. Mich. Gentlemen The writer, who Is Quite familiar with the motto of your firm. " Take Hold and Lift," having seen many copies of Spatters, and in checking goods purchased of youT firm, had the motto explained m a very laughable manner one day thtsweek. t went nn an excursion by rail, and across from me sat a man and his wile who. judging from dress and actions, were from the rural districts, and far back at that. The woman sat near the window, and her husband asked her to raise the window As usual, the window was balky, and the woman nervous and quick tem pered, and after struggling some time turned to her husband and with eyes flashing said. " Take hold and lift, If yew want it m up, don't be so helpless." Her loud voice and the way she worked in your motto, pleased me immensely and caused a rlppleof laughter which soon broke into a roar. Hubby promptly took the hint and the window was Immediately *' ri* up." The efficacy of the motto was apparent to every one of the fortunate ones who saw the incident. Very respectfully yours. ___ ___ W. T. Smit h . Quite A Few Changes For Your Catalogs. Cater Places Another Dipping Outfit. The following notice goes out this week We are just in receipt of a contract from in connection with new leaves for your H. C. Cater covering dipping equipment loose-leaf catalog. Quite a few changes and year's supply of materials of our man are made, but they are all Intended to make ufacture for Whitney Reed Chair Co., it easier to sell goods: Leominster, Mass., manufacturers of toys Det r o it , Mic h , Sept s,:*>, and children's furniture. We band yuu herewttli paxes Nos 5-6. ii-42.62.6s- 6^-66. $7-68, 69*70, 79-80, 81-Ba, 89-90, 91-93. 124* 139-140, and ijiSi-isa. In which changes have been made. Please substitute then for corresponding pages in catalog sent you. That the Gendron Wheel Co., of Toledo, are well satisfied with "Acme Quality" is evidenced by the following letter. They Note the following changes are among the largest toy wagon manu Page 5--New package illustrated Page 41--Venetian Reds and Oxides--Lis i prices facturers in the country, and have tong revised Page 4a--Yellow Ochres--List prices revised been on our books, and long may they Page 61--Davies' VarnoFloor-Stain--pint and % pint added to Ground Color Page65--Davies' Varnish Stain--Oak cutout and remain: Toledo, O , July 31,1003 Light Oakand DarkOak added , gross amount of Acme White Lead & Color Works. assorted case changed. Page 67--Neal's Interior Enamel--Pint, % and Va pint sizes added Detroit, Mich. Gentlemen When your Mr. Connor calls upon us Page 70--Neal's Florentine Enamel--Russia Iron again we want him to be sure and see our Mr Diemer, Enamel changed to Russia Iron Color and Black - I as we want him to figure on supplying us with some P Chloride of Litno--Re- stock that heretofore we have been buying locally in ^ , ckages cutout Page 82--Utility Varnish changed to Popular Var the city nish , Solvent changed to Acme Paint and Varnish Remover j Yours truly. GENDRON WHEEL CO., G, M. Vo g e l , President The receivers of the American Cycle Manufacturing Co. have been discharged, and the company will resume business under the name of the Pope Manufactur ing Co. Further Proof that Acme Dipping Equip ment is the BesL The following letters speak for them selves, and we are quite proud of them, coming as they do, unsolicited: Lynchburg, Vst , Aug 24, 1903. Acne While Lead & Color Works, Detroit, Mich. Gentlemen We received a letter to-day from Mr. H. E. Ritcb, of the Ryder Wagon Works. We en close you copy of our reply. Very truly yours, Th e Ta y l o r Wa g o n Wo r k s . Lynchburg, Va , Aug 24, 1903. H. E Ritcb, c/o Ryder Wagon Works, Thoraasviile, N. C. Dear Sir Yours of the 22nd mst., to band and noted. The cost of erecting the outfit of tanks did not exceed $150.00. We commenced using this outfit about the rs: of May, and It has far surpassed our expectations, two men 01 boys do the work of eight or ten brush men and in a more satisfactory manner. We had been using another make of paint and feel sure we are saving r y* to 20C in the cost of the actual paint used, aside from the labor. The palms fur nished by the Acme White Lead & Color Works are entirely satisfactory If there is any other informa tion wanted we will be glad to furnish it, or would be glad for you to come and inspect our outfit. Very truly yours. Th e Ta y l o r Wa g o n Wo r k s . That the large tank, mentioned in the following from Anderson & Co., is in and doing effective work in making a demand, is evidenced by a car-load order recently received from them: Little Falls, Minn , May 3, 1903. Acme White Lead & Color Works. Detroit, Mich. Gentlemen In answer to your favor of the sst Inst, would say that your paints have given us entire satisfaction, and especially so since we put in your dipping tanks and use your paint reducer. We hope soon to receive the large tank which you have shipped, and the over-head railing system which we are preparing 1o put In. Thanking you for the promptness with which you have shipped our orders. Yours, ANDERSON CO . Jo h n H An d e r s o n , President. 0007-SWP-000128415 WHITE CITY NEWS The Real Thing This is one of those notifica tion blanks used by salesmen entering our $200 prize con- ^ test on sales of $5.00 and > /* :jr ,f i/9ut~ /// 4 '" + /> Jr . /// x. f/f, w//.Vs/ ** ^ /V . V '> Tj L $10.00 Assortments. sjf / A / //: %*/ ;\W" v / fasS #A. *b_ -V , /v ^X / .y r W *^*k v /yx y/f /^7x xj X x Xx X x // / / Modus Operands 1. Salesman takes an order for one or more of our / / "Easy to Sell" assort ments. 2. Fills out stub at left. w///Af////////// \f f*/ *////,'***',' SV <S\ \ 3. Fill out other two blanks, checking goods sold in place provided on back. 4. Mails proper blank, with order, to his house. Vi?., *4* A a\. 7 <? s V/ 5. Mails the other form to us. 6. We hold notice until his house advise that his order was accepted, then amount of sale goes to his credit in contest. 7. As rapidly as sales amounting to $100 are confirmed, we remit to cover special prize. Special prize is entirely distinct from prizes to be awarded at close of contest. -a 0007-SWP-000128416 I* '# % ir t White City News Devoted to Matters of Interest to Our Representatives. PUBLISHED BT INIS.ENAMELS s & f VOL. I. DCTROIT, MICH SEPTEMBER 12, 1903. NO. 16 F R. DOUOALL, Ak* Mah u l As h Talking Points. Neal's Enamels (The Genuine) Neal's Enamels are the kind ydu see ad vertised so extensively in the leading mag azines. They are well worth advertising, because they are of a quality which makes well satisfied customers. There is a big demand in every town for Neal's Enamels, especially in the spring time, house cleaning time, when every housewife wants a can or two to refinish the woodwork, a chair, table, or some other article of furniture. Their Uses. Neal's Enamels are made in different kinds for different purposes, as follows: Neal's Enamels for furniture and bnc-abrac, etc. Neal's Bath Tub Enamels for bath tubs, sinks and refrigerators. Neal's Aluminum Enamel for stoves and radiators. Neal's Florentine Enamels for stove pipes, grate fronts, drums, etc. Neal's Screen Enamels for screen doors and window screens. Neal's Cycle Enamels for bicycles and all exposed iron work, which is subjected to severe usage. Neal's Enamels (the genuine) are made on exact formulae from the very best qual ity of White Damar Varnish, and abso lutely pure pigments. They present a sanitary, artistic, dean, wholesome, popu lar and durable enamel finish on walls, woodwork, pipes, picture frames,bath tubs, Special Bulletin. baby carriages, refrigerators, and every thing and anything, which needs brighten ing up around a home. They make the old things look better than when new. They can be applied very successfully by anyone. From The Dealer's Standpoint. Every dealer who stocks Neal's Enamels gets the direct benefit of the immense ad vertising done on these lines, and all in quiries from his section are referred to him. Mx R M Bn.r.tNC,s, Handsome hangers and other advertising District Sales Manager. District of the Gulf States matter are furnished with Neal's Enamels (the genuine), and as there is an active demand in each town, this line should be called particularly to your customers' at tention. Show him in actual figures what his profits are on the line. He buys most of the lines of Neal's Enamels at 30 per cert, from list and sells at net list prices, thus cleaning up ioo per cent, on his in vestment. Below see cut of the $10.00 Assortment of these goods that we are offering this fall as a special inducement to the dealer to This is to announce the fact that Mr. R. M. Billings has been promoted to the po sition of District Sales Manager for the District of the Gulf States. Mr. Billings has been representing us in the South for several years, he is thoroughly in touch with the conditions existing in that section of the country and he is a general favorite with the trade. We feel sure that he may expect the hearty congratulations of all who know him. ACME WHITE LEAD AND COLOR WORKS stock these goods. This assortment con Detroit. Mfrh . August }r, j q o j . tains practically an extra 10 per cent, on extra goods furnished the dealer, for which We wish to once more call to the atten he pays nothing: tion of our representatives the following: $10.00 Assortment of Neal's Enamels. [Tt* f.emana ) We wish you to, mithoul foil., put the amount of your orders on your order sheets, both on direct orders and on duplicates. iMM* AMBIHUi* Some of our men are not doing this, and as we have said be fore, it is a great help to us Crust nnxMielihie AMWRnmt Le.i JD per ortl ducm a* llflir ptoe* him...... ... e *iwnuui Oral* lumulMd gram amount , Packed m<ly for thtpieri with atirattir* adverUsirff matter lor * here in the office. Please in future attend to this. Some of our new men who have lately joined us, are not plac ing their names on their or ders. Please do so in the future. 0007-SWP-000128417 WHITE CITY NEWS STANDING OF DISTRICTS. QUEBEC'S ENGLISH. C I. WAKXEN Above is a photo of our Mr. C. L. War ren, who represents us in the Lone Star State, We have never had the pleasure of meeting Mr. Warren, but we understand that he is a hustler of the first water. A hard working, energetic gentleman who does not know the meaning of the words, " Hard Luck. " He has no hard luck stones to tell, but he makes his own pros perity. We understand that he tips the scales at something over 200 pounds. -.'J: Some of our representatives have, advis ed us that in view of the present- lower price of linseed oil, the trade are anticipat ing a reduction in the prices of housepaint We desire to state that existing conditions do not justify any manufacturer of paint, that is worthy of the name so far as qual ity is concerned, in reducing prices, and we have the best of reasons for beiievingthat prices will be maintained, without any change, by the manufacturers generally, certainly by those who have any reputa tion to sustain. The present somewhat lower price of linseed oil, does not warrant reduced prices for paints, for the very good reason that it is only one factor m the mat ter. Proper consideration should be given to the other items that enter into the cost of manufacturing the goods. The advances that have occurred in the cost of white lead, zinc oxide, turpentine, naphtha (which af fects the cheaper goods more or less), pack ing cases and tin packages generally, coal, freights, carting, insurance, and last, but by no means least, labor--in fact, nearly everything that enters into the cost of manufacturing paint, more than offsets any possible reduction in the cost of linseed oil--and hence, as stated, based upon con" ditions as they exist at present, there is no reason for expecting lower prices for paint, providing quality is maintained. On Total Salts Made by the General Trade Department for the Month of August. We will give in future the standing of each district m total amount of sales made by the General Trade Department each month. This information will be publish ed in the WHITE CITY NEWS as soon after the close of the month as itis possible to get the records. This information should prove interesting to our representa tives : District B... " C... " D... " E... " F... " G... " J... " A .. " H... " K-. ........... 3d (4 ...........6th ........... 8th (I Pomona, Cal., Sept. 3, 1903. I am pleased to state my sales of New Era are increasing and I can safely say 1 am selling more Prepared Paint than any dealer in our town, notwithstanding 1 am in competition with all the other leading brands. One dealer has had seven differ ent brands since 1 have had the New Era, but 1 am still on top. Yours, W. A. VANDEGR1FT. French Canadian's Letter About a Missing Bicycle Saddle. The following letter, with only the names changed, was lately received by a Montreal firm of bicycle manufacturers. It was from one of their French-Canadian customers doing business in a little village in the Pro vince of Quebec, where English is evident ly seldom used: mister T. J. Jones and companee, Nortre Dame street, Montreal, P. Q. Dear Sir: i receev de bicykei witch i by from you alrile but for why you dont send me no Saddel. wat is de use of de bicykei when She dont have no saddel. i am loose to me my kustomer sure ting by no having de saddle and dats not very pleasure tot Me. wat is de matter wit you mister jones an companee. is not my moneys so good hkeannoder mans, you loose to me my trade and i am veree anger for dat an now i tells to you dat you area dam fools and no good mister T. J. Jones and companee. i send to'you back at wunce your bicykei to- morror for shure bekawse you are such a doln foolishness people, your s respcck- fulleee.' J. B. ST. DENNIS. P. S.--since i rite dis letter 1 find de sad- dei in: de box. excuse to me.--New Work Sun. * ' Standing of Districts. For Week Ending September 5th, on $5JX> and $10.00 Assortments Sold. District D " B. "C " G. " F. " J. " K. "A " H. " E. ist Position 2d " 3d 4th " 5th " 6th " 7th " 8th " 9th " 4th " Ur 0007-SWP-000128418 JL' t *j 4 WHITE CITY NEWS Tafts 'With The Veterao Painter. (Fr&m The platers Magazine 1 order to make a profit on it. Varnish mak full of foots and mucilage. 1 know that ers may acknowledge that cold pressed oil they make an effort to refine it by using The Varnish Salesman wastalking to the is better for their purpose than hot pressed, acid, but while the foots may be destroyed Veteran Painter when the Magazine Re but they know well enough that painters by the action of the acid, isn't there a porter entered the shop. " We can't get would not pay the additional price they chance that the acid may affect the oil, or the same quality of materials we used to, would be compelled to charge for the var that traces of acid may be left in the oil to and varnish manufacturers cannot, or they nish if they used cold pressed oil, and con snbsequently destroy the paint?" don't, make as good varnish to-day as they sequently they get along with what they "The trouble Is," saidthe Varnish Sales did some years ago, " said the Salesman. can get. It's all a question of price, and man, "that in this country we want to do "Turpentine costs more than it did, and the high cost of labor on the one hand and everything too quick. We want every all the expenses of manufacture and sale and the loud cry for cheapness on the other thing m ahurry. The painter wants quick have increased materially, yet the manu hand have had the inevitable result of in drying varnishes. He is not willing to facturers cannot afford to raise their prices, juring the quality of the product." wait long enough to insure durability." for the demand from all purchasers is for "Years ago," said the Veteran,"we used "That's the fault of the customers. No cheap price rather than for quality, in fact, Calcutta seed for linseed oil, or else we sooner do they give a painter an order to we are all competing with one anqther to used imported oil. And there was a mark do some work, but they want it finished. see how low we can shave the prices, and ed difference in the quality of the oil." They are not willing to allowsufficien t time it stands to reason the quality of the goods must suffer. Why, there areactually firms manufacturing what they sell as `spar var nish,' under their own name, too, for $1.20 a gallon. Now, when you take the pres ent price of labor and material intOj consid eration, you will find that it is absolutely "Rut do you think the locality in which the seed was grown has any influence on the quality of the oil ?" asked The Maga. line Reporter. "Without a doubt," replied the Varnish Salesman. "If you compare the Calcutta seed with the American,you will notice the for the work to dry thoroughly between coats. E ven if you tell them that it is det rimental to the quality and durability of the work to hurry it they will not listen, but they insist that It must be hastened." "There's not the same haste in other countries," said the Varnish Salesman. "The painters will not stand It. Theyare impossible to sell anything but a rosin var difference at once, and it Is still more ap not willing to risk their reputation by at nish for that price and still leave the firm parent if you taste them. The Calcutta tempting to finish work in half the time making it a reasonable margin of profit How long will such a varnish last ?" "Till the painter gets his money," laughed the Veteran. '`That's all a good many painters seem to care for. They have no eye to thedutura, and donlt realize that the owner will hol.d them responsible seed has a bland taste, while the American has a peculiar acrid taste. There is no rea son why climate should not influence the quality of the seed. You know that It ex erts a strong influence on alt kinds of vege tation. Take the gooseberry, for example. In England this fruit is peculiarly large that ought to begiven to it. And they will not be satisfied with materials that sell in this country. Why, you couldn't get a German painter to look at a benzine var nish, yet think of the quantities ofbenzine and rosin varnishes that are used here. Why, it is enough to make a man sick to seethe quality of the varnish that is used for the failure of the material that they and luscious, but English gooseberries lose on a good many of the flat houses in New use." their flavor when we attempt to raise them York City. Anything goesso itisvarnish. "That's true," replied the Varnish Sales in this country. It's the same way with AU the painter wants to do is to get his man. "It's a difficult proposition to buck against. Now, everyone that knows any thing about varnish, knows that it requires a certain time to age to make it durable, wheat. There is a good deal of difference in the quality and character of wheatgrown from the same seed in Texas and Minne sota. You'll find It is the samething with money, and after that he cares nothing. You couldn't afford to use such stuff in a town like this where everybody knows you and you have your reputation at stake, but in'a big city like New York, veryfew peo but time means money, and the manufac all vegetable products, each one seems best ple ever know who did the work on one of turer cannot afford to lock up his capital adapted for some particular soil and cli j those flats and the owner almost never waiting for varnish to age, when fie finds mate. I don't look upon it as matter of I lives in them himself, so he is ignorant of a ready market for the new varnish. If you take a can of kauri gum varnish cost ing, say, Si.50 a gallon, and set it away on that shelf for six or seven years, you will find that it will outwear the best spar var fancy at all that Calcutta seed makes the best oil, but as a sober faetthat depends on natural laws. Then again, the Holland seed is by many considered superior even to the Calcutta seed. It is not only the cli mate, but a good deal depends on the culti tho quality of the workmanship and ma terials that have gone into them." "They can disguise the smell of benzine so now-a-days," said the Veteran, "that it is not always easy to tell a benzine var nish, and, unfortunately, there are manu nish that you can buy, if it is not properly aged. And another thing that must be re vation and the proper fertilization of the soil. Every farmer knows that flax is a facturers who are not careful to let their customers knowwhat theyoffer. But you membered is that, other things bei ng equal, crop that exhausts the soil, and unless its can easily tell whether a varnish is made the varnish that contains the most oil will be the most durable. The oil is the life of the varnish." "And the oil affects its quality very ma terially, 1 should suppose," said the Veter vitality is renewed by proper fertilization the quality of the seed deteriorates." "There'sanother thing," said the Vet eran Painter. "I remem ber very well that thirty odd years ago, when they made lin seed oil they were very careful to winnow with benzine or not by thinning some of it with turpentine. If you add turpentine to a benzine varnish itwill get thick and ropy and you can't do anything with it." "It would seem to me," said the The Magazine Reporter, "that when you nar an Painter. the seed and free it from all the rape and row this whole question down, that the "Yes," replied the Varnish Salesman, wild mustard and other foreign seeds, so bargain- hunting proclivities of the Ameri " and you cannot get the same quality of that the oil was pure linseed oil, without can people are responsible for most of the linseed oil that we used to get. Not that any foreign oils mixed with it. Now there poor work and materials of the present. it is impossible to manufacture it, but oil crushers no longer find it profitable. No body would pay the price that they would require to charge for cold pressed oil, in is verylittlewinnowing.andali these other seeds go into the presses along with the ground flaxseed. It would seem to me that this must affect the quality of the oil. Then again, the present hot pressed oil is It is the spirit that makes a woman spend half a dollar car fare to get something that will cost her `97 cents, reduced from a dol lar,' when she might buy the same thing nearer home for the even money." 0007-SWP-00012841S WHITE CITY NEWS The executive committee of the Nation determined by the board of dirretors. al Association of Agricultural Implement Common stock, in addition to the 25 000 and Vehicle Manufacturers held its regu shares already issued, may be issued from lar pre-convention meeting at the Audi time to time in lieu of, and in an amount torium Annex Hotel, Chicago, Sept. r. Ail equal to. the amount of preferred stock re T W COHNOR, Sa l e s Ma n a g e r except three members of the committee tired, redeemed or purchased. The pay were present. A slight change was made ment of dividends on common stock shall The Mishawaka Plow Company has in the dates previously announced for the be determined by the directors. In any succeeded the St. Joseph Manufacturing Company at Mishawaka, Ind. The bus iness will be under the management of H. G. Niles, who will continue the manufac ture of plows and cultivators. All claims against the St. Joseph Manufacturing Company have been fully paid, and the new company is starting out under very favorable circumstances. The United States Portable Elevator Co., of Bloomington, 111., is a new con cern organized with a capital of $500,000, The officers are: President, J. F. White; vice president, W. R. White; secretary, F. W- Aldrich; treasurer, J. S. Neville. J. F. White is president and manager of the Wbite-Evans Mfg. Co., and Mr. Aidrich and W. R. White are directors of the same company, Mr. Neville being chair man of the Railroad and Warehouse Com mission. Caleb E. Power has been appointed superintendent of the Toledo (Ohio) Plow convention. The Cleveland committee had selected Oct. 2o, 21 and 22. These dates fall on Tuesday, Wednesday and Thursday. For the convenience of the members the executive committee changed the dates to Oct. 21, 22 and 23, Wednes day, Thursday and Friday. The Cleve land committee was represented by Henry W. Avery, of the Avery Stamping Co., and E. C. Baxter, secretary of the Cleve land Chamber of Commerce. They stat ed that the committee's entertainment plans had not been completed, but would be announced in due season. It Is proba ble that the program will include a smok er, theatre party and banquet. The meet ing was attended by Martin Kingman, president of the association, F. E. Myers, chairman executive committee, H. C. Staver, W. W. Collier, S. B. I.afferty, H. M. Kinney, C. F. Huhlein, H. E. Miles and F. E, Lukens, secretary. increase of stock to be made at a later date one-fifth is to be preferred. The principal office of the corporation is in Springfield and its duration is ninety-nine years. Following are the names of the principal shareholders: H. E. Miles, Theo. Starks, C. A. Sattley, John T. Pe ters, Logan Hay, M. Sattley, S E. Prath er, Frank W. Tracy and J. C. Lund. The J. S. Kemp Manufacturing Com pany. of Newark Valley, N. Y., has be gun the erection of a branch factory at Waterloo, la., where the Twentieth Cen tury Manure Spreaders will be manufac tured on an extensive scale for the rapidly increasing Western trade. To provide for this expansion the concern has been re organized and the capital stock increased from $50,000 to $200,000, one-half of the latter being subscribed by Waterloo parties. At a recent meeting of the stockholders additional directors were chosen in order to give the Western interests representa Co. factory. He is regarded as an expert Stockholders of the Racine-Sattley tion on the board and later the following in his line, having held responsible posi Company. Springfield, 111., and Racine, officers were elected: President, C. O. tions of like character m other cities. Wis., have completed their official roster Larnson; vice-president, J. S. Lewis; sec President Wright said recently that the by electing Theodore Starks secretary, C. retary, R. G. Tyler; treasurer, J. R. company would install considerable more A. Sattley assistant secretary, J. C. Lund Vaughan; assistant treasurer, T. F. machinery, completing improvements treasurer, and R. R. Frey assistant treas Chamberlain. The board of directors now within three weeks and thus providing a urer and trade manager. As previously consists of J. S. Kemp, C. O. Lamson, greatly enlarged capacity. Some of the announced, Herbert E. Miles is president, J. S. Lewis, J. R. Vaughan, T. F. Cham new machinery has been received. About John T. Peters is first vice-president and berlain, R. G. Tyler. J. C. Latimer, O. 20 men will be added to the factory force. Marshall Sattley is second vice president. C. Perrin, F. W. Richardson, Henry The factory of the Empire Plow Co., of Cleveland, is one of the proudest posses sions of Ensley, Ala. About February ist this company bought the plant of the Austm-Bryan Mfg. Co., and since that time about $100,000 has been spent in improv ing it, with the result that it started up on August ist with an equipment equal to that of any plow factory in the United States. The factory will consume about S,ooo tons of iron and steel annually and a proportionate amount of hickory and oak for plow beams and handles, and will em ploy about 200 men. A complete power plant has been installed so that all of the machinery will be run by electricity. The capacity of the original plant has been tripled. The officers of the Empire Plow Co. are: Isaac G. Haas, president; Elias Harman, vice-president and treasurer, and W. J. Gelmk, secretary and general man ager of the Birmingham department. The board of directors consists of the above officers and Frank W. Tracy and Logan Hay. The company's incorpora tion papers were filed at Springfield last week. The capital stock of $3,100,000 is divided into 31,000 shares of $100 each. Of this number 25,000 shares are common stock and 6,000 preferred, on which 6 per cent, dividend is to be paid semi-annually on March 1 and Sept. 1 each year, begin ning in 1904. These dividends are cumu lative. This stock shall not participate in other profits of the company. In case of liquidation the preferred stock is to be preferred with its accumulated dividends. The prefered stock shall be purchaseable, redeemable or retirable in part or in whole by the corporation at par with accrued in terest on Sept. 1, 1908, or any dividend paying time afterwards. Whether the stock shall be purchased, retired or re deemed, and how much, if not all. shall be Weiss and Thos. Cascaden, Jr. The Waterloo plant will be the largest factory in the country devoted exclusively to the manufacture of manure spreaders. All of the buildings will be of stone. The di mensions of the various structures will be as follows: Main building, 80x250, three stories; foundry, 80x120, one story; ware house, 8oxr2o, two stories; blacksmith shop, 50x80, one story; dry kiln, 40x80, one story. As stated, the work of con struction has already begun and the com pany expects to have the plant in opera tion by Jan. ist, 1904. Its annual capaci ty will be 7,500 machines, The parent plant at Newark Valley, N. Y., will also be enlarged. Its present capacity is 100 machines per week and the company will soon install new machinery which will in crease this 25 per cent. The principal of fices cf the company will remain at New ark Valley. 0007-SWP- 1 White City News Devoted to Matters ofInterest io Our Representatives. PUBLISHED BY IUJI1HHHMHUM a-uiMa-iiia VOL. i. DETROIT. MICH. SEPTEMBER 19, 1903. NO. 17 P R DOUQALL, SALES MAKASEH Special Varnish Offer. We are going; to put our men in a posi tion to get business on varnishes, as per attached cutof New Special Varnish Offer. You will note we are offering a $:o.oo goods on these terms, and we will watch this year than ever before, and they are giving excellent the work of each of our men with great interest. " Come on. Boys." satisfaction We have customers who have handled them year after year, and the only complaint we hear Is that when they sell a man 8 or io gallons of the mixed Acme Goods on Top. paints be brings back: i or 2 gallons as they go farther than any other paints they ever used before We had It is with pardonable pride that we print the following letter written by our friends, J. W. Edgerly & Co., Ottumwa, Iowa: a recent experience with their varnish It was speci fied on the floor of a church here In the city. We fur nished the varnish to the contractor, but he never used It, but put on some substitute. The building com We have handled the Acme Mixed Paints. New Era. mittee of the church came back on us on account of for eleven years so feel tharour experience with It has the quality of the varnish. We disliked very much to been over such a length of time that we should either mix In as their agreement was with the contractor and be satisfied or dissatisfied. We have been paving more we had nothing to do with it. We at last, however, attention to the paint business the last few years, and being pushed Into a comer, told them that we knew the more we secof the Acme goods, the more confi- I the Varnotile was all right Cl was new goods and had 4 * This offer is open NOW. 4* < at Q = JS 5 -S-g O PT ; 3O V? o> i ^ l1 C/1 ;o 1 >* f JSS Special Offer to Dealers on New Era. "Varnislies /$10 $ 0.94N r t we will send GRATIS, i gal- j Ho. 1 Coach or Ion max gal can. . . ^ Lt. H. 0, Finish $15With an order Ne t we will send GRATIS* 2 gal- ^ Ho. t Coach or ions m 1 gal. cans. . , l Lt. H. 0. Finish $25tor New Era Varnishes Ne t , we will send GRATIS, 4 gal* } No, 1 Coach or Ions in t gat cans . . oLt. H. 0. Finish /$50amounting to Ne t . we win send GRATIS* 8 gal- j No. 1 Coach or Ions in x gal cans. . . > Lt. H. 0. Finish 1.87 3.75 7.50 $75 Nrrr.vre will send GRATIS, 10 eal-> No, I Coach or Ions in X gal. cans. . . J Lt. H. 0, Finish 11.25 Conditions 1. This offer applies only to your first order for NEW ERA VARNISHES. 9. The order must be sent to your Jobber WITH THIS . NOTICE ATTACHED wfth the request that the J Jobber forward the order and this notice to us. 3. The order must be filled and shipped by us. direct from factory and charged to y o u r JOBBER. See Price List and Discount on Last Page* Sei DETROIT, MICH. Enter Your Order on Inside of This Page. V5>* 2P : ** nP Iis S? H c? w & 8 3* * 8* W assortment, with which we offer one gal deuce we have in them Their advertising Is good. lon of No. 1 Coach, or one gallon of Light I ibuve the ordinary then goods are good, standing at ' the top Hard Oil Finish, gratis-, a $15.00 as Three years ago. In order to push as many of their sortment with which we offer two gallons goods as possible, we added their Master Painters' of No. 1 Coach, or two gallons of Light Colors tit oil, to our stock, expecting to send them out Hard Oil Finish, gratis, and a $25.00 as on unspecified orders. We have done this until we are I sending out more of the Master Painters' Colors, twice sortment with which we offer four gallons over, than all the other colors in oil that we handle. gratis, etc. Now, in addition to this very Further than this,we are obtainmglist prices forthem, liberal assortment proposition, we will allow our men to book orders NOW; SHIP NOW, AND DATE APRIL 1ST, 1904. Everybody should be able to sell these whereas we give io per cent off on Masury, and xs per cent, off on Heath & Milligan, but In spite of these discounts on competing brands, we are having specifications rlght'along for the Master Painters' Colors at list prices. We have sold more mixed paints only been on the market a short time, and our experi ence was limited, but knew the i eputanon of the Acme White Lead and Color Works, and knew that they would not send out goods unless they were all right. Without any experience with ihe goods whatever in the past, and not having seen them used fit was their Varnotile} we simply made the statement to the church committee that we would, without expense to them, fix up a small spare of their floor putting on the Varnotile as specified In ihe specifications, and they could then see what the varnish was like when it was put on right, or when they knew when the varnish itself was on there. We did it and the result was all right. The varnish stands right out, and the contractor has had to 0007-SWP-000128421 WHITE CITY NEWS make food He, of course, had his excuses, but we proved up that the goods were all right. Our experience with the Acme people has been sat isfactory in everyway, and should you decile to take up their line, if your experience with them Is anything like ours, the longer you handle it, ihe better you will like it Yours very truly, J.W. EDGERLY& CO . W T. Harper, Jr Pres. Two of Oar Oil Color Specialties. T. W CONNOR. Sa l k , Ma ma g k r . F. C. Mason & Co., implement manu facturers of St. Johns, Mich., have in creased their capital stock to $50,000 and will erect a new brick factory. The J. S. Kemp Mfg. Co., Newark Valley, N. Y-, has increased its capital stock from $50,000 to $200,000 and will erect a branch factory in Waterloo, la. i One-half of the stock has been subscribed J A 7U.LTG by residents of Waterloo. Above is a splendid likeness of Mr- J. A. The Eagle Plow Works of Waupun, Zillig, one of the recent members of the Wis., has been consolidated with the 1. F. Acme force of representatives. Mr. Zillig Rowell shops at Menominee Falls. The was formerly with our distributers, W- H. deal was made by Carl Nelson now of Torbert, splendid of Dubuque, Iowa, and made a record for himself while there. i i Beaver Dam. 1. B. Rowell, who is a cousin of J. S. Rowell of Beaver Dam, was here recently and induced Mr. Nelson to make He has the reputation of being able to make the move. The machinery, patterns, etc., a friend of every man he meets. We had have already been shipped from this place. the pleasure of a visit from Mr. Zillig early in July, and fellow. We we found know all him our a very pleasant men will wel I j Grand Rapids, Mich., has a new industry in the Gillette Roller Bearing company, formerly of Benton Harbor, offices for come him and wish him success. I which have been m the Fourth National I Bank building. The firm is engaged in the We wish our men would foot up the col ! manufacture of roller bearing axles, wagumns on their expense sheets both ways. 1 ons, lumber carts, dry kiln apparatus, It would save us a lot of work in the office. shafting boxes and other articles in the Please attend to this in future. vehicle line. HULL i'RU'r GKEEN The above cuts show two of our Rapid Selling Oil Color Specialties. These goods are in high (avor with the practical painter who knows a good thing when he sees it. The Devil's Red is a very hand some, durable color for the use of sign painting, store fronts, etc., and our Bull Frog Green is a very strong green, equal to any green ever manufactured. Our distributers' salesmen when offering "Acme Quality" goods should not forget these. To Our Representatives. You all, no doubt, have noticed in the papers recently that the severe snow storm in the Northwest had quite seriouslv af fected the flax crop. We have had addi tional information in that respect, from what we consider a very reliable source, and to-day we have been notified by one of the largest crushers in the country that their price on raw oil has been advanced to 40 cents per gallon. Seed is being market ed very slowly this fall as compared with other years and everything points to high er prices for oil. Sill0? RNAiNM W ''ms s * Standing of Districts. 0007-SWP-000128422 White City News Devoted to Matters of Interest to Our Representatives. PUBLISHED BY VOL. i. DETROIT, MICH, SEPTEMBER 26, 1903. No. 18 than any paint firm with whom we have To Our Representatives. done business. Our terntority being ad jacent to old established paint manufac tories, is exceptionally difficult to sell for. eign makes in. We are enjoying the biggest business this fall in our business history. Most of our men are doing GOOD work. We are sorry we cannot say all of our men instead We would heartily recommend them as of most of our men. Those of you who F. R. OOUQALL, r a l e s Ma n ag e r the best in their line. are not getting your share of business Can't Do Business Without Them. Sherman, Texas, Sept. 16, 1903. Messrs. Braun & Ferguson, El Paso, Texas. Yours respectfully, H. B. SEMPLE St SONS. should wake up. Get a move on you, and if you all "Take Hold and Lift" as you should we can soon say all of our men are doing noble work. This fall we are giving you the chance of a lifetime to make a re Gentlemen : \Ve recently learned that cord. We have put into your hands our the Acme White Lead and Color Works, $5.00 and 10.00 Assortments of our Rapid Detroit, Mich., are figuring with you for Selling Specialties. We have extended our the purpose of making you their distribu very liberal varnish offer, and have added ters for their goods in your territory. We : new features to ft that makes it much more will state that we have been distributers . attractive than ever before. We have ad in North Texas and the Indian Territory ded to our line a high grade article of for this Company for the past two years. tinting ochre, ground in oil for practical They manufacture an excellent quality of painters use. We have added pints, half goods; and in fact, we could not well do pints and quarter pints to our line of Neal's business in our section withouttheir special Interior Enamel. We have added pints to ties. Their New Era Paint we consider the our line of Acme Household Paints, etc. equal of any house paint on the market, and Now, with all these good things in your should you enter into a contract with them 1 hands you should have no trouble in get as their distributers, you will find them G C HVHNHAM, JR wide-awake, active business men, and we thinkwili always look outforyourinterest. They are extensive advertisers and pushers m every sense of the word. And we have never as yet had a complaint on the qual ity of their goods. If there are any inquiries that you desire ; I G. C. Burnham Jr. is a young man with a very pleasing manner. He is an experi enced paint salesman, having started m the business eight years ago with Wm. Reid of Detroit. He worked the city' trade for three years, and then started out into to make of us on these lines, we will be the state, putting in three years more. He pleased to hear from you. We remain, then branched out into the varnish busi Yours very truly, ness and was two years representing Berry GRENIER-KELLY DRUG CO Bros, in Michigan. Hecame with the Acme Co. about the middle of August, and will Easton, Pa., Sept. 12, 1903. Messrs. Braun & Ferguson, El Paso, Texas. represent us in Michigan territory. He has always made a specialty of the dealers' trade, makes friends readily, and when he once calls upon a man is always welcomed Dear Sirs: During the time which we the second time. He is known among his ting business. September, up to date, has been a first-rate month. Let us ail pull hard together to make October a hummer. Come on, Boys. We wish our representatives, when writing the house, would not address the envelopes to any one person in the office. Send al! your mail in addressed to the Acme White Lead and Colo'r WorksThere will be no objection to your placing the name of the person you wish to write to on your letter, but have the envelope addressed to the Company. It will reach the person intended just as quickly, and in event of their absence important matters will not be held up. have been handling New Era Paint, we intimates as "Burn." Born in Detroit and We wish our men would in future place have not had to paint a single job, and our received bis education in the publicschools the letter of their district and the number sales have trebled. We have found them here, graduating from the high school in of their territory on the duplicate orders very agressive and persistent advertisers 1892 ; married, and has a family' of two they send in to the house. For instance. and feel that they have done better by us daughters. District A, Territory No. 1. 0007-SWP-00012842c 1 WHITE CITY NEWS DAVIES' LIQUID 'WOOD FILLER, Particularly Adapted to All Close-Grained Woods, To Architects, Builders, House Painters and all Wood Finishers : Please take notice that in presenting Davies' Liquid Wood Filler, it is our earn est desire to call your attention to the best and most perfect liquid wood filler ever offered to the building trade. This great labor-saving article is a per fect substitute for shellac, covering twice the surface and costing only half as much. It will not crack or peel off, as it contains no cheap, inferior ingredients that are in jurious to woods and finishing coats of varnish. Davies' Liquid Wood Filler is a great wood preservative, also a most excellent article for priming walls that are to be kalsomined. Don't buy any other filler but Davies', then you wall be on the safe side. One trial of this filler will convince you that it is of unsurpassed excellency, meet ing and filling just the requirements you desire. It is readily winning its way on its superior merit into the leading jobbers> dealers and manufacturing trades of the whole United States. Send us your orders. Packed 6 gallons to a case. tary ; R. M. Waite, general manager. Mr. Waite assumes the management of the company at once, succeeding W. H. Scho field, who for the past year has been presi dent of the company and manager of the factory. T. W CONNOR, Sa l e s Ma n a o e/7 The Executive Committee of the Na A Few More Contracts. M. Ta y l o r sends in the following: tional Association of Agricultural Imple ment and Vehicle Manufacturers held a meeting last Tuesday at the Auditorium The J. D. Tower & Sons Co., Men- . Annex, Chicago, and decided to hold the dota, 111., for year's requirements and i annual convention at the Hollenden Hotel, complete dipping outfit. Cleveland, Ohio, on October 21st, 22dand Midland Mf'g. Co., Tarkio, Mo., for year's requirements and complete dipping outfit, carload of paste paint and varnish for immediate delivery. 23d. The 21st and 22d will be taken up by business sessions and the 23d will be devoted to entertainments to be given by the Cleveland people. Special daylight trains will be run from Chicago to Cleve The Collins Plow Co., Quincy, 111., land and possibly from Louisville and Cin covering year's requirements of paste paint. H. C. CATER has secured contract cover ing year's requirements and dipping out fit from the Bay State Metal Wheel Co., East Templeton, Mass. cinnati to Cleveland, and application for reduced rates to all attending the conven tion has been made. Mr. Henry W. Avery of the Avery Stamping Co., Cleveland, Ohio, Chairman of the local entertainment committee, has about perfected all details a part of the programme being a smoker The Steel Wheel and Wagon Co., of Pueblo, Colo., elected the following direc tors at a late meeting held in that city: M. D. Thatcher, F. O. Roof, R. M-Waite, S. I. Heyn, G. W. Bowen. The directors met immediately and elected officers as fol lows : G. W. Bowman, chairman of board of directors and vice president; F. O. Roof, on Tuesday evening for the gentlemen; a theateJ party on Wednesday evening for both ladies and gentlemen and a banquet on Thursday evening for both ladies and gentlemen. Friday will be devoted to sight seeing in automobiles, tallyhoes, carriages, etc. Secretary F. E. Lukens anticipates the largest gathering of implement and vehicle manufacturers ever seen in the president and treasurer; S. I. Heyn, secre country. Standing of Districts Uncle Sam Likes 'Em. Our distributers at Charleston, W. Va,, the Kanawha Drug Co., tell me that two years ago they secured a government con tract for supplies, and among the rest, fur nished about Sioo worth of our colors. This year when the bids were advertised "Colors as good as Acme" were specified. Needless to say they got the contract, which puts another spoke in the wheel of "Acme Quality." E. J. A. Last week we published in the WHITE CITY NEWS, the fact that you were at lib erty to give spring dating on varnish busi ness. Some of our men have already re sponded by sending in the business. We expect to make a record on yamish sales this fall. We are keeping in dose touch with the record of each of our men on this special proposition. " Take Hold and Lift. " , "L % % 0007-SWP-00012842^ White City News Devoted to Matters of Interest to Our Representatives. PUBL1SMEO av PAINTS,ENAMELS VOL. I. DETHOIT, MICH. OCTOBER 3, 1903, No. 19 j)epart'H{| or *S. ' " Genera! Trade F R OOUGALL. Sa l e s Ma n a o e R The Biggest Yet. S H HAHT Mr. Hart has the honor of sending in the largest single order for $3 00 and $10.00 Assortments up to date, the order was for 300 cases and was shipped to The Geo Worthington Co., Cleveland, Ohio. Congratulations Mr. Hart. effect in November. The new book will he good on trains and no question will be raised as to whether the person presenting it is the purchaser or not. It was announced officially that the fol lowing lines had entered the new bureau and would accept the book on their trains: Chicago& A)ton,Chicago& Northwestern, Chicago, Burlington & Quincy, Burling ton lines in Missouri, Chicago, Great Western, Chicago, Milwaukee &St. Paul, Chicago, St. Paul, Minneapolis & Omaha, part of the Great Northern, part of the Northern Pacific, Quincy, Omaha & Kan sas City and Wisconsin Central. Officials of the roads represented in the new mile age bureau say that all Western lines, with the possible exception of the Rock Island, will join the bureau as soon as it is in op eration. Up to date the sales of our *5.00 and $10.00 Assortments have averaged up very nicely with the estimates we made before offering to you, but we wish to impress upon every one of our representatives the necessity of keeping right after this propo sition strong for the balance of the fall season. We are very much pleased with the way some of our distributer's sales men have taken hold of these assortments. There are a number of them, however, who have not done very much, not nearly so much as they could do if they realized fully what an exceptional offer we were really making the retail dealer, and then when you take into consideration the fact that our distributers are making their regular profit, it is certainly an interesting proposi tion. for everybody concerned. Now-, we want you all to get behind this propositi on with a right good will. A long pull, a strong pull and a pull altogether will win. Think of your good health and not of your ills. Think of the good rather than the bad in others. Good Work in District B. We are in receipt of a letter from one of our representatives, written to his District Sales Manager, reading as follows: 1 note m the latest edition of the WHITE CJTY j Ne w s that our district has climbed tip several ! points. I w:l! try hard to do my share towards landing it at the top. This is the kind of co-operative spirit we ' like to see, and we hope all our representa tives are trying hard to land their districts at the top. U. L WARDEN l>, H BETHGE Representative* District B GEO. \Y. JOKES A E LOVEJOY Representatives District B. BOON TO SCALPERS. Anybody Can Use New Interchangeable Mileage Book. It has been decided at a meeting of pas senger traffic officials that the new 2,noo interchangeable mileage book will go into DAN DAVIES. District Sales Manager, District B The above named gentlemen are accountable for the good work which landed District B at the top of the heap for the total salts for the month of September in the General Trade Department. They lead District E. their closest competitor by a very comfortable margin. We offer our congratulations. I 0007-SWP-000128425 WHITE CITY NEWS Davies' Paste Wood Filler. OAVIEs PASTE lhat a white " ready-foT-use, 'the same as tints and shades, would have been best for general consump tion, bu: the contention of our customers that the heavier goods have become standard and to make a change requires too many explanations, we deem to be I sufficient to warrant us In charging back to the heavier goods without delay. The price and quality, | of course, will remain the same. I Yours truly. Good Roles for Salesmen. The following rules are clipped from Suggestion and I must say, to follow them would be of great value to the sales men : Keep dean, dress neatly and with pro priety at all times. WOOD FILLED Be temperate in all things, fear nothing and never hurry. Varnish WoH4** STANDING OF DISTRICTS. Bear no angry thoughts, and don't be a fault-finder. Be cheerful, composed, do the square Made from the finest selected stock. It does not shrink, and is especially recom mended for its superior filling, working and hardening properties. We make this filler in the following shades : Light, Light Antique, Dark An tique and Golden Oak. When ordering please specify the shade wanted and the size of package desired. Full directions on all packages. As we go to press we are just closing up business for the month of September. In another column you will note the standing of the various districts on total sales of the General Trade Department. Business for the month has been good. But we ex pect a better month in October. Our men should place any number of spring stocks of varnish this month with the very liberal dating of April rst we have given you; On Total Sales Made by the General tiling by everybody. Trade Department fat the Month Be active member of the " Don't Worry of September. Club." We will give in future the standing of Tell your troubles to a lawyer or a police each district in total amount of sales made man, don't annoy others. by the General Trade Department each Utter these words befure rising in the month. This information will be publish morning, "Courage," "Force," "Deci ed in the WHITE CITY NEWS as soon sion," "Composure," "Concentration," after the dose of the month as it is possible "Accuracy," "Self-Reliance," "Cheer to get the records. This information 1 fulness," and live them. should prove interesting to our representa Strive each day to do one or more un tives : selfish act District B.............. " E.............. ................ zd " J.............. ............. fd " D ............. .................4th " F.............. " H............... " A.............. ............. 7th " C.............. .............. ch " G.............. .............9th " K.............. " " ;; " " Be brave enough to acknowledge your mistakes. Careful Be. Carelessness in small things means carelessness in great things. Get into the habit of keeping your mind on your business and you will get better results from your work. also the special varnish offer. There is absolutely no excuse for not placing these goods. We have sent you ali a new $5.00 and $10 00 Assortment booklet, showing cuts of cans, cuts and contents of cases and colors. " Take Hold and Lift '' on the $5.00 and $10.00 Assortments. We have also given you a special $15.00 Assort ment of New Era Varnish to place with Standing of Districts your jobbers. Who will place the largest number of them by December 10th ? Pot Week Ending September 26th on sales uf Copy of Letter Sent to our Distributers. Attached fa copy of tetter which we sug gest be mailed to such of your New Era customers as may have criticized our action in changing to lighter weight white. Sug gest also, that your salesmen carry copies of this letter. The letter itself explains our reasons for changing back to the heavier goods. We are sending you one hundred of these letters. Gentlemen We sue going back to a heavy bodied Ou imJk White (r?$ lbs. to the gallon) tn our line of New Eta Paint. So many objections have been raised to the" ready- for-use *' while, with which we recently replaced the heavier goods, that we have concluded to meet our customers' views, 3nd tho goods leaving oor factory from this dale will be changed accordingly. We confess our disappointment, as we still believe $5.00 and $10.00 Assortments District B............. 44 D .............. u F................ 44 C................ 44 J................. 44 G................ " A................. (4 H ............... 41 K................ 11 E................. (( 14 (4 44 (4 u '^3 i 0007-SWP- White City News Devoted to Matters of Interest to Our Representatives. VOL. I, OCTOBER io, 1903. No. 20 F R OOUQALL, Shies Ma h a q er Shellac Prices Advancing. Almost every week brings an advance in prices of shellac, and the present week is no exception, higher values being noted, particularly in T. N.'s and bright orange grades and button lac. The causes of this upward movement are the scarcity of sup plies m all markets of the world, and the active demand from consumers, which has prevailed for months. During the past three or four years stocks have de creased steadily, an example being fur nished by a report from London, which places the stock held there on September 1 at 18,777 cases of all grades, against 29,697 cases at the same date of 1902, 38,201 cases in 1901 and 43,774 cases in igoo. During September, according to a recent cablegram, the London stock de creased 3,488 cases of all grades. In this market the price of T. N. 's has gone up to43 cents from 28 cents quoted in January. Editor of the WHITE CITY NEWS: The following information might be of interest to you. Mr. Colquitt, of the McCleary & Colquitt Co., electrical con tractors m this city, recently built a fine home for himself in St Clair Heights. 1 induced him to use our New Era Paint on the building, and he called me up and thanked me for having done so. He stated that he was more than pleased with the results and that based on same his two brothers, who do considerable building, were going to specify New Era hereafter. He stated that we need never have any fear in recommending doubtful customers to him. Another interesting fact was that he purchased what the painter told him to with the result that he has two or three gallons to sell, after having painted more than he originally intended. J. W- A. U. PATER50N. Mr. Horace Paterson is one of the new members to our force of representatives. He is a native of Detroit, Mich. He has been in the paint business for several years in different departments. He has gone through the advertising department of the business very thoroughly, and has also put in his apprenticeship as a sales man. He comes to us a thoroughly posted paint and varnish salesman, and has started out like a winner. His hobbies are Davies' Varno-Floor-Stams and Acme Paint and Varnish Remover. Upon nearly all of his orders will be found both of these lines of goods. He does not, how ever, overlook our general line, and is continually pushing for business wherever he thinks there is any to be found. His territory is Western Pennsylvania where he is now working in connection with our distributers, the Logan-Gregg Hardware Company, of Pittsburg. He is at present a single man but we predict that this unfortunate state ofaffairs will not continue very long. Meet Every Requirement, Charleston, W. Ya., Sep. 25, '03. Messrs. Braun & Ferguson, El Paso, Tex. Gentlemen:--It is with pleasure that we address you as follows regarding the Acme White Lead and Color Works, Detroit, Mich. We have handled their goods for the past two years with entire satisfaction to each and every one of our customers who have purchased these goods, and we con sider the firm one of the most energetic and enterprising in existence at thepresent time. We can cheerfully recommend them as a strictly reliable, first-class hustling company in every particular, and their goods will certainly meet and fill every requirement that they claim them to be suitable for, and you could not handle any line of such goods in the United States that would give you more satisfaction or better results than the goods made and recommended by the above-named company. Trusting that you will remember them kindly and that you may give them some of your future business, we remain. Yours very truly, THE KANAWHA DRUG CO. Topeka, Kan., Sept. 23, '03. Braun Ferguson Drug Co., El Paso, Texas. Gentlemen:--Mr. Dan Davies, Western District Sales Manager for the Acme White Lead and Color Works, requests us to write you regarding our experience as distributers for the Acme White Lead and Color Works. Would say that we have been handling their goods, first as retailers and later as distributers, for the past fif teen years. We have found the Acme line the most satisfactory of any we have handled, both because we can have entire confidence in the quality of the goods and because of the straightforward business methods of the Acme Co. We have established a large number of agencies for WHITE CITY NEWS New Eta Paint, and in nearly every rase our "Acme Quality" seal upon it, a Excels Every Other Brand. the business at each agency has increased guarantee of excellence and a proof that it year by year, both for New Era and for is all we claim for it. It is entirely free the specialties. We account for this be from any disagreeable odors and will cause of the high quality of goods and the readily commend itself, not only to the liberal and effective advertising furnished practical painter, but to the housewife, by the company. who will find it invaluable around the i The Acme White Lead and ColorWorks home. _ have always done as much detail work in our territory as they agreed to do, which is more than we can say for many of the paint firms who are introducing new goods. They have been prompt in mak ing shipments, courteous in adjusting claims or losses, and seem to feel that our business with them is, and should be, of mutual interest and profit. We are very friendly to the Acme White Lead and Color Works, and think we have reason to be after our long and very pleasant business relations. Named It "New Eta." Mr. E. A. Sepull, an enterprising young druggist and paint pusher employed by our New Era agent, Mr. J. Chas. Wood, of Alpena, Mich., has built himself a fif- _ teen-foot duck boat which is complete in I every detail. The new boat will be i christened "New Era," with your per mission. Mr. Sepull claims his boat is the " Acme of Perfection," so therefore wishes it named "New Era." G C B..JK. Detroit, Mich.,Oct. 1, '03. Acme White Lead and Color Works, Detroit, Mich. Y ours truly, THE A B WH1TIKG PAINT & GLASS CO. Acme Paint and Varnish Remover. I am very glad to see your return to the old weight in O. W. While you were no doubt justified in making the first change, the conditions at present were decidedly Gentlemen :--Will you please let me know where I can purchase your furni ture polish. It excels anything I have ever against you. There is not a weak point m the line now. We ought to take hold with renewed vigor. .1 J. M. used, and that is saying a good deal, for I have been in the furniture business and at that time tried most every brand. Either You are getting to the front now, in phone me or drop a card, please, and adding $10.00 and $15.00 Assortments to greatly oblige. our line of Varnishes. 1 look for better re MRS. T H. COLLINS. sults from now on. p. 11. b . a3o Park Si Every practical painter knows the dis advantages attached to removing old paint or varnish from surfaces by means of the old-fashioned devices. They not only entailed a considerable loss of time and labor but were very unsatisfactory. In Acme Paint and Varnish Remover we offer the busy painter a method of doing this work in a manner that means a direct saving of time, money and labor. It is a heavy-bodied liquid that will remain and act upon upright surfaces and ceilings, as well as upon horizontal surfaces. It will not only do a better job than the old time slow and expensive method of using a paint torch, but it does the work much quicker and at a corresponding saving of time and labor. It will entirely remove paint or varnish from iron, metal, glass, earthenware, wood or any surface, leaving same in per fect condition to re-finish in any manner that may be desired. It does not contain any acids, alkali or water and is absolutely guaranteed not to i raise the grain nor discolor the most deli cate woods. Acme Paint and Varnish Remover has Standing of Districts v L r\- WHITE CITY NEWS m T W CONNOR, Sa l c s MANAae* Dipping Outfit Placed. W. H. CONNOR. We ate just in receipt of contract coyering dipping tanks and year's requirements of materials lor use in same from W. H. Connor, entered into with The Iron City Sanitary Manufacturing Co., Zelienople, Pa. _____________ New Michigan Corporations, The following corporations filed articles of association with the secretary of state, at Lansing, Mich., during September: American Beet Harvester Co., Saginaw, $15,000; Peerless Motor Co., Lansing, $13,500; Palmer Oil Engine Co., Detroit, $150,000. The following notes regarding various business corporations should be read and noted: Detroit Show Case Co., manufacture of show cases, bank fixtures, etc., capital $35,000, all paid in. The Cadillac Cabinet Co., manufacture of furniture; capital $100,000; paid in $10,000. Detroit Cabinet Co., capital increased from $25,000 to $80,000. The National Novelty Co., capital stock of $50,000; paid in $30,000. The Great Lakes Engineering Works, reincorporated from Riverside Iron Works; capital $1,500,000; paid in $600,000. The United States Heater Co., increased capital stock from $100,000 to $200,000. The Marr Auto-Car Co., manufacture of automobiles and self-propelling vehicles; capital $100,000; paid in $10,000. The Detroit Foundry & Manufacturing Co,, capital stock increased from $10,000 to $75,000. The Sheet Steel Stamping Co., capital $30,000; paid in $21,000. American Brick & Machine Co., manu. facture of brick and brick making ma chinery; capital $250,000; all paid in. Hiawatha Electric Co., manufacture of electrical specialties and supplies; capital $60,000; paid in $6,000. The Ford Motor Co., manufacture of automobiles and their devices and appli ances; capital $130,000; paid in $100,000. Huber Automobile Co., manufacture of automobiles, gasoline and other engines and motors; capital $100,000; paid in $8,200. Detroit Pump Co., manufacture of water meters, pump fixtures, etc.; capital $25,000 ; all paid in. Michigan Stove Novelty Co., manufac ture of stove novelties, toys and orna mental articles; capital $60,coo; paid m $30,020. Peerless Heater and Valve Co., capital $25,000; paid in $12,500. Detroit Socket Fence Post Co., capital $60,000; all paid in. Diamond Stove Co., manufacture of heating apparatus; capita1, stock $100,000; paid in $52,200. Trenton Manufacturing Co., manufac ture of gas and gasoline engines, pumps, etc.; capital $25,000; paid in $12,500. Car-load Orders. M. TAYLOR. Among the above received this week for "rush delivery" are one each for ship ment to Racine Sattley Manufacturing Co., Springfield, 111.; Rock Island Plow Co., Rock Island, 11!. M. Taylor sent them in. The newspapers are publishing accounts of what they call a "Rival to the Giant Binder Trust." It is said the "Rival" has been incorporated in New' Jersey with a capital of $750,000, but its name is not given. Mr. Henry P. Lovering, president of the Lovering Harvesting Machine Co., is said to be at the head of the enterprise and back of him Mr. Samuel Allerton of Chicago, and Mr. John H. Sears of Salt Lake City. A Car-load of Bedstead Enamel p. W ALLISON Is a mighty nice order, and we desire to congratulate P. W. Allison on his success in landing a new Metal Bed Co., at South Bend, Ind., this week. Their initial order was as above. Their "paint" shop will be equipped complete whth Acme dipping equipment, tanks, special track, etc. The Salesman In Relation to His Employer. The relation of a salesman to his em ployer is what may be termed a limited partnership. This will be more apparent when it is taken into account that in the great major ity of cases the salesman is the only rep resentative of the firm with whom the customer comes in contact, and the great variety of businesses that are carried on to-day makes it absolutely necessary that the salesman shall be invested with certain discretionary powers, the abuse if which will precipitate the firm into endless trouble and sometimes cause great financial loss. When a salesman assumes the duties of representing an employer, he should bring himself to realize how much depends upon him, and determine by all means in his power to prove that his employer's con fidence is not misplaced. A slurring or insolent remark made by a salesman to a customer affects and hurts his employer more than it possibly can the salesman, because he can, if necessary, change employers, but an employer must always look to the public for h;s support, of which tile injured customer is a part. A salesman who is honestly working for the interests of his employer will never lose an opportunity to make friends for " the house," for he fully realizes that every human being is dependent on some other person for support. Simply because he cannot at the moment see where a par ticular person's friendship is immediately desirable to his employer is no excuse for 0007-SWP-00012842S WHITE CITY NEWS not establishing the friendship. He knows, however, that the face of the business world is continually changing, and it is often the case that the "small fry " of to day are the " big fish " of to-morrow. He therefore will always aim to gain and hold the good will of as many people as possible. Another point of relationship between the salesman and his employer is that of confidence. In the very nature of things the salesman is bound to receive certain confidences from his employer, and for him to abuse in any way this trust is just as despicable as theft would be. Don't talk too much. Walls have ears, and what is everybody's business is nobody's business, Always be true to your trust, and if you prove yourself capable and faithful in small matters, greater things will be placed m your charge. It is frequently the case that one hears a salesman abusing the methods of his em ployer in public, and plainly indicating by his talk that he feels himself much more capable of running the business than the owner, if such a man would only ponder a moment over the fact that he owes his position to the brains, capital and business sagacity of the very man whom he is abusing, his own common sense would show him how foolish and ungrate ful such remarks are- If you were the finest salesman on earth and had not a business of your own, nor the capacity for creating one, your salesmanship would avail you nothing without the oppor tunities you enjoy in being employed by a man who has created a business. If you don't like the firm you are work ing for quit, but don't try to sell goods for a man and abuse him at the same time. There should exist at all times a very cordial relation between the salesman and bis employer. Each should discuss frankly the things which tend to the betterment of the business. While the employer has the right to command, the salesman has the right to suggest, and if an employer is so seif-opinionated as not to recognize the value of suggestions from his salesman, he cannot hope to remain long in business. It is, probably, to this very cause that a great many failures could be traced, as it is an established fact that 95 per cent, of the men who start in business for them selves fail. Tom Keene once remarked that "some men must fail at least three times before they really know- how to start." In considering the relation of the sales man to his employer the genuinely loyal salesman will feel at all times that his duty is to stand guard over the interests of the business as though it were his own, and the more he can make himself an integral part of the business, the more success will come to him.--Salesmanship. J W FRANKLIN. This is a good likeness of Mr. J. W. Franklin who is to handle our varnish line to the furniture manufacturing trade and is the latest acquisition to the Manufactur ing Trade Sales Department. Mr. Frank lin is a man of wide experience both in the use and sale of the goods he will present, and after having spent some weeks in the factory testing our line he is starting out with the knowledge that, to use his own expression "the line as it stands is bang up--second to none in the country--and will be a winner." We will soon have new catalog on this line which will contain full explanatory notes and all our salesmen will then be in a position to go ahead on even terms with Mr. Franklin, so far as the goods are concerned. It is said that the abolition of the " bridge arbitrary " at St. Louis has been virtually agreed to in a conference between repre sentatives of the various railroads em braced in the Terminal Association and a number of prominent business men. It is to be hoped that this is true, as this will cause consignments from the East to be made direct to St. Louis, instead of East St. Louis as has been the custom, and will remove a great burden from the commerce of the city. The railroads have also an nounced that freight conditions are improv ing and that the congestion that has caused shippers and merchants so much trouble during the past two months will soon dis appear. It is to be hoped also that this is true, because the two combined have been a grievous embargo on the business of the city. Our General Distributers. California W. E. Little Paint Co., Tenbrook & Co., W, E. Little Paint Co., Los Angeles Sacramento San Diego Connecticut J L. White, 185 Asylum Street. Hartford Florida The S. B. Hubbard Co., Tampa Hardware Co. Jacksonville Tampa Georgia Bush Hardware Co , N L. Willet DiugCo , Cnlmnbni; Augusta Illinois Geo E Watson Co , Colburn, Birks & Co.. Chicago Peona Indiana Indianapolis Hardware Co., Indianapolis Iowa Sickels. Preston & Nutting Co , Davenport W. H. Torlert, Dubuque J W. Edgerly & Co.. Ottumwa Ilormck. lless fltMore, Sioux City Kansas A.B WhiiingPamt&GlassCo .Topeka Kentucky R. M. McFarland Robinson Bros, & Co , Henderson Louisville Maryland Carlin Sr Fulton, Baltimore Massachusetts E.&F King & Co. Boston Minnesota Hackett. Wahher, Gates Hdwe. Co.. St. Paul New York Buffalo Glass Co., Buffalo Sickles & Nutting Co., New York C Burhans & Black Co , Syracuse Jno. L. Thompson, Sons & Co , Troy North Carolina Burwell & Dunn Co. Hart-Ward Hdwe. Co , Ohio Smith Bros. Hdwe Co . Norton Paint & Hardware Co., Charlotte Raleigh Columbia Toledo Oklahoma Territory Alexander Drug Co , Oklahoma C Oregon F. E Beach & Co , Portl nd Pennsylvania H B Semple & Sons, Mo^er^Bros 1 . 1 ardware Co, ' Co., Phelps-Straw & Co . Easton B'.oorasburg Hanover Pittsburg Reading Wilkes barn* South Carolina Murray Drug Co , Columbia Tennessee Fritts & Wlehl Benedict, Warren & Davidson Co, Strother Drug Co , Texas Houston Drug Co , Greiner-Keily Drug Co , Chattanooga Memphis Bristol. Houston Sherman Utah G F Culmer & Bro , Salt Lake City Virginia Barkor-Jcnnmgs Hdwe Co , Washington A. S. Johnson & Co , Spokane Drug Co . Lynchburg Tacoma Spokane West Virginia The Kanawha Drug Co , The Williams & Davisson Co W. H. Chapman & Sans. Charleston Clarksburg Wheeling 0007 White City News gtiiiS Devoted to Matters of Interest to Our Representatives. PUBLISHED BY pMKHS .ENAMELS COLORS.VARNISHES VOL. I. DCTROIT, MICH OCTOBER 17, 1903. No. 21 F, Ft. OOUQALL, SALES MANAGER Methods of Handling Orders. Some of our representatives use the white sheet taken from their order books as a duplicate in advising us covering orders turned in to distributers and jobbers. This is contrary to instructions, causes confusion at this end and has resulted; in a number of instances, in orders being filled from the factory as well as by the distributer, meaning that the dealer re ceived a double supply, naturally objected and asked for an explanation. Please note carefully that the white sheet is the original order, and if sent to us is supposed to mean that we are to fill the order, either for our account, if a dis tributer or jobber's name does not appear on same, or fur the distributer's or lofcber's account, if their name, as well as that of the dealer, is mentioned. If there is a reason for sometimes using the white sheet m advising us covering order turned in to a distributi ng house, in variably mark same plainly duplicate. Even though you use the yellow sheet in posting us, which is the proper way, mark same duplicate, showing to whom order has been turned in for attention, and then there will be no possibility of your wishes being misunderstood. ihese instructions are easy to follow, and we ask you to kindly comply with same ; otherwise, we are involved in dis agreeable controversies, because, as a rule, it means relieving the dealer of one of the shipments made, and does not leave him in a very pleasant frame of mind. Sell ihese Special Varnish Offers. Yon can't loose. You do i/you don't. Car-Load Orders. '1, 1- Wl'-SON. We are just in receipt of a car load order from the Murray Drug Co., of Columbia, S. C., sent in by our special representative, Mr. H. L. Wilson. We could stand a few more car loads just about this time. " Come on, boys.'' Sell these 5 and f/o Assortments. ) oil cant loose. You do ifyou don't. ALP. R- KHLLY. We are just in receipt of a car load order of paint from Tenbrook & Co., Sacra mento, Cal., sent in by our district salesmanager, Mr. Alf. R. Kelly. There are plenty more such orders lying around loose for our men to book. We can take care of all you send in promptly. "Come on, boys." We have had a response on Bulletin No, 156 re adding a Green Floor Paint to our line of granite floor paint. From most of our men replies received would indicate that the demand for same was not very extensive, and as our line is a very large one at the present we do not feel like adding new colors unless the demand for same will warrant, consequently we have decided not to add the green at present. Sell Michigan Seal While Lead You can't loose. You do ifyou don't. Quality Talks. Brojkville, Fla., Oct. 0. 'oj. The Acme White Lead and Color Works, Detroit, Mich. Gentlemen:--Please send us for news paper advertising, sterotypes Nos. 20, 24, 26, as we are handling your celebrated paint exclusively, and intend to make your paint a leader in our line. All we have soid thus far has given entire satis faction and we expect to paint the town (not red) hereafter with New Era Paint. Respectfully yours, J. W CORMAN & CO An Effective Color Contrast. A Minnesota dry goods merchant who paints his own fence signs writes to the Dry Goods Reporter as follows: 11 1 have experimented with paint, both as to quilityand colors. At first 1 tried white for a ground and thought it would be the best, but have decided that a good shade of yellow is much better. " Yellow does not get dirty so quickly as white, and beyond the mere fact of dirt is the ability of people to read them. A sign board should be easily read in the first place. Colors may seem an unim portant detail, but are not by any means. "The two colors of yellow and hlack are a pair that is difficult to beat. I use yellow for ground and black for lettering. Some would choose the other--that is, black--tor ground and yellow for lettering. Either is good." WHITE CITY NEWS ' Ottumwa, la. Hudson, Mich. The Dain Manufacturing Company, of A reorganization of the Bean-Chamber- Ottumwa, la., will increase their capital lin Company, of Hudson, Mich., has been stock from $200,000 to $300,000. This effected and the business will hereafter be action was decided upon by the stock conducted by the Cbamberlin-Ryder Manu holders at the annual meeting, held last facturing Company, who have incor T. W CONNOR. Sa l es ma n a g e r week. The company have also deter: mined tn enlarge their facilities and have, I porated with a capital stock of $35,000. Le Roy, N. Y. in fact, already begun the erection of a . One of the chief stockholders is Albert V. As reported in Farm Implement News of new warehouse. The following directors | Ryder, formerly with the Ohio Cultivator Sept. k >. the burned plant of the Le Roy were elected: Jos. Dain, Jr., Paul Arben/., Company, of Beilevue, O., who will be Plow Company, Le Roy, N. Y., is to be J. T. Hackworth, George Haw, Sr., active in the management of the new rebuilt at once in accord with the most modern ideas of factory construction. The Calvin Manning, H. L Waterman, Frank McIntyre, A. G. Harrow and V. M. company. Other leading stockholders are Henry G. Chamberlin, of Hudson; H. C. new buildings will be one story in height Conklin. _ Smith, of Adrain, and J. M. Lamb, of and will be constructed of concrete or of some other material which will not burn easily. The plant will be greatly enlarged, The Cleveland Convention. Some of the implement newspapers are suggesting the name of Mr. F. E. Myers, Clayton. The company will continue the manufacture of implements and en large the plant. covering about four times as much ground of Ashland, O., and chairman of the ex as the old one. The buildings will he ecutive committee of the National Associa Appleton, 'yis. built in the form of a hollow square and tion of Agricultural Implement and Vehicle The Appleton Fanning Mill and Truck each building will be isolated from the Manufacturers, as president ol the associa 1 Company is the name of a new concern others, so that should one take fire the tion to succeed Mr. Martin Kmgman, others could be more easily protected. when the convention meets at Cleveland The paint room, in which the fire started on the 21-23 inst. There is nothing new before, will be entirely separate from the in the suggestion, as it has always been others and at the southeast corner. A the custom of the association to select the switch from the B. R. & P. railroad will 1 chairman of the executive committee for which has just begun the manufacture of its product and which came to this city from OWatonna, Minn. The new in dustry is located in the Martin Boidt build ing, west of Willy's Mill on West College run in between the buildings and the | president. Mr. Myers, in addition to his Avenue and is already in running order. foundry will be some distance further gnod qualifications tor the pcsitier., has all The principal product of the plant consists south than it was before. The new plant the precedents in his favor and his election of couch trucks and fanning mills, the will have floor space of about 48,000 is as much assured as if it had already former being a patent apparatus used in square feet. Before the fire the Le Roy occurred.--Farm Machinery, holding couches for the purpose of display. Plow Company were doing a rapidly in creasing business, and with the new plant and a largely increased force of workmen they have reason to expect prosperity. Evansville, Ind. Evansville, Ind., it is stated, is soon to have a new wagon factory with a capital of $50,000. The site for the neu factory has been purchased and consists of five acres of ground, comprising twn blocks in the rear of the league baseball park and alongside the land of the Union Stock Yards in Maryland Street. The factory will have excellent shipping facilities over the Belt railway, on which it will be lo cated, and will be a substantial affair that will be a credit to the city. Among the chief promoters and stockholders in the new concern are said to be Messrs. A. F. Karges, of the Karges Furniture Co., his brother, Council William Karges; John Zutt, William Pennington and others. Mr. Pennington is now manager of the Becker Wagon Works, but will be the superin tendent of the new factory when com pleted. The product to be turned out by the new factory will consist wholly of farm vehicles and those intended for heavy draft. . t Standing of Districts For Week Ending October 10th on sales of $5.00 and $10,00 Assortments District D............................... ist Position " B...................................2d " F..................................3d " J................................. 4th " " C................................. 5th " " G................................ 6th " " H................................ 7th " " A................................ 8th " " K................................ gth " " E................................. loth " 0007-SWP-00012843 0007-SWP-00012843