Document JVK52vGgzvOJDv0EKQ1Yev7a

Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR \VORKS, DETROIT. MICH. 'Devoted to Matters of Interest to Our Representatives. VOL. I DETROIT, MICHIGAN, JANUARY 6, n;o0. No. 17. Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. {Continued from last week.) Ths Carter product is a good White lead, fully up in quality and properties to the old Dutch process lead, and, as the case may be, considered by many experts on White Lead rather better and more uniform in every respect than the product of the latter. Permit rrte to state that i myself have found by many quantitative analyses of Carter White Lead produced in different years and given to me for examination, that the constitution and composition of these samoles did almost perfectly Corre spond with the analysis 1 made of the first keg of Carter's White Lead used by us in our works in 1890. This uniformity I could not find in samples of White Lead produced by the old Dutch process. The samples under analytical ex amination showed sometimes a composition resembling that of White Lead made by the so-called precipitation process, that is, their compositions were in some cases very divergent from that which a good White Lead should show, vis: As accurately as possible, two parts carbonate to one part hydrated oxide of lead. Furthermore, 1 might state that whenever we had trouble in our White Lead grinding department with White Lead paste getting hard aid lumpy, in nine cases out of ten the lead undergoing the grinding or mixing was an old Dutch process lead. As with so many new methods and pro cesses of manufacturing, the Carter process had, and has still, to meet a certain proposi tion and prejudice, but the test of time will certainly, and has almost already, given the Carter White Lead its proper place, due to its superiority in quality and uniformity, as well as to its simple and quick method of production. The main reason that this process is not yet adopted in general, and why so many corroders don't abandon their old Dutch process, is doubtless because there is at the present time about thirty-five millions of capital invested by these old style corroders, new work anyway ? I would suggest writing and just as long as they can market their the icontractors, offering a certain amount of product through appeals to prejudice and our New Era Paint to every one sending us ignorance, they will continue the antiquity a copy of an agreement with a certain argument, and not sustain the loss of the painter, giving the name of the painter and vast amount of money such a radical change alsd the name of :he owner of Ihe house. would naturally necessitate. But the Carter Th^n I would increase the offer until after he process, or a still more scientifically im- i had put New Era Paint on about three proved one, will and must supplant the old I houses. The contractor would have enough and imperfect method of corrosion which paint to paint his own residence. This has remained almost unchanged for cen coi^ld be worked through our merchant turies, the old Dutch process. | customers without any prejudice. Each We come now to other processes for representative could send in the names 0: manufacturing of White Lead, such as the one or two good contractors in each town. so-called precipitation process and chamber If you think well of ths scheme you can methods. They are not used in America. suggest it tc the " family." The precipitation process of White Lead , Respectfully Ycurs, No. 13. is either based on the precipitation of basic j carbonate of lead by carbonic acid gas or by . the alkali carbonates, such as soda or bl-car- j Granite Fioot'Pabih. ' ' bonate of soda in a solution of basic acetate | Detroit, Mich., Jan. 2, J900 of lead. Editor Th o u g h t s : Its principle is based on the fact that a t for one believe we should have some solution of normal acetate of lead obtained scheme inducement of a special nature to by dissolving litharge or lead oxide in further the sale of above goods. Every diluted acetic acid is capable to dissolve still where you may go you will find " Senour's more litharge, forming thus a basic acetate Floor Paint" on same basis of stability as of lead solution, and that this superfluous our N. C. F. is with the trade and con litharge or the basic lead constituent of this I sumers in general. They have a nice line solution, is precipitated out, or separated by of advertising matter, with a special assort carbonic acid introduced into this solution. | ment price for opening orders, and give a the precipitation being a more or less basic ' number of sample quart cans for free dis carbonate of lead. tribution, letters to consumers, etc. On TO BE CONTINUED quality we have them beat, why can't we do the same thing on amount of safes? Vhat Do You Thank of This? They also have in the past had special sales men pushing that line only, if they have Davenport, la. Dec. 26, `99. succeeded why can't we ? Let's hear from Editor Th o u g h t s : some of the other salesmen on this subject. For some time I have been thinking of a A happy and prosperous New Year for the scheme that would help us to push New Acme and all of Us employees are the Era to the front more rapidly than through wishes of Yours truly. the `painter/' who, we all know, is not ; No. 8. always as reliable as he might be, even after he has been well treated and learned beyond a question of doubt that New Era J San Francisco, Cal., Dec. 21. '99. Paint is a be ter article than he can make : Editor Th o u g h t s : himself. I think the suggestion of No 8 in Why not assist those painters that are Th o u g h t s Dec. 16, *99, as regards sample with us. and force those who are working cards for painters, an excellent one, and against us to come our way by working a . one that I feel positive it would pay you to scheme with the " building contractor " from ! adopt. Respectfully. whom the painter gets nine-tenths of his i No. 15. T Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICII. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, JANUARY 13, 1900. No. 18. Paint and Its Solid Constituents---The of lead and to the basicity or proportion of j White Lead and consequently It has shorter Pigments. lead oxide the normal lead acetate has life, the increased percentage of carbonate BY JOHN COLLET. fCntilfnurd/*cm last xvffk.) dissolved. j c{ lead causes it to "chalk off.'' We know that the character of a White *ln the precipitation process, using car Lead, both chemically and physically, effects | bonate of bi-carbonate of soda the tendency The chemical reaction may be expressed materially its value as a pigment. The : ofj the formation of While Lead with such in the following: character of the Clichy lead will therefore j aa irregular constitution and composition, Lead oxide and acetic acid, or normal acetate of lead. depend upon the character of the solution of : is! even more pronounced than in the fore lead used: the temperature at which the going method. Normal acetate of lead and lead oxide and water, or basic acetate of lead. Basic acetate of lead and carbonic acid. or basic carbonate of lead (White Lead), or normal acetate reaction between the carbonic acid gas and ' >The operations as a whole are the same, the lead solution takes place, and last but bdt instead of using carbonic acid gas as a not least, upon the strength of this solution. | precipitating agent a solution of soda is used. The quantity of carbonic acid should be , No normal acetate of lead is reformed in so regulated that not more than two-thirds conjunction with a more or less basic car of lead- of the basic lead in solution is converted bonate of lead, but acetate of soda, which The normal acetate of lead which is thus j into carbonate, if :oo much gas is used, then is I either sold as such or has to undergo a reformed is then used over and over again \ mere will be liable to be converted into . special process for the recovering of the for the preparation of a fresh solution of ' carbonate, and the White Lead has a strong ' acetic acid. Among, many processes based basic acetate of lead. i tendency to become crystalline. Instead of ! crr this, or a simpler method, the " Condy " Theoretically there should be no loss of amorphous, the White Lead will lack then ; process is the only one which was operated acetic acid or norma! acetate of lead, buM m covering capacity or body. a 'short while, buUas the result'seemed to practically a small quantity of new acetate As a matter of fact it is very difficult to be so variable it was soon considered a has to be added from time to time tqmake J ascertain exactly when sufficient gas has complete failure from a commercial point up for the little loss which dees occur. ' been used and the above mentioned fault is I of view and was therefore discontinued. The process is used in France, and on an 1 one generally met with in the White Lead I The other process for the manufacturing extraordinary large scale at Clichy. hence produced by the Clichy process. The strength of White Lead which we will discuss more the name " Clichy " process, or "Thenard " j of the solution will not have so much j closely is the so-called *` Chamber process." process, after its inventor and promotor. | influence on the quality of the product: which is operated like the old Dutch process The litharge is dissolved In diluted acetic | however, too stronga solution will precipi In large chambers and is carried on on ihe add with the aid of steam, and to this < tate a coarse White Lead, and as a rule | same principle; that is. metallic lead cast in normal acetate of lead solution a certain weak solutions give a fine White Lead. : grates,- strips or plates, or as the Western amount of fresh litharge is added again and | Another drawback of this process is that the ! Lead Co., in Denver, Colo , used to do, in dissolved likewise. The principal feature fn j precipitation must take place always at the a fibrous or threadlike form, is exposed to preparing th s (basic acetate of lead) is to ( same temperature, that is to say. under ex the simultaneous actions of acetic acid, obtain it ir. a certain strength of basicity, in : actly the same conditions of density and waler. steam and carbonic acid gas. The order to obtain a proper and good basic ; basicity of the solution in order to obtain a J difference from the Dutch process is that carbonate of lead. j uniform White Lead in regard to composi- these corrosive agents are generated, outside Into this solution, after it is purified by ' tion and texture ; for an increase of tempera- j of the chamber and conducted or admitted settling and filtering, carbonic acid gas is j ture facilitates the absorption of the carbonic ! by means of a pipe and spray system. The introduced. acid gas, and herewith the formation of t lead is placed in shallow dishes or trays The carbonic acid gas is generated by larger crystalline precipitations. The White I on shelves inside of the chamber, the door burning lime stone or chalk abundant in the i Lead will be coarse, less amorphous and is closed, the currents of steam, acetic acic vicinity of Clichy with coke in a system of ] will be inferior in regard to body and vapors and carbonic acid gas are turned or. furnaces. covering capacity. The increase of car The gas precipitates the White Lead, i bonate of lead in such a While Lead natural which is left to settle, and is ihen pumped ly decreases the percentage of hydrated The chemical action which proceeds is supposed to be the same as that which takes place in the old stack process. The acetic into extra large vats and washed and dried lead oxide in its construction, and therefore acid acts upon the lead, forming normal in the same or a similar manner as in the j it will take less oil in the preparation into acetate of lead. This, under the action of previous described processes. paint, it will cover less, or what is the same, the aqueous vapors, is transformed into a The product given by this process is fairly it will not go as far as a good proper White basic acetate of lead, and this in its turn is good, but liable to vary considerably in Lead pound for pound. Furlhermore, such j changed by the carbonic acid into basic composition from time to time, according to a White Lead will not be combined with the carbonate of lead, or White Lead. the strength of the solution of basic acetate vehicle "linseed oil" as well as a good TO BE CONTINUED 0007-SWP-000128014 T THOUGHTS. Papers Read at Oar Anniversary Reception. realizing that the success and prosperity and that this system will bring happiness to of the business is necessarily the concern the workers in our faotory. BY OUR PRESIDENT, MR. W. L. DAVCES. cf all. Now the company cannot do It all. We I regret very much that this gathering have the disposition to do a great many It is perhaps needless for me to say that tt gives fne personally, as -well as all the officers of the company, the greatest pleasure cf the "Acme family" does not include a greater number of our commercial mis sionaries, or traveling representatives. This .things for our employees that requires your co-operation in bringing about. The com mittees appointed to carry on the work can to have the privilege of meeting you once important branch of the family Is necessarily more on an occasion of this character. The poorly represented. I have no doubt, that initial gathering which occurred last year were they all with us, that they would assist was so enjoyable In every particular, that ; very materially in making the evening one be aided immensely by the formation of several clubs or societies among themselves, to illustrate: A Young Women's Club, Men's Progress Club, band and orchestra, we determined, if possible, that every year long to be remembered. There is no ques would witness a repetition. This yearly tion that they would enjoy being present, as gathering gives us one and all a much de sired opportunity to meet each other in a friendly, social way, and it is to be regretted that they cannot he held more frequently. It is true that our business association brings us all more or less in daily contact one with another, but the business side of the question is one thing and the social side another. V/e should look upon our business organ ization as a co-operative Institution and our interests as mutual, and upon that basis every cne connected with the company in much as we would enjoy having them with us. You must all have a thoroughly good time this evening. If you do not it will not be the fault of the `'Acme." Let us all be merry and enjoy ourselves to the utmost extent. I will close my remarks with the sincere hope that all that are here to-night will also be present at our next family gathering, and that I may then also have the great pleasure of greeting you and bidding you welcome. any capacity, should feel that in addition to the connection in a business way, there also BY OUR SECRETARY, MR. THOMAS HEAL. exists a social connection, somewhat aftkr Mr. Toastmaster, Ladies and Gentlemen: the manner of a family relationship. We It is just fifteen years ago that this com might almost call it. 1 should say. the pany began its business career, so that "Acme family." Inconsequence, 1 look to-night we are not only enjoying the third upon this as a yearly family gathering, arid anniversary dinner since we occupied our inasmuch as l had the honor of originally new plant, but our fifteenth birthday as organizing the company, [ presume that' I well. can be looked upon in a measure as the It seems to me prophetic that the fifteenth father, and 1 can assure you, m3'children, that ; year of our business experience occurs in I am exceedingly proud of my family. I can the closing year of Ihe century, and in that Glee Club, Relief Association--each society encouraging mental training and happy living. What we should like to do for you pretty soon, is just this: Haye a building erected, or a nice, light, well ventilated and heated room In :he factory assigned to you, con nected therewith nice bath-rooms, a dining room and kitchen for the preparation of lunches, a nice pleasant smoking room for the men and a library, so that during the rest hours our employees could secure the utmost pleasure and recreation during those intervals. We should like to see palms, flowers and pictures used freely among the furnishings. Then In addition to the coffee you are now furnished with, we would like also to provide a good hot bowl of soup. With your help these things can be brought about.; We want a band of makers who will make nothing but the best of paint, making it as good as they can. The factory to be free from racket, dirt or smoke. The floors as clean as a dinner plate, and if a drop of oil or paint is spilled, the culprit to wipe it up, look around me and see the faces of those year we incorporated in our business the instead of burying it under a tobacco quid, or that have been with this company almost committee principle" of business and leaving it for someone else. The outside to from the organization of the business, and factory control and management. be kept as now, the buildings to be painted a our long association naturally carries wlth'it It seems to me also that this is a happy spotless white; also a bright lawn, and plants a feeling of mutual confidence, trust aijd combination cf circumstances and means : and vines. esteem that Is quite outside of a mere con more to us than we at present realize. It's We. believe tha: by improving the condi- nection in a business way. about this new business method that I wish tlonsaround our establishment our employees Since we last met, we have put into effect to say a word to you to-night. will advance In general Intelligence, increased our system of co-operative management I It has been said that: "The ordinary at business will follow, and lasting prosperity throughout our works. This system has now titude of capital and labor toward each other and happiness come to us all alike. been In operation about six months with most is that of a prize fighter guarding against gratifying results. As time goes on, and attack and standing ready to plant a blow. What Do You Think of This? the system develops and becomes more effective through a better and clearer under standing of its possibilities, we hope and have every reason to expect results, which will be in every particular satisfactory to all con cerned. We thoroughly believe that the success^ of any business enterprise depends to a great extent upon the loyalty, devotion We believe the two are related lo each other as the wings of a bird. It is when those wings co-operate that the bird rises heaven ward, but clip one of those wings and. it falls helpless to the ground. Industry is borne up by these two wings, capital and labor, clip either one and industry Is crippled; they must move together before industry rises Editor Th o u g h t s : I would suggest that you get out a sufficient number of postal cards addressed to us to furnish each of our customers with from six to twelve, haying printed on the back some thing like the following: Date..................... Mr..................................... Address..................................... and co-operation of everyone connected with it, from the lowest to the highest--not excepting one. Hence our organization properly." I think our employees are gradually coming to understand the importance to is about to paint his building. Please write him. in reference to New Era High-Grade Prepared Paint, and oblige, yours truly, should be looked upon by those connected with it from a co-operative standpoint, feel ing that all our interests are mutual, and themselves of this new system. The com pany believes that employers owe some thing more than wages to the employees. A customer having a postal card at hand like above can notify us easily. Yours, No. 12. 0007-SWP-000128015 _ Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives VOL. I. DETROIT, MICHIGAN, JANUARY 20, 1900. No. 19. Paint and Its Solid Constituents--The by various inventors, but none have so far the latter phase of the situation occurs just Pigments. overcome aU these difficulties. as frequently as the former. As for sight As indicated there are innumerable differ seeing, when a representative is In a place BY JOHN COLLET. ent processes for the manufacturing of where there are any sights worth seeing, {Conlmtted from Iasi week.) White Lead, and each and every year his-time is so occupied in calling on the brings forth new and improved methods but trade and making reporis to the house that After a period varying from four tq five it is not within the province of this small j he. forgets there are " sights to see." He is weeks, the DehveT Co. claimed even .-three essay to deal with all of them. j out'for business and knows that he must to four days, the White Lead will haWfceen 1 may perhaps say that the time will be j mjjtc ihe best of his time from that stand formed and is collected and Ireated as In the not far off in which an electfolytical process point. Dutch process, _* (and there are already two or three in ex 1) don't like the word salesman, and the The quality of the product is usually perimental operation here ahd in Germany) teriji "drummer" is much worse. Repre good, certainly better than that of the pre will successfully displace all other processes sentative is the best, because it implies the cipitation process. for the manufacturing of White Lead. proper scope of his duties. A man who [t is. however, inclined to be very vari represents his house must do so with able. and the process requires great experi : intelligence and dignity. He must be ence and care tc be carried out in the best Paper Read at Oar Anniversary Reception. equipped to meet and overcome difficult possible manner to insure a good White Lead. In order to obtain a White Lead of the desired approximate composition it is 1 OUR REPRESENTATIVES--BY MR A M. - WOODWARD. 1 situations on the spot. Representation has I grown to be a profession requiring a high -j-'order of Ttrtelkgeftee." - -Gr-eot -changes have absolutely necessary to regulate the currents It is a matter of common regret that our j and are constantly taking place in the of gasses and steam in the prooer pro representatives, with a very few exceptions, j character of this class of work, fn years portions. Thus il an excess of acetic acid are unable to be with us to-night. j gone b/ the man who 'was properly termed vapor is admitted, too much normal acetate We Who are together from one end of the ! a "drummer'* was posted on the names of lead is formed, which will not be acted : year'to the other and watch with pride and j and selling prices cf the goods made by his on l'y the steam and the carbonic acid gas. ; satisfaction the constant advancement of j house. His whole duty when thus equipped and too much of the latter tends to cause our business, are. perhaps, inclined to forget i was to go out and sell those goods, and if he the formation of an excess of lead car occasionally to what extent the men who ' could not sell enough to pay expenses he bonate, which, as we know, lessens the are constantly working in our behalf In all must necessarily lose his job. It is not covering capacity of the White Lead. corners of the market are responsible for the : much wonder that when so meagerly The worst feature of this method, how favorable conditions under which we annual j equipped he would resort to vilifying com ever, is that in case the operator injects too ly celebrate our success. petitor's lines and other narrow-minded and much steam into the chamber, and allows It is the rule for the uninitiated to suppose t unscrupulous methods to gain preference for thus the temperature to get somewhat too that a representative's life approaches as his own. Neither is it much wonder that in high, loo much hydrated lead oxide will be near a continual round of unadulterated those days of unscrupulous methods he was formed and this by the rise of the tempera- I pleasure as is possible to attain. They are ; looked upon with' a degree of suspicion as ture will partly be split again into water and | apt to think of the many interesting places j regards his standard of morality and truth- lead oxide. This formation of lead oxide. ! visited, the luxuriously appointed! hotels and | fulness. The days of the "drummer " how- as it is of yellow color, gives then to the j railroad coaches, and the attentive service i ever, have gone by. Modern progression has final product an objectionable yel'ow tone I rendered in connection with these accom j replaced him with the representative--a man and tint. modations. forgetting that it is not always equipped to represent his house in the fullest The same result is brought about by a possible to put up in hotel palaces, or ride in ' and best sense of the term. He must be a deficiency of acetic acid, and. as I said Pullman or Wagner sleeping and parlor I man of Intelligence and lacr, a student of before, experience is the only factor which cars. Too often the time for retiring is -1 a. i human nature, and beyond all. above re- can guide the White Lead maker in adjust m , to be called in three or four hours to j proach morally. It would be an unjust ing the various gases in the proper pro- 1 catch an early train, and frequently Instead imputation upon the business man of to-day portions. of riding in a palace car, an uncouth freight fo suppose that any other than h representa There is no plant here in America operat train must be utilized in order to "make tive their equal, morally and intelligently. ing this process now, the Western Lead Co. I time." We think of the lovely drives along ! could succeed in doing business with them. in Denver, starting in 1091. has failed since l picturesque country roads, among green | A representative must know his business and went into liquidation. 1 fields and whispering woods. Think of the ; in these days, and this means more than Various alterations in the details of this same roads and fields with the thermometer : being equipped with a complete knowledge method have been made from time to time down to zero, or the mud up to the hubs-- of the goods he is offering. He must study 0007-SWP THOUGHTS. conditions of trade in a general -way. He must be in position to make beneficial sug gestions to his customers, for the dealer has also learned to lean as heavily upon the representative's judgment as the manufac turer who sends him out to sell goods and watch and report conditions that enable him 10 keep abreast of the times. Without, fear of contradiction, I make the assertion that from no other single source have we derived as much information to guide us on the.road to success as has been secured from, our representatives. We have a corps of repre sentatives in which any house might take a pardonable pride. Let us think then to night of the men to whom we are so greatly indebted for this gathering, many of whom have been connected with us for years, and in the performance of their duties have sacrificed to so great an extent the pleasures and comforts of home, family and friends. This ts a Good Idea. < Syracuse, N. Y., Jan. 12, 1900. Editor Th o u g h t s : l am in hopes of getting a testimonial from each and every one handling New Era HighGrade Paint in this territory. Would suggest your getting one from all New Era custoihers and putting same in book form. ft'frbuld be a fine thing to show the trade, and wbuld help greatly in securing new trade. What do you think"? Yours truly, No. 19. P. S.-- 1 have yet to receive the first cbmplaint on New Era High-Grade, No. 19. Detroit, Mioh,, Jan. 5, 190Q. Editor Th o u g h t s ; t It may be possible, although I hardly think probable, that some members of ,our traveling force fail to appreciate the ex cellence of our New Era High-Grade Paint, and l wish at the beginning of this season to emphasize a few facts in reference to it. From time immemorial white lead has been looked upon generally as the one article necessary to consider as a white pigment, to use in the production of a first-class paipt. 1 do not wish to say aught that will In any way reflect upon its desirablefeatures as a paint pigment, nor do I agree with some of the prominent paint manufacturers who condemn white lead and claim that it should be aVoidcd. I claim that it possesses de sirable features not found in any other white pigment--I refer now to its use as a primer or first ooater.' In the production of New Era High-Grade Paint we recognize white lead as an im portant factor, using it accordingly. We thus do away with all possible objection to our paint by white lead devotees. Being fully aware of the undesirable features of white lead used alone as a paint pigment we neutralize Its detrimental feature (due to the fact, well known, that acid which forms a part of carbonate of lead in use at the present day very materially shortens the life of linseed oil) by the use of zinc oxide, not sulphate of lead, nor sulphide of zinc, but the best quality of zinc oxide, and let me say here, I consider zinc oxide a very much abused pigment by painters generally. Among other claims made by them, the claim that zinc will peel cannot be sustained where It is properly mixed with pure linseed oil. It has been abundantly proven that zinc will consume more oil, pound for pound, lhan lead, and consequently will cover more surface. It is claimed by some that zinc does not cover equal to lead, and 1 grant that such a statement may be true in so far as the hiding of the surface is concerned; Ihis is due to its transparent nature, and while zinc is transparent, it still, I believe, imparts protection to the surface fully equal to lead, where the same number of coats of each are used. 1 have spoken of the above two pigments quite .fully, not that 1 have more than touched upon their respective merits, but to show that in my judgment, based upon over twenty-five years experience and backed by other best authority obtainable, they are not only the two best white pigments known for the production of a first-class paint, but that all other white substances must be classed as adulterants. In our New Era High-Grade Paint we combine properly lead and zinc, using linseed oil as a thinning vehicle, and thus produce a paint as near perfect as it is pos sible for any man or set of men in this or any other country to produce. Added to this, our plan of advertising and assisting our customers* and the extreme low price we are permitted to make for the opening of the spring season, the price, whic-h I con sider a large sacrifice on, the part of our company, l do not see how any dealer, after being made fully conversant with the above facts, can do other than secure, if possible, for his trade In 1900 and all future. New Era High-Grade Paint. Yours Respectfully, No. 12. Creston, Neb., Jan. 11, 1900. Editor Th o u g h t s : No. 13 has a suggestion in Th o u g h t s of December 30th, 1899, that 1 think is a very good one. Yours truly, No. 2. Davenport, la.. Dec. 12, 1899. Editor Th o u g h t s : 1 have a suggestion. A number of people in this city have painted the roofs of their houses a dark slate color. I could have sold one If we had the shade. It may not be necessary to add it to the sample card, but if we had a few samples of the shade we could soon find out if there was sufficient demand. Suggest it to the family. Yours truly, A. D. Ho a c c . The'above was referred to Mr. S. H. Hart, who gives practically his entire attention to the sale of New B-ra High-Grade prepared Paint, and below you will note his comments regarding Mr. Hoagg's suggestion. In response tc Brother Hoagg's suggestion as per above, would say l consider slate color desirable for roofs. While we cannot place it on our regular card this season, we can-easily make a slate color upon order, and later on It might be desirable to present a card with lighl and dark slate color for roofs. Yours truly, S. H. Ha r t . Otl City, Fa., Jan. 11, 1^00. Editor Th o u g h t s : Thfe lumber dealers are getting to be large handlers 'of paints and varnish throughout the' dbuntry. My experience has been that they are a good class of dealers to cultivate. They, as a rule, are good liberal buyers, generally very well rated. I do not think they are drummed quite as hard as the drug and hardware trades, as in most instances, they are located some distance from the center of the town, and therefore are over looked once in a while. Yours truly, ` No. 18. Special, If representatives will kindly estimate amount of each order and enter the amount in the upper left hand comer (blank) of order sheets it will greatly assist the credit depart ment, particularly during the busy season. Hope each of you may be able to do this. G. B. P. Notes. No.: K, No. 9 and No. 80--Please put the date at top of your cash account (in new expense books) in future. It is necessary. A number of the salesmen are getting very careless about marking "ads.'' on their order 'sheets when advertising orders are attached; also in specifying " lustrous " or "dead black" in Neal's Enamels. Both of these matters have been called to their attention in Th o u g h t s , but are not being attended to. i- 1 t I 0007-SWP-000128017 PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT MICH iDevoted to Matters of Interest to Our Representatives. VOL. DETROIT, MICHIGAN, JANUARY 27, 1900. NO. 20. Paint and It* Solid Constituent* -The ing. In these respects it produces what Is tidn, obtained by dissolving lead oxide or Pigments. known as painters colic, paralysis and other metallic lead in acetic acid, by means of diseases. snSphuric acid, the reformed acetic acid to SUBLIMED VHnE LEAD AND ZINC WHITES. The unhealthy nature of the White Lead bd used over again for the manufacturing of maker's and user's calling has long been a. fresh solution of lead acetate or sugar of BY JOHN COLLET. ! With all its good and desirable qualities, recognized ax4 efforts have been made 1o discover and invent a pigment like the carbonate of lead, but in a practically in load. As 1 said, all these processes were soon abandoned, until in i860 here in America a White Lead, the basic carbonate of- lead, nocuous form, as a basis. These efforts led j vein of ore containing both lead and zinc has, however, one great fault, and that b, as to the suggestion of using the White Lead was` discovered, being a mixture of galena i said, it Is considered of only fair durability. sulphate as a pigment. and blende, that is,'a sulphur combination Us chemical composition and constitution This lead composition Is much less easily with lend and zinc. is for itself very loose, and in fact, on ex decomposed and far therefore capable..of The proportion of zinc in this ore made Lt. posure to weather or to gases ordinarily resisting the chemical, change which the however, very unfit for the smelting and occuring in the atmosphere, it is somewhat carbonate undergoes In tbe stomach and refining process for the production of lead quickly discolored and acted upon. In other system, so as to render it absolutely non- metal, and as this " galena" is reduced by words,, it is short lived, minute cracks soon poisonous. As a matter of fact, in cases of the -regular smelting process into partly lead. appear on the surface of the paint and these lead poisoning, diluted sulphuric aedt to )ead oxide and partly lead sulphate. It was Y ehpcfcs deepen until they reach the material administered by means-ci.which the soluble ^sed as the basis for the manufacturing of r- covered, and the paint, in.,case f^3*rbwMrt*-bect5iffMW` into ''^''Sulphate of lead acconjing'tp patents takeYi Lead was not exactly up-to the standard, drops off in minute scales or In form of a very fine whit dust. But, nevertheless, under normal conditions and applied in a proper way, we can say that White Lead is a good pigment; however, as soon as these normal conditions are changed, or the White soluble and harmless sulphide. The white pigment sulphate of lead as it is met with on the market, is, however, not the straight chemical composition of lead oxide and sulphuric acid, but contains, ac cording to the manufacturing process, more or less Lead and zinc oxides, and is sold out by G. T. Lewis and Bartlett. These patents, or at least their principles, are operated at the present time by .the Picher Lead Co., In Joplin, Mo., whose product is known in the market as " Picher Sublimed White Lead." Lead is used in or near localities where it is under various names, thus, abroad as The process in its principle is as follows: exposed to the fumes of sulphurous gases, "Patent White Lead," " Non-poisonous When lead ore as " galena," the sulphide o> especially sulphurated hydrogen and amonia, White Lead/' and here in America under lead, Is heated in a furnace with access c which gases are present everywhere where the trade mark " Sublimed " or " Picher air, it undergoes oxidation; it is, as I indi gas or coal are used for lighting or heating White Lead," the latter is our so-called " A " cated, transformed into lead oxide and purposes, the White Lead will rapidly lose lead. sulphate, the degree of the oxidation depend its white color and will be more or less However,; in the beginning of the period ing upon the amount of air which comes In darkened or blackened. This discoloration when a great number of inventors and lead contact with the ore. The temperature also is caused by the combination of the- kulphur manufacturers, endeavored to find a better has some influence on the result, in fact it is In these gases with the lead by the formation substitute for White Lead, the only ways probably the chief factor in the process. pfthe black lead sulphide. and means of accomplishing this task was Both the access of air and th degree of Another fault of Ihis white pigment, the thought to be by precipitation, and in fact heat are to be regulated in such a manner basic carbonate of lead, is that It Is to a the patents taken out on this subject are in that the main product is the sulphate and certain extent poisonous, and there was a numerable. not the oxide. This is accomplished in time when only the old Dutch process alone Each and every one of these patents, for specially arranged furnaces. In which the was In use, when the White Lead works the production of sulphate of lead, were no ore. in connection with the proper fuel, as wore called with good right: * White ceme good, and the manufacturing of sulphate of slack, is operated on, and converted by a teries." Most of you have heard of. lead lead as a pigment was very soon abandoned. proper degree of heat into the so-called poisoning, and perhaps one or more knows The cause is, the precipitated sulphate of " lead fume,'* consisting of lead sulphate, from experience, either directly or indirect lead is too crystalline in order to give to the lead oxide and oxide of zinc. ly, what it is, The fact is, that White Lead final product body and covering capacity The plant consists of several furnaces, leaves its mark more or less wherever it enough to serve as a pigment, substituting which are connected by flues with an goes, and its path is indeed a very broad White Lead in regard to these properties. efficient system of condensers, in which the one, for Its use enters largely into many The principle af these processes, as a lead fumes are collected. industrial processes, and Is general, as we whole, were the precipitation of the lead in know, in the making of paint and for paint form of sulphate, from a lead acetate solu- TO CONTINUED 0007-SWP-000128018 THOUGHTS. (t What Constitutes Good House Paint." found wherever coal or gas is burned, in raw linseed oil is used for priming, the oil BY MR. HARP.Y WALKER. fact everywhere. Therefore. White Lead, soaks into the wood and fills the pores bet especially incities, retains its fresh color only ter and thus renders the first coat more apt I feel that our chairman could have select for a short time. It also is not a suitable to combine with the second and that with ed someone from amongst us v/ho is better pigment to be used in connection with the coats following. Asa thinner, turpentine qualified to write something of interest than ultramarine blue or any color containing Is much more preferable than the cheap myself, but as the object of these meetings sulphur. White Lead will also powder and ji treacherous article, benzine; or naphtha. is for educational purposes, 1 am glad to chalk after being exposed for a period of The turpentine contains a certain amount grasp the opportunity for improving my say a couple of years, and in some Instances of reslneous matter which is left be knowledge. There seems to prevail among much sooner. Another objection is. when hind after the volatile part has evaporated ihe employees the impression that I arr. a lead is used singly it sinks or settles out of and hielps increase the adhering of the paint, walking encyclopedia on the manufacture of the mixture after standing a short time and whil naphtha or benzine contains more or paints, on account of my long connection to remix it, requires about as much work as less mineral oil and other non-drying matter, with the factory. But such is not the case is usually required to first break uoths If ad which is very apt to lesson the .life and dry l can assure you. and I am brought to the in oil. There are also poinrs favoring the ing properties of ihe paint it is used in. As realization of the fact that my knowledge of paint is very limited when I come to put same on paper. Having had more ex perience in the manufacturing of mixed paints and house paints in particular I con cluded to take this as'my subject, and the use of White Lead for house pain:irg In fact white lead is indespensable. insamuch as it has more of the desirable features for a paint pigment than any other, pigments known, tts covering capacity and. the.-free ness with which it works are not to be found to ihe necessary dryer, if ar.y is lo be used, a good pure linseed oil dryer ought to be mixed with the paint, and then in the right proportion, which, for a good dryer, should not- exceed one gallon of dryer to sixteen gallons of linseed oil. However, a dryer, first thing we will consider is: 'What Is in other paint materials. paint ? Paint is a combination of finely ground pigments, mixed wi h a suitable We now come to the consideration of Zinc vehicle to a proper consistency for spread White, which is much' whiter than white ing or being applied with a brush. Next we 1 lead, also much lighter In gravity, requiring ask the object of paint, and as has been double the amount of oil to mix same as stated in papers read before this committee,, does white lead. Zinc if used singly has the use of paint is twofold. First, for the: some of the objectionable features found in protection of the object lo which it is applied; white lead differing only in the manner of second, for the purpose of beautifying. The., doing business; the white lead crumbling latter we will pass for the present, as it and chalking off and the Zinc cracking and practically has no effect on what should scaling off. Its covering capacity is not constitute a good house paint. Opinions near as good as white lead or does it work as differ as to what pigments ars the most free under the brush, having a tendency to suitable for a good, durable house paint;' pull, However, a combination of Zinc and some claiming a combination of lead and Lead in the right proportion, say '4 Zinc to zinc and baryies make the most durable, as 2/l Lead is usually considered good and well as the most unchangeable, paint on effective. The reason for this is the good the market, and others that strictly pure qualities of the zinc counterbalance the lead is the best. This claim is made by the 1 ad properties of the Whits Lead, the painters on account of the many ready Zinc giving a smoother and harder mixed paints on the market, which consists surface to the paint. thus resisting of a combination of the different pigments more of the chemical actions of the weather made with rosin, when'properly made is not .objectionable. With"-paint made with the ingredients mentioned, and same mixed in the proper... proportion and well ground and mixed to gether and put up in sealed'cans and put on the market as a so-called ready- mixed paint, like -bur "New Era" High-Grade .Pain;, thei-e'T* no reason to condemn ready mixed paints; as a whole, as so many Ignorant painters and others do, for a paint well made with a high-grade material and Improved machinery and by skilled labor, must be in deed very much superior to any paint made In the old fashion, with abuckei and paddle without previous grinding of the pigments. There is no use or excuse for the. intelligent painter to adhere to the old rule of thumb In making paint, as long as he can. secure a. better and more satisfactory paint by using our " New Era " High-Grade Ready-Mixed Paints. mentioned, and which enables Lhc consumer to purchase his paint ail ready mixed, thus ignoring the painters, especially the'palnters who rely :or their.profit on. their knowledge of a mixture of their own. Again others claim the combination two-thirds lead, onethird zinc to be superior to either of the former combinations, and now that we have mentioned the principle pigments used in house paints, lei us consider ihe different pigments and find the.. objections to their use singly or by combining the same. White Lead being, the oldest, as. well as the most popular pigment, we will consider first and atmosphere, and thereby protecting the rougher and softer coating of lead. On the oiheT side ihe much more elasticity of the White Lead, when combined with oil will overcome or loosen the more hard and brittle coating of Zinc, the oil combining and thus preventing the scale or pulling of the Zinc in the paint, *.n regard to'the vehicle. I have to say..a good well settled raw linseed oil in connec tion with a pure dryer and turpentine ought to be used to mix the pigment in, and the use of boiled linseed oil, especially for the priming coat, as so many painters use it Gil City. Pa., Jan, 1L 1900. , Edih'.y Th o u g h t s : No/ l3`s suggestion in regard to making contractors a special offer on our New Era High-Grade, puts me in mind of the fact that there ire a great many big contractors who hire their own painters the yeararound, and who buy their own paint material direct from the manufacturer. In some instanoes they "use up more material in a year than several dealers would sell. It occurs to me that there Is a good field to work. Yours truly, No. 13. - and mention some of the objections to Its should be condemned for the reason, that use for paints. White Lead, if used singly, the. use of boiled oil for the first and second Note. is readily attacked by sulphurious gases in coats of paint gives to much gloss and hard A good word is an easy obligation; but all forms, blackening from the formation of ness, .preventing the adhering of the succeed- not to speak evil requires only our silence, ead sulphide, and these injurious gases arc ingcoatsof paint, causing them to run, but if which costs us nothing. 4 / 0007-SWP- Thoughts PUBLISHED WEEKLY liY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. Vo l . ]. DETROIT, MICHIGAN, FEBRUARY 3, 1900. No". 21. Paint and Its Solid Constituents--The Pigments. SUBLIMED WHITE LEAD AND ZINC WHITES. BY JOHN COLLET. {Continuedfront last WffPk.) The furnaces are lighted over night, so that in the morning they may be thoroughly heated and the fire bright and clear. The temperature of the furnaces is kept at about 2.400* fahrenheit, All being in good con dition. the ore mixed with slack is thrown upon the fire and im mediately commences to volatile, forming the fume which is drawn into the flues by the action of a steam jet. In these flues the fumes are met with a current of hot air which serves to oxidize any "galena" which may have been voiatized unchanged. The fume, after passing through the main flue and meeting with the current of steam and hot air. is conducted by means of a power ful blower through other strongly heated fLues into the condensers. The condensers are chambers constructed of wood or iron, those nearest the furnaces being lined with firebrick to withstand the immense heat. They are pro vided wilh partitions, so as to split up the current of gas or vapors as much as possible. The fumes before passing through these con densers have to traverse a layer of water, so that they are gradually cooled down. The fume deposits then in the con densers, and if there be any zinc in the ore, which is more or less the case, it will be condensed as oxide here also. The condensed fumes are then collected and have to undergo other processes and manipulations for production and whitening, among these the treatment with diluted sulphuric acid in large tanks. The object of this is to change the most part of the lead oxide, which is condensed with the sulphate, into the latter also, depriving thus the final product of its more or less yellowish tint. The Picher Lead Co., however, obtain in MR. S. H. HART. Mr. Hart is one of the " old timers '' with the Acme, his starting point dating back as far as '85. Although an "old timer." this does not signify that his methods of securing business are in the least antiquated. He is always up to the latest "wrinkles" and a thorough student of the times and business conditions. He is even beiler looking than bis portrait indicates, which, combined with a "smooth" and benevolent manner, are characteristics which are the envy and ad miration of our younger representatives, in whom he takes a moat fatherly interest. Mr. Hart is a man of family, a prominent member of commercial travelers anc other fraternal bodies, is much interested in church work, and the fortunate possessor of vocal powers that have won for him the leadership of the Sunday school choir with which he has been identified for a long time. In a busi ness way New Era High-Grade is next his heart, and no doubt the vocal culture in which he has indulged so freely is largely responsible for the excellent results from his constancy in singing thepraises of these goods. their present improved method a product of such perfection in the start that they do not employ this part of the manufacturing pro cess any more. The pigment is then washed thoroughly, dried and ground in order to render It as fine as possible, and is then read}' to be sold. This lead sulphate. or rather lead sulphate combination, is not as crystalline as the pre cipitated sulphate of lead, but is amorphous like the White Lead of the Dutch and Carter process. It is of a fine white color, with somewhat of a bluish :int or hue. It is a good pigment, and if used according to its peculiar proper ties and composition gives more than satisfactory results. Its body or covering capacity is good, almost, if not equal, to that of White Lead, and what makes it even superior to the latter is that it is perfectly permanent. Sulphur ous gases and vapors have little or no action upon it, and so heat' also, which latter changes the basic carbonate of lead into the yellow and orange oxides. If mixed with oil, and applied as paint, the Sublimed Lead gives a much smoother and harder sur face than the carbonate, due to the small percentage of zinc oxide it contains. It has, as I said, peculiar pro perties, and must be treated in a special manner by the paint grinder. If ground as a stiff paint or paste with linseed oil, ft gets from the proportion of lead oxide it contains the characteristic usual to all oxides, that is the tendency to dry hard and cake. The way and means by which this is to be pre vented, and the chemical action which is supposed to take place, wLU be discussed later on when we come to the chapter of the so-called " graded leads.'' The composition of Sublimed Lead is somewhat variable, but not as much as 10 alter its properties and qualities. The manufacturing process is, as I said, at the present time complete. TO BE CONTINUED. Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, FEBRUARY 10, 1900. NO. 22. Paint and Its Solid Constituents--7 he Pigments. SUBLIMED WHITE LEAD AHD ZINC WHITES. BY JOHN COLLET. {ConduitPit frtrm last 7uffk ) The composition ot our present "A" lead which is 83 per cent, lead sulphate. 10 per cent, lead oxide, 7 per cent, oxide of zinc, Is almost the same as that of our first lot re ceived, with an improvement of a smaller percentage of lead oxide and an in crease on that of Jts principal con stituent. the lead sulphate. We come now to the class of white pigments which have zinc as a "base, or are manufactured from the metallic zinc, ihe spelter of com merce or from zinc ores. The latter process is some times called also the American processand its product "American Zinc White." The manufacturing of zinc white, which is the oxide of zinc, Is carried on by the combustion of zinc metal, or spelter, in a special form of plant, or furnace and is based on the pro perties of zinc being a volatiiehnetal, that is when heated to a white heat it is capable to be readily converted into vapors. If this zinc vapor comes then in contact with air, it under goes combustion, or what is the same oxidation, and the oxide of zinc will be formed, the zinc com bining with the oxygen of the air. The plant consists essentially of two portions, one in which the zinc metal is melted and heated up to a high degree of heat, transforming it into vapor, and the other of chambers or condensers in which the white oxide is collected. The vaporizing part of the plant consists of several furnaces provided with retorts or miffles made out of fireclay, ar.d into which the zinc is charged. They open into sort of combustion boxes or flues to which air has free and plentiful access so that a continuous current of air can pass through them. The other ends of these flues open into the first of series of collecting chambers or con densers. Continue:! in tulr.l column- MR. J. R. GOLDSBOROUGH. Mr. J. R. Gcldsborough has been an Acme representative since IB95. His record reflects the characteristics of thoroughness and a careful observance cf detail that imparts to his customers, as well as the house, a perfect confidence that his statements are absolutely correct and based upon the ftrmes found ations. There is no guess work in h'.s com position. " When Goldsborough says its so-- its so" is a bye word, and he always has the documents to prove it. Mr. Goldsborcugh's home is in La Grange, Ky. He has a host of friends in and out of the trade, especially in Ihe Southern States, which form his present stamping grounds. He is probably (he oldest in point of years of our representatives and is remarkably vigorous mentally and physi cally, being able to give many a man much younger in years a tussle in the way of hare and persistent work on the road that would be a revelation. Mr. Goldsborough's length of service with theAcme is only a fraction of the long time he has spent on the road, and can relate innumerable ` * good stories " and inter esting reminiscences of his own experience. The white hot vapors of zinc when they come from these retorts or miffies into these flues are set on fire, or burn and combine with oxygen of the air drawn into these flues by the continual draught generated by the heat. The results are large and dense vol umes of white oxide of zinc, which are then drawn by the same draught into the collect ing chambers. These chambers vary in numbers, from three lo five, and more, and are constructed of wood, communicating with one another by means of aperatures or openings so placed alternately at top arid bottom that the vapors and gases from the retorts and flues must' take a circuitous course through Ihe whole series of condensers. The oxide cf zinc is deposited into these chambers. In order to facilitate the collecting of the deposited oxide, the bottom of these condensers are made hopper shaped, so that by placing barrels underneath and opening a slide, the zinc white can be easily taken out. as the density and purity of the zinc cxide formed inside the flues is not uniform, that is, as the process proceeds, the zinc oxide is formed in more or less dense or compact masses weighing more or less, or being fine or coarse as to (he particles of oxide, its tendency to settle out and deposit is therefore different also. We find therefore that the heavier particles and also the least pure ones deposit in the first chamber and partly even in the flue, and that the finest and lightest, and whitest ones are in the last or end chamber of the condensing system. The zinc white separates thus itself into its different commercial grades. That taken out of the last chamber being the green seal, and that from the first, (he lowest and cheapest grade, the yellow seal of commerce, the chambers located between these yields then the medium grade, the so-called red seal zinc. This combination process is chiefly operat ed abroad. TO BE CONTINUED. 0007-SWP-000128021 THOUGHTS. Certificate of Purity. Where I have a jobber handling the line ! Editor Th o u g h t s : El Reno, Okla,, Jan. 23. 1900. Editor Th o u g h t s : I have received the above and think same best thing I have ever seen, f am positive it will prove to every advantage in our sales of Nf. E. H. G.. and cannot fail to convince that our N. E. H. G. is the best paint on the market. Yours respectfully. No. 28. Referring to Mr. 'Woodward's Paper, Read at Anniversary Reception. Anniston, Ala.. Jan. 25, 1900. Editor Th o u g h t s : I wish, through the medium that presented it to me, to return my sincere thanks to Mr. W. for his kindly remembrance of the travelling corps of the Acme White Lead and Color Works. " Had he been to the profession born and educated " he could not it does not make much material difference* I I am very much pleased with the oertifi they will take a 25 shade card just as readily cate guaranteeing the quality of our New as a 16, but where I have no jobber it will Era High-Grade Paint, which I received to- be very hard work, as we are so far away i day under separate cover. I am sure it will from the market, and 9 shades extra means | be a great help to the salesmen in placing a very heavy investment, and one that not ! New Era High-Grade Paint. many wit) stand. It would be a very easy Yours truly, No. 27. matter for you to eliminate 6 or 7 shades and then have just as good a card. As it is, on the new cards you have too many shades that are too much alike, too similar. Respectfully, Al f . R. Ke l l y . Jefferson, Tex., Jan. 26, 1900. Editor Th o u g h t s : I think Nc. 12's idea in regard to postal cards for our . New Era High-Grade customers, would be a good idea, as the prospective customers will take more stock Dillon, Mont.. Feb. 4, 1900. Editor Th o u g h t s : [ think suggestion by No. 12, in issue of Th o u g h t s , Jan. 13th, a very good one. in our agents talk then if they should get the usual talk direct from the house. Yours truly. No. 10. Yours truly. No. 15. Editor Th o u g h t s : have delineated more truthfully the many I called on Danforth & Griffin, of Glou and varied phases of life **on the road." cester, Mass., to-day and heard quite an The most impressive feature of his kind American Fork, Utah. Jan 23, 1900. interesting story in regards to our New Era article is shown in the evident and true Editor Th o u g h t s : Paint, inside white. It ran something like sympathy expressed for us in the woes, trials l cannot agree with No. 13 in Th o u g h t s , this: A lady called on them to see what it and perplexities which he certainly has Jan. 6th. 1900. as to his remarks "every would cost to enamel a room. They made painted in colors of not too dark a tone, where you may go you will find Senour's floor her a price, but told her that they had a very which at times fall to our lot. May he never paint on same basis of stability as our N. fine paint that looked as nice as enamel and have to experience them ; but if he should, C. P." was much cheaper. No, she wanted it he will feel that his exhibited confidence in Now that may be the case back east, but enameled. So they finally told her that they our representations was not misplaced. it certainly is not so in my territory; here would put this paint on and if it was not Again thanking him. 1 am. you will find twenty dealers handling satisfactory why they would enamel it without Respectfully, " Granite" to one handling ` Senour's." At extra charge. They painted it with our New J. R. Go l d s b o r o u g h . one time Senour did have quite a large trade Era High-Grade Paint, Inside whLte, and [The innate modesty of the editor caused him to hesitate somewhat before permitting the above communication to reach the columns ol Th o u g h t s . The reflection, however, that thia is a publication by and foronr representatives caused him to "let it pass."--E 1 in this section of the country, but unfortu nately for them, they turned out several bad batches of paint, which ruined their trade. Respectfully. then brought her up lo see It. She remarked: 44 I thought you said you did not intend to enamel it." They said : " Neither we did, but simply painled it with No 15. inside white paint." She said: "Well, it Mr. Kelly's Opinion. looks very nice Indeed, and entirely satis Mammoth. Utah, Jan. 23. 1900. Editor Th o u g h t s : \ Anniston. Ala.. Jan. 25, 1900. ; Editor Th oug h t s : Bulletin No. 13. in regard to new color The suggestion of No. 19, of our family, factory." And now they cannot say too much for our goods. Yours truly. No. 27. cards, New Era High-Grade, to hand. I think it an excellent idea for you to get out these special cards, and believe f `Uggested is a most excellent one. Hoping an amendrrient will be in order, 1 submit it: After getting the suggested testimonial, would it [This was very nice for New Era High-Grade TShe only-drawback is the possibility that tile lady wanted Neat's Enamels, which we would prefer to sell for ibis class of work.--Ep ] same some time ago. However. I -think it be out of place for us to try and see the would have been much better had you made the cards 20. 30 and 42, The dealer who can afford to handle 35 shades wculd, as a rule, prove to be a Jobber, and the difference to him of seven shades on the card would cut but very 1 ttle figure. Smaller jobbers would prefer to take up 30 shades rather than 35. painters who have spread the palm and get their testimonial also? I tried this with Lucas' T. G. goods, taking the testimonials down in a book similar to an order book, from dealers with painters on opposite page, and found it did me good service in getting other dealers to take hold. 1 w&nled Lucas' to put the book in printed form so that each Notes. Mr. Barron and Mr. Torrance; Please always sign your name at bottom of cash account. Mr. F. R. Dougall, please enter amount of order on upper left hand corner of order blank--not right hand corner. With all due regard to the respect and traveller couid have one, but if it was done The thanks of credit department are opinion of Mr. Hart, I certainly disagree 1 never knew It. The third year after getting hereby tendered to the salesmen who have with him. Of course conditions in his terri the testimonials, 1 got from same parties so promptly responded to request to put tory may be different from what they are in further testimonials regarding durability, all amount of order on order blanks. Hope mine. Here a 16 or 20 shade card would in same book. Yours truly. those who have not yet complied will do so be decidedly preferable. No. 9. soon. It is a great help. 0007-SWP-000128022 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. ^Devoted to Matters of Interest to Our Representatives. VOL, I. DETROIT, MICHIGAN, FEBRUARY 17, 19x1. NO. 23. Paint and Its Solid Constituents--The Pigments. SUBLIMED WHITE LEAD AND ZINC V/mrds. SY JOHN COLLET. (t'oniittued/torn last untck ) Here In America the process is opetated by the Florence Zinc Go.* In Philadelphia, which company however is a branch of the American Zinc Trust, the New Jersey ,Zinc Co., a commercial combination comprising all zinc white manufacturing plants of America, with the excep tion of the American Zinc Lead Co., of Colorado. This latter company (it went into liquidation, but is now to be reorganized) used to apply a . process similar to that cf the Picher Lead Co.'s for the manufacturing cf a combination zinc lead white, which process is used by the Mineral Point Zinc Co. and the Lanyon Zinc Co., both of Wis., the latter however having been sold out to the former. The/ use a zfnc lead ore. containing more zinc in proportion to the lead, and obtain by a process, as I said, similar to the Picher process (they mix more slack in the ore) a so-called leaded zinc, that is, a zinc oxide in combina tion with lead sulphate and oxide. Our former standard zinc and our present brand of leaded zinc are made according to this process by these firms. The pigment consists practically of fifty per cent, to sixty per cent, zinc oxide, the rest being lead combination. There is, however, another process for the manufacture of zinc whites, the zinc oxide, operated by the New Jersey Zinc Co. ar.d by its branch the Lehigh Zinc Co. in particular. This process yields a straight oxide, the ` horse head" brand of the zinc white, known under the commercial grades of " xxx, " " xx " selected, and " xx " zincs, This process manufactures zinc oxide from zinc ore also, but uses an ore almost free of lead, -the ore being chiefly sulphide and Carbonate. Ci>nriniic4 in third column. MR. A. X. BARRON. Mr. Barron, whom our representatives will probably remember as ihe winner of the prize offered for the best paper on * How to Sell New Era High-Grade Prepared Paint," has been an Acme representative since 1891. There are some of us who remember the young man who appeared at the office abou; nine years ago as an inexperienced candidate for a position " cn the road. " and we admire the judgment of our President who at that time recognized the possibilities in The ore is mixed with coal or slack and undergoes a reduction and oxidation process in a specially constructed furnace. It is fir^t reduced to the metallic zinc but same evaporates as soon as it is formed and becomes oxidized into the white oxide, which is then condensed and collected by means of chambers like in the combustion process. On account of the necessity to mix the ore with coal or slack, in order to obtain reduction, first the zinc oxide in the first chamber and especially in the long and extensive flue leading to the condensing system, contains more or less small particles of coal and other impurities. This lower grade of oxide, commercially named 4*P" (pipe} zinc is either used again in charging the furnace or is sold as a' cheap and inferior grade of 2inc white. These fine particles of coal and ore are met with also and always in the zinc lead or the leaded zincs of the previous mentioned process, and as these pigments are made in and as a bulk, no seperaticn taking place into different grades, they all show therefore, more or less, these impurities, which were drawn by the powerful blast with the zinc lead fume into the collect ing system. These fine particles of coal and ore in connection with free oxide of lead, present in zinc leads, are the main cause, but these pigments and Mr, Barron's "make up" that would | the lower grades the horsehead brand develop into the well-rounded characteristics j are very seldom perfectly white, but always that indicate the perfect representative It t show either a grayish or yellow tone, and goes without saying that he has many friends f tint. on his territory in Wisconsin, both in and As a pigment, zinc white, .speaking of out of the trade and of both sexes. We are the oxide in particular, is rather bulky, fine sorry to say that he is unmarried, but we and light in gravity. Exposure to the believe this is wholly due to extreme caution atmospheric influences, as air, light, water on his part, and that in this respect he is andsulphorous gases, has no visible action on exercising the same principle that leads it, inasmuch as the latter, so detrimental to him to invariably work hardest for the best ; white lead, changes the oxide into the white dealer in a town and to take no other, even if it does require more time to win out. Mr. Barron is an up-to-date progressive repre i sulphide, the pigment considered permanent. is therefore to be sentative in every sense, a good conversa It mixes well with linseed oil. taking up tionalist. story teller and a brilliant pianist, almost 22 per cent, of the same, having. THOUGHTS however, not quite as much covering number of shadeswe presenton our full card. ! date, which will beyond doubt be of the capacity as white lead. It i> not an easy matter lo keep down the ; greatest value in convincing a prospective Its properties and qualities in regard to number of shades: no one card can be made customer of the merits of New Era High- the place it takes as a pigment in the that will contain all of the desirable shades, Grade. [ find most dealers when you begin manufacturing of paint, especially in neither can we take from our forty-two to talk the purity of New Era, say "thats that of house paint and paste goods for shade card a.! the desirable shades and j what they all say '* and when you tell them we painting or dipping agricultural implements place them upon our twenty-five shade card, | sell New Era High-Grade subject to chemical and in the preparation of enamels, will be some good ones must be left. The question j analyses, they then say ` you can easily do more properly discussed in connection with has been how to select from the forty-two | that also, as you know we are not going to these specialties of the paint manufacturer. shade card, twenty-five shades that would the expense of having them analyzed; ** but do the greatest amount of good to the great . wtthour certificate guaranteeing quality and Concerning Street Signs. est number of customers. The future alone these analyses sheets, we should have no I will demonstrate the wisdom of the choice trouble in convincing the tTade of the Editor Th o u g h t s : i made, every customer has the privelage of In conversation with a customer not long * a choice between the twenty-five, thirty-five since, he unfolded to me what was to my or forty-two shade card. The promptness mind a rather novel scheme in the way of with which dealers generally are taking to advertising. He suggesled that we add to I the iwenty-five shade card and their willing our advertising f-.ature, street corner signs ness in many cases tc-increase their stock in got up in the following manner; Have order to carry the full line represented by the name of the steet on the extreme their card is gratifying, and will, I believe end of a thin board abtout two feet result in increasing their trade. lor.g or thereabouts, and possibly three Yours truly. or four inches wide, have our trade mark on No. 26. the other end, have the words New Era High-Crade Prepared Paint at the top of the center and dealers name directly underneath. I asked him ii the city would allow them put up, and he informed me that his city would and he thought many other cities of from three to five thousand would, as hardly any of them have the names of the streets on the corners. These could be gotten up and wherever we have a New Era agent, they could be placed. They possibly would not have to be that large. See what the rest of the salesmen think of this To Illustrate Toledo, Ohio, Jan. 28. 1900. Editor Th o u g h t s : l wish to try' and express my appreciation of the very able way Mr. Woodward {:n edition of Th o u g h t s . January 20th,) states the facts in the case pertaining to the ups and downs of one of your humble represent atives and concur in every word as to what he says are necessary requirements and abil ity in the representative of today in erder to be a success. 1 am no spring chicken but realize every day of my life that 1 have got to keep on the alert constantly, and need a desirability of New Era High-Grace, and l hope by them to very materially, improve my sales. Respectfully, No, 29. How to Approach a Customer. AN INSTRUCTIVE LESSON- It is probably well known to our readers that the National Cash Register Co., of Dayton, O.. maintains a school for the teaching of its traveling salesmen, Every one of its salesmen has to graduate from this-school before he is employed. In this school he learns everything about the goods he is to sell so he can talk about them in telligently and also how to approach pros pective customers and induce them to buy. The) company considers this department of greatest importance, it pays the railroad fares and hotel expenses of all the scholars during their attendance at the school in Dayton. . - It may interest our readers to leanr how the company instructs its prospective sales men in the art of approaching a customer- New Em HiVh-Cra<le Pr.|iard Pint SOW by JtAm Sintli Cfnfn Cf *31* clear head to do it, in order to keep up with the procession in this rapid (electric) going age. I trust I appreciate fully and truly my with the best possible effect. That this irrstruction department has been of great benefit to the company and its salesmen is 1 think one foot lorvg, and three inches wide large enough. Yours truly. . No. 6. position as one of the small army of advance guards, representing the up-to-date Acme White Lead and Color Works, and think we all (I know 1 do) should feel a great deal best proven by their wonderful success, and it might be well for our readers employing salesmen, and the salesmen themselves, to profit by their example. Detroit. Mich.. Feb. 4. 1900. of satisfaction in knowing there are those on The Instructor In the art of selling emthe inside competant and willing to look at i ploydd by the company divides his subject Editor Th o u g h t s : 1 note there has been a few cases where our representatives have advised us that they were unable to get their customers to adopt the twenty-five shade card on account of there being to many shades. I expected there would be cases of the kind, and am glad there are so few of them, it would be too much to expect every customer fo fall in line at once, but I believe that we shall be able to show to all of our customers in the both sides of the case, and do justice to all j into three parts to wit: parties interested. Yours truly. 1. The approach. No. 4 2. The argument. Mr. Woodward wishes to explain Jkat he was not meriy'expressing hispersojwrf views on paper regarding our representatives, but was viewing the ideas of the-^ntire "inside corps'' from the president down, in expressions of appreciations and good will towards our representative body of workers. 3. The demonstration. He elucidates the first step as follows : The first thing a salesman must do is to get at a customer, approach him properly, make a favorable impression and gain a La Grange, Ga.,Feb. 13, 1900. Editor Th o u g h t s : hearing. TO BE CONTINUED. near future, the desirability of carrying at least l have to-day received the list of analyses twenty-five shades. There is never a season : of New Era High-Grade, as found by Note passes wilhout our being asked to add this | different chemists throughout the country, W. C- Neal, please remember to date your or that shade to our card, hence the great j and some of them bearing a very recent cash account. You seem to forget this. 0007 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Merest to Our Representatives. Vo l . 1. DETROIT, MICHIGAN, FEBRUARY 24, I9oo. NO. 24. Paint ini Its Solid Constituents- -The Pigments. BARYTES. BY JOHN COLLET. {Conft/teted/rout last ivfiflJk.) Of all the inert materials, or so-called extenters, at the disposal of the paint manu facturers as well as of the painters. Barytes, the natural sulphate of barium, Is doubtless the most important pigment. It is found mostly associated with other much more valuable mineral products of the earth, the ores of gold, iron and especially of lead, which ores it accompanies as a matrix or so- called gangue. As it occurs In vast and immense quantities It is obtain ed by a regular mining process. Missouri, Virginia, the New England Statesand Illinois being the principal States where Barytes here in Ameri ca Is found and mined, and where manufacturing concerns as Dingee and Weinman. Kephan & Klein and the Arrow Rock Mining Co., and others are located, which grind and purify the natural product in order to render it adaptable for the various industries, especially for the manufacturing of paint and colors. Chemically. Barytes is the sul phate of barium, a chemical com bination of the metal barium with sulphuric acid. It is generally ! crystalline, sometimes transparent, irregular in structure, but often also opaque or of milk-white color. This latter variety is much softer and therefore most commonly looked for and used in the manu facturing of Barytes intended for the use in paints. If merely powdered, Barytes ore is so stubbornly irregular in structure and hardness that it is very difficult to reduce it to a uniform powder by grinding or crushing even with the heaviest and strongest machi nery. Again it is so transparent from its crystalline structure that it has little or no color when used as a pigment and for this Continued in third column MR. ALF. R. KELLYMr. Kelly has been connected with the Acme almost since the Inception of the business, the first relations dating back to 1885. He has been an Acme representa tive since 1892. Everybody on the Pacific Slope and the States of Idaho, Montana, Wyoming, Utah and Nevada who knows anything about paints and painters' supplies Is acquainted with him. He has been in the paint business practically all his life, and understandsit " from the cellar up." He reason it has to undergo several more pro cesses assimilating, bleaching and washing. . In the first place the manufacturer of Bprytes has to take great care in selecting oply the very while and opaque ores. These are carefully washed to free them from all earthy matter, then they are heated to a oertain degree to break up and loosen the Crystalline structure, rendering thus the rock or ore more fit for the following crushing and grinding process. The crushing is dene by very heavy and powerful ma chinery and the coarse powder thus obtained is further pulverised under flat stone mills, with the aid of a constant current of water pass ing through these mills. From these mills the finely powdered Barytes runs into tanks where il is treated with a mixture of sulphuric and muriatic aoidf it-undergoesthere b bleaching process, that is,, the acids free it from iron and other mineral impurities which impart to the product a more or less yellow tint'. It is then washed with pure Water and sometimes ground again In fiat stone mills under a current of water, which carries the now impalpable powder off to the tanks. The floating process consists in running the pulp-Barytes into large vats, the lighter and finer particles will naturally be last to settle out, and these are run off into other vats in succession. Those that float the furthest are then naturally the finest and most opaque. This is prime advisor fora larger clientele of paint i product after settling is removed to pans buyers and users than usually falls to the lot where it is dried by steatr. or other drying of any one man, and on disputed points arrangements, and sold as the best grade, "Kelly's word goes" because he never ; the so-called " floated " Barytes. makes mistakes, no matter if its figuring the cost of freight per gallon, or pound, on goods shipped to his territory, or explaining the chemistry of paints to a customer. Mr. Kelly's family reside in San Francisco and with the exception of our President, no one connected with the home office has had the pleasure of meeting him, although we are reliably informed that he is a most genial Irish gentleman, enjoying advantages derived from a particularly liberal and broad education. The sediment in the tanks or vats nearer to the second set of mills is sold as a inferior grade, or is ground over and floated again Barytes is a fine and very heavy, white powder, insoluble in all acids, unaffected by any injurious influences of the atmosphere and therefore the most permanent white pigment known. When mixed with oil it is positively inert and for these reasons it never chalks or cracks like white lead, or peels like zinc white. t o be c o w t t kued. 0007-SWP-000128025 THOUGHTS How to Approach a Customer. ( oulinvetl /list week. GETTING AT HIM. ' far as a sale is concerned. U you are in | any way antagonistic or offensive to him, you have hurt your chances badly from theI start, if you have failed to definitely please Sometimes you cannot see a storekeeper * or attract him, you have not done enoufh. a: your first visit, or you have to wait before I It isn't sufficent to be merely a negative you can get at him. Such occasions should | quantity. You should make a positive be improved to acquire some knowledge, if favorable impression, and not by cajolery possible, concerning the kind and amount of nor attempted wit nor cleverness. The only business he does, his methods and special right way to gain a man's liking is to needs. It would be -vet! to do this any way, deserve it. if you have time. But sometimes you can The majority of men do not often know only maVe one visit to a store. In that case, | just what the characteristics of a man are on entering the store, you should go directly . which make him pleasing or displeasing to to the proprietor, or to the one whom you ( them, but they feel pleased or displeased, take to be, and say to him, "Is this Mr. . attracted or repulsed or indifferent, and the Johnson?" Mention the name. Don't say. ( feeling is definite and pronounced, even Is (his the proprietor ?" If it should bi a though they can not understand just what clerk, he will be flattered by being mistaken makes it. A storekeeper In the smal.est for the proprietor, way of business in a.little country village is d o n 't b e s id e -t r a c k e d . just as susceptible of being pleased or otfend- ed as any merchant prince. It should If he is a clerk and says. " No; .Mr. never be forgotten that whatever his posi Johnson is busy-, " you can say. "very well, tion may be. ` a man's a man. for all l will wait a few minutes until he is at - that. " liberty." Or if the proprieter is cut "very well. I'll call again When is he likely 10 be ^ YOUR APPEARANCE. in ? " If the clerk says, " what is your busi ness? What do you want to see him about ?' First impressions are of immense import say. ' l wanted loses Mr. Johnson person ance. If a man likes your looks the instant ally. HI wait until l can see him " If the he sets eyes on you and is pleased with your c erk is very stiff about it. and says. " what's manner from the start, you have gained a your name? Who shall I tell him wants to great point. Appearances "cut ice " They see him ? " there is no harm in giving your are worth ail thty cost. The " well-groom name, but don't state your business to the ed " man has a distinct advantage. clerk, and don't send in ycur card. You never know how fastidious a customer ON A BUSINESS BASIS. may be. Nine men out o: ten will think On the other hand, as soon as you do better of you for having a clean shave, a succeed in reaching the proprietor, and have clean coVar, a fresh looking tie. a becoming satd to him. "good morning! is this Mr. hat, shoes well cared for and a coat free Johnson ?" then say. directly. "1 repre from dandruff or stray hairs. Even men sent the National Cash Register Co. " who are net neat themselves usually appre This immediately puts you on a square foot ciate neatnessl They don't always know ing. and if he has anything to say against I what makes a man appear well, but (hey your business it will draw his fire immedi- i see that he does, and they feel personally ate'y- If he has nothing to say. proceed to ! complimented by it. Bright e>es, clear business at once, bui don't under any i skin and sound white teeth are always an circumstances say. " I called to sell you a attraction. These come from plenty of register." or, "1 called m tell you about sleep, good digestion and soap. our regis;ers. " but put it rather In this way. Men like to talk to a man who appears " 1 want to interest you in our methods for j heahhy, active and wide awake. His taking caTe of transactions with customers ; physical vitality affects their minds favor- in your store. " I aUy toward him and his goods. They miss The difference between ;he two wavs of that satisfaction in talking with a man who saying it is that one begins with your end . looks jaded, heavy-eyed and sallow of the business--the thing that interests Every man is not gifted with good taste or you ; while the other begins at A/'.t end of J a fine complexion, but every man can at it--the thing which presumably Interests : least be neat arid wholesome. There is no him. j excuse for any salesmen wearing a shabby THE FIRST FIVE MINUTES. ( hat, soiled collars or frayed ties, or exhibit- The first five minutes in which you speak | mg black fingernails, or a smutty, oily face. to a man is likely to make or break you as In the end soap Is cheaper than dirt. c a r r y y o u r s e l f l ik e a ma n , Da not approach a man with a shuffling, shambling, lopsided gait. Carry yourself erectly--which does not mean stiffly. It would pay many a salesman to learn how -to walk. This is a thing which ought to be taught in our schools. The majority of children are taught to " go alone, *' as the saying is, but they never learn to walk. Look in a mai's face when talking to him-nol at the ceiling, nor the floor, nor all around in other directions, YO'JR MANNER. Manner comes next to appearance. Man ner is a different thing from manners, yet if a man's manners are correct, his manner stands a good chance of beng acceptable. There are three things that will give a man an attractive manner, earnestness, polite ness and confidence. If you are in dead earnest about what you have to say, if you are at'heart a gentleman, and If you believe you are going to succeed, your manner will be all right. But never stop to think about it; nothing spoils a man's manner like self consciousness. Think of your facls, consider respectfully your iistner's rights and opinions; feel certain' that you will close Mm, but forget yourself. t o ae c o n t in u ed . Gold Silver and Aluminum Enamels. Editor Th o u c h t s : I am very much pleased to receive new sample card showing our gold, silver and aluminum shades of Neal's Enamel. It is going to be of great value to the salesmen. As far as l know of, we are the first ones to put this line before the public, and now is the time for the salesmen to drive their wedges in. Yours truly. No. 27. Stockton, Cal., Jan. 12., 1900. Editor Th c u o mt s : Do you think it would be a good idea to pack your quarter pint enamels in paste board boxes, containing one dozen cans of a color? I think dealers, instead of buying two or three cans of color, would be apt 1o take a dozen of each. What do our other representatives think? Respectfully, No 15. Note Mr. A. E. Barron and Mr. R. S. Brown : Please sign your name at bottom of cash account leaf. 0007-SWP- Thoughts PUBLISHED WEEKLY'BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Otir Representatives. VOL. 1. DETROIT, MICHIGAN, MARCH 3, 1900, NO. 25. Paint and Its Solid Constituents--The MR. DANIEL DAVIES. Pigments. BY JOHN COLLET. {Continuedfront last week.) Zinc white has one fault, that is it is very translucent, and consequently has poor body or covering capacity. If, however, mixed in certain proportions with other pigments, as per instance with zinc white, it gives to these This is a likeness of Dan that does not half fill the .bill. This statement may he considered as somewhat obscure, as we do not say in what respect the picture is lack ing, but we don't believe that any man whose appearance and manner were net calculated to please could have so many warm friends among the ladies. Everybody in the trade embraced in the area from Missouri to Colorado and Nebraska to Indian Territory inclusive, looked after by our Middle-West representative, knows "Dan." and the majority of them do not know he mixtures qualities and superior properties to those of these pig ments ir. regard to especially dura bility and covering power. In the discussion of graded leads, zincs and prepared paints, we shall see later on that Barytes is not alone used as an adulterant or so-called extenter as so many believe, but that a certain amount cf this so frequently unjustly condemned pig ment--and a pigment it is--added to other pigments in the manu facturing of dry. paste, or liquid paints, quasi necessary either in order to bring out all the good qualities of certain so-called body colors, or in order to counterbalance or. compensate many an inferiority these pigments may possess, and show if used straight or alone. Beside the natural product of Barytes, there is another white pig . . 1: .-.V ment of exactly the same chemical composition, Baryta-sulphate, itk * * v. -w .. which is used to somewhat a large extent in the manufacturing of paint, especi ally in dry colors and colors in pulp form for paperstainers. This pigment is the artificially produced Baryta-sulphate, the blanc-fix or satin-white of commerce. Not long ago here in America it was brought on the market as an American product, under the name of baso-fine. and was as much extensively used instead of natural Barytes, it is obtained by the precipitation of the barium-sulphate from a soluble Baryta combination by means of sulphuric acid. It is a very fine and excellent white precipitate, showing some what better body and covering capacity than the natural Barytse. Continued ;n thirdc-i..TM., has another name. His first break as a representative was made in 1866, when with satchel in hand he walked back and forth before a prospective- customer's door, and finally, whenh is courage was screwed up to (he highest notch, made a rush for the In side, landed safely', and was told by the dealer that he had been watched all the time. "Dan" says he told him a few good stories, demonstrated a number of " steps " from the latest stage dances, sang a song or two, and the merchant rewarded his maiden effort with an order, and has been a stead fast friend ever since. V/s don't know whether this was a sample of the method pursued by him ever since, or not, but the fact remains that his trail Js marked every where with good strong business friends from the manufacturing, jobbing and store trade, and his work indicates a degree of shrewdness, thoroughness, persistency and carefulness that is highly commendable. Dan's list of "kids" at Christmas time is something remarkable, the express company being taxed to its limit In delivering re minders from " Uncle Dan" to h!s numerous little friends. No; he is not married. This impalpable white powder forms the principal constituent of another white pig ment, belonging to the group of body whites. the so-called Uthophone. Same 's* 2 is a combination or chemical 1| B mechanical mixture of blanc-fix or Baryta-sulphate with zinc sulphide. It is obtained by the following process: Common rock Barytes from the mines is ground together with a certain amount, about twenty-five per cent., of soft coal, to a fine powder and mixed in a chaser or under edge-rurvtiers with a small percentage of chloride of lime and water. This mass is then calcined in special constructed furnaces, by which process the Baryta-sulphate is reduced or converted into the soluble Baryta-sulphide and chlo ride ; these Baryta compounds are then dissolved in water and to the solution is added a certain amount of sine sulphate, obtained by dis solving zinc in sulphuric acid. The result is a white precipitate consisting of Baryta-sulphate and zinc sulphide in the proportion of about twenty per cent, of the former to thirty per cent, of the latter, according to the strength and proportion of the solutions applied. The precipitate white is then washed and left to settle. It is liltered off and dried. The dried pigment, however, has to undergo another calcination, which is done either in large crucibles or better in a so-called muffle-furnace. This second calcination gives to the pigment more body or covering power, whitens its color and fastens the combination between the Baryta-sulphate and the zinc sulphide to a great extent, in fact it makes this combin ation more chemical. TO BE CONTINUED. 0007-SWP-000128027 THOUGHTS Speech Delivered at Oaf Third Anniversary This desire to use the bodily power of others fay Rev. S. S. Marquis. for our own comfort and pleasure is as old as the race, and is the foundation of that It is necessary in every manufacturing now all but extinct institution of human establishment to determine at least once a slavery. It was once the recognized right year just how much the plant has produced. of the conqueror to make slaves of the con The result of theyear's work must be reduced quered. There was a time, where if a man to a statement in terms of dollars and cents. became a debtor to another without the But there is something produced in every power to pay, he must give himselt and factory which is not, and cannot be. includ oftentimes his childrsn as slaves to his ed in the annual financial statement. You creditor, Men reduced to the verge of have been producing something more lhan starvation went into voluntary slavery to paint and varnish at the Acme White Lead save their miserable lives. and Color Works. You have been making Morally this regime was debasing to both or unmaking manhood and womanhood. master and slave. Greed ruled the one, and Every factory great or small has been doing fear the other. this. Every industry is elevating or degrad Financially slavery paid, but only in a ing iat'OT. Character tells in a man's work, restricted individual sense, and never in the and work the molive for doing it. the spirit broader, truer sense that society became in which it is done and the conditions under generally and permanently enriched thereby. which it is performed--work tells upon A country is not rich when a few men are character. He who weaves cloth is con possessed of abnormal wealth and the masses sciously or unconsciously into it. and out of are slaves. Wealth to be wealth must be it his character. He who works at the ferge fairly equally distributed. The millionaire is is to a great extent in the way in which he is poor when, because of the po/ertyof the doing his work ferging his moral strength. masses, he cannot make use of his wealth And in making and mixing colors, men and in the channels of made. Slavery never women are consciously or unconsciously produced the general wealth and individual making and mingling the elements of fortunes that relatively free labor has pro character. You have taken account of the duced, and had it not been put down by force material products of your factory for the Vast of arms would doubtless have disappeared year. I shall ask you to-night to take with with the rise of a truer financial policy. me an inventory of other things which you have produced, the history you have made, 2. The laborer as an hiteling Having your contribution toward the solution of the escaped from slavery, the laborer next be labor problem, and the work you have been came an hireling. He is as a rule that to doing in building up a true manhood and day, He goes into the market and sells his womanhood. labor. He agrees to work sc many hours This gathering is unique. Employees meet for so much money. alone and in discussing mattess which con The moral effect, while better than slavery, cern themselves, get to think of the absent is still relatively bad. It has engendered employer as an enemy. Employers meet greed in both employer and employee. It has behind closed doors and in discussing matters produced strife and bittemes that have great which concern them apparently often forget ly retarded the moral development of man. the rights of the laborer. But here to-night Financially it has paid better than slavery, employer and employee meet as friends. but still does not give the full return to Here you mingle upon a common faiernal human labor. It Is a regime maintained at level. Here interests are felt to be common, great expense to both employerand employee. and out of the discussion of the problems of The struggle between the two has cost both labor in just such gatherings as these will dearly. Neither feels safe. Neither eats his eventually come the solution of our indus bread in security and happiness. trial difficulties. There are three conditions in which a laboring man may live. He may be a slave, an hireling ora free, self-directed man. When one looks into the motive which actuates men in this second stage of labor, he finds it at its highest to be dnty The employers aim to do what he calls his duty 1 The laborer as a slave, until compara by his employee. But when a man makes tively recent limes, seems to have been the duty his rule of action in business, it means lot of a large, perhaps the greater portion of he is going to do what he considers his duty humanity. There isin every man adesire to by himself first. That is business he will tell get something for nothing. We are all born you. This is also true of the laborer. He with a love for power. We like to rule, to will do his duty, work the hours agreed upon feel that we are masters of others' lives. and not a minute more, and in chat time do no more than it is hs duty to do, which as a rule will be less, rather than more than he ought to do. 3. A new motive is wanted for both the laborer and the employer. The old motives of fear and greed and duty are morally degrading, and financially considered they do not pay. What shall the new motive bo ? Lot it be the building of character-the making, through the work dons in Ihc factory, of true, strong men and women. Honest labor is The cheapest. Then let us do, as you are doing at the Acme Worxs, put a premium on honesty. When you do away with the ' boss," who is the old slave driver in modern dross, and offer a half holi day to that department which shows the highest grade in attendance, and in the character of the work done, you are appeal ing to the better side of men and women and you are building up character in them. You are training men and women so that they will do better work and more of it without oversight than with it. You are making honest, intelligent employees, who enjoy their';work and it pays you financially to do soi. Thinking men are much cheaper as em ployees than thoughtless ones. Let us then conduct our business so as to make thinking men. This, again, I know you are doing. Whet) you offer a prize for the most practical suggestion handed in by employee, you are stimulating every one in your factory to think and watch every day for some device that will save you time and money. Such things as these build up character, and looked at from: the financial point of views, they pay. Well fed men are cheapest as laborers. Then let us pay the best wages we can, and furnish at the factory the cup of coffee as you do. and the bowl of soup as you propose doing. It is one of the most hopeful signs of the times that lhaveseen--this movemenr in the Acme Works towards calling out that which is best in men and women through the work they do and the surroundings in which they do it. It is one of the greatest principles yet worked out in the labor world, namely this: that that which is best from a financial poi. >t of view is also best from a humanitarian point of view. It pays to build up character in the employees of a great factory. It pavs neither to make men s aves, or hirelings but freemen. That you are doing. You are making men and wemen of character, calling the best physically, morally and intellect ually out of i hem, and in doing this, you are getting well along toward the solution of the problem of labor. 0007-SWP-000128028 Thoughts IVBLISHF.O WEEKLY liY THF. ACMF. WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives' VOL. I. DETROIT, MICHIGAN, MARCH 10, rgto. No. 26. Paint and Its Solid Constituents- The Pigments. Ev JOHN COLLET. 1 < %>!tnuRtt from last I I: is then ground, preferably under water, dried and sold under the name of lithophone or zinc-sulphide-white. This pigment is an excellent substitute for white lead, its color is good, its body nearly equal to that of white lead, and therefore much better than zinc oxide or combination lead-zincs. It possesses the great advantage of not being decolorized by sul phurous gases or pigments containingsulphur, and of not being poison ous. It mixes well with all vehicles and is very permanent in regard to the influences of the atmosphere and others. I: has. however, one drawback and that is that it cannot be used with such colors or pigments that contain lead in one or another form. Thus a white paint made from white lead and lithophone, or a tinted paint made on a lithophone base and tinted with chrome green or yellow, will be very soon decolor ized owing to the action of the sul phur in the zinc-sulphide on the lead in the white lead or in these tinting colors, forming thus the black sul phide of lead, the paint in question will become brown or dirty gray. WHITING OR PARIS WHITE The next important inert pigment used by the paint manufacturer and painter is doubt less. Whiting or Paris White, names and designations given to powdered, levigated and purified chalk. The Latin name for chalk, Greta: German. Kreide. is derived from the island of Crete from which the Romans obtained their supply. But chalk was used as a pigment, as we know, not alone by the Romans, but also by the Greeks, and by the ancient Egyptians, and furthermore by the Chinese, even long before these former nations were in historic existence. mr . c, f . Mc Ca u l e y . Mr. McCauley has been with us as a representative since 1891. His home is in Fredericksburg. Va.. about the centre of his territory. He is a methodical and hard worker, and a man whose many friends in the trade place absolute reliance upon his judgment and.advice. He "wears well" and is a steady builder of business. His field is a large one, ashe goes as far south as Georgia and reaches north to towns in the southern part of New York State. Mr. McCauley is a Southern man and understands his customers " like a book, " and is successful in a field lhat could not be cu! ivaied satisfactorily by a representative who was not specially fitted for the work. He has been identified with the paint and kindred line of business in the capacity of a representative for a large portion of his life time, or at least since he has been able to shift for himself." He joined the " Acme family " immediately after leaving the employ of a prominent varnish manufactur ing house, He combines with energelic and convincing methods, the faculty for making ' a good impression " from the start, and we are in position to know that this Impression stands.'1 as the first criticism from the trade regarding him has yet to be received. The immense chalk deposits of such great depth which are formed in the Thames and Paris basins, in some of tbe Danish Islands ahd on the islands of Rugcn, Usedom and Woliin on the mainland of Germany, have by their preponderance given their name to a whole aggregation or group of rocks. This group constitutes the chalk or cretaceous system of geologists, a group or classification which stands between the Jura and the tertiary formation; that is, it was formed after the volcanic forces of our globe were compar atively at rest, and the vegetable and especially the animal life in the jj Immense and enormous bulk of * water covering then the earth, gave or formed in the length of time, say millions of years, sediments and precipitations, which after laying on the bottom of these great basins of prehistoric seas came to light or to the surface at the beginning of the so-called tertiary period of our mother earth. I may 3ay here that these precipitations and sediments are still going on in our fresh and salt water seas, and therefore, the form ation of this group of rock or earth may be considered continual. But as a matter of fact, the whole bulk of these cretaceous aggregations a*e not pure chalk, or in other words are not adapted to furnish the Whiting or Paris White of com merce, but they include besides pure chalk, deposits of clay, sand and common lime stone, the latter, although having the same chemical composition as chalk, is however, loo hard to be used for the manufacturing of the above named painters' pigment. Besides that, the origin of chalk and limestone, notwithstand ing they belong to the same group of rock geologically., are very different from each other, and may easily be recoganized by an expert familiar with their natures and sources of formations. The only and chief way to discriminate the one from the other is by means of a micro scopical investigation. The limestone is formed by the precipitation of limesalts held in solution by the water. TO BE CONTINUED. Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. .Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, MARCH 17, 1900. NO. 27. Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET, t Continued from lest tveek ) WHITINQ OR PARIS WHITE. These lime compositions are in furm of basic carbonate, oxide or gypsum, ahd will be precipitated by the carbonic acid of the air, the chalk, however, the raw material for the manufacture of Whiting or Paris White is formed and consists of minute shells of so-called forameniferae analogies in every way to those be ing still deposited at the bottom of the Atlantic at the present day. These very small, microscopical small, bodies have the property of secreting a shell of calcium carbonatav-*iwheha!k far. therefore, nothing else than carbonate of lime, the re mains of a deposit of these shells which has been formed after the death of the animal that inhabited them, and furthermore, chalk may be considered almost pure carbon ate of lime with only mere traces of silica, alumina, magnesia, ironaxide and sometimes with very small traces cf phosphoric acid. These immense deposits of chalk are met with in iorm cf very soft, smooth, friable white masses, inter spersed with layers and boulders of flint, which latter intermixture, natural to the origin of chalk deposits gives no little trouble and extra work to the manufacturer of Whiting and Paris White. Before chalk can be utilized for the many purposes to which it is applied in the arts and manufactures, especially as a palmers' pigment, it must be purified by grinding and levigatlon. When required for paint purposes it should be in as fine a condition as possible; chalk, as quarried, cannot be used for :hat purpose. Small pieces of flint may get caught in the paint mill and play havoc with the stones or eyes of same, in addition thereto the gritty particles of silici. invariably disseminated (Juiiliiiuc-l in third column MR. A. D. HOAGG. Mr, Hoagg has been " on the road " iot us since 1891. He is " business'' all the way through. We find that no two represen tatives work the trade on exactly parallel lines, although the same general character istics may be noticeable In the work of different men. Mr. Hoagg probably repre sents the extreme bf those who may be con sidered as " determined " workers. His plan is on the vlgoToui order and his method is to " come to the j>oint at once,''andconfine the talk to business facts, a policy that evidently meets the approval of the trade in that section, as he has many good customers that have been established for years. He is aggressive. persistent and not easily dis couraged, and usually when he makes up his mind that we must have a certain customer he gets him. Mr. Hoagg has worked Eas.ern Iowa since he started with us and is familiar with '`every foof of the ground " andtak.es good care cf the jobbing, store and manufacturing trade that has been established on that territory. He is a man in the prime of life and resides with his family in Davenport. through (he body of chalk, are not properly Crushed, neither by an edge-runner nor by a paint mill. Therefore the chalk has to Undergo first a crushing process in a power ful disintegrator, and the then finer grit can j?e removed by levigation after grinding. i.From these disintegrators the chalk is parried tc flat-stone mills in which it is ground very fine under and with the aid of water. But even the finest grinding falls to crush all the hard grit; this can only be completely removed, as I said, by levigatlon. The levigatlon plan! is very ample and is worked on the same principle as stated previously with white lead, and especially with barytes in regard to the floating process of this inert material, After all, or after almost as much as possible of the grit \s removed, the chalk suspended Tn w&fer is allowed to settle down and after that the water is drawn off. The chalk has now been con verted into Whiting or Paris White and forms a thick, heavy, white, pulpy mass. It is lifted out of the tanks and dried either by natural or artificial heat, but as the weather being `such an unreliable factor, artificial heat is now-a-days mostly applied, using specially arranged crying kilns. Care, however, must be taken not to overheat the Whiting or as the technical term is, "roast and stew" it. Whiting dried in this way is always more or less caustic, owing to its having been overheated and thus partially converted into quick-lime. In order to make the Whiting finer and more purified, that is, in order to obtain a still better and higher grade of article, it undergoes a bolting process and comes then as English Cliffstone Paris White, Extra Bolted Gilders' Whiting, on the market. It is furthermore evident that the purer the crude material was, and the farther the purifying and levigation processes have been carried out, the higher is the grade of article obtained in the end. TO BE CONTINUED. PUBLISHED WEEKLY BY THE ACME WHITE LEAD AXI) COLOR WORKS, DETROIT. MICH. Devoted to Mutters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, MARCH 24, 1900. No. 28. Paint and Its Solid Constituents- -The MR W. H. CONNOR. facturlng of which Whiting and especially Pigments. Mr. W. H- ponnor, the subject of our its lower grades are used, is putty; the sosketch this week, is ope of those quiet, un called glaziers' pulty of commerce. This BY JOHN COLLET. assuming men who. while not possessing consists of. Whiting and linseed oil, at least it [Continued from last week 5 the ** gift of gab" which it is sometimes ought to, ground and mixed under edgeerroneously believed is an absolute necessity runners. into an Impalpable stiff paste. WHITING OR PARIS WHITE. 10 make a success as a representative, has In regard to the durability of Whiting, Thus we know that the lowest artlple. as a habit of "getting there" with his trade, we may say that we can consider it quite a common commercial Whiting, is made of the lowest grade of raw chalk and with the simplest and quickest process, while the highest grade, as English Cliffstene Paris which indicates that (kinking, intelligent and persistent effort will win out where frequently a flow of oratory would fail to accomplish the same result. The general permanent pigment, especially If it was dried in the proper way, that is, if it shows no traces of causticity. It is not acted on by any of the atmospheric agents, which are White, has undergone the most elab often so destructive to other pig orate manufacturing process of pre ments paration and tVie natural raw material If, however, Whiting shows small was the purest and whitest selected. traces of causticity, its permanency Whiting or Paris White by itself, as pigment 1o be used with linseed tike Barytes, has little or almost no oilis somewhat,we may say, greatly coveringpower, that is, as we under* diminished; for it is apt then, under stand, when mixed with oil, it has all circumstances, and some paint not sufficient opacity to prevent the experts as Wessirs: Feaseand Dudley, surface underneath shining through; chemists of the Pennsylvania R. It is therefore of no value by Itself R. say, all and every Whiting, may as an oil pigment for the painter, Jt be caustic or not, to cause a yielding as it does, only a dirty certain degree of saponification of semi-transparent yellowish or gray the free acids in the linseed oil. ish white. But it is in virtue of this The consequence is, there is a transparency in oil, or want of lime-soap formed, a soapvery brittle opacity, that we may say enormous and without any elasticity and per quantities, perhaps now - a - days, manency, and furthermore, very larger ones than Barytes are used soluble in water. Therefore the as extenter and are added to other paint containing such a defective pigments of good body or covering whiting as a constituent in its pig- power, may it be in good faith, for ments cannot be permanent; wind the purpose of cheapening the price of the article, or for fraudulent pur poses as adulteration. u*tt.* 2m tffcfcfcu'RM Aiaiw.ii evra,. mm 9-----' and other external influences act on the brittle lime soap, moisture and rain dissolve it out of the protective . Different, however, it is. when we coating, rendering same loose and consider Whiting or Paris White as a pigment manufacturing trade in Ohio, which is Mr. incoherent in texture, the paint is apt to and in regard to distemper colors. For this kind Connor's field, is being cultivated by him will crack and chalk off. of painters' material, it must be considered assiduously and on scientific principles, and The element or metal calcium gives not the ideal pigment, for white as well as for a basis for other colors. Mixed with water and the necessary adhe as many of our representatives will ap preciate. such soil is not the most fertile. It is his habit to study the requirements of his customers, and those whose business he alone in its combination with carbonic acid in form of chalk, or when same is powdered and purified by grinding and levigatlon as sive agents it shows good and sufficient body, much more than it does with oil. and furthermore, and this being one jf the main points in regard to Its appliance, it is the best is endeavoring to secure, yery carefully, and being thoroughly posted upon all the up-lodatc methods of finishing and fully under standing ' what is best to suggest in each particular case, his judgment is always good Whiting or Paris White, a valuable inert pigment for the painters' use, but also gives In another form of carbonate of lime, that is ont in an amorphous form as the chalk, adapted, the cheapest and most economical pigment for this style of painting. Another article pertaining and allied to the manufacturing of paint, and in the manu- and he wius and merits the confidence imposed in him by his trade. Mr. Connor has been with us since 1888. and has called upon all classes of trade in Michigan and Ohio. His home is in Toledo, Ohio, where but in a crystalline structure, a very adapt able white pigment for the painter and in particular very adaptable and much used by paint manufacturers. rontiitucri m third column he resides with his family. 70 BE CONTINUED. 0007-SWP-000128031 THOUGHTS Special Notice. as 50 lbs. It iscovered by a coating resembl tation, after which the resin is detached and The price for carbonate of lead (strictly ing gravel. The general theory is. that the thrown into reservoirs, containing warm pure lead of the various brar.ds) has ruled Kauri Pine trees have, by decay of nature, water, where it is thoroughly washed for so low during the past few years that the left their resin sap behind to eggtomerate several hours, which separates the coloring demand for graded, or zinc-leads, as a result and fossilize for ages, while not a trace of matter from the resin and wax. After it has diminished considerably. Since the price wood remains. Another theory is, that at been thoroughly washed it is fused in thin of carbonate has advanced so greatly, ihe some previous time, the large forests had layers, on a smooth surface, where it con demand for other brands has increased pro been destroyed by fire, and the gum, bub geals rapidly. It is then packed in cases ready portionately. While these have naturally bling out, deposited itself in the ground and for shipment. advanced along with carbonate, the price to there changed its nature into the hard pro Next in order, comes Linseed Oil. It is the dealer and consumer is less, and con duct we now use. It is largely dug by very essential that it be a pure article, free sequently they meet with more favor than Australians and natives of Great Britain, from foots and foreign matters. Some 15 under former conditions. You can increase who have emigrated to that country. They years ago a varnish maker would not attempt your sales largely by pushing * Michigan live out of doors, and for tools, carry a spade, to use other than cold pressed Calcutta seed Seal.'* " Pyramid." " Painters" and ``Bris pick and an iron rod about 5 ft. In length by oil. which is now in very moderate use. At tol." Try it next week and see what good 'H inch in diametar, tapering to a point. present. American Varnish Oil is in general results you will meet with. | The digger goes over the field, thrusting his use. This is ordinary commercial oil from We desire to call your special attention to ; rod into the earth, he having become so which the foots and glutinous matter has our "Michigan Seal" b^and. This is an | expert as to tell when the point comes in been extracted by artificial means. This oil article cf unusual merit in every particular. contact with gum. He then proceeds to dig being made by what is termed the hot or As regards opacity, or body, and covering away the earth. with his pick, and shovels steaming process, which softens the seed so capacity, it will be found to possess great out the gum, which he partially cleans and that the glutinous matter is pressed out with superiority. It is also extremely durable. places it in a bag carried for that purpose. the oil. This substance, ordinarly termed Our " Pyramid " brand will also give 'great The gum is traded at stores for provisions, grease by a varnish maker, is non-drying satisfaction. tools, etc., or sold for cash. There are stores and interferes with the hard drying neces Varnish and its Constituents 1 will not enter into detail regarding the amount of varnish and japan we are making. During my eleven years connection with the Acme, the output in Ihis department has more than doubled. Some days we turn out 1400 to 1500 gallons per day. while our paint department consumes more varnish, annually, than the total output of some varnish factories. . In my remarks I shall mention but two classes of varnish. Fixed Oil Varnish and Shellac, these being the only kinds we manufacture at present. 'i he following gums are the most prom inent in use: Amber - -This is the hardest known fossil resin. It is found on the Prussian shore of the Baltic Sea, It fuses at a very high tem perature which discolors the finished produc^ to a cenain extent. Its use in varnish mak ing is limited. Zan zibar --The next hardest gum Is also on every gum field, where the digger can dispose of his gum. Tljese gum fields are either in the hands or native owners, the New Zealand government, or Europeans. The production of Kauri gum has reached the immense quantity of 11,000 tons per year. It has doubled in price in the last 10 or 12years, the increase being more appar ent in the higher grades, which are growing scarcer every year. The price of Kauri ranges from 5cts per lb. for dust, to from 60 cts. to.70cts. for higher grades, Ma n il l a - This gum holds second place to Kauri in point of consumption. It is a foss.l gum found in-the Dutch East Indies. It Is not as hard, nor as satisfactory for varnish making as Kauri, and is only used in cheaper grades of varnish. It is highly impregnated with acid and is a difficult gurn to work, although it is a soft gum it is more difficult to fuse it properly than Kauri or Zanzibar. sary in making varnish. The quality of linseed oil .depends greatly on the quality of the seed from which it is crushed. The seed varies in quality. Sometimes it is harvested before it gets ripe, also weeds grow up with it, the seed from which is gathered with :he flax seed. Both of these conditions affect the quality cf the oil. Ordinarily the quality of linseed oil can be ascertained by tasting it. A good oil leaving a sweet, pleasant taste in the mouth, while an inferior oil is bitter. In preparing oil for making varnish, it is boiled in connection with Manganese, lead oxide, or some other oxidizing agent at a temperature oifrom 400 to 500* Fr. The lenglh of time the boiling is kept up varies from 3 to.5 hours. I will not enter into the details regarding solvents for shellac. We use only two. grain and wood alcohol. Ws now come to the manipulation of the various products used in making varnish. (Copper kettles are universally used) for fusing gums. The action of the acid on iron causes discoloration, therefore, iron kettles a fossil deposit. It is found in the Isle of Damar comes from, the island of, Java. Madagascar, is partially opaque and partially It is a soft gum procured from a specie of transparent, the price ranging from 35cts. to palm tree and is gathered annually, it oozes $1.25 per lb. The use of this gum has from the tree in tears from the size of a pea decreased greatly in the last ten or twelve to a large walnut. It is one of the softest years. It is also becoming more or less 1 gums and can be cut tn cold turpentine or scarce every year. The finished product j naphtha. from this gum has a brilliant lustre. Bf n g u el a. An g o l a and Sie r r a Le o n are Kau r ;--This being the principle gum used i gums In very limited use. by us. I shall enter more fully into details of j Sh el l ac --The- manner in which gum its production. It is found only in the ! Shellac is produced is very -interesting. It jprovince of Auckland. New Zealand, where is a resinous incrustation formed on the bark, it is dug out of the earth, a few feet below ! twigs and branches of various trees in India, the surface, in pieces from the size of a { by an insect known as the Coccas Lacca. man's fist to some nuggetsweighing as much The branches are collected with the incrus cannot be useo). A kettle containing 100 to 200 lbs. of gum is placed over a coke fire and kept there until fused to a liquid. It is then necessary la watch it closely, testing it from time to time with a small iron rod which is passed through a hole in the cover. When a liquid gum is of a proper- con sistency, *.he kettle is removed from the fire and the requisite amount of hot oil added, it \s then taken to the mixing-room and cooled down to about -400 Fr. ^Wben the turpentine is added, after which it-is pumped into tanks to clarify. . This process takes from 4 to. 6 weeks. This necessitates carrying a large stock, as it cannot be made andshippedthe same day, like paint. Orange and-white shellac are made simply, by cutting the gum in wood or grain alcohol. 0007-SWP-000128032 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. 1. DETROIT, MICHIGAN, MARCH 31, 1900. NO. 29. Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. {Continued from last week ) WHITING 05? PARIS WHITE, GYPSUM AND CHINA CLAY. I relate here to the white pigment, used by us under the nomenclature of " white filler.'* It is nothing else than a very finely ground and levigated marble-dust, chemically like Whiting or Paris White " carbonate of lime." It is, as I said, not amorphous, but of a crys talline structure, and in virtue of this, it has the properties similar to those of barytes, to appear under oil not as dirty or yellow, grayish white, like whiting, but whiter and more transparent; that is, it is as an oil pigmenl whiter than Paris White, but has naturally, according to its molecular crystalline construction, very much less body or covering power. But as it is used as an extenter only, and as it is very much lighter in gravity than barytes, it was found that it may he used with great advantage in connection with white lead, zinc whites, and especially in the so-called " graded leads," the white color of which it will not impair, but which would be greatly deteriorated by the use of carbonate of lime in form of Whiting or Paris White. Another advantage this pigment has, is that it will not settle hard or caky in a paint put up as can or shelf goods or io be used in. dipping tanks, owing to its light gravity it stays very well in suspension, and owing to its crystalline structure it will not settle hard, but is easily broken and stirred up again. Another white inert pigment, the basis of which is calcium or lime also, is Gypsum, or hydrated plaster of pans. It is the sulphate of lime of chemistry. However, it is not used extensively as a paint pigment in the manufacturing of liquid paint, its chief use is as an inert or extenter in the manufacturing f'timv-vuetl in thinl oilimvii MR. M, J, REYNOLDS, Mr. Reynolds has * grown up " with the Acme. His knowledge of the intricacies of a representative's calling has been gleaned entirely in our service, a matter of con siderable satisfaction to us, as we have no reason to be ashamed of his accomplish ments in this direction. He is a diligent student and apt scholar, and an enthusiastic worker, and everything he does, from the " landing ofa big jobber '* to the care exercised in writing orders, indi cate the result of ihoughtful work. Enthus iasm probably explains the cause of his success better than any other word. It is the element in the work of any represen tative that overcomes'more obstacles and discouragements than anything else. Mr. Reynold's work as a representative com menced in 1888, and for the past twelve years he has been hard at it with unabating energy. He is a young married man, his home being in Rochester. N. Y., and his field the State of New York. His work with all classes of trade indicates the result of concentrated and persistent effort and the inevitable result that invariably follows such a course. of dry colors, such as red-iron-oxides, and sometimes it is found to form the basis of chrome greens and chrome yellows, especi ally in the so-called "golden ochres." It is mined or quarried in its native state, and needs only little further preparations to be used as a pigment. Artificially prepared by precipitation, it forms in connection with alumnia-hydroxide, which latter is precipi tated simultaneously the valuable white pulp pigment the ** satin white " of the paperstainers and color-lake manufacturers Besides Barytes and Whitir.g. usual met with In paint and among its raw' material, as so-called extenters or inerts, china clay is found also frequently. It Is, however, at the present time not as much used as it was ten or fifteen years ago. Us appliance is nowadays more re stricted to the manufacturing of specialties, or rather articles which being not in the strictest sense of the word paint, nevertheless are allied or relative to paint and to i:s appliance, and therefore are mostly more or less also manufactured'by paint manufacturing concerns. I refer here to wood fillers and other sundries, in which china day and mostly also another Inert pigment, "silex," or ground quartz are the chief and main constitutents. China clay, or kaolin, as it isnamed sometimes, is chemically a silicate of alumina, varying in com position according to its location and origin. This is the more com prehensive and natural when we consider that china clay is the product of decom position of the mineral felspar, the chief constituent of the vast and immense aggre gations of granitic rocks. This felspar, intermixed with sand and sometimes with mica--falsely named isinglass--the mica giving the glittering appearance to the granite, is chemically a silicate of alumina, potassium or sodium, and when coming in contact with the atmosphere, that is, the corbonic acid and water, as rain, is decompos ed, that is, Ihe carbonic acid transforms the potassium and sodium components into the soluble carbonates, t o be c o n t in u e d . 0007-SWP-000128033 THOUGHTS Comparative Cost to Consumers of New Era High-Grade Prepared Paint, and Strictly Pure Lead and Oil. 100 lbs. White Lead...........................$ 7 CO gallons Linseed Oil @ 70c......... 3 15 :4 gallon Dryer......................... . 25 A " Turpentine........................ 25 $10 65 Making iyk gals, of paint at a cost of....................... $1 40 per gallon New Era High-Grade will cover at least 15 per cent, more surface than paint as per above, and it would require, say, only &A gallons for the same surface for which 7}i gallons of above paint would be needed. 7H gallons above paint..................$10 65 6 A " New Era High-Grade (g, $1.4(Xper gallon............................... 9 10 Actual saving...................................$ 1 55 A difference in. favor of New Era HighGrade of about 15 per cent. No allowance is made here for time and trouble required to break up lead in. oil, which should be figured at least five cents a gallon, for the cost of the colors used In tinting, nor for the much greater durability of our goods as compared with white lead alone, due to the addition to the lead paint of the zinc oxide, and also the consequent greater quantity of oil per pound of base we are enabled tc use. No t e--The above we i-onsuier correct. The ideas of our (tiffei'em representatives on this subject will he published, so that comparisoiisniay bemaricand a proper umlcrsnriumg of the subject arrived at. Mr. A. R. Kelly's Ideas Regarding the Comparative Cost of New Era HighGrade and Lead and Oil Paint. At the present time lead and oil are very '^igh out here on the coast, the established retail price of same being, white lead, 7% cts. per lb.: boiled linseed oil. 75 cts. per gal. Figuring upon this basis, we find that the cost of the two are about alike, taking the general retail ptice of $1.75, which is the established figure out here. To illustrate, I give you the generally accepted standard, adopted by the master painters of this coast, figuring out my volume of leavi, or in other words the number of gallons it bulks, according to the figures of the National Lead Trust. 2,H gals, to the 100 lbs., these figures are based on two-coat work, outside. 4gals. Boiled Linseed Oil @ 75c. .$ 3 74 gal. Turpentine (*? 75c................... 19 100 lbs. White Lead ........................... 7 75 2 lbs. Tinting Color 25c................. 50 $12 18 Making 7fx gals, paint, at a cost of say................. $1 56 per gallon. To this must be added the cost of labor in breaking up the lead, and mixing absve. say 5 cts. per gallon, making a total of $1.61 per owner generally supplies his own stock, gallon. furnishing such material, however, as sug Now, to finish a job in an equal manner gested or recommended by *he painter. with above mixture of lead ar.d oil, it would With the New Era High-Grade, all cans take: of the same shade of color are identical. 6 gals. New Era H-G. . $1.75....$10 50 If a palmer opens up a dozen cans today, \yi gals, thinner oil and Turps. 75c l 12 and in a month from now opens up another $1! 62 Making 7'A gals, paint costing, say, $1.55 dozer, to finish a job, there is no trouble of tinting to match the first lot; whereas, in the case of lead and oil. the contrary is the per gallon. case, the painter very frequently loses Seven and a half gallons Nsw Era High- hours of valuable time, in the endeavor to Grade, thinned as above, will cover as much match a first lot. and in many instances surface as the lead and oil mix ures given. makes a botch of it; as in all my experience In addition to the advantage of price, there jl I have never known a painter to work by is also the advantage of the cans, which are certainly worth something for use as painj pots. In answer to your second question, as to who it is that decides as to whether lead and rule or formula, always by guess work; whereas, the mixed paint grinder works entirely by rules, and carries out his formulae with mathematical nicety and accuracy. Respectfully, oil, or prepared paints shall be used forhousepainting. would state that in my experience Al f . R. Ke l l y . on new work, this question is generally Queries. decided by the architect: on old work, by the painter, as a rule, although in some instances by ihe owner: but even the architect is influenced in most cases by the painter. 1 find the better plan is. if possible, to see all three, but by all means to work the painter, as I suppose you are aware, the painter, as a rule, is generally very bitter against the use of prepared paints. Many call this prejudice upon his part, I do not, as 1 believe in nine cases out of ten, he has very good reason for this prejudice, owing to the very many worthless paints now being sold with all sorts of cast Iron guarantees. I have seen maay and many a framed certificate of purity, guaranteeing pure lead, zinc, linseed oil and turpentine, and nothing else, hanging upon the walls ci dealers, signed with the manufacturers, names, and offering to forfeit the goods if not as repre sented. when I knew, and the dealer handling them knew that they were adulterated, all When you call on a merchant and sell him a nice little bill of specialties, how is it you never also sell him, say a few pounds of oil colors? What's the reason you cannot do just as well as some of our other men and include in your orders a few pounds of Japan colors, black ? Select some one item in each line; make a leader of it; get in a few pounds this trip, and next time you can undoubtedly increase it, and thus increase your sales and the volume of our business. Next trip make a leader of something else, and finally you will establish every line we make. Some men on the road take orders, others sell goods. We like the latter class best. Which class are you in? Who can offer the best suggestion, based on the foregoing items ? the way from 20 per cent, to 40 per cent., hence it is not astonishing that the poor painter becomes mixed up. and places al prepared paint in the same category. How to overcome this is a hard question. The best results that I have noticed so far, are attained by the samples you send out to the painters, Indianapolis, Ind., Feb. 25, 1900. Editor Th o u g h t s : 1 think our sample cards are all right as they stand, no doubt iha: a twelve color card would be a good thing in some sections, but believe we can get along very nicely with what we mj>w have. Yours truly, _________ ^ No. 3. Now, as to your third question : " who is it St. Paul, Minn., Feb. 24, 1900. that applies the paint ? " In large cities, in Editor Th o u g h t s ; ninety-nine cases out of a hundred, the goods What Is the difference between an old hat are applied by a painter: in smaller towns and Acme New Era High-Grade Prepared and villages, the work of application is Paint ? about equally divided between the house An old hat will cover a multitude of sins, painter, owner, or some handy andy and New Era High-Grade Prepared Paint around the place. will cover a multitude of dark spots in your As a rule, intheebtes, the painter furnishes 11 home. Yours truly. both labor and material, in the country the No. 1. t 0007-SWP-000128034 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Reprtsentoliws. VOL. L DETROIT, MICHIGAN, APRIL 7, 1900. NO. 30. Paint and Its Solid Constituents--The Pigments, BY JOHN COLLET. (CvtUiHMcd Jrom Iasi week ) w h it in g o r Pa r is w h it e , GrrsuM a n d c h in a CLAY. Water, as rain or snow, dissolves these potassium, or sodium carbonates and carries them away, the insoluble component, the silicate alumina. Is left behind, or sometimes washed down to lower localities where in the length of time immense beds of pits of silicate alumina, that is China Clay, are deposited. Thesc beds are quarried similar to the method employed in the quarry ing of chalk ; the China Clay Is soft enough to be cut or sawed in large square blocks, which are then crushed in disintegrators, and the powdered mass is then purified from sand, mica, grit and other foreign matter by levigation and dried in almost an exact way as in the finishing process of Whiting or Paris White. In case the deposit or pit of China Clay is not large enough to afford a regular mining or quarrying, and in case a plentiful supply of water is on hand, the China Clay deposited in the pit is transformed, first in a soft pulpy mass by means of a con stant stream of water, and then pumped by special arrangements up to the washing and levigating plant. This method is mostly in vogue in England, while the former regular mining process is generally used in Germany and France. In regard to the properties of China Clay, making it adaptable for a painter's pigment, 1 have to say, that it must be considered not a very good one. Us body and covering capacity is very inferior ; with oil it produces a yellow-grayish, very transparent mixture, and although It is very permanent as a pigment for Itself, it does not give a fairly permanent coating when applied as oil paint. The reason is its nature is rather repelling i>tirinti.,E i't ihir.l column aro in recoin t o.i inoroafte.' 'Ar nr, ' i/r,; MR. F. R. DOUGALL. "Frank" has been with us since 1894, and has demonstrated beyond the shadow of a doubt his ability to sell.our goods. He is one of the kind of men whom. aftev a few meetings, you never think of " calling by his last name/' U is not a " familiarity that breeds contempt," either. He is liked for his good natured genuineness. His easy going and genial style may not at first indicate the strength of character and degree of resoluteness of which he is capable, but these factors in his make-up are soon recog nized, and from mere friendliness the genuine respect for a man whose views, opinion, knowledge and judgment are worthy the most careful consideration, is quickly in spired. By hard and intelligent work he is rapidly building up a good business ir all our lines in the States of Pennsylvania, New jersey, Connecticut and Rhode Island. He is a benedick, having been married last June to a lady with whom we at the Acme offices are all personally acquainted, and had the pleasure of offering sincerest congratulations on the occasion. He is now residing with his family in Philadelphia. V- that I'r . towards linseed oil, than assimilating or combining with this medium, it will there fore not act as a protector for the oil film, tKe consequence is that the external influences wjU freely act on the oil, destroying Its protecting properties, and the pigment haying then no other support, will peel, powder and chalk off. If properly prepared and of good quality China Clay is a white amorphous very light powder, having a somewhat greasy or soapy feel. As I said before, it is not much used nowadays in the manufac turing of liquid and paste paints. However, it is not long ago that in virtue of its very light gravity and of its fineness and freedom of grit, it was used as an extenter, or as means to give to other heavier pigments more buoyancy in the vehicle; that is. it was used especi ally In so-called dipping paints and as a preventer against settling of the paint in canned and shelf goods. But experience taught very soon that the use of China Clay in such paints was rather a draw back than an improvement; the paint did not alone lose its durability, but showed still another very had fealure, the feature of " liverihg-up." The reason arid cause of this in general is not yet clearly under stood, and many theories are sprung and laid down by paint experts, contradicting often themselves and one another. The only right and doubtless very adoptable theory is that the water of combination in the China Clay, a hydrated silicate alumina, causes a partial saponification In one or another way, in the linseed oil, similar to that which occurs in paints containing Gypsum. This, my theory, t intend to make later on, the subject of a special paper, dealing with "hardening and llvering-up " of paint. Of all the China Clay yielded by nature to the arts and industries, only a comparatively small percentage is used by paint manufac turers ; the main bulk, however, finds Ha way into the manufacturing of pottery, and fire bricks, and as filling-up of paper and textile 1 * Si Av Alv ;Lr:U UvOOU THOUGHTS gocds, and last, but not least, is used as Taw Comparative Cost to Consumers of New to decide, the man who owns the house material or basis for the manufacturing of Era High-Grade Prepared Paint, and generally con-enring himself with telling the ultramarine blue and green. Strictly Pure Lead and Oil. painter to use Ihe best, then the painter pro Previously in connection with China Clay, there was mentioned also "silex," as an inert pigment, stating that it was ground or pulverized quartz. 1 will only state here 100 lbs. White Lead................... ....$ 7 00 4`/a gallons Linseed Oil @ 70c........ 3 15 gallon Dryer. ............................... 25 "`t. '* Terpentine.......................... 25 ceeds to use what ever he sees fit. This is particularly the case Ir; the larger cities. This is the reason there is such a small percentage cf prepared paint used in that in comparison with China Clay it has almost the same properties in regard to its appliance as a pigment, and the same relat $10 65 Making 1% gals, of paint at a cost of........... -...........$1 40 per gallon the large cities, as compared with the lead and oil used, as painters, as a class, are dead against mixed paint. We all know the ions to lir.seed oil or other vehicles, as the white filler has in comparison with Whiting. That is. it gives with oil awbiter and clearer New Era High-Grade will cover at least 15 per cent, mere surface than paint as per above, and it would require, say. only 6)4 principle reason : They think it detracts from their prestige, as artists. In the smaller places, I should say, the but less opaque mixture than China Clay, gallons for the same surface for which 7y% consumer who recommends the material to owing to its more or rather almost perfect crystalline structure. If ground very finely and having unde-gone a levigating or float ing process, it has even more buoyancy than gallons of above paint would be needed. 7}-i gallons above paint...................... $10 65 6*4 " New Era High-Grade Or $1.40 per gallon............................... 9 10 be used and the one who leaves it to the painter, is about evenly divided. Yours truly, F. R. Do u c al l . China Clay, but its crystalline structure is Actual saving......................................1 55 of such a system that it is very apt to form a | A difference in favor of New Era Highsomewhat so id and hard-io-brsak-up cake i Grade of about 15 per cent. No allowance or mass after It has settled down out of the is made here for time and trouble required paint in which it has been used as a pigment to break up lead in oil, which should be exienter. figured at least five cents a gallon, for the Its chief use, however, is only as pigment cost of the colors used In tinting, nor for the for fillers and sometimes for so-called surr much greater durability of our goods as How Do You Vote on This? What do you think of putting up Davies' Varnish Stain in two shades of oak. light or dark ? A number of our competitors are doing it, and customers are asking for it. 1 suppose it has come from light or dark oak graining. No, 9.. facers. It is a white more or less fine powder, according to the perfection of its preparation, and at the same time of an exceedingly hard grain or composition, harder than even barytes; in fact, the hardest and least affected pigment known. Among other white inert pigments, as carbonate and oxide of magnesia, carbonate of baryta and others cf inferior importance, there is perhaps only one that may still compared with white lead alone, due to the addition to ihe lead paint of the zinc oxide, and also the consequent greater quantity of oil per pound of base we are enabled to use. No t h --Theabove we consider correct. The ideas of our ilittereut representatives on this subject will be published, so thail eompurisoJistiuty be made and a proper understanding of the subject arrived at. MR. F, R. DaugaU's Ideas Regarding the Comparative Cost of New Era High- Notice* One of our representatives has sent us a one pound can of empire permanent green, manufactured by Benj. Moore & Co., N. Y, Papers regarding same have been mislaid in some unaccountable manner and we have no means of knowing who sent it in, or what was wanted. Will the person who sent It in please advise us ? deserve special mentioning, as it is now used Grade and Lead and Oil Paint* Certificate of Purity* by many paint concerns, and among these The following is about right, at present The above certificate sent to Cotton by ourselves. costs: wood. reached me O, K. to day. I think this This pigment isthe so called asbestos-pulp- Cost to consumers of lead and oil. is a grand thing to have, andyou surely have or if in a finer slate ar.d less fibrous, the talcum or soap-stone of commerce. It is. however, not used as an extenter, or 100 lbs. White Lead...........................$ 8 00 6 gals. Linseed Oil Or 70c................. 4 20 gal. of Turps, and Dryer............... 80 my compliments for same. I think this gives a salesman additional evidence cf the good faith of our officers in the superior as we may call it. as an adulterant, but its $13 00 quality of our products, and deserving the use in certain classes of paint has a certain 9 gals, of paintcost$l3.00, or 1 gal. would compliments of our entire traveling family. and defined reason and cause. We use it. cost $1.44 4-9. Yours truly, Nc. 22. and that in very small quantities only in New Era Paint is pretty generally held to certain paints, as a buoyant, in older to keep ' the consumer at $1.40 per gal. That would Notes. the pigments in suspension, for which pur make ,ead and oil cost,per gallon. $1,44 4-9: Some of our representatives are very pose its very light gravity and its molecular New Era High Grade Paint, per gallon. $1.40. careless about marking samples sent us to construction, the latter being of a fibrous Difference in favor cf New Era High-Grade \ be examined and duplicated, and in some form, seem to and in fact proved to make it Paint, per gal. 44-9c., or practically 5 cts. cases samples come in without being marked the idea, and proper medium. The quantity per gallon in first cost, that of course is not j In any way. which causes annoyance and used, however, must not exceed 5 per cent., taking into consideration the difftrence in j delays orders. cr at the most 10 per cent, of :he total pig covering capacity and the saving in time ; Salesmen, when sending in orders for two ments, as it would then greatly interfere with and labor effected by using New Era High : firms to be shipped together, should always the covering, or rather spreading properties Grade Paint. In the large majority of casesa ' make notation to this effect on both orders. of the paint; the fibrous nature of the man who wants his house pa-nted. goes to a When only cne is marked, it some times asbestcs-oulp would cause a more or less painter and gets him to esiimale on the job, happens that the order sheet not marked rolling of the paint under the brush. the palmer to furnish everything--labor, passes through and is shipped before the brushes and material. What is to be used other one is ready, and so.often leaves a TO t&E CONTINUED. in the way of material is left to the painter very small order to be sent alone. V I I 1 0007-SWP-000128036 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MACH. Devoted to Matters of Interest to Our Representatives. VOL. 1. DETROIT, MICHIGAN, APRIL 14, 1900. No. 31. Paint and Its Solid Constituents--The MR. M. TAYLOR. The principle of their manufacturing is Pigments. BY JOHN COLLET. ^Continuedfrom last week ) WHITING OK PARIS WHITE. GYPSUM AND CHINA CLAY. We have herewith reached the end 0# the jlst of ``white pigments" used either as "body colors," or as ''extenters," and may proceed now to that of the so-called " color-pig ments," the blacks, blues, yellows, greens Mr. Taylor is tall, good looking, married and a hustler. He joined us in 1897 with these qualifications and a thorough practical knowledge of paints and painting* derived from years of actual experience in the shop and with manufacturing concerns. We think he is better looking than when he first came, and also knows more about paints and painting, but otherwise his qualifications based on the following: When combustible bodies, such as wax, fat, rosin, coal gas and other so-called hydro-carbons, that are bodies composed oi hydrogen and Carbon, undergo combustion, the hydrogen which these substances contain, is the first element io undergo oxidation, or be con sumed, that Is, it will burn off first, while the Carbon, especially if the flame be suddenly cooled by bringing a cold surface in contact with it, may almost entirely escape com and reds. bustion and be deposited as soot. Before, however, I shall go When the burning substance is further and give you more details in very rich in Carbon, the flame may regard to these pigments, their smoke without being cooled, and it manufacturing and their properties will do so all the more strongly the and qualities as paint pigments, I less the supply of air present. shall attempt to give you a fair and This simple fact, as I said, is the prehensive understanding about the basis which underlies all processes commeaning of the various chem for the manufacture of the finely ical operations and expressions, as divided Lamp or Carbon Blacks. oxydation and reduction, calcina As I stated in my first paper, the tion, sublimation, striking or preci ancients used to make their Lamp pitation of colors and others, black, and this was the only black operations and expressions used in they had. exactly in the same way explaining same, we are naturally as we do it at the present time, that to meet with in discussion of such a is, we obtain it on a large scale by matter. I shall not attempt to con collecting the smoke produced vert you into expert chemists or during the imperfect combuslion of expert colormakers, but will try to oils, resins, pitch and ether oily or make cu* meetings here more inter fatty residues of other industries. estlng for us all, by enabling you to These substances all yield Lamp follow me better in my explanations black of various grades and quality. regarding the different chemical The operation is quite simple and operations and the various chem consists merely in consuming all icals used, by which the final result the constituents of the burning In form of apigment of such or such body except the Carbon and pre a color is obtained, remain the same. As a result of hustling } serving as much of that as possible. CARBON, BONE AND LAMP BLACKS. and a perfect knowledge of the requirements f Lamp-black is prepared in large quantities of the manufacturing trades, combined with : from the impure resins and other refuse Nearly all the black pigments in use by tact, persistency and ability to handle this matters that remain after the distillation of the painters and paint manufacturers are class of business as it ought to be handled, turpentine. These are burned in iron pots composed either of Carbon itself, or have he has been particularly successful in this or sometimes lr specially arranged furnaces that element as their coloring principle. direction. supplied with a very limited access of air, Although Carbon exists naturally, as you The store and jobbing trade has also been the dense smoke produced by the combustion know, in form of coal, yet this, its native looked after carefully, and we consider being conveyed into chambers hung with form, is not used as a pigment in painting as his territory of Illinois one of our best for sacking or cloth, upon the surface of which It lacks the propet ties required for that pur all-round business. Like all other success the Lamp-black is deposited. It is scraped or pose : therefore, all the black pigments are ful representatives, his work Indicates thor shaken off from time to time, collected and made artificially or are products of ihe arts [ oughness and a carefully studied plan of packed in barrels, and is now ready for the and industry. ! action that must win out in lime. His home market. is in Peoria. TO BE CONTINUED. 0007-SWP-000128037 THOUGHTS Comparative Cost to Coosomeis of New Now add the difference in wearing or last acquainted with the jobbers' representatives, Era High-Grade Prepared Paint, and ing qualities, which is the true way to cultivate their good will and interest them in Strictly Pure Lead and Oil. estimate the cost of material, and the New our line by giving them orders to turn in 100 lbs. White Lead........................... $ 7 00 4J4 gallons Linseed Oil 70c.......... 3 15 ^ gallon Dryer..*............................. 25 % '* Turpentine........................... 25 Era High-Grade is at least 40 per cent, less in cost. You ask me who it is in my territory that decides what class of material shall be used. that will help swell their sales. See that they all carry our monthly Rapid-Seller booklets, and send us their names so that the books will be mailed regularly. When $10 65 Making 7H gals. of paint at a cost of.........................$1 40 per gallon Well, it varies somewhat. Some consumers are prejudiced in favor of mixed paint--all will be, when they are thoroughly posted as you find that a prospective purchaser is interested in our line, notify the jobbers (all of them) in that vicinity by means of the New Era High-Grade will cover at least 15 per cent, more surface than paint as per above, and it would require, say, only 6l/t gallons for the same surface for which 7 gallons of above paint would be needed. 7gallons above paint................. _ $10 65 b% " New Era High-Grade 0 $1.40 per gallon............................... 9 10 to the merits of a pure mixed painl and any lead and oil. But I am sorry to say there are many consumers that will not have any thing but lead and oil. 99 per cent, of the painters in Iowa are solid against mixed paint of any kind. Many of them will take a turn, however, and for the timebeingsay purs mixed paint is all right, and what they will cards with which you are provided for that purpose. By methods of this character you will gain their good will and preference for our goods. This means that their men will have Instructions to push our brands, and instead of working the territory alone you wtli be supported by the representatives of all our jobbing friends. A great many Actual saving................................$ I 55 A difference ir. favor of New Era HighGrade of about 15 per cent. No allowance is made here for time and trouble required to break up lead in oil, which should be figured at least five cents a gallon, for the cost of the colors used in tinting, nor for the much greater durability of our goods as compared with white lead alone, due to the addition to the lead paint of the zinc oxide, and also the consequent greater quantity of oil per pound of base we are enabled to use. No t e--The above we cotisidercorrect. The idVa<; ofour different represematives un this subject will be )>uW ished, so that comparison s ovay be matte and a proper umlerslaMJhig of the subject arrived at. Mr. A. D. Hoagg's Ideas Regarding the Comparative Cost of New Era High* Grade and Lead and Oil Paint. The average cost or selling price of New Era High-Grade in my territory is $1.50 per gallon in 1 's, retail. Taking as a basis : 100 lb. keg "Trust Brand*' White Lead, retail.................................... .$ 6 75 5 gals, pure Linseed Oil 0 60c...... 3 00 % gal, the average painters amount of Dryer in 100 lbs. Lead............... 30 Timing Color....................................... 35 $10 40 Cost of average time In mixing......... $ 1 20 do for you in case you send them a prepared paint that is made from pure material. But they will laugh at the idea when your back is turned and in nine cases out of ten they will give your paint a black eye when you are helping them right along. 1 helped a painter here to several good jobs on which he was applying New Era. and during the time, he was always bringing up some argu ment in favor of lead and oil, although he acknowledged New Era had fine covering capacity and was as good as he could make himself. In nearly all new buildings the architect specifies what material is to be used. Almost all large buildings that are repainted are done by contracting painters who furnish the material as well as do the work. Only those living in country places or on farms do their own painting. Very respectfully yours, A. D. Ho x g o . Working "With the Jobber. We consider the jobber an absolute necessity to the success of our business, and our representatives are expected to co operate with them in every possible way for the furtherance of our interests. We make no better prices to the retail trade than the jobber can do. and It must be manifest that " open orders " are sent to jobbers'where the kind of goods only are specified, without reference to any particular brand, and in such cases the stock, or shipping clerk, uses his own judgment or has standing instruc tions as to whose goods shall be preferred. See to it that when "carriage paints" are ordered that " Nears" will be shipped, and that ``enamels'' means "Nears,'' etc. Work to have them endorse and prefer the "Acme" line every lime. Accommodating Customers. A salesman sent in with an order for paint, an order for one-third of a dozen each, of three kinds of Stucco brushes, at $10.40 per dozen. We went to considerable trouble to try and purchase these goods, and finally suc ceeded in getting them at an average cost of $11.33per dozen. We assumed this would be satisfactory .to the customer, and did not delay shipment of the order, but wrote the customer stating what we had done, and that we would charge the brushes at the actual cost on account of the fact that the salesman had made the price of $10.40. This is the reply we received:-- "Mr.--------- told me you carried these brushes in stock, and had only a few days ago sent in his samples. If there is any difference charge it to him." We cite this case simply to emphasize in $11 60 the dealer will prefer to order our goods structions in our recent bulletin, that on all Amount in gals.--2J4 gals, in 100 lb. keg, from the nearest point, and especially when these 'sundries of a jobbing nature, salesmen 5 gals. puTe linseed oil, % gal. Japan dryer. they can be shipped with other items that he must carefully avoid specifying prices, Total. 7i4 gals. Actual cost to painter, $1.50 secures regularly from the wholesale house except where a customer insists that he per gal.; covering capacity, 250 feet per with which he deals. The jobber's business wants goods at a certain figure, and then gal.; cost per square of 100 feet for pure is to distribute manufacturers' goods, and we lead and oil ready for the brush, 60c. per cannot possibly expect to give as prompt square. and efficient service in every section of the Now. taking New Era High-Grade at its country as can the local jobbbr. Let the advertised covering capacity, viz.: 300 feet jobber understand that we recognize his to the gallon, the cost per square, 0]}, $1.50 usefulness and want to help him. Send him per gallon, would be only 50 cts. per square, orders you may secure from customers making New Era High-Grade 20 per cent, ; he has been supplying regularly, and also cheaper for actual cost of material. | from new trade in his territory. Try to get the order must be accepted with the under standing that if we cannot buy at the figure named, that part of the order will be can celed. In almost every case there is a good deal of trouble and annoyance in buying such goods, and even at the small percent age we add on to the cost, in many cases we only come out about even. We da nol pro pose to do this sort of thing In future, unless we make a profit on the transactions, so salesmen will be guided accordingly. i 1 ]\ i I j 0007-SWP-000128038 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Oitr Representatives. VOL. 1. DETROIT, MICHIGAN, APRIL 21, 1900. NO. 32. Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. [Cffuimited from lasl week ) - CAR30N, BONE AND LAMP BLACKS. This, and a more crude way tn which the resin and pitchy matter is burned in digged trenches within a brick chamber or stall, do not produce a very fine and pure Black as it still contains a certain amount of resinous and bituminous subslance to gether with ammonical and other matters. By heating it, however, to redness, packed in air-tight retorts, muffles or iron cylinders, nearly all of these impurities are driven off and almost pure, impalp able black remains. In most cases, ncw-a-days, the process just described is more or less modified and not only ordinary Lamp-black but the better grades too, are obtained at the same time. This is brought about by interposing between the fire-place and the soot collecting chamber, a brick work gallery or a series of flues or con densers in which the successive deposits increase in fineness and purity, and therefore in value, until the last chamber receives the finest Lamp-black of all. The whole ccnstructure of these condensers Is very similar to that used in the manufacture of zinc oxide out of spelter. Another process for the manufacture of Lamp-black is based on the collecting of the soot produced by a series of lamps burning heavy oils or other fatty matter. These lamps are arranged in a row or in a circle underneath an iron plate against the bottom of which the flames from the lamps impinge, and consequently the combustion is rendered incomplete, especially as these iron plates are kept cooled by a constant stream of cold water. This system was very soon improved by employing a revolving circular plate, thus continually bringing with the revolution of the plate, a fresh surface for Cnntmuert ii\ third column MR. C. MEHLIG. Mr. Mehllg is one of our " new men, *' having joined us in 1899, but is an old timer as regards presenting goods in our line. The avidity with which he '* tackled *' the trade on our brands indicates that he fully realized that he '`had a good thing*' and wanted everybody to know it. He possesses in an unusual degree one of the very best qualifications of a successful sales man--enthusiasm. It is infectious and the many customers in Mr. Mehlig's territory who are enthusiasts of our goods, particu larly New Era High-Grade, are practical evidences of the success attending his efforts. Mr. Mehlig calls on all classes of trade in Minnesota and North Dakota. His partic ular hobby is New Era High-Grade, and he has made a most creditable record in placing stocks of these goods. A prospective cus tomer must feel ashamed of himself should he fail .to order the goods after listening to Mr. Mehlig's arguments, as he is a most convincing talker, with a justifiable faith in the line he presents. He is a married man in the prime of life and resides with his family in Sioux Falls, South Dakota. the deposilion of the black. As the plate revolves it comes into contact with scrapers yrhich scrape off the black into suitable receptacles so that a fresh, clean, cold surface of the Iron plate is always exposed to the flames, and herewith almost the maximum amount of black is produced by the combustion of the oil. The same method or a similar process Is employed here in America for the produc tion of the so-called gas or Carbon Black. The oil-burning lamps are substituted by small gas-jets, the gas being the natural gas so abundant in our country, especiallyin Pennsylvania. However, artificial gas is used also. The first Carbcn-black factories used the old bench process " also, that is, they used a stationery iron plate, but very soon adopted the revolving plate, or rather, rollers, which, of late, however, are almost universally superseded by the im proved system of ' iron cylinders with automatic scrapers. This gas or Carbon Black differs from the oil or other genuine Lamp-Black in that it is rather granular in texture and denser in form and in color, it is blacker in hue than any other black, giving, however, rot the rich bluish gray, tone and tint when reduced or mixed with any of the white body colors, as white lead or zinc whites, as real genuine Lamp-Black will: the gray produced with Carbon Black is of a brownish tone and tint. But we may consider it the purest form of black quite free from any traces of the unburnt oil often present in Lamp-Blacks and especially free from any traces of mineral matler or ash. There is another Black, the so-called vegetable Black, which, however, may be considered a Lamp-Black also. It leaves or contains a very small trace of ash or mineral matter due to Us production from the com bustion of cork, wine-tendrills, and other vegetable matter. As pigments, these Blacks are very permanent; atmospheric influences have almost no action on them, thus we may often see a sign-board from THOUGHTS which the white ground may have teen white lead or zinc or any combination has completely disappeared, the black of the lettering still stands out in raised and bold form. (Example on corner of Smith and Joseph Campau Aves., where the white of the lettering on sign has gone, and the black ground is retained as a considerably raised surface.) These Blacks are furthermore very fine, and with the exception of some CarbonBlacks very soft and velvety, so that they do not require a subsequent grinding before they are put on the market. They are all very light in gravity, especially some Carb on-Blacks, which makes them very difficult to pack and require, therefore, for packing, specially arranged automatical packing ma chines and presses. Mixed with oil, of which they take or absorb a proportionally large percentage, they all dry very slowly, but show great covering power and spreading capacity, so Ihat they stand more than 60 per cent, of inert material without loosing their excellent qualities as covering and protecting pig ments. As I said, these blacks are straight pure Carbon, or nearly so, that is. they have no base or mineral matter in their composition; the next black pigment, however, the Bone, Ivory, or Drop, cr Animal Black, or under whatever name or designation this pigment is put on the market, shows besides a certain amount of Carbon, the amount of which varying with the grade, quality and source of the pigment, also more or less inert min eral matter in the form of phosphate and carbonate of lime with small traces of iron, alumina, and sometimes magnesia oxides. The first named inert mineral constituent, the phosphite of lime, is characteristic for this Black and is the chief and principle base for recognizing and determination of this Black in comparison with others, especially in chemical analytical work, The presence of these mineral matters is due to the raw material used for the manufacture of BoneBlacks and the process employed. As the na ne Bone-Black (or Ivory-Blackl desig nates. they are made from benes or allied animal matter. They are the black carbon aceous powder obtained by grinding the product of bones burned at a red heat in close vessels. The name Ivory-Black, should, however, be properly limited to the finer and more expensive article prepared from ivory dust or turnings. When bones are subjected tc heat during the process of making Bone-Black, certain volatile products are given off, consisting of an empyreumatic oil, fetid gases and am | thoroughly mixed and uniformly propor- monia vapors. The ammonia may be col : tioned, prepared paint wlih a gallon of lected but the other products are generally made-by-hand paint. If that cost be based burned. TO BE CONTINUED. on the amount of material it takes for a gallon of paint, but leaving out the particular percentage of waste, the time required to Comparative Cost to Consumers of New 1 mix and color the paint and the left-over Era High-Grade Prepared Paint, and material in the hand-mixed paint, the cost Strictly Pure Lead and Oil. per gallon may be stated as follows : 100 lbs. White Lead...........................$ 7 00 - 100 lbs. of Pure White Lead, at 7c...$ 7 CO 4'/ gallons Linseed Oil 70c......... 3 IS % gallon Dryer ............................... 25 )4 " Turpentine........................... 25 4K gals. Linseed Oil......................... 2 70 4 lbs. of Tinting Color, at 20c-----... 80 $10 65 Making 7-4 gals, of paint at a cost of ......................... $1 40 per gallon. New Era High-Grade will cover at least 15 per cent, more surface than paint as per above, and it would require, say, only 6U gallons for the same surface for which gallons of above paint would be needed. 7H gallons above paint.....................$10 65 6% " New Era High-Grade 0 $1.40 per gallon................. :........... 9 10 Actual saving.................................. $ l 55 A difference In favor of New Era HighGrade of about 15 percent. No allowance is made here for time and trouble required to break up lead in oil, which should be figured at least five cents a gallon, for the cost of :he colors used in tinting, nor for the much greater durability of our goods as compared with white lead alone, due to the addition to the lead paint of the zinc oxide, and also the consequent greater quality of oil per pound of base we are enabled tc use. No t h -The above we amsMei correct. The iile-ts of our different represeMativcJ on this subject w.ll be published, so thill conip.irificms mav be made and a proper tmdeistsindiiijj of Ihe subject arrived at. Mr. Dan Davies' Ideas Regarding the ComparativeCost of New Era High-Grade and Lead and Oil Paint. In reply to yours of the fourth. 1 have this to say: In estimating the cost of material for a job of painting, it is necessary to esti mate the cost of all the materials actually used in the painting and left over in the form of unused mixed paint and partially used package of color, lead, etc., which can not be returned to the dealer, and also the time required to mix the paint and make the shade in case lead and oil are used. if mixed paint be used, there is no extra time In mixing or making colors and should be no material left over, as it is always possible to get a quart or one-half gallon to finish up, or to return unused cans and tc exactly match the shade which has been used, For these reasons it is hardly fair tc compare the cost per gallon to a well made, Total.......... ;................... $10 50 Making about seven and one-half gallons of paint, weighing about eighteen pounds tn the gallon, and costing $1.40 per gallon. As lead is usually bought in small kegs, in which the consumers pay for the wood in keg. and it is usually necessary to use some turpentine and some japan, the cost per gallon is usually about $1.50 per gallon for small lots, exclusive of the time to mix. The white lead paint weighing eighteen pounds, has no better body than a lead and zinc paint weighing from fifteen to sixteen pounds, consequently New Era High-Grade Paint will stand more reducing with linseed oil, at about sixty cents per gallon, as it weighs from 17 lbs. to \7% lbs, per gallon. Now, as to who decides what material shall be used, 1 think it is usually the house owner, influenced more or less by the advice of his painter, because of the prejudice against mixed pair.is, generally advises lead and oil. The average painter is afraid that the use of mixed paint will reduce his earn ings by making it easier for any one to do a job of painting. Respectfully yours, Da n Da v ie s . NoteI am carrying a bunch of these cut-outs with me and leaving one wherever ] find it to our interests, and 1 think they will do a great deal to increase the sale of enamels. Respectfully ycurs, No. 13. At! mr rep/esenu.tivcs should l*o doing1 the same thing.- Ed . Editor Th o u g h t s : Answering number nine in a recent issue of Th o u g h t s , on two shades of oak, Davies' Varnish Stains. 1 will say that 1 have never had a call for either light or dark oak. and think one shade of oak is O. K., and will answer for either light or dark. Yours respectfully, No. 5. o I 0007-SWP-000128040 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to .Watters of Interest to Our Representatives, VOL. 1. DETROIT, MICHIGAN, APRIL 28, 1900. NO. 33. Paint and Its Solid Constituents --The Pigment*. BY JOHN COLLET, p Continued from last week } CARBON, BQNE AND LAMP BLACKS. The process of makin g of Bone-Black varies according as the ammonia vapors are saved or allowed to goto waste. In the former case, the bones, freed from the fatty matter, flesh and tendons, by boiling and other manipula tior.s, are carbonized or burnt in closed retorts or cylinders of fire clay or cast-iron, in furnaces not unlike those used in the manufac ture of coal or illuminating gas. A connection with the condensing ap paratus ismade by meansofplpes, but ihe volatilepraduots aside from am monia are either allowed to escape or discharged under the fire, while their offensive odor is destroyed. When the retorts have been sub jected to a red heat for thirty-six to forty hours, the charred bones are raked while hot into an iron box which is then hermetically closed till they are cold. They are then ground in mills to the desired fine ness. The better quality of Bone-Black, however, is made by a second pro cess. where the volatile products are entirely destroyed. Here the bones are placed in cast-iron pots contain ing each about twenty-five pounds which are then placed together In pairs opening to opening, and closed or luted with clay. These pots are then piled up, 100 to 150 at the time, in a sort of kiln or furnace, the entrance of which is tightly bricked up. The pots are well heated for eighteen to twenty-four hours by the flame or fire playing around them, and the heal is still increased by the combustion of the combustible vapors which issue from the bones. Finally the contents of the furnace are allowed to cool, and the pots are taken out, and when thoroughly cold, opened and the product ground. The greatest degree of fineness is obtained by a so-called air-float- Oomin'wrt ii\ third coVanvtv Mr. H. C CATER, ' | ing process, the powdered and ground pig Mr. Cater graduated from a course of | ment being blown by a regulated air blast tuition in the way of "experience in the i through a series of chambers or collecting house " in '99, and is therefore a compara tively new addition to our corps of represen tatives. We can do some bragging about him in our own behalf, because we feel that in a certain degree the success that has attended his efforts is due to his previous training. boxes, the one located at the farthest end of the system yielding the finest and softest, and therefore, the best black. As a paint pigment Bone-Black is of good permanency, not quite as good as Lamp or Carbon-Black. In tinting strength it is also na< urally not quite as efficient as these Blacks He was a venturesome fledgling without a as it contains less Carbon, the coloring prin vestige of timidness; anc a supreme confi ciple of black pigments. In regard to density cf color, or as we may express It, in regard to its power or properties fo absorb light, for, as we know, absorption of light and black color ation are the same phenomenon, Bone-Blacks arc not as dense or black as Carbon-Blacks, but have more of a grayish tint or tone. It works and mixes well with oil, and also with water as a distemper color. It Is regarded a slow dryer, but dries under oil still better and quicker than the pure CarbonBlacks. CHROME YELLOW. The different shades of ChromeYellow, ranging from a pale lemon to a deep or almost orange red, are chemical compounds of chromic acid and lead oxide, or In other words are lead chromates; they belong to the oldest known artificial inorganic dye stuffs or coloring matters as well as to the oldest dence :n his ability to soar to success. He did not believe in over-cautiousness, and im mediately wanted ` 'something hard" lu keep him busy. He got married and we gave him the New England territory. This was a combination that would appall an ordinary mortal, and it has kept him busy ever since. But he is just as enthusiastic now as the day he started out, and is making progress with our line in a particularly hard territory in a way that can only result from hard work of the right kind, and the encouragement tc persist that is derived from the happiest of home ties. known artificially produced colorpigments for the painter's use. According t o their production and compo sition they exhibit the most varying shades from a pale sulphur or lemon color to a red with a tinge or hue of blue. These differences cf shades are caused partly by the chemical composition, partly by physical properties as density and crystal line from or structure. In the manufacture of dry colors, the Chrome-Yellows are produced by precipita tion. occurring when a solution of a soluble lead-salt as nitrate or acetate of lead is mixed with a solution of normal or bi chromate of potash or soda. Under precipitation, aprocessand manipu- 0007-SWP THOUGHTS lation very often and frequently applied in chemistry and in the arts and industries the manufacturing principles of which are based on chemistry, we understand or mean the separation of an insoluble new or newly created body, created or formed by the com bination cf part or of all the constituents of two or more chemicals applied or mixed together as solutions. Thus we have in the manuafeturing of Chromo-Yellows two chem icals, a lead-salt and a chromate of potassium, a combination o: chromoic acid and potash: both are applied in form of solution, that is, they are dissolved in water. We mix the two together, by pouring the chromate solution into the lead solution, a precipitation takes place immediately, as the new-formed chemical body chromate of lead is insoluble in the liquid medium, waterThis newly-formed chromate of lead, the Chromo-Yellow, has been formed by the combination of the chromic acid in the pot ash solution with the lead in the lead solution, and as 1 said it is not soluble in water, it is separated out. or technically termed "precipated." TO EE CONTINUED. Comparative Cost to Consumers of New Era High-Grade Prepared Paint* and Strictly Pure Lead and OH. 100 lbs. White Lead ...........................$ 7 50 iAl gallons Linseed Oi! (') 70c ....... 3 10 % gallon Dryer.................................. 25 M " Turpentine..................... '... 25 $10 65 Making 7H gals, of paint at a cost cf ......................... $1 40 per gallon. New Era High-Grade will cover at least 15 per cent, more surface than paint as per above, and it would require, say, only 6)4 gallons for the same surface for which gallons of above paint would be needed. 7-^ gallons above paint.....................$10 65 b'4 " New Era High-Grade SI.40 per gallon.............................. 9 10 Actual saving ................................. $ I 55 A difference in favor of New Era HighGrade of about 15 per cent. No allowance is made here for time and trouble required to break up lead in oil, which should be figjred at least five cints a gallon, for the cost of the colors used in tinting, nor for the much greater durability of our goods as compared with white lead alone, due to the addition to the lead paint of the zinc oxide, and also the consequent greater quality of oil per pound of base we are enabled to use. No t k --The rbov<r we consider correct. The ideas cf ourdifferem rcpiesenuitives on this subject will be published, so that comparisons mav be made auc a i>mpor imdorstjiudtiiii of the subject arrived at. Mr. Goldsborough's Ideas Regarding the Comparative Cost of New Era HighGrade and Lead and Oil Paint* Gentlemen -- In answer to your inquiry of January 4th, regarding the relative cost of Lead and Oil Paint and New Era HighGrade, t have learned from several painters that the following combination forms the Lead and Oil Paint as generally made up, that is. for an all-round finished job, (of course priming coat being thinner, and all subsequent coats thicker or heavier). These being the average and aggregate prices: 100 lbs. of Strictly Pure Lead. @7j4cS 7 50 5 gallons Oil. 63c......................... 3 15 1 quart Dryer..................................... 15 Total cost......................... $10 80 Making seven and one-half gallons of paint, about the consistency of mixed paints of recognized standard brands and costing $1.44 per gallon. Consequently any mixed paint will have to be sold at $1,44--to the consumer--to be placed on equal footing per gallon. The above.prices are about what the consumer has to pay now for lead and oil paint, of course, when lead and oil are lower, a mixed paint to compete in cost (if above calculation is correct) will have to be correspondingly reduced. . 1 believe the above calculation to be about what is claimed by the National Lead Co. I have never seen it actually tested, but as above stated it is the calculation made by the majority of painters. In my territory there are a large number of property holders who have inherited the idea that lead and oil makes the only reliable paint and will have nothing else.used. It Is a sure waste of lime for contractors, dealers or painlers to try to change them, conse quently with this class lead and oil is always used ; there is another class who believe the painter should and does know best and his dicision is final, and in the very large major ity of cases is for lead and oil simply from the fact that he knows it to be a matter of self-protection, knowing that a good reliable mixed paint is more durable by a '`large majority" than a mixture of lead and oil. and that lead and oil work comes oftener out of shape than work done with a good mixed paint, consequently they are the natural and persistent enemy of anything belter than lead and oil. The dealer who has the confidence of his patrons and who honestly believes In and takes the trouble to push mixed paint is the best friend to it, and more frequently determines the consumer in favor of its use. [n this section the farmer when he wants to paint, unlike the northern man, who with the assistance of his boys or hired help does his own painting, hires a painter who generally gets the town boys and loafers to help him, and while he puts on anything the farmer wants, always advises the use of lead and oil and most frequently carries his point. With this condition of things as detailed it is hard tc come to a satisfactory ccnculsion regarding who it is that carries the most weight for or against mixed paint. My opinion is that the painters and the indiffer ent dealers (who, if they have an opinion rarely express it) are the two worst enemies to mixed paints and probably influence the larger number of consumers to use lead and oil. ' Respectfully, J. R. Go l d s e o r o u g h . Concerning Analysis from University of "Wisconsin, Ro c k Ra p id s , Io w a, April 20, 1900. Editor Th o u g h t s : I was talking with' Mr. Prideaux, of Adrian, Minn., concerning the purity of our New Era Paint. 1 let him see the different analyses of our paint. He finally ran across our analysis from the University of Wiscon sin. Mr. Prideaux happened to be at Dodgevltie, Wis., visiting his brother-in-law, Mr. Louis Ryall. when he (Mr. Ryall) sent the can of New Era to the analytical chemist to be examined. Mr. Prideaux handles our fullline of goods--he says he handles the best line of paints in the United Siates. He is very much interested in our line. He just bought a nice bill of paints of ms and he didn't kick a bit on the five cent advance. Yours respectfully, No. .2. P. S.--l think those analyses are the best things on earth to sell Acme paint. Note. Would suggest that representatives again read over Bulletin No. 47, of April 2, 1900, concerning "sundries heretofore sold in a jobbing way." We notice a few of the sales men still send in orders for such goods and in some cases specify prices. We would prefer that you avcid taking orders for those goods, but where compelled to do so you must notfix the price unless in accordance with Instructions In bulletin referred to. We are crossing goods off orders every day owing to prices being as low or lower than actual cost tu us. 1 am using the postal cards to the jobbers in good shape, and am sure if their men push them along we will have a lot of our goods scattered around these diggings this year, No. 6. 0007-SWP Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. DETROIT, MICHIGAN, MAY 5, 1900. NO. 34. Piint and Its Solid Cotutittunt,--The Pigments. ee JOHH COLLET. {Continuedfront Iasi with ) CHROME YELUOW. 1 do net intend to give here a series of working formulas for the manufacture of the various shades and qualities of Chrome Yellows, but will content to give you a general understanding how and by what means the dry color maker pro duces or strikes his large list of these important pigments. To begin with--the lemon yellow, and 1 will say here that I am speaking of the C. P. or chemically pure Chrome Yellows only, that is such pig ments which are not adulterated or as we may call it extended with any ineri materials as barytes or others. It Is now. however, a well known and well understood fact that a strictly pure lead-chromate cannot be produced in this modification in a serviceable form. The first con dition for the production of a pale yellow, but at the same time brilliant, is the finest division and the lowest possible specific weight. If the solution of lead salt, in practice sugar of lead, is almost exclusively employed, in great delution and at a temperature not exceeding sixty degrees, fahrenheit. is precipitated with the properly S computed quantity of bl-chromale of potassium or sodium, a very pale and slight deposit results at first; same, however, very soon changes its physical structure, turning denser and darker, and losing all its fire on drying. The last named drawback, it is true, can be obviated by using from the beginning an excess of about five per cent, of lead solution, and washing the precipitated Chrome Yellow very rapidly by repeated decanting. But the product obtained, though brilliant, after drying never shows a pure sulphur yellow, but always a shade with a cast of orange, it is more of a light medium shade. Gontinueil in third column MR. R. M. BILLINGS. Mr. Billings is another of the graduates of our class of '99. His training as a representative was under the guidance of one of our oldest and most careful men with whom he at first worked as an assistant. From Mr. Goldsborough he learned particu larly well the lesson of thoroughness and the many " tricks of the trade " that usually are gleaned only after years of experience. Credit for his success is due in equal measure to both teacher and pupil. His field is in the Southern Slates of Kentucky, Tennessee, Louisiana, Mississippi, Alabama and Geor gia. Mr. Billings is fast making himself '* solid " with all classes of trade in his territory, and is building up a good business in our specialties and is a particularly enthusiastic advocate of New Era HighGrade. He has demonstrated his ability to exercise proper judgment in looking after the interests of his house as well as his customers, and we predict for him a successful career. His home is in Jackson, Tenn. In order to obtain the palest shade, which is I said before, is the consequence of the finest subdivision, it is necessary to produce another body together with the formation of the lead-chromate, which prevents the con traction of the former. Lead sulphate has been known as such for & long time. Frequently the presump tion is expressed, and 1 found this statement in many an essay and paper on Chrome Yellows, that the said yellows of the palest tyade are a chemical combination of one molecular part of chromate of lead, and one molecular part of lead sulphate. This is indeed erroneous, as a far slighter quantity of lead sulphate than this theory required, is suffi cient to prevent the contraction of lead chromate,., 1 would like also to state here that It is entirely erroneous and wrong to presume that the pale shade of a lemon yellow Is due to the admixture of a white pigment, the lead sulphate, presuming thus that the shade is lightened or weak ened by the white ; the sulphur or lemon color is only due to the very fine subdivision of the chromate of lead crystals, the contraction of which into larger, and therefore darker crystals, is prevented by the inteiposlng crystals of the lead sulphate. However, as the co-precipitation of sulphate of lead for the pale Chrome Yellows is regarded as self understood, these shades are termed oHemi" cally pure also, as far as no admixture of barytes or other inerts is made or shown. Such additions are made in large quantities, for these as well as the following chrome colors, with the exception of chrome red, which is always placed on the market really chemically pure The process consists in that the barytes is well stirred up in the so lution of the lead salt, and adding the chro mate solution whereby the inert admixture is completely enveloped by the lead chromate formed, which way is far more advantageous for covering power and brilliancy than stirring in after precipitation, or even as it is THOUGHTS sometimes done, by a dry mixing. Thus extended yellows are known under the name of commercial yellows, and are naturally much weaker in tinting strength and cover ing power than so-called C. P. or chemical chromates of lead. But nevertheless they have one or more good points to be well considered, and these are that they can be ground much finer. The pure chromate of lead is a soft flecculent powder, which, when ground up with oil makes a rich unctuous pasty mass, but it does not grind fine, and as a matter of fact is much more easily decomposed by the oil vehicle as well as by other influences, than a yellow that Is struck on a solid inert base. Chemically. and physically considered, therefore, the extended commercial Chrome Yellows are better pigments for the painter's use than the chemically pure article. I shall later on refer again to this matter with more and clearer explanations, under the heading of chrome green, a pigment met on the market also in C. P. and extended form. The yellows with only a faint cast of orange, ihe medium shades, are produced by precipitating the lead solutions withbi-chrnm- ates only. The lead solutions may be normal or basic, in using the former only a small excess is to be necessary to produce the desired shade, or else a quantity of basic acetate of lead proportional to the percentage of lead oxide may be employed. The chrome lead or yellows, whether produced by neutral or basic acetate of lead are neutral chromates. For their production the following common and general rule may be considered an established fact: The greater the dilution, the lower the temperature, the more vigorous the stirring and the quicker the washing out, the purer and more brilliant will be the shade. Another matter of consideration, and this applies to the manufacturing of all dry colors by pre cipitation. is the quality and pureness or soft ness of water employed. A hard water, which contains much lime, magnesia or iron, is not good and fit for the manufacturing of dry colors, as all these impurities are taken up by the precipitated color, and thus some times are the cause for much annoyance to the color maker, as they are apt to change the tone and even shade of the color pro duced. Far less difficulties in the production are presented by the yellows with a stronger tinge of orange. His entirely in the colormaker's power to render the shades more or less reddish. Firstly, by using a more or less basic acetate of lead, the bi-chroma:e of potash to be used in that case being only computed or calculated for the neutral acetate constituent, whereby a more or less basic chromate of lead is obtained. 148 pounds of paint as a total, and about nine gallons of paint that will weigh sixteen pounds to the gallon, and at a cost of $1.30 As we know from former papers, such as per gallon or 8> cents per pound. The treat of white lead and its different processes average dealer sells New Era at $1.35 and of production, a basic acetate of lead is on a basis of seventeen pounds to the gallon, formed or produced by the taking up of one, would be about 8 cents per pound of paint or two, or three molecular parts of lead oxide, ; composed of 2inc and white lead, which is by the normal acetate. In our case now, not only a more desirable paint, but cheaper the computed chromate takes up all the lead in every way because it covers better, goes of the normal acetate, setting free the lead oxide, forming the basic part of the employed basic acetate of lead. farther, and is white, besides outwearing the pure lead by from one to three years. I think the painters have more to say, as a TO BE CONTINUED. rule, as to what .shall be used, but of course the owner in some instances buys his own Comparative Cost to Consumers of New j material without regards for the painters Era High-Grade Prepared Paint, and wishes. I think the painters, as anile, will Strictly Pure Lead and Oil. use New Era and assist in getting it in if you 100 lbs. White Lead....................... .S 7 50 4J6 gallons Linseed Oil 0 70c.......... 3 10 M gallon Dryer................................... 25 % " Turpentine...................... 25 go at them right. 1 think it is about an even thing which furnishes stock, painters or pro perty owners. Yours truly. W. C. Ne a l . $10 65 Making *iy% gals, of paint at a cost of....$1 -40 per gallon. Gy n t h ian a, Ky ,, April 18, 1900. Editor Th o u g h t s ; New Era High-Grade will cover at least I can truthfully say that 1 have not heard 15 percent, more surface than paint as per one word of complaint against goods manu above, and it would require, say, only 6 factured by the Acme White Lead and Color gallons for the same surface for which 7fi Works. And can also say that it is only a gallons of above paint would be needed. 7H gallons above paint................... $10 65 6Yz " New Era High-Grade 0 $1,40 per gallon............................... 9 10 short time and earnest work on part of representatives until Acme product will be away ahead in all parts of Ohio and Ken tucky that 1 have visited so far. Your sys Actual saving...................................$ l 55 tem of advertising and corresponding with A difference in favor of New Era High- customers and prospectives I hardly think Grade of about 15 percent. No allowance can be improved upon. 1 will cite ycu one is made here for time and trouble required instance that 1 came across yesterday in to break up lead in oil, which should be Georgetown, Ky., Mr. G. W. Fitzgerald figured at least five cents a gallon, for the said to me ** if you had only visited me cost of the colors used in tinting, nor for the sooner in season', I would willingly handle much greater durability of our goods as , your goods. 1 like your way of advertising compared with white lead alone, due to the j and the way goods are put up." I hear addition to the lead paint of the zinc oxide, J such remarks in every town l visit. and also the consequent greater quantity of Yours truly, oil per pound of base we are enabled to use. E. J. Ru a n e. No t h --The above we consider correct. The ideas of o u t different representatives ou this subject vrill be published, so that comparisons may be made and a proper understanding of the subject ui rived at. __ __ ___ Mr. V. C. Neal's Ideas Regarding tine Comparative Cost of New Era HighGrade and Lead and Oil Paint. Note- One of our city customers called at our factory the other day to order more New Era High-Grade Paint, he told us our paint was the best in the world, and that a cus tomer of his bought two gallons of New Era Replying to same l wish to say that l and two gallons of linseed oil, mixed them believe the average amount of linseed oil together, thus securing four gallons of paint, used by painters in combination with white and with it painted a good sized cottage. lead is six gallons to the hundred pounds. When we expressed our surprise at this he On that basis* and at present prices of emphasized it by saying the man was so materials, ft would figure up as follows: well pleased he brought a neighbor in and 100. lbs. White Lead, at 7c ............. $ 7 00 he bought the same quantity of paint and oil 6 gals. Linseed Oil, at 65c............... 3 90 . and had done the same thing, and also that I hour's time-mixing, at 25c....................25 A gal- Turp. Dryer, at $1.00............ 50 i we ourselves did not realize what a good I paint New Era was, but tha: consumers and Total............................ $11 65 : painters were fast finding it out. 0007-SWP Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. Vo l . i. DETROIT, MICHIGAN, MAY 12, 1900. No. 35 Paint and Its Solid Constituents--The Pigments. OY JOHN COLLET.- ( Continued from /Jit :verk ) CHROME YELLOW. As this lead oxide cannot exist as such in its free state (as the circumstances are) and as it has a very strong affiliation toward chromic acid, it links itself to the precipitated chromate, forming thus a basic chromate of lead, as it did as a constituent of the basic acetate of lead, employed. In other words, a basic chromate of lead is a normal or neutral chromate, plus oxide of lead. Secondly by a concentrated solution, and thirdly by working at a higher temperature. Thus pro nounced shades of orange arc obtained by employing strongly basic acetate, working at about 120 to 150 degrees fahrenheit. and neutralizing the bi-chromate before use with carbonate or caustic soda. However, as the manufacturer of Chrome Yellow mostly uses only one grade or strength of basic acetate of lead, he helps himself in order to increase the basicity of his solution by the use of caustic alkalis as caustic soda and especially as for a matter of cheapness, caustic lime or quick lime. He regulates his shades by employing more or less of a lime solution, and by a longer or shorter durationof boiling, obtaining thus shades ranging froir. deep to orange. The production of the other extreme, that is. a handsome fiery red with a more o j Jess bluish tint, the so-called derby reds or American chrome vermilions, offers far greater difficulties in practice. In chrome red we have a highly basic lead chromate o: very' crystalline structure, the color being of a so much more blue-tinted and fiery red the mors strongly developed or larger the cystals are. As will be readily seen ar.d understood, ana this is a fact, how ever these coarsely formed crystals possess the least covering and spreading power. MR. H. H. HALLADAY. We propose to tell the truth only in these articles and are compelled, therefore, to say that Mr Halladay ts not a handsome man, and in the portrait below the photographer has done his very best. If you are inclined to chuckle complacently over this statement, please bear in mind that there are other of cur representatives who are no better looking than lie is. Mr. Halladay came with us in !95, having previously had considerable experience representing paint manufacturers in the Canadian market. Since that time he has covered territories fer us as far south as Mexico and north to the Upper Peninsula of Michigan. His vim and enthusiasm have carried him through with honors in all climates and at present he is doing general work among the jobbing trade in a manner that is in perfect harmony with Ms previous work. Mr. Halladay is a " quick convincer." He possesses an ``energetic magnetism" that does its work usually in the first interview. He has his arguments "down pat" and never tackles a prospective customer without havjng previously determined upon a course of procedure and being prepared to meet all possible objections. He does most of the talking, experts, to succeed ami generally does so. His home is In Ypsilanti, Mich. The chrome red or American vermilion is, however, in practice not obtained by the precipitation of a lead solution with bi chromate, as the other Chrome Yellows of lighter shade, but the starting material for it is the insoluble lead compound--white lead, the basic carbonate of lead. The reason is. while the production of chrome red from acetate or nitrate cf lead is highly laborious and uncertain, one readily succeeds with little practice, to obtain an always uniformly handsome and brilliant red from white lead, or even under proper circumstances by a special treatment from lead sulphate. The white lead employed is in the form of a watery pulp, and is heated or boiled with the bi-chrcmate solution and sometimes with a small percentage cf caustic lye also, until the desired shade is produced. The deposited pigment is washed rapidly, first with clear water and then with a very weak and diluted sulphuric acid, and then thrown on a filter and advantage ously drLed on a bed of chalk. The modus ofierandi in the manufacturing of Chrome Yellows is very simple, the different solution of chemicals used are made in separate vats or tubs, and are then allowed to run together in one larger vat. the so-called striking vat, in which the color pigment is precipitated. It Is then washed, that Is, after settling of the pigment the supernatant water ts run off and the vat refilled again with fresh clear water. This washing process--the yellow is always stirred up and allowed to settle again--is repeated as often as is deemed necessary or practical. The deposit is then thrown upon .filters, or pumped into filter presses. I: is then dried in one way or another, mostly on steam coils, and then powdered and put as such on the market. The Chrome Yellows are good pigments, possessing as good if not the most tinting and covering power of all other color pig ments. They are also more than fairly durable, standing atmospheric influence fairly well, but have like white lead, on 0007-SWP-000128045 THOUGHTS account of the presence of lead in their composition, the one draw-back of darkening when coming in contact with sulphurous gases or pigments containing sulphur, as ultramarine blue. They mix, as I said before, well with linseed oil, but have, especially the darker shades, the basic chromate of lead, the tendency to turn more or less greenish in hue or tone, owing to the liberation of chromic acid by the combina tion of the lead with the Ibiolenic acid of the linseed oil, or in other words by the leadsaponification of the oil. If mixed also with white lead or with carbonate lime, they appear to get a trifle darker ir. shade, due tc the formation cr an increase in basicity in their constitution. But as a fact we may consider them very permanent. In my first paper 1 stated anc explained that the red color of the American vermilion is only caused by the molecular s*.ructure of its crystals, that is, that as scon as we break these crystals by grinding, making them smaller, the pigment will fce rendered more or less yellow, or lighter in shade or color. I refer tc- the statement in order to affirm the approved theory or rather fact, that the shade of a Chrome Yellow is depending solely upon its molecular structure or what is the same, on the subdivision cr contraction o: its crystals. TO BE CONTWUEO. forking the Trade Thoroughly This is something upon which we insist. You will be provided wirh a list of custom ers that have been established in the territory in which you will represent us, but you are especially cautioned not 10 assume that the volume of business from these customers is satisfactory. We expect you to build 2<p new business. That is what we send you out for. It is a comparatively easy matter to `look after'' old customers who are wall satisfied with our goods, but this is only part of your work, ami the smallest part. You must devote your energies and abilities as a salesman to secure new business, without which your work cannot fall to prove unsatis factory. We have known men who "felt satisfied " in getting what they were pleased to lerm " their share " of the business when one customer in a town had been secured. We don't want those kind of men. A man 10 represent us properly must call upon all of the trade of the class or classes he is looking after every time ke makes a town, and must be on the alert continually for new openings. We don't want the trade 'skimmed over*'--it must be worked thoroughly. Department Store Trade. Crediting Orders. The question of selling this class o: trade Each regular representative is credited is one that requires the exercise of good with the amount of orders sent in by him judgment. There is a strong feeling against direct, or secured by mail from towns on his Department Stores by the regular trade list, Representatives do not receive credit handling our class of goods, and it is not for business from towns not appearing on good policy to sell the former our regular their list, whether sent in by themselves or brands with labels bearing our name in received by mail, as it is part of their busi- places where the goods are carried to any ; ness to have these lists represent accurately extent by regular dealers. The Department the points at which they call. A town may Store invariably cuts prices--that is their be added to or canceled from list at any time strongest selling point. They adveitise they- see fit. Representatives are always " cut prices " as "loudly" as they know notified of all mail orders received from the how, and the effect of an announcement that territory they cover, whether such come certain "Acme Paints" will be sold at a from towns on their list or not, and in the figure away below what the regular dealer is latter case can promptly notify us to add the willing to accept can easily be conjectured. town and they will then receive credit for That is why, as a rule, we don't want to sell future business from same. When orders Department Stores our regular brands, or are turned in to jobbers for execution, a goods bearing our name on the labels. We duplicate must always be sent us so that we are, however, always willing to sell them can place the amount of same lo iheir goods under a special label, providing their credit. requirements are sufficient to warrant the extra expense. We will use any name for a Notifying Jobbers of Prospective Customers. brand that they may suggest, cr that the representative may select for them, and print on the label " manufaclured for (their name) especially." The exception to our rule as regards regular brands are the line of Neal's Enamels. These goods are adver tised so extensively to consumers that we find the Department Store one of the best channels through which to supply the demand. They naturally will not take any brand except that demanded, and we must therefore furnish the goods properly labeled. The fact, however, that the Department Store wanting Neal's Enamels must pay the right price for same is & safeguard against cutling prices to which the regular trade object, as unless they sell the goods at a less, Next to sending a jobber a bon&fide order for goods, the best thing that you can do is to tell him where there is a chance to secure business. See that this is done every time you have an opportunity by means of "Job ber's Notification Card." You can probably realize what effect the constant receipt of these cards will have, as it indicates that instead of trying to take customers away you are helping to secure new ones. Use these cards liberally% but don't ruin their useful ness by sending the jobber to a dealer when there is no possible chance tc do business, and thus earn for yourself and the house the reputation of being "fahcrsT We want lo maintain confidence, not destroy it. the price they can advertise does not repre sent any special advantage to consumers as compared with what they may be purchased for from the regular trade. Answering Correspondence* Answer all letters promptly. Don't delay 'the matter of replying " until you have more time." Nine times out of ten the answer can be written " on the spot." " Putting Sending in Orders* Don't wait two, three or four days, or a week, before sending in your orders. One of the most important factors in retaining off " acknowledgments usually means piling up work for some indefinite time with the chances of receiving a reprimand from the house for delay or negligence. the good-will of a customer is that his orders receive prompt attention, it has happened that men have carried orders around for several days, and also written us that their customers are inclined to object at the length of time required to deliver goods. You can avoid- this by doing your par: promptly, and are assured that every effort will be made by us to give satisfaction in Bristol Line of Goods. Received the cut of rack and labels of Bristol line of goods for 5 and 10 cent stores and think you have a good attractive label, and a line that should become very popular wilh that class of trade. Enclosed find order for an assortment of above and hope to send in many more. Yours respectfully, this respect. No. 20. j 1 5 i 0007-SWP- Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT MICH. Devoted to Matters of Interest to Our Representatives. VOL. 1. DETROIT, MICHIGAN, MAY 19. 1900, NO. 36 Comparative Cost to Consumers of New Era High-Grade Prepared Paint, and Strictly Pure Lead and Oil. In previous comparisons under this heading; we have indicated ihe difference in cost of pure white only, in Ihis we show the differ ence when lead must be tinted. It is, of course, considerably more expensive to tint white lead than to merely reduce it with oil and thinners, on account of the cost of color and extra time involved. It is /ess expensive for the consumer to me Sew Era High-Grade at $r.So per gallon than white lead and oil. The tint selected to make the comparison [No. 44) represents a fair average, few tints requiring less color. When more color is required it. of course, adds to the expense of tinting white lead. Here are the figures : Cost of White L-ead Paint. 100 lb keg Fahnestock S. P. White Lead (the net con tents weighed 95 Ibs.)7c. .$ 7 00 4' gals Linseed Oil (33 lbs.), at 70c ..................... 3 15 % gal. Turpentine ... 25 l4 gal. Turp Japan (2% lbs) 25 1 lb. Pros Blue in Oil, ai 60c 60 2 lbs. Chrome Yellow in Oil, at 30c................................. 60 1 lb. Venetian Red in Oil, at 15c........... ..................... Time consumed mixing and tinting the paint............... 80 MR. A. S. DOUGALL. Mr. Dougall " grew up " with the Acme. While not certain of his age, we don't think he has been able to vote at a Presidential election. In 1897 he made his first venture into the field of salesmanship. Prior to that time he held various positions.in the office with credit to himself and to the satisfaction of the house. He is not bad looking and is possessed of an extra amount of good natured persistence and a degree of discretion in handling important transactions that would Total cost-----$12 80 The above makes 7\i, gallons, weighing 17#" pounds tc the gallon. Total weight. 135 pounds. Costing practi do credit to an older head, and indicates that cally^!.75 per gallon or9J cents per pound. he has profited by his earlier experience and This makes a paint thin enough for the by carefully watching the work of our older priming coat and really too thin for finishing coats, which goes to show that painters' ' representatives, which he was In exceptional claims as to quantity of oj], turpentine and position to do when in Ihe office. His territory dryer are not born out by facts. ! has been Detroit and immediate vicinity from New Era High Grade Prepared Paint will the start, and his hustling among all classes sland considerable reducing. Some of our of trade have resulted in a very satisfactory friends using same even cla:m a gallon of volume of business. His particular hobby is oil to a gallon of paint, but that we cannot New Era High-Grade, and rhe prospective recommend. It will stand fully 25 per cent, but in order to be on the safe side, let us say 20 per cent. customer on this line who escapes him must be able to make very ingenious excuses. He is still single, with no serious prospect of Ccinniuicil in thir.t column becoming abenedick that we have learned of. Comparative Cost at $i.8o Per Gallon for New Era High-Grade, 4 . ** ............................................. $7 20 1 . linseed oil............................... 70 j Total cost.................... $7 90 Making five gals, at $1.58 per gal. Differ ence in favor of New Era, 17 cents per gal. Comparative Cost at $1.70 Per Gallon far New Era High-Grade. 4 gallons ............................................... $6-80 1 gallon linseed oil............................... 70 Total cost....................$7 50 . Making five gals, of paint at $1.50 per gal. A difference in favor of New Era of 25 cents per gallon. If New Era was sold at $1.60 per gallon and it would bear no reduc ing whatever, there would be a difference in its favor of 10 cents per gallon, but if reduced 4 gallons ............................. $6 40 1 gallon linseed oil................ 70 Total cost ....................$7 10 Making five gallons costing $1.42 per gallon. Difference in favor of New Era, 33 cents per gallon. New Era High- Grade Paint will cover 50per cent, more surface than lead and oil paint. This we know by actual test and our asser tion can be proved by anyone caring to make the test, therefore, as can be seen by the following example, any intelligent person conversant with these facts would prefer New Era High-Grade Paint at an even price. 15 gals. White Lead Paint, at $1.75 ............................ $26 25 9 days' labor to apply it. at $2 per day.......................... 18 00 Total cost...............$44 25 10 gals. New Era High- Grade Paint, at $1.60... .$16 00 6 days' labor to apply it, at $2 per day ....................... 12_00 Total cost......................$28 00 A saving in cost of material and labor in favor of New Era High- Grade Paint of $16.25. Then the question of durability must also be considered. If. as it is claimed, white lead paint will last three years, then the cost per year would be $14.75, or 98k* cents per gallon per year. On the other hand New Era High-Grade Paint will last at least five years at a cost tc the consumer of $5 60 per year, or 56 cents per gallon per year. In the last comparison It will be noted we have figured the cost of New Era at the price to the consumer without any addition of linseed oil, which It will certainly stand and will still further reduce the cost. Finally we believe that the actual value of one gallon New Era High-Grade Paint is worth to the consumer about two gallons of any mixed-by-hand white lead and oil paint. 0007-SWP-000128047 THOUGHTS Three Trade Winners THAT ARE "GOING LIKE HOT CAKES'' 1. "Rapid-Seller" Assortment with Display Stand. 2. Neal's Enamel Assortment with Display Stand. 3. Bristol Assortment with Display Stand. We have been obliged to order more of these Stands to fill orders taken by our represen tatives from new customers. How many new dealers have you started with this offer ? The "Bristol" Assortment is for 5 and 10 cent stores. Always sell this brand to this class of trade. We will furnish the "Bristol" stand with assortment of "Wayne" goods when sold to department stores to start them. In a short time the spring season will close. Push these propositions hard. Make the next few weeks tell. i 0007-SWP-000128048 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, MAY 26, 1900. NO. 37 Paint and It* Solid Constituents--The MR. H. N. TURNER, prussiates, or as the Greek word for blue is Pigments. BY JOHN COLLET. {Continued from last it/eck } PRUSSIAN BLUE. Next to ultramarine blue. Prussian or This cut is made from a photograph of our " cyan "--cyanides. representative to the railroad trade, and aside from the favoring of the original by an Prussian Blue is formed, or precipitated whenever we mix an iron compound, such as the sulphate of iron, the green vitrol or indulgent photographer and further enhancing copperas with such a prussiale. The of the best features by the photo engraver, : prussiate used in the manufacture of Berlin who is always anxious to please, is a very blue is the cheapest and most simple obtained Berlin Blue and its finest, strongest and most fair representation of Mr. Turner at his best. one, the yellow prussiate of potassium. But brilliant variety, the Chinese blue, is the Railroad men, however, are not very partic as it is also the weakest from a chemical most valuable blue pigment In use by painters and paint manufacturers. It was discovered or invented by an acci dent, in 1700, by a German dyer and color ular as regards appearances, and we presume point of Yiew, the color-maker helps himself, this is why he has " taken so well." Mr. or increases its activity'by the addition of Turner's earlier experiences were gained in | strong acids or other chemicals, such as chlorate of potassium, manganese or maker, named Diesbach, as many such, and j chloride pfjime. other discoveries have been made. : This is not the place to go further into detail I will only state that Diesbach in making in regard to the chemical composition of one of his celebrated rsd-lakes or dyes, Prussian Blue, or as the techno-chemical part mixed accidently the crude materials which j of its manufacture. Each and every color- we still use in the manufacturing of Prussian 1 maker has his formulas and working orders Blue, or rather in the manufacturing of the j for different qualities of blues, the principal of chemicals to be used in the manufacturing which formulas are, however, as I said before, of this pigment, and was not little surprised the mixing of a computed quantity of copper to find that he had obtained instead of a red a as with a compound quantity of prussiate of most brilliant blue. He investigated further potassium, and developing the thus precipi and was soon able lo produce this blue in tated blue with one of the above named better and more brilliant qualities and put it chemicals. The washed andfiltered, pressed in the market as Prussian or Berlin Blue. ar.d dried pigment has a very deep blue color Since this time the composition of this blue and tint, with a slight greenish hue. This pigment has been the subject of numerous depth of color or shade cannot be obtained researches by chemists, so that very little with any other blue pigment. remains to be learned as to its composition Prussian Blue when dry has a bonzy and constitution. appearance, which is the greater and more Prussian Blue is a compound of iron- pronounced the purer the pigment. It finds carbon and nitrogene. However, the two latter elements consist notin its composition in form of single constituents, but are combined into or linked together in a chemical group, the so-called radical Cyanogen," a chemical combination our offices, and when starting to visit the trade he now calls on regularly, he was well equipped with a knowledge of what was needed to finish the rolling stock of a railroad from "Front End Black" to "Caboose its highest degree in the purest and best, in the variety known as Chinese blue. It is very hard and exceedingly difficult to grind, and for .Prussian Blue to develop its full coloring power it is very essential that it be ground as fine as possible. characteristic to a group of chemicals Enamei." He has since " learned the As a pigment Prussian Blue is quite called cyanides, such as cyanide of potas ropes " with which it is necessary to be permanent, and resists exposure to air. light sium. cyanic acid, both as you know very deadly poisons, and combination with potas sium and iron, the yellow and red prusslate of potassii. The discovery of Prussian Blue led consequently to the discovery of the true character of these compounds, and to further researches into the true chemical composi tions, as their nucleus, carbon-nitrogen group, is the principal cause of the formation thoroughly familiar to succeed In calling cn this class of trade, and is intimately acquainted with all the Presidents of rail roads worth knowing and most of the other officers down to the sub - painters, anc judging from the result of his efforts, seems to be well liked all along the line, His home is in Pontiac, Mich., but he and most of the cither atmospheric influences which act on pigments. Its coloring or tinting power Is very great, being by far the best of all the blues, especially the ultramarines in this respect, but it is rather a transparent coLor, so that its covering power is not very great, but nevertheless Prussian Blue, in virtue of its semi-transparency and of the necessity that it ought to be ground of blue, or Prussian Blue, they are called : particularly requested the editor not to men very exceedingly fine in order to serve as a i>>nftiueri in third column tion the fact that he was unmarried. pigment, has very great spreading capacity. 0007-SWP-000128049 THOUGHTS and further mere, in virtue of its very great tinting or coloring power, it stands an extra addition of over 60 per cent, inert material, as barytes or others, without losing as pigment any of its good qualities. In contrary such an addition will rather improve the blue. The reason is, that pure Prussian Blue takes so much linseed oil for grinding into a semi-paste or liquid paint, that no paint at all, at least for covering purposes. Is obtained while the addition of any inerts will lessen the amount of vehicle necessary for grinding or mixing, in other words a heavier bodied paint will be the result. Thesame advantage will be found with an extended Prussian Blue used for tinting purposes, and this is the principal use Prussian Blue is put to. This fact was clearly shown to me and demonstrated when I, about a year ago, analyzed and tested the various brands of colors in oil on the market. I found then that in fact our regular Prus sian Blue extended about 60 per cent, is stronger in tinting, pound for pound, than our C. P. Prussian Blue given to me for examination. That is, our extended Prussian Blue has more actual blue in a pound of semi-paste than a C. P. Prussian of same character or consistency. The increase of nil necessary to grind the pure pigment'In, decrease naturally the amount of pigment to that extent. TO BE CO>mWUED. About Advanced Prices. Note below copy of circular issued by the Senour Manufacturing Co., of Chicago, which is merely another item of evidence regarding the necessity of advancing prices all along the line. Chicago, May 17th,'igoo. To the Retail Paint Trade of the United Slates: Gentlemen--There has never been a time in the history of the paint manufacturing industry when the same peculiar trade conditions have prevailed as at present. "We arc confronted, not only by greatly advanced prices in paint-making materials, but by corresponding increases in every class of goods used in marketing our product. The entire business world has undergone a change in the past twelve mouths--a change that has greatly affected prices and conditions in all raw product markets, rendering the transaction of business along old lines impossible. Some idea of the enormous increase that lias taken place since the season of 1899 may be had by citing the following principal articles used in man ufacturing and marketing paint products, not saying anything about linseed oil : Lead, 25 per cent. Zinc, 21 per cent. Tin Cans, 80 per cent. Packing Boxes. 56 per cent. Making the general average of the total increased cost oT these articles alone over 4.0 per cent. In view of the situation, we are compelled to advance the price of some articles, principally our Monarch Paint and Painter's Stock White, the same taking effect on May 25th. Orders received after that date will be billed at the new prices. MONARCH MIXSD PAINT. Barrels............................................ $1 20 per gallon, net. Half-barrels................................... x *3 5 and ro gallon cans.................. r 25 1 galloncans.................................. 1 $0 % " " ................................. 1 35 % " ................................. 1 40 h" 1-16 " ................................. 1 5 '* ................................. 1 70 These prices are net--no rebate. PAINTER'S STOCK WBITK. Barrels................................... ...41 25 per gallon, net. Half-barrels................................. 1 28 " "" Sgalluucans.......... ............ 130 14 "" 1 " `` ........ '.................... 1 35 " " !' We will send on application a new catalogue with revised prices. The total advance we have made over last year's prices does not cover the total increase in cost of raw materials, so that we are dividing the advance with our customers, hoping they will appreciate the situation and continue to favor us with their orders. Very truly, Se n o u r Mu g . Co . Advertising Matter Carried by Distributors. We must depend upon our representatives to see that the stocks of advertising matter carried by our distributors are kept up and properly used. There are certain kinds of this material that we cannot expect jobbers to distribute. Fence signs and matter upon which the dealer's name must be printed cannot be carried by them. Distributors should always be in position to supply sample cards with orders turned in to them, and when fence signs, full sheet cards, books of plates, etc., are needed attach a requisition for these to the duplicate of the order that you send us, and we will ship with next order to distributor, marking cases for dealer. Such supplies should then be sent on to dealer with his next order. Don't permit your distributor to run out of needed supplies, or allow him to waste expensive material. See that the shipping, or stockclerk, is care fully posted regarding the proper way to handle same. Keeping in Touch With the Jobbers. Don't forget that we want you to make a special feature of working closely in connec tion with the jobbers in your territory. Keep them advised of chances to do busi ness in our goods by means of' special postals with which you were provided. You may not be using these as freely as you should. If not, you are losing chances for co-operation that will eventually mean loss of business. Keep in touch with your jobbers by every means at your command. Make them realize that we are willing to help them, and endeavor in every way to have them take more in:erest In our specialties. ____________ New Era High-Grade Paint. Br a t t l e b o r o , Vt ., May 14, 1900. Editor Th o u c t h s : I called on Robbins & Cowles, of Srattleboro, Vt., to-day and they told me the following story: "A customer of theirs came into buy paint to pair.t his house with. They asked him how much it would take and he said it took eight gallons the last time he painted it. WeJi, they only had five gallons of the shade that he wanted in stock. So they told him to go ahead with Ihe five gallons and in the meantime they would order, more from E. and F. King 8t Co., our distributing agents, in Boston. Well, to make a long story short, he came back in the course of a few days and wanted to know if they would not take back one gallon, as four gallons had painted his house and had gone as far as the eight gallons that he had previously used. He was the most pleased man you ever saw and cannot say too much for Hew Era. But he was no more pleased than Robbins & Cowles were, as it surprised them, also, and they are highly delighted with our paint and are pushing it for all they are worth, Yours truly. No. 27. Editor Th o u g h t s : During the past week, while I was calling on a firm I have been pounding for some little time, something happened which 1 think will be of benefit to some of our tribe of younger paint hustlers. While talking to my ipan I noticed a traveling man walk in Ihe store and when the clerk went up to him Mr. Traveling Man gave him the "side look" and iprned hisback on him--to the traveling man he was simply the clerk. When l was through Mr. Traveling Man went at the proprietor and interested him enough for proprietor to call the clerk to look at a line of toilet soap. Mr. Clerk looked surprised andsaid " why, surely you are not thinking of stocking more soap with the stock now on hand,," and Mr. Voigt said " guess you are right.," and that settled it. Now the point is simply this, I have made it my business ever since I have been on the road to get on personal terms with every one abou: a store 1 call on, from the errand boy to the clerk, and it has always paid me big. No. 5. Note- Received copies of testimonials sent me and have found them quite useful already as ( mei a painter at Vermilion who knew Jos. Stoneman, of Chagrin Falls, and when I showed him what he said about our goods, it did the work in two minutes that two hours talking would possibly not have done for me, as he wa$ perfectly satisfied and said he would U3e them if stocked by cus tomer, and hope they will be. Yours respectfully, No. 20. Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest fo Our Representatives. VOL. I DETROIT, MICHIGAN, JUNE 2, 1900 NO. 38 Paint and Its Solid Constituents--The MR, W. C. NEAL. Pigments. BY JOHN COLLET. Mr. W. C. Neal has been connected with the Acme 4< off and on " since the inception cf the business, in '84, at which time he was {.Continued from last a-eck ) a mere boy. It naturally follows, therefore, PRUSSIAN BLUE. * As I said, Prussian Blue finds its principle use as a tinting color, that is in connection with a white body pigment, such as white lead or Line whites, it is true Prussian Blue is permanent, indeed very permanent con that his experience has rendered him thor oughly familiar with all iines of our products and methods of doing business. In the fall of 1899 he '`took hold" of the Indiana territory, and by careful detail work in connection with an assistant has succeeded cerning the action of the elements, such as moisture, light and carbonic acid, in fact it is permanent against the action of any acid if not employed in concentrated form. However, if we let an alkali or a chemical compound of an alkaline character, such as a metallic hydro-oxide, act upon Prussian Blue ws will find that it will have lost a good deal of its permanency. We will notice that the blue will be carily decomposed, or its color changed into a yellow, due to a separation or formation of iron oxyde. This is the main reason that a paint made on a white lead base alone, or on white lead and Line and tinted with a Prussian Blue will not retain its original clear and bright tint, but will be more or less changed into a greenish or yellowish red. The change is due to the action of the basic constituent of white lead--the hydro oxide of lead--in the basic carbonate. This action it seems is more powerful and more pronounced in case of absence of light. Thus we find by opening a sealed can of such a tinted paint, having stood for a while in stock, in making good headway in developing that almost all the blue Is converted into the "all the possibilities" from this section. yellow oxide of iron. But we find also that `Nothing too large" and "nothing too after stirring up the paint and applying it, i small" is the plan upon which he is exposing It thus to the influence of light--in working. Like the majority of our men deed a very strong chemical influence--that he recognizes the fact that a good house the same tint of the paint will return, that is, paint is the best foundation for business the chemical action of the light and air will on the general line, and works every possi recombine the separated iron oxide with the bility, from the consumer up, to get-these cyanide compound of the original Prussian goods in. He is a planner " who watches Blue. conditions closely ar.d is always " figgering" Numerous were, and are still, the com some good scheme to corail business on plaints we receive from customers that our a plan that has been overlooked by the shades No. 33, No. 42 and No. 35 of our New ** other fellow." Era High-Grade ready-mixed paint are net uniform, or that we have forwarded the wrong shades, cr that the cans were wrongly Mr, Neal is married,' n'of'quite so good looking as might be surmised from the illustration, and has many friends in and out Continuccl in third column of the trade. labeled, etc., because the customer found by opening the cans that the shade cf its contents docs not correspond with the shade on label and number on sample card. All these shades contain Prussian Blue as tinting constituents, and as our New Era High-Grade is a white lead-zinc paint, the shades are more or less altered by the action of the basic constituents of the white lead on the Prussian Blue. ]f the customers were familiar with the circumstances, or would take the trouble cf not alone opening I he can. but apply a practical test, also by mix ing the paint thoroughly and painting a panel with his apparently off shade paint, he would find that ns is in the wrong and we are in the right, for he could see in less than ten minutes that the tone and proper shade of the pair.t in question will be developed again as fast as his paint sets or dries, and he would save himself and our Mr. Joy much time, trouble and annoyance, The ideal body white for a Prussian Blue tinted paint would therefore be *4 zir.c white." the neutral character of which would have no altering influences on the tinting pigment. But as we know zinc white alone used as a pigment in a paint put to the use like our New Era High-Grade, as house paint for exterior decoration, is not very desirable, for it lacks especially durability. We have therefore to choose among two evils Ibe most favorable one, for a substitute for Prussian Blue in the above named number of shades cannot be found, as the peculiar rich tone and tint of same is only due to a pure well prepared Prussian Blue, and ultramarine blue as you learned by the last paper, is entirely barred out on account of its strong sulphurous action on white lead. As I said. Prussian Blue is permanent under ordinary circumstances, such as tem perature, cr action of the atmosphere. But such is net the case, as soon as the pigment in a dried state is heated near cr above 300 Fahrenheit, it is then rapidly decom posed, even the radical compound " cyan " undergoes decomposition, and that so quick and sudden that the latent or molecular bound heat thus liberated ignites the set-free carbon of the cyanogen, the result is a sudden combustion, sometimes accompanied with a more or less heavy explosion. 0007-SWP-000128051 THOUGHTS The heat generated by friction in grinding j Advance Prices. Mileage. a dry Prussian Blue ici a stone mill or even in a heavy chaser is sufficient to cause such a decomposition and often explosion, and has been the cause of many a disastrous fire in paint and color factories. Thus, if 1 am right, the burning and destruction of the four story factory of Cary-Ogden Company, in Chicago, Bu f f a l o , N. Y., May 28, 1900. Editor Th o u g h t s : In reply to Bulletin No. 72 would say that I can readily understand that it will be neces sary to advance prices in order to keep up the high standard of quality. AH I have to Don't overlook the fact that we always want mileage used when it can be done to advantage. This does not mean that it is necessary to buy same when it cannot be used within a reasonable time. About as near as we can approach to a rule on this subject is to state that if the amount it is was due to such a Prussian Blue explosion, say is to keep up the quality, and what goods necessary to purchase could not be used and thus also the destruction of the dry color I sell you may rest assured I will get the price during either the spring or the fall season, :t plant of the Mound City Paint and Color or will net sell the goods. I Intend having a will not be good policy io buy. Works, of St, Louis, Mo., when about five years ago my colleague, Mr. Ernest Mass, . finished his career of dry color maker for this firm with a dry grinding of Prussian Blue, resulting in an explosion and almost entire destruction of the newly, under his supervision, erected plant. TO BE CONTINUED. Co-operate with your jobbers and they will co operate ivith you. Advanced Prices, Prices have so far been advanced on the following ines: New Era High-Grade Prepared Paint, Adamant Prepared Paint, Neal's Carriage Paints, Acme Wagon and Implement Paints. Granite Floor Paints, Acme Household Painls, Our customers, with very few exceptions, have recognized the necessity for the advances and accepted same gracefully. As a matter of fact it was either necessary to cue quality or get more money, and we, in common with the principle manufacturers of reliable goods have adopted the latter course; Cur representatives will have no difficulty in maintaining same. What have you done io moke your jobbers /eel that we deserve their special co-operation 9 New Era High-Grade. Editor Th o u g t w s : Mr. Benningfield, of Benningfield &Cane. Walnut Ridge. Aik., has given Dur New Era High-Grade a great send off. He painted three houses, one with Platt & Thotnberg's paint, one with Heath & Milli gan's and one with ours. All houses are exactly the same and he says he can pick New Era High-Grade out a block away. I saw the houses and you would be surprised to see how much better the house with New Era High-Grade on looks than the other two. He intends using our paint exclusively and will send in order as soon as guarantee is raised. Yuurs respectfully. uniform price on New Era High-Grade in this territory and treat every one alike, and Didyou ever turn osier an order to a jabber's representative? One good turn deserves another. let the trade know we have but one price on New Era. I believe It lessons the qualtty in Editor Th o u g h t s : the dealers estimation when you cut the During a conversation with one of our price on high-grade goods, and beside, I New Era customers last week, I made the don't believe you can sell any more goods statement that the goods would cover at by so doing. High-Grade paint, like other least 33per cent, more surface than any high-grade goods must be sold for high-grade strictly pure lead and oil in the market. prices. I believe now is the time to estab Then he asked me how much paint it would lish a price on New Era as well as the take to cover (two coats)'naming dimensions balance of the line. Let-the advance come .of a house and I replied, six gallons if in good as soon as you wish and 1 will do my part in condition and. of course, more if not. Then securing same. No. 19. he told-me that the painter had figured on painting the house with lead and oil and said Hvv j many friends have you with each jobber looking ajteryour interests when yau ore absent f it would take nine gallons, but our customer persuaded his man to use New Era and sold nine gallons. The man brought back two New Era High-Grade and Painters. Det r o it , Mic h ., May 19, 1900. Editor Th o u g h t s : I have quite often, in talking to painters, gallons and said that he only used six and j one-half gallons. I find many of our cus tomers simply ignorant of the high standard of New Era. and such illustrations do an im mense amount of good. Yours very truly, heard them say: "Oh. I can't afford to use No. 12. mixed paint as it knocks out the painter." Now I come back at them this way : " Yes How many postals haveyou used to notifyjobbers of chances to do business on our line? 1 'll admit Mrs. Smith can. If she is so inclined, buy ten gallons of mixed paint and Det r o it , Mic h ., May 19, 390C* have her hired man stir it up and put it on. Editor Th o u g h t s : j Henry Heines, the leading painter at She can also go to the same dealer and buy Mishawaka. Ind., Is using New Era High- LOO pounds of lead, five gallons of oil. one- Grade Paint In preference to white lead, and haif gallon of dryer and two pounds of during my las* visit there he told me he had National Lead Co.'s tinting colors and mix just painted a new house (three coats) with them up and have the same hired man put it. using outside white, and that he had it on. In which instance does the painter reduced it with linseed oil and a small get the worst of it?" And then I wind up I quantity of turpentine, gallon for gallon, and by showing him that in no case do we ] that he not only had a paint that would guarantee results to be satisfactory unless a cover more surface, but one that would practical painter is employed in putting go further and was whiter than strictly pure New Era High-Grade on. I have found that white lead, reduced with oil at an average of in every instance it has been a pin in their five gallons to the hundred pounds. 1 con argument and closes them up every time on sider this worth knowing and hope the other that Subject and gives them something to boys may find it of value in introducing think about during their idle hours on cold New Era High-Grade Paint. days. Yours truly. Yours truly, No. 8. No. 8. ____________ No. 28, How many orders have you turned into your How many friends have you who will `'speak Do you kner-v the names of yourjobbers' repre a good word" foryour line when ever opportunity jobbers this season ? sentatives ? Do you know them personally / j occurs? 0007 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Oar Representatives. VOL. I. DETROIT, MICHIGAN, JUNE 9, 1900. NO. 39 Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. \Ccnthuted frct last week ) CREEK PIGMENTS, AND CHROME GREEN IN PARTICULAR. Among <i!l the greens, and we ma^ say almost the only cne used as a pigment nowa-days by the painter, as well as by the paint grinder and manufacturer, the so-called Chrome Greens, belonging to the special group of compound colors, are the most important and interesting. I shall, therefore, not discourse other green pigments, as the various cop per and arsenic, the poisonous paris or Scheele's greens, the use ofwhich as painter's pigments is altogether superseded by that of those com pound Chrome Grisrens, but wtllproceed in my explanations and demon strations by taking these Chrome Greens as typical representatives of the green pigments used in paint manufacturing. I cal) these greens compound colors, because they are not primary coloring pigments, but are, as a rule, simply a mechanical mixture of yellow chromate of lead, the chrome yellow of commerce, with Prussian blue, or rather with its variety, the more violet tinted paris or mllori blue. These pigments may be mixed either by the dr/ or wet process. The production by the wet process, however, either by simultaneous precipitation or striking, or by mixing the two primary pigmsnts, the yellow and the blue, in a wet pulp form together is more preferable, since the mixture, owing to the greater mobility of the substances in their finest divisions of par ticles, becomes more homogeneous in a shorter time, and furthermore the unpleasant and unhealthy dusting is entirely avoided. Every dry color maker has his own special ways and formulas for making these Chrome Greens. The principle of the process is, however, always the same, that is, he manu factures first his prussian or paris blue and Continued in third col until MR. T. W. CONNOR. This is a correct likeness of Mr. T. V/. Connor. Like Napoleon or Lord Roberts, he is "done up in a small package," and would not be u shoulder high " to some of our really good looking representatives. He is a thinker whc anticipates by carefully considering conditions and possibilities, and has his plan of campaign so carefully arranged that he very seldom fails, [t may be a long siege, or a sudden attack, but the result is generally the same. He is not much of a talker ordinarily, but when he corners a " prospective " he can advance and meet arguments with a suddenness and rapidity that would cause a Philadelphia lawyer to retire in despair. He has made a thorough study of the general manufacturing trades and knows what they want in our line better than they do themselves, for which reason they have grown to depend upon his advice. He watches all business from this class of trade received by us. making sug gestions to our other representatives in con nection with same and working directly with them when it Is deemed advisable. Mr. Connor has been connected with the Acme since 1888, is married and a resident of Detroit. mixes this with the bi-chromate solution of the necessary chrome yellow, and strikes then the green by running in the properly computed quantity of lead solution. This way is generally in use when the lead consti tuent for the chrome yellow Is in form of an acetate of lead solution. If the color maker, however, prefers the use of the much simpler, but somewhat more expensive nitrate of lead, he mixes this with ihe blue and strikes with the bi-chromate of soda or potassium. In either case, however, he must wash his Prussian or paris blue more than fairly well before he proceeds in the manufacturing cf his green. Both these ways of process are used In our own dry color plant, and the Chrome Green produced now by us excels in every extent and by far in tone, tint and brilli ancy of color, those we used to make eight years ago by the socalled dry or edge-runner mixing process. Other color makers use the socalled pulp mixing process, that Is, they have always a stock of ready made prussian or paris blue in pulp form on hand, of which they add a certain amount, required according to the shade of green to be produced, to a certain amount of freshly pre pared or precipitated chrome yel low and by mixing both together obtain a Chrome Green, which they have then still on hand to change or Improve In depth of shade by adding more or less pulp of blue in case the color is desired to be of a darker and bluer shade. This latter process is certainly much simpler and requires less care and skillful ness than the process used by us, where the dry color maker is compelled to know exactly in advance how much blue and of what degree of strength and density he has to make in order to strike his Chrome Green in the proper way and in the proper and right shade, lone and tint. On the other hand, however, if this, our process, is handled right, and 1 may say here that handsomer, brighter and more brilliant Chrome Greens than our C. P. and Bull Frog 0007-SWP-000128053 THOUGHTS No. 100 cannot be found on the American market, the product obtained is then far better and more homogeneous than that of :he pulp mixing process. It stands to reason that it is so, because the color pigment is not alone precipitated in its two constituents simultaneously, but as a matter of fact they are mixed together in the finest subdivision of their molecules or particles, which circum stances, as you know is the first and principle condition of the production of a bright and brilliant pigment, at the same time possess ing a clear and pure tone and tint of its respective shade and color. TO 3E CONTINUED. Comparative Cost to Consumers erf New Era High-Grade Prepared Paint, and Strictly Pure Lead and Oil. In previous comparisons under this heading we have indicated the difference in cost of pure while only. In this we show the differ ence when lead must be timed. It is, of course, considerably more expensive to tint white lead than to merely reduce it with oil and thlnners, on account of the cost of color and extra time involved. It is less expensive for tke consumer' to use New Era High-Grade at $1.80per gallon than white lead and oil. The tint selected to make the comparison (No. 44) represents a fair average, few tints requiring less color. When more color is required It, of course, adds to the expense of tinting white lead. Here are the figures : Cost ot White Lead Paint. 100 lb keg Fahnestock S. P. White Lead (the net contents weighed 95 lbs.) at 7c.................................$ 7 'DO 4'4 gals Linseed Oil (33# lbs.), 70c.. 3 15 % gal. Turpentine............................... 25 # gai.-Turp Japan (2# lbs).............. 25 1 lb. Prus. Blue in Oil, at 60c . .... 60 2 lbs. Chrome Yellow in Oil, at 30c.. 60 I lb. Venetian Red in Oil, at 15c........ 15 Time consumed mixing and tinting the paint.......................................... 80 Total cost..................... $12 80 The above makes 7# gallons, weighing 17# pounds to the gallon. Total weight. 135 pounds. Costing practi cally $1.75 per gallon or 9# cents per pound This makes a paint thin enough for the priming coat and really too thin for finishing coats, which goes tc show that painters' claims as to quantity of oil, turpentine and dryer are not born out by facts. New Era High-Grade Prepared Paint will stand considerable reducing. Some of our friends using same even claim a gallon of oil to a gallon of pain:, but that we cannot recommend. It will s:and fully 25 per cent. but in order to be on the safe side, let us say 20 per cent. Comparative Cost at $i.8o Per Gallon lor New Era High-Grade. 4 gallons ............................. .............. $7 20 1 gallon linseed oil............................... 70 Total cost................... $7 90 Making five gals, at $1.58 per gal. Differ ence in favor of New Era, 17 cents per gal. Comparative Cost at $i 70 Per Gallon for New Era High-Grade. 4 gallons............................................ $6 80 l gallon linseed oil............................... 70 Total cost................... $7 50 Making five gals, of paint a: $1.50 per gal. A difference in favor of New Eva of 25 cents per gallon. If New Era was sold at $1 60 per gallon and it would bear no reducing whatever, there would be a difference in its favor of 10 cents per gallon, but if reduced 4 gallons............................................ $6 40 1 gallon linseed oil.............................. 70 Total cost..................... $7 10 Makingfive gallons costing $1.42 per gallon. Difference In favor of New Era, 33 cents per gallon. New Era High-Grade Paint will cover 50 per cent, more surface than lead and oil paint. This we know by actual test and our assertion can be proved by anyone caring to make the test, therefore, as can be seen by the following example, any intelligent person conversant with, these facts would prefer New Era High-Grade Paint at an even price. 15 gals. While Lead Paint, at $1.75. .$26 25 9 days' labor to apply it, at $2 per day 18 00 Total cost............. $44 25 10 gals. New Era High-Grade Paint, . at $1.60 ............... .......................... $16 00 6 days' labor tc apply it, at $2 per day 12 00 Total cost................. . .$28 00 A saving in cost of material and labor in favor of New Era High-Grade Paint of $16.25. Then the question of durability must also be considered. If, as it is claimed, white lead paint will last three years, then the cost per year would be $14.75, or 98# cents per gallon per year. On the other hand New Era High-Grade Paint will last at least five years at a cost to the consumer of $5 60 per year, or 56 cents per gallon per year. In the last comparison it will be noted we have figured the cost of New Era at the price to the consumer without any addition of linseed oil, which it will certainly stand and will still further reduce the cost. Finally we believe that the actual value of one gallon New Era High-Grade Paint is woTth to the consumer about two gallons of any mixed-by-hand white lead and oil paint. He's A Happy Father. MR. M. J. REYNOLDS Qurspecial reporter on " salesmen's statis tics ,r has promptly notified us of the follow ing telegram, received by a relative of Mr. Reynolds: Kochfislr.v. JV. y.,Jnn*7, ryan. Nell has a ten-bound trirl. Merf. We present Mr. Reynolds' picture as an Illustration of what areally happy man looks like, but canno: show the broad smile that illuminates his countenance, as the news was so sudden there was no time in which to secure a new photograph. We extend con gratulations for ourselves and representatives. Note. Representatives will please remember that we do not ship goods `C. O. D." or "sight draft attached to bill of lading' ' unless enough money Is sent in with the order to guarantee express or freight charges both ways, in the event'of consignee refusing to receive the goods. You will save embarrassment to your customers and us by regarding our deas in this direction. Hu mbo l d t , Io w a. May 30, 1900. Editor Th o u g h t s : I think No. 5 has the right idea as to treat ing the clerks--get well acquainted with them. It may do us a whole lot of good. It can never do us any harm. Don't be afraid to tell him what you are selling. If he has the time show him your line, he may go in business himself some future day. 1 remember one time l sold a stock order by getting in with the clerk, it happened this way ; I went into a drugstore up at George, Iowa, and inquired for Mr. O'Connors, the buyer of the firm of Bradshaw & O'Connors. The clerk told me that he was at supper, 1 then introduced myself to :he clerk, bought him a cigar, and then asked him if he could take a few minutes time to look at my line of goods. He gave me about ten minutes of his time. When 1 was through talking he said that he thought our paints were the best paints on earth, he told me that he would help me talk to Mr. O'Connors in regard to putting in a line of our goods. The result was, l sold Mr. O'Connors a nice bill. Yours respectfully. No. 2. i I i J 0007-SWP-000128054 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, JUNE 16, 1900. No. 40 Paint and Its Solid Constituents--The Pigments. BY JOHN COLLET. ' Continued, from last ive.ek ) GREEN PIGMENTS. AND CHROME GREEN IN PARTICU1-AR. The explanation and instructive informalions given to you so far in regard to Chrome Greens are, perhaps, as you may have noticed, pertaining only to the so-called C. P. pigment. These G. P. Chrome Greens are met. however, very sparingly on the market and were not made at all about ten or fifteen years ago. The. Chrome Greens generally feund and used by the painters and paint grinders are, however, all more or less extended with Barytes and other Inert material, the Barytes biing the principle and general extenter met with in at least almost all dry commercial Chrome Greens. These extenters are mixed into the precipitated or formed Chrome Green, previous to filtering, drying and disintrigating of the pigment. I can remember very well, and It is net so very long ago. that among the dry color makers there was a general understanding that it would not be advisable, if not almost impossible to manufacture a G. P. Chrome Green for the general market, and one of the largest of the American paint ar.d dry color manufacturing concerns was the strongest opponent against such a C. P. pigment, while another firm, as its strong est advocate, caused many a controversy in its behalf in the technical trade papers of this country. As a matter of fact, properly extended Chrome Green is, in regard to Its properties as a paint pigment, much better than a C. P. one. The reasons are: There is evidently, and it is proved, in the length of time a chemical action between the prussian blue and the chrome yellow which causes a decomposi tion of both, and therefore a change in the color and shade of the green. The addition of Barytes--a perfect inert--will lessen this Continued i: third column MR* H. V. DEMING. Mr. Deming joined our family of represenlativesatthebeglnningof thlsyear. Helsan " old hand at the business " however, having travelled for another house In our line for a number of years, and is thoroughly familiar with the goods and all classes of trade to which we cater. Mr. Deming's "strongest "hold" is probSBlyTn"Thc preSefniStioil"0-f' varnish. He has given this branch of the business special attention and is constantly on the alert for anything new that may turn up, and devotes considerable attention to developing new lines that offer advantages in the way of economy or better results. He is an enthusiastic worker with a determinalian to win that is bound to bring the desired result. His special mission is pre senting the line to the furniture and wood finishing trades, and he covers the North Middle States, working the trade independ ently or in connection with the regular representative, depending upon the exigencies of each particular case. Mr. Deming is unmarried and makes his headquarters in Detroit. chemical action considerably, owing to the quasi dilution of the twe constituents in their mixture. Furthermore, the addition of Barytes will facilitate ihe grinding of Chrome Green considerably also, as a much finer and more homogeneous pasle in oil or japan can thus be obtained, and in regard to grinding or disintregating of the dry Chrome Green, or Its "belting Info's, very fine impalpable powder, we find that an extended Chrome Green is much easier and quicker working than a C. P. one. Besides this a dry C. P. Chrome Green, especially cne made with chrome yellow, in the process of which nitrate of lead as constituent was used, is very apt to explode in grinding or crushing owing to the heat generated by the friction and transformed in a more energetic and active chemical action, causing thus the explosion, or a: least a burning out of the blue. These, and that an extended Chrome Green is much more durable, and faster against the influences of the atmosphere, ar.d that tt will take less linseed oi. to form a paste or liquid paint than a C. P. green, is the reason that by far more extended Chrome Greens are manufactured than C. P. Greens. As a matter of fact commerce and ageneral under standing among color makers and painters, have established a certain standard quality of commercial Chrome Greens, adopting a Chrome Green showing "a bbnsUttffrdft or proportion of 75 per cent, of extenter to 25 per cent, of actual C. P. Chrome Green as a standard commercial Chrome Green. This standard is represented by our bull-frog green No. 100. '* In the last three or four years, however, a considerable number of industries, as paper Stainers, shade cloth and wagon and imple ment manufacturing concerns, are equipped with facilities to grind and mix their own colors and paints, and these concerns are now-a-days buying to a great extent a G. P. Chrome Green, and extent same themselves with whatever extenter or inert they choose or see fit far their special purposes. The 0007-SWP-000128055 THOUGHTS cut-put of C. P. Chrome Green is therefore naturally increasing, but as I said, it is not, cr almost never used as such in painting, for the reasons already giver.. The commercial Chrome Greens are good pigments, especially the quality adopted and accepted as a standard in the market. They have good body or covering capacity, mix well with oil, producing a paint of good spreading quality. As tinting pigments they have the same advantages and disadvantages as their constituents, prussian blue and chrome yellow. Mixed with a pigment of a basic or alka line nature, like white lead, the blue will, to a certain extent, be reduced to the yellowish red oxide, and with a pigment containing sulphur, the chrome yellow will be darkened and therewith the shade of the tinting green. Under regular conditions they are. however, we may say, more than fairly permanent when exposed to light and air. Comparative Cost to Consumers of New Era High-Grade Prepared Paint, and Strictly Pure Lead and Oil* I n previous comparisons under this heading we have indicated the difference in ccst of pure white only. In this we show the differ ence when lead must be tinted. It is, of course, considerably more expensive to tint white lead than to merely reduce it with oil and thinnsrs, on account of the cost of color and extra time involved. It is less expensive for the consumer to use New Era High-Grade at $r,Soper galhn than while lead and oil. The tint selected to make the comparison (No. 44) represents a fair average, few tints requiring less color. When more color is required i:. of course, adds to the expense of tinting white lead. Here are the figures: Cost of White Lead Paint, 100 )b keg Fahnestocks. P. White Lead (the net contents weighed 95 lbs.) at 7o...................................$ 7 00 AVz gals Linseed Oil (33^ lbs.), 70c.. 3 15 M gal. Turpentine........... ... ............... 25 % gal. Turp. Japan (25/ lbs)............ 25 1 lb. Prus. Blue in Oil, at 60c............. 60 2 lbs. Chroffte Yellow in Oil, at 30c.. 60 I lb. Venetian Red in Oil. at 15c....... 15 Time consumed mixing and tinting the paint.......................................... 80 Total cost.....................$12 80 The above makes 71 j gallons, weighing 175/ pounds to the gallon. Total weight. 135 po Jnds. Costing practi cally $1.75 per gallon or 9'A cents per pound. This makes a paint thin enough for the priming coat and really too thin for finishing coats, which goes to show that painters' claims as to quantity of oil, turpentine and dryer are not born out by facts. New Era High-Grade Prepared Paint will stand considerable reducing. Some of our friends using same even claim a gallon of oil to a gallon of paint, but that we cannot recommend. It will stand fully 25 per cent, but in order to be on the safe side, let us say 20 per cent. Comparative Cost at $x.$o Per Gallon lor New Era Hiffh-Crrade. 4 gallons............................................... $7 20 1 gallon linseed oil............................... 70 Total cost..................... $7 90 Making five gals, at $1.58 per gal. Differ ence in favor of New Era, 17 cents per gal. Comparative Coat at 1.70 Per Gallon lor New Era High-Grade. 4 gallons............................................... $6 80 I gallon linseed oil............................... 70 Total cost.................... $7 50 Making five gals, of paint at $1.50 per gal. A difference in favor of New Era of 25 cents per gallon. If New Era was sold at $L60 per gallon and it would bear no reducing whatever, there would be a difference in its favor of 10 cents per gallon, but if reduced 4 gallons............................................... $6 40 1 gallon linseed oil............................... 70 Total cost..................... $7 10 Making five gallons costing $1.42 per gallon. Difference in favor of New Era, 33 cents per gallon. New Era High- Grade Paint will cover 50 per cent, more surface than lead and oil paint. This we know by actual test and our assertion can be proved by anyone caring to make the test., therefore, as can be seen by the following example, any Intelligent person conversant with these facts would prefer New Era High-Grade Paint at an even price. 15 gals. White Lead Paint, at $1.75. ,$26 25 9 days* labor tc apply it, at $2 per day 18 00 Total cost..............$44 25 10 gals. New Era High-Grade Paint, at $1.60............................................. $16 00 6 days' labor to apply It. at $2 per day 12 00 Total cos!.................... $28 03 A saving Ln cost of material and labor In favor of New Era High-Grade Paint of $36.25. Then the question of durability must also be considered. If. as it is claimed, whits lead paint will last three years, then the cost per year would be $14.75. or 98% cents per gallon per year. On the other hand New Era High-Grade Paint will last at least five years at a cost to the consumer of $5 60 per year, or 56 cents per gallon per year. In the last comparison it will be noted we have figured the cost of New Era at the price to the consumer without any addition of linseed oil, which it will certainly stand and will still further reduce the cost. Finally we believe that the actual value of one gallon New Era High-Grade Paint is worth to the consumer about two gallons of any mixed-by-hand white lead and oil paint. A Suggestion* Sometimes a dealer will say: "Yes: I have calls for Neal's Enamels, but I sell So-and-so's and can't carry two lines." Tell him: `Well, you know what the principle items are. why not try a dostn or so of each, Neal's Enamels and Bath Tub White, along witn some N. C. P. Black and some other to make a shipment." Next time you call you will enlarge the line. Mt . St e r l in g , Kr,, May 29, 1900. Acme White Lead and Color Works. Detroit, Mich, Gentlemen:--With all the talking points in your favor the goods are half sold when bought. Such has been our experience with your products for many years. Yours truly, R. H. Wh it e & Co. In d ia n a po l is , In d ., June 7, 1900. Editor Th o u g h t s : Here is another hot one for New Era High- Grade. Frank Jenkins, one of the leading painters here, who has been a Carter lead man for years, through my efforts agreed to try New Era. He bought of JohnsonWoodbridge Co. thirty gallons to paint three houses, stating that that was the amount he figured on if he used Carter's lead and oil. and he knew it would take more of the New Era. Bui as he could buy New Era at $1.30 and it would cost $3.50 for the lead and oil paint he could afford to use that little amount more necessary. Last Saturday he brought back thirteen of the thirty gallons, having done his job with seventeen gallons, which, figuring at the difference in cost of material alone, was the small amount of $22.90, which under ordinary circumstance is worth considering. Mr. Jenkins was no: only pleased at that but said it was more easily and quicker applied, thereby saving consider able money for him in time, ar.d above all two coats looked better and covered as well as three coats of pure white lead. 1 am going to try and have him write a testimon ial and forward to you. Yours truly, No. 8. 4 0007-SWP-000128056 Thoughts PURUSHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters oj Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, JUNE 23, 1900. NO. 41 Printing Colors on Acme Household Labels. As the result of communications received from a few of our representatives, stating that their customers objected to printing colors on Acme Household labels to indicate contents, we issued a general bulletin ask ing for an expression from each of our repre sentatives. The answers in all cases have not been as definite as they might have been, but we have been able to determine in each case whether customers were complaining or not, and if not have considered that the report did not indicate a necessity for changing from our present plan of printing colors. Below is the result of the reports in detail: Shail we print colors on House hold labels? W. G. Neal............................... Yes R. M. Billings..................... ...Yes A. D. Hoagg........................ Yes H, G. Cater.............. Yes O. F. Richmond...................... Yes G. F. Elliott................. Yes H. Scratch................................. Yes H. P. Torrance..........................Yes W. P. Wiggins........................... Yes C. Mehlig............................ Yes S. J. Olson.................................Yejs J. R. Goldsborough............ ...Yes H. V. Deming...................... ..Yes A E. Barron............................. Yes Dan Davies................ Yes C. F. McCauley......... .............. No M. Taylor............... *................ No A. R. Kelly................................. No M. J. Reynolds..................... No J. R. Newell............ No H. H. Halladay.............................. .No F. R. Dougall............................................ No A. S. , Dougall................................ No S. H. Hart................................................ No Fifteen '`yes'" and nine "no." From above we think it unnecessary to make any change. Note. While " laying off" this summer, get your list of towns in proper shape--sample books, advertising matter, etc. Don't wait until a day or two before it is time to start out and ask fer a quantity of supplies that might just as well be prepared during the slack season, MR. H. F. TORRANCE. Mr, Torrance is one of the sort of men who make friends wherever he goes. He does not make a business of doing so--It just comes natural for him to be agreeable. He combines with this characteristic a determination "to do business'* and a degree of persistency (of therlght sort) that are bound to make him succeed. He is a thorough and systematic worker with ideas of his own for securing and holding business that are up-to-date in every particular. 7^9!7i75WTOS1W5uP9!S99979Sf| This will be the fast issue of THOUGHTS before the beginning of the fall campaign -- about the first or second week in August. New Era High-Grade. Ok l a h o ma Crrr, June 12, 1900. Editor Th o u g h t s : Our New Era High-Grade Is going better than any paint sold in this section. C sold two bills for Scott & Co., our agents here. One of them being for a man who used to handle Sherwin-Williams painls. He said himself o u t paint showed up better thao any paid he had ever seen. Yours respectfully. No. 28 Advertising Matter* Editor Th o u g h t s ; l think your instructions to salesmen, through Th o u g h t s of recent date, to see that customers were provided with advertising matter came none too soon, I find very few have sample cards and His territory is the northern part of the are irylrtg to sell paint from the forty-two State of Ohio, where he gives particular i color booklets or the old rack which does attention to the jobbing and store trade and not represent the shades correctly. The such manufacturing business as is not looked after by the special representative. Like the majority of our salesmen he has a decided framed sample cards are excellent. The twenty-five shades are wanted by ninety-nina leaning towards New Era High-Grade and cut of every hundred customers in Michigan. is pushing U hard and successfully. Mr. Yours respectfully, Torrance came with us last fail and was No. 26. familiar with our line of goods in a general way, having some years prior to that time Note. represented a Canadian manufacturer of the Opportunity has hair in front; behind she same class of goods. He is a steady builder is bald; if you seize her by the forelock,' of business and a man who wears well with you may hold her; but if suffered to escape, his trade. not Jupiter himself can catch her again. tHappy> Thoughts PUBLISHED WEEKLY BY ACME WHITE LEAD & COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our RefrresHr-talive*. DETROIT. MICHIGAN, JULY it, 1900. Special Edition, by Assistant Editor. The wrinkles on the Adamant-Lne brow of our High-Grade advertising and sales manager, Mr. A. M. Woodward, have relaxed into a broad smile since the arrival of a bouncing baby girl this morning, and the happy evenl represents a New Era in his heretofore Granite imperturbability. His Enamel countenance reflects a lustre which for the time being out-shines that " glossy finish " so well described in the various emanations from his pen. Mr. Woodward is a handsome man and we regret in this hasty issue that we can not present his picture. We feel safe in convey lug to him and his better half, how ever, in this manner the heartiest best wishes of the entire Acme family. Ah, 0007-SWP-000128058 I Thoughts PUBLISHED WEEKLY BY ACME WHITE LEAD it COLOR WORKS; DETROIT, MICH. Devoted to Matters nf Interest io Ouv Representatives. DETROIT. MICHIGAN, JULY ij , 1900. Special Edition, by Assistant Editor. The wrinkles on the Adamant-5ne brow of our High-Grade advertising' and sales manager, Mr. A. M. Woodward, have relaxed into a broad smile since the arrival cf a bouncing baby girl this morning, and the happy event represents a New Era in his heretofore Granite imperturbability. His Enamel countenance reflects a lustre which for the time being out-shines that " glossy finish " so well described in the various emanations from, his pen. j Mr. Woodward is-aitandsome roan and I we regret in this hasty issue thal we can- | not present his picture. We feel safe in ccaveying to him and his better half, however, in this -manner the heartiest best wishes of the entire Acme family. j ) ! { 0007-SWP-000128059 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, SEPTEMBER i, 1500. NO. 42 Faint and Its Solid Constituents--The Pigment* BY JOHN COLLET. < Continued /rout June 16, 1900) RED PIGMENTS. Of all the various color-pLgments at the disposal of the paint manufacturer and painter, the " Red Pigments " are by far the most numerous and Important class of colors. They are derived from both inor ganic and organic sources, but are as a matter of fact, all or almost all artificially manufactured. Their manufac:ure being one of the most important branches of the dry color or colorpigment manufacturing industry. We may divide them into two separate groups. The first com prising pigments of exclusive min eral or inorganic origin, such as Red, and Orange Lead, English or Chinese Quicksilver, Vermilion, and the various Red Oxides, as Indian and Venetian Reds, the coloring principle of which is iron in a state of more or less high oxidation. The second group we may designate as " Lakes," that is, they are color-pigments with bases of inorganic mineral natures --mostly one of the number of inerts you are familiar with through previous articles, as Barytes, China Clay, Whiting or Paris White, and Blac Fix and others. These white inert bases are colored with an organic coloring principle, which latter may be obtained, as it was in the early times and until very recent years, from natural coloring matters, such as Lac, Cochineal, Brazil and Log-Wood, or it may be derived from the large series of coal tar or aniline colors, a source which has lately come into prominence for lake and color making, and which will, if It has not done so already, supplant altogether the natural coloring matters for this purpose, as they have very nearly done so for the dyeing of textile fabrics. These red coloring matters--and others also, as the manufacturing of lakes comprises Continued on oilier side. MR* R* S. BROWN. Mr. Brown is our general representative to the carriage manufacturing trade. He has grown up in an atmosphere of "carriage finishing/' having learned the business practically in his father's carriage factory, where as kid, journeyman and foreman he wielded the brush and learned in detail the intricacies of the business from lead priming to the application of elastic wearing body varnish. He is a man fitted by nature and education to be a perfect judge of color, for in addition to the significance of his name, he wears as handsome a covering of Tashmoo Red hair as a carriage maker could desire, arid peers through a pair of azure blue eyes that delight the most fas:idious of his customers. No wonder he has been an entire success during the past ten years that he has been with us. He is a hustler in every way, and a man who Has the facul ty of " sizing up " a possibility and getting after the business in a persistent and intelli gent manner that usually lands a customer. He lives in Detroit and has a large and constantly increasing family. The Fall Campaign* The fall season has now been opened for about three weeks and we are pleased to note that results from the majority of terri tories, up-to-date, are most encouraging. The usual every-fourth-year-talk of " bad business on account of Presidential election" if being indulged in by those croakers whose time is more occupied In framing excuses for failures to sell goods ;han in hustling. "High prices," "low prices" and "un settled prices" are the titles of songs that are sung continually and with some people " bad times " always exist and prosperity is an unknown quantity. If the salesman who feels that his business is unprofit able, will commence his investiga tions "at home" he will find the cause much sooner and be able to apply the remedy more promptly than by listening to cant and " throwing up his hands" because the " conditions beyond his control" were too much 1o withstand. A salesman (the genuine article) makes his own " good times," and our observation teaches that they are balanced to a. nicety by the amount of skill, energy and perse verance that are expended In secur ing them. Tell your trade how good times are, not how bad. If everybody thought times were good they would be. Periods of depression in the his tory of a country are like " a fit of blues " in an individual, and a dose of salts or the sharp end of a pin applied In the right spot will always induce an activity that brings a better feeling. There are so many good things to say in favor of our general line that it is almost unnecessary to caution our older representa tives against giving away to "business blues." All it needs to make " business good '* is the right kind of goods and llie right kind of talk. We furnish the former and you must look after the latter. Enthusiasm is the key note of a salesman's success--that enthusiasm born of the confidence he feels In his line backing 0007-SWP-000128060 THOUGHTS up his honest claims for merit. A salesman cation for Red Lead in case a chemical ing with occasional stirring or agitating, -! who knows he has "as good as can be analysis has to be made of a sample of Red samples are taken out and examined for color made " has nothing to fear from competition or Orange Lead, for the determination of the and progress of conversion. When the and every incentive to do himself and his properties, nature and manufacturing process Red Lead has attained the correct and pro house Justice, especially if this is backed up and completeness of same and therewith for per color and shade, the fires are drawn out by liberal advertising and good bustness the right and proper nomenclature of the and the furnace allowed to cool down ; when methods. There is "nothing in sight" in the sample in question. For we shall see later cool the Red Lead is allowed to be taken out way of business that he cannot have if he on, a chemically purs Red Lead --if it could of the furnace, ground under water, or dis- j wants it bad enough to make the effort to be made in practice--has the same chemical imigrated and separated in different grades figure out the proper way to get it and constitution as an Orange Lead cf Orange of fineness by an air blast, dried, and is then i persevere until he succeeds. That is just Mineral, although they are made from differ ready for the market. where the average new man falls down--and ent materials, but by similar process and are ORANGE LEAD OR ORANGE MINERAL. occasionally the old one, too. He gets furthermore of a like, even often of the As I said before it is identical in its com scared and thinks that the "other fellow" stme, shade and color. position with Red Lead, and almost similar is intrenched too strongly for him, forgetting The manufacturing process oi Red Lead in shade and color, being only somewhat that his own batteries are as powerful as is in short as follows ; paler and lighter. Physically it is of a anything that can oppose them and (hat his It consists of two stages. The first stage lighter specific gravity and therefore more skill as a diplomat is, or should be, equal to has for its object the conversion of metallic voluminous and bulkier than Red Lead. It that of his opponent. lead into monoxide. It is done in a so-called is manufactured in a similar furnace to That "Tend to your knitting" and keep your reverberatory or drossing furnace. The used for the manufacture of Red Lead, but eyes open for chances and the business will metallic lead is melted and kept at a constant requires only one single firing or calcination. come. hear, high enough to maintain the lead In a The material used is white lead or ralher t Paint and Its Solid Constituents--The Pigment Continuedfrom o', hr* side. all kinds of color pigments, green, blue, as well as yellow--are fastened or mordanted upon the inert bases by means of metallic salts or chemicals, so that the combination of the white inert base with the coloring matter is more than a single mixtureof the two, orthe mere staining of the former with the latter, but the coloring matter is fastened on, and in the most, is almost molecular combined with the base, so that it cannot be separatedout`again by washing or other mechanical means. Of these salts, called moncants, princi pally used in lake-making, I will only mention such as nitrate and sugar of lead, alum and aluminium sulphate and acetate, the chlorides of barium and tin. RED AND ORANGE LEAD. Red Lead is one of the oldest pigments known, as already the ancient Greeks and Romans used it in their decorative work, but there is no record of how Lt was obtained or made by these ancient nations. Chemi cally Red Lead is a higher oxide of the metal molten state. The construction of the furnace is such that the molten lead forms itself into an even. flat, large area or surface, over which by adequate means a current of air is passed, the molten lead being constant ly paddled or agitated by working men with long iron stirrers. The melted lead rapidly becomes coated with a layer of oxide, formed by the combin ation of the oxygen of the air with the lead . the formation is hastened by the paddling of the lead and the pushing of the oxide as it is formed to the back of the furnace, so that a fresh surface of lead 13 alway3 exposed to the oxidizing action of the air. The process is called in technic, " dress ing," and the product is known as " dross." It is not a perfectly pure monoxide of lead but contains more or less unoxidized lead-- blue lead. To get rid of same, the dross is broken up and ground and levigated with water, by which process the lead is flatened out and removed very similarly as in the manufacture of white lead. The main feature of this first stage cf the manufacturing of Red Lead is tbal great care has to be taken not to bring the temper as I indicated already under white lead, scum and other imperfectly corroded white lead particles, obtained by the various purifi cation, levigation and grinding processes which white lead has to undergo before it is ready for the market. However, nowadays, as the demand for Orange Mineral is very largely increased--the dry color maker using it chiefly as a bass for other Reds--white lead proper is converted into Orange Mineral to a large extent The white lead is charged into the furnace, spread out Into an even layer, and heated to a dull low red heat for from 18 to 36 hours, according to the quantity charged and to the depth of color desired in the future product. As a whole the process of calcination and final manipulations are identical with those referred to in regard to the second stage of the manufacture of Red Lead. Red Lead and Orange Mineral belong to the best and most efficient group of body pigments, they have both an excellent body and covering capacity and very far reaching and spreading qualities when mixed with oil and applied as paint. TO BE CONTINUED. >< lead, or rather the combination of the two oxides, namely, monoxide and the di or bi oxide of lead, combined in the proportion of two parts of the former to one part of the latter. However, as in its manufacturing out of the monoxide, a certain part of same does not go into the real chemical combination, no matter how carefully and completely the process is watched and operated. Red Lead ature loo high, a3 then the dross will melt and bake together and will be transformed into litharge, which although is isomere with dross, that is, it is chemically lead monoxide also, can by no means be converted into Red Lead. The ground and collected dross, freed as much as possible from the blue lead is then ready for the second state of the process. It consists in heating the dros3 in another De n v e k , Co l o .. Aug. 24. 1900. Acme White Lead and Color Works. Detroit. Mich. Gentlemen:--We enclose jrou check for $51 00 in settlement of account. The paint was used on Mr. Lewis' house and it is con sidered one of the best looking jobs in Denver. Respectfully yours. The Lewis & Wheeler Mer. Co, contains always a certain amount of free and similarly constructed furnace, but with a It was New Era High-Grade, of course. uncombined monoxide or litharge, the pre more plentiful supply of air and with only a The Denver salesman will please note and sence of which is the most efficient signifi dull red heat. After eight to ten hours heat see that their business increases. { 0007-SWP-000128061 Thoughts PUBUSHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives, VOL. I. DETROIT, MICHIGAN, SEPTEMBER 8, 1900. NO. 43 Paint and Its Solid Constituents--The Pigment. BY JOHN COLLET. (Continuedfrom last -week.) RED PIGMENTS. They are the best dryers known, that is. they will, owing to theirchemial composition, help to convert a film of linseed oil into a hard but elastic varnish, or in other words, a Red Lead paint will dry and harden much quicker than any other straight or composi tion paint under similar and equal conditions. The strong oxidizing and metallic basic character of these two lead compounds--even stronger than that of white lead-- gives to them an energetic and powerful action cn linseed oil. or Its fatty acids respective, converting same by partly incorporation; llnoleate into the composition, or chemical constitution of the oil into a fatty varnish, or in other words causes linseed oil or the paint to dry. This property of Red Lead in particular makes it a good article lor the varnish makers use in preparing and manufacturing varnishes and liquid dryers, for which purpose a comparatively large amount of Red Lead is con sumed annually. A closer discussion of the char acter of Red Lead and its affinity for linseed oil and its properties in regard to durability and protecting qualities when used as a paint, will be given later on in special articles under the head of '* Varnish Making and Oil Boiling.'1 and ** Protective Paint for Iron Structures." I will here only say that Red Lead as well as Orange Mineral--the latter in a somewhat lesser degree--cannot be kept under ordinary conditions for any length of time as a soft, easily to break up paste, ground in linseed oil, as the strong oxidizing action of the lead compounds on the oil causes the paste to harden in the keg, or in whatever form it is put up. The same is to say in regard to paste or paints containing an artificially Eosin Red Lead Vermilion as base, and especially if Continued in third column. MR. W. P. HIGGINS. they contain as is mostly the case with latter, Mr. Wiggins has been with us for about a rosin varnish or Japan in theirvehiclcs, they year, but prior to that time had had experience all become hard and unfit for use, some rapid cn the road as representative for another ly,others after a certain length of time of stand house in our line of business. His territory ing or storing, by the settling out and harden- embraces part of Missouri and Kansas and ingof the Red Lead contalningpigment, if not, Arkansas, Oklahomaand thelndianTerritory. special devices and special ether ingredients We have never had the pleasure of meet have been employed, also in the manufac ing him at the house, but other representa turing and appliance of such a class of paint. tives report to us that he is a " mighty nice fellow, and a hustler," an opinion that we are all the more ready to accept as it oorres- CHINESE OR ENGLISH QUICKSILVER VERMILION, It is an artificially prepared pigment of bright scarlet-red color and shade; the darker and deeper variety showing some what a bluish tone and tint. Chem ically it is a combination of the metal quicksilver and sulphur, a so- called sulphide, and occurs as such naturally in large quantities, as the mineral cinnibar in California, Spain and the southern part of Ger many; at Mrfa; but this natural pro duct Is lacking sufficient brightness to be used as. a pigment; it is in fact mostly brown or almost black in color and heavily condemnatedwith other earthly matter or minerals. Sometimes, however, small quan tities of natural cinnabar of bright red color are found, and we may therefore consider that all the Red Cinnibar used by the ancients was derived from natural sources, al though the Chinese, as we are well aware, knew the artifical produc tion of Quicksilver Vermilion, and used it in their decorations many thousand years before Christ. 70 SE CONTINUED. pends to deductions arrived at from inspect- ' ing a record of his work. Mr. Wiggins, be- j sides being an enthusiastic believer in the superior quality of our specialties and their ; Don't fail to attach a business card or some other printed matter to orders from rapid-selling properties,-is a hard pusher for new customers. It is essential that we get New Era High-Grade and is scattering agencies all over his lerritory, based upon his names and addresses right when opening an account or getting out advertising matter. correct representations that if dealers, paint ers and consumers really want a perfect paint there is no reason why they should not have ii. We understand that in his leisure minutes he is a base ball crank and an expert player, refraining only from signing with the Nation We do not send any goods G. O. D. or sight draft with bill of lading, unless a suffi cient sum is remitted with order to guarantee express or frieght charges both ways. Do not complicate masters by submitting orders al League because he likes the painl busi to us without having a proper understanding ness better. His home is in St. Louis, Mo. with customers who buy in this way. 0007-SWP-000128062 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, SEPTEMBER 15, 1900. No. 44 C v Paint and Its Solid Constituents--The Pigment. 3Y JOHN COLLET. Conli'iued from last week.) [ MR. S. J. OLSON. Mr. Olson Is one of our '99 men. Before coming with us he was engaged with one RED PIGMENTS. As l said, the natural cinnabar and our artificial Quicksilver Vermilion are identical in chemical composition, both are mercury- sulphide. The color maker does not use the natural cinnabar as a direct raw material for ihe manufacturing of the vermilion, but uses its two constituents, namely the metal rrfercucy or quicksilver and sulphur. The process, of which yr# tWo modifications, a "dry " and a "wet" one, is conducted in two separate stages. In the first stage the mercury is mixed with a computed amount of "powdered sulphur, by either shaking' 4 the two in iron cylinders in special arranged machinery, or by simple mixing in a shallow iron pot by means oi paddles or stirrers. The mercury and the sulphur combine chemically in this process of mixing to a more or less extent, forming a black amorphous mass, the so-called "ethiops'* of the lechnic, resembling much the black or brown natural cinnabar. This first stage of the manufactur ing process Is identical in both processes, the "dry" as well as the " wet " one. In the second stage of the dry pro cess. especially used by the Chinese, and to a considerable extent in Europe and here in America also, the manufacturer of vermilion makes use of a chcmicalphysical phenomena, namely of "sublima tion," or as we say he lets the ' ethiops"--the mercury-sulphur mixture--undergo a subli mation process. This latter process is based on the following principle or rather fact: There is quite a number of solid chemical bodies known elements as well as compounds, which when heated to a certain degree volatize without chemical decomposition and if the vapors are cooled down by one or another means, as entering in an other receptable or striking on the surface of a cooler body,'held over them, condense or crystallize out again. TO BE CONTINUED. of our large western distributors and be came very familiar with our line of goods ; so much so, in fact, that he thought he could present and sell the goods to ad vantage. He was not mistaken, and since taking hold of the line has. by careful and per sistent work, demonstrated the fact that there is some of the stuff in his composi tion that goes to make up a salesman (the genuine article). Mr. Olson covers western Iowa and Nebraska and works closely in connection with our distributors in that section. His home is in Sioux City. Iowa. i Concerning Unjust Claims. One of the most profound truths enunci ated at a recent conference of implement men was this: " Every business man who allows a claim ho knows to be unjust helps to educate the claimant in dishonesty." This truth applies to dealers as well as to manufacturers and jobbers. The dealer who passes an Ill-founded claim of a consumer as a stroke of policy teaches the claimant that it pays to be dishonest. Many claims that will not bear the light of competent investigation are carelessly ac cepted, others not well-based are allowed through errors of judgment by dealers who aim to pass none but just claims, while many are ac cepted to avoid giving offense that may result in the loss of trade. The dealer's position is not on enviable one and he makes it worse by not taking the stand that -the above remark suggests. When it is clear that the claim Is unjust it should receive no recognition at his hands, riot even to the extent of laying it before the manufacturer. This encourages dishonest claims whether or not the first is allowed. If there is a doubt as to the validity of the claim the dealer may proper ly act as intercessor, while if the justness of the demand is obvious it should be allowed without.j>esitation. Mistakes of judgment may result in the acceptance of claims not well founded, but if the dealers apply these rules faithfully, investigate claims carefully, and are sincere and honest in their judgment, there will be little cause for com plaint. In claims arising from breakages in tran sit, delays in payment, verbal promises by representatives and other causes in which the consumer dees not appear, apply the golden rule, the contract governing and the accepted ethics of trade. Never file an un just claim knowingly and never withdraw a just one. Editor Th o u g h t s : Am glad to welcome Th o u g h t s once more. No. 5. 0007-SWP-000128063 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. I. DETROIT, MICHIGAN, SEPTEMBER 22, 1900. NO. 45 Painl and Its Solid Constituents--The MR. C F. ELLIOTT. Pigment. BY JOHN COLLET. {Continued from last week.) Mr. Elliott is in our "infant class" of representatives, having only started with us In the spring of this year. An aptitude to "sell things" seems to have been born in RED PIGMENTS. him, however, and with the many good things Sometimes the color and molecular con that can be said of our New Era High-Grade struction are not changed as p. i. in iodine, and line of " Rapid-SelJers " it is no wonder sulphur and quinine and others. Sometimes the color and herewith the molecular con struction is changed, as it is ihe case with that he is making rapid strides in winning the friendship and orders of the trade in Pennsyl vania and New York on whom he calls. cinnabar, but In both instances the chemical Mr. Elliott, in addition to his good looks, composition is not changed or alt ered, that is. the cinnabar is mer cury-sulphide after Us sublimation, as it was before, but it is'now of a bright scarlet-red crystalline forma tion, while it was before a black, not crystalline amorphous mass. The apparatus in which this pro cess of sublimation of cinnabar- -o* blaek-ethlops is performed, is very simple and consists of a suitable furnace or a series of fire places built side by side to form a range. In each of the e fire places is placed a cylindrical -earthenware pot, so arranged that the lower two- thirds of the pot are within, the upper third is outside of the furnace. The pots are filled about half full with the mercury-sulphur mixture and then closed with well fitted iron lids, which, however, have a small charging hole in the center. The fires are lighted and the pots heated to a dark red heat. The free sulphur contained still in the : * r* * a *a ~rv Wfc'XTsrw**-ayirr*.. & w :_r-r:'* xr';-r. c7-' *. mixture burns off through the charging * possesses a genial and earnest manner and a holes, and when all consumed, new charges ; convincing wray of offering his arguments of ethiops are added through the center holes. that tells," and if he don't land hiscustomer The firing is maintained for24 or 36 hours on the first visit, its only a matter of time after which time the pots are allowed tocool. before he will. His work Indicates that he is When cold the covers are removed and the ; building a solid foundation for future business Vermilion will then be found as a red crust by working in a manner that creates a favor of crystalline formation on the under side of able impression with the trade and gains their the covers anc all around the sides of the goodwill for himself the house he represents, upper portion of the pot. The red crust is and the line of goods he offers. He has been carefully removed and ground up as fine as particularly strong in working in connection possible under water, collected, dried at a with our distributors, whom he has convinced gentle heat and sent into the market as by selling a good example, that it is a compar English Quicksilver Vermilion. atively easy mattertosell our goods. Young TO BE CONTINUED. a hustler, good looking and unmarried. An Addition to Our Factory. The volume of New Era High-Grade busi ness from all parts of the country, due, first, to the quality of the goods, and second, the establishment of general distributors in nearly all territories, has rendered it necessary to largely increase our facilities for turning out these goods. For this reason, as well as the fact that increased facilities are required to take care of our constantly growing manu facturing trade (contracts for r.ext year are far in excess of any previous season), we are building a large addition to our main factory, the lower story of which will be used principally as a store room for New Era High-Grade and the balance for our advertising department, which has longrequired more room for extra presses and other machinerjr needed to enable us to do all this class of work on our own premises. With the latest in cyUftder'presses and other facili ties we shall h avs as perfect a print ing and sample card plant as it is possible to secure. The space left in main factory by removal of ad vertising department and New Era High-Grade stock to new addition will be utilized for new mills, mixers and machinery required to take care of our ordersproperly aixi promptly. Contributions, Please 1 Contributions from our repre sentatives for the columns of 4 * Th o u g h t s *' are about as scarce as oyster, in church fair soup. It can't be that cur salesmen have nothing of interest to contribute, as in the course of their travels and experiences it would be very strange if the least observant of them did not find something that could be aired through the columns of this paper for the entertainment or benefit of their brother missionaries. When an order is taken for direct shipment from factory, and customer wishes same to be billed through a jobber, such an order must be sent to the Jobber by the salesman with Instructions to forward to us If the credit of customer is O. K. If you neglect to do this and send such orders direct to us we have to delay same until we get the jobber's consent to ship. All such orders should be made out in the following manner: ' ` Charge Smith, Jones & Co., Chicago, 111., ship to Ole Oleson, Mohawk, Wis." Please note these instructions carefully. 0007-SWP-000128064 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT MICH Devoted to Mattel's of Interest to Our Representatives. VOL. DETROIT, MICHIGAN, SEPTEMBER 29, 1900. NO. 46 Paint and Its Solid Constituents--Tie Pigment, BY JOHN COLLET. {Continuedfrom last week.} RED PIGMENTS. The Chinese method is even more simple as they do not use extra arranged furnaces or pots, but sublime the cinnabar from one iron pan into another placed over the former. But as the Chinese have long been renowned as makers of vermilion, their product being finer and more briiiiant in tone than that made by others, they employ certainly a final treatment to their vermilion, which up to the present time we were not quite able to find out or to duplicate. The same change of the black mercurysulphur mixture into a red combination can also be obtained by another process, the so-called "wet" process, a process, however, not very much used, as its product lacks considerably in fineness, brightness and brilliancy of color, shade and tone. It consists in principle of boiling the black ethiops with potash lye of certain slrength, by which process the red color is gradually developed, according to length of time of boil ing and strength of lye employed. In order to obtain good results the color maker has to watch the operation very carefully and has to wash the final product with weak acids and plenty of water. As a pigment Quicksilver Vermilion is now-a-daysnot as much used as formerly. Us place being almost entirely taken up by the artificially made Eosir.e Red Lead or Orange Mineral Vermilion, which, although by far not as stable and durable, are almost and in general of same body or covering capacity and much cheaper to manufacture. The English Vermilion, if of good quality is of a handsome and fiery red, possesses great body and opacity, and finely ground an immense spreading qualify, but owing to its high specific gravity, it is the heaviest pig ment known, it is somewhat difficult to handle as mixed paint, in which form if used, it is almost invariably extented with a lighter inert. For years ago it was considered the best red pigment in regard to durability also, but progress and the general advancement.in the manufacturing cf color pigments has here also taken it from the first place and put it several degrees lower on the scale for dura bility of colors. It is not as durable as it was supposed to be, which fact was learned and established by proper comparison with other red color pigments, as it becomes by exposure to the Sometimes, and this is mostly the case If the mineral contains somewhat large amounts of organic matter and combined water as hydrated oxide of iron--the mineral is Ihen of more or less ochery nature--it undergoes a slight calcination process, where by it is not alone freed of these but rendered also a grade deeper and richer in shade and color. TO BE CONTINUED. atmospheric influences darker and in the length of time almost brown black. This Is Credit Information, due apparently to a return to its former molecular construction, to that of the black Salesmen will please be careful when or brown mercury-sulphide. writing concerning a customer's credit to The manufacturing output or production always avoid writing about prices or other of Quicksilver Vermilion is comparatively j matters on the same sheet of paper. We limited, owing, to its very sparingly use in ! are pleased at all times to get information the manufacturing arts, and its high price, regarding our customers' staridiivg and: pro same ranging from fifty-five cents to sixty- gress, whether the customers are cld or new. five cents per pound. and we should like to have our salesmen It may be therefore rather classed among report more frequently on old customers the artists colors than under these color pig- : than they do. At the same time we want merits used by the painter in general and the this information separate from any other, paint manufacturers in particular. j because it is always noted and filed with our RED OXIDES. OR tRON REDS. j commercial reports, etc. As their name indicates^all these red pig ments of varying shades and tints subdivided and put upon the market as rouge, colcolhar, ir.dian and Venetian reds, purple, scarlet Please bear this in mind, as it saves us .the trouble of copying those portions of your letters, or cutting them to pieces in order to save such information. and derby reds, have as their coloring principle the red oxide of iron, the "ferric 1 Salesmen are again requested to kindly oxide of chemistry. note the amount of their order in the upper They are either natural products ground ; left hand corner of order sheets before sendand purified by levigation, as the well known American brands, the Princes', Lowe's j ing same to us. 1: is not necessary to be and Frontier Mineral Oxides, or they are ; exact as to the amount, just approximate produced in the color-maker's striking j same as near as you can, and thereby assist vat and calcination furnace, as the various l the credit department in handling orders indi&n, Venetian and scarlet reds. : promptly. Wc are glad to acknowledge the The preparation of Oxide Reds from the assistance rendered us by a number of our iron mineral or iron ore is comparatively representatives, and we trust the balance simple. The mineral mostly found on the will fall In line. surface of the earth, or at least imbedded not very deep, is first ground under edge runners or in other disintegrating machinery and then put through a mill from where it under goes the well known levigation process. It Salesmen are requested, in all instances where it is necessary to telegraph us, to always prepay their messages and charge is then collected, dried and put as such on the expense of same to regular expense the market. book. 0007-SWP-000128065 1 PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. . Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN. OCTOBER 6, igoo. NO. I Or cv w Paint and Its Solid Constituents--tne Pigment, BY JOHN COLLET. (Continued from last week') RED PJCMENTS. They are very seldom pure iron-oxide colors as they almost all contain more or less other inert mineral matter, as silicates and sometimes lime, which mineral ^angue is due to the formation of Ihese natural beds of color. There formation is mostly not local but Is due to various geological changes, as decom position of iron-oxide bearing granitic rock and depositions of same in lower locations, or they may bedue to volcanic evolutions or plutonic causes, in either case of which a certain amount of sand, clay and otherjnifl-era! matter will be naturally mixed with the iron-oxide. As a rule they are hard to grind, their hardness comingalmost next to barytes. in regard to body and covering capacity it has to be said that these natural pigments stand high, and also in regard to durability and permanency. The degree of the former is naturally corresponding to the amount of iron-oxide they contain. Among the class of natural oxides we may also number those which are manufactured by the calcination of various yellow ochres, the iron constituent cf which is in form of a full or partly hydrated oxide, that is, the iron is of a chemical combination with the elements of water. By more or less strong calcination tn a suitable arranged furnace this chemically combined water Is driven off, resulting thus in the production of an ironred-oxide, as it was that chemically com bined water that imparled to the ochre its yeilow color. Tffe red-oxides derived from these mineral sources aTe as a rule much softer and lighter in color and shade than those obtained direct ly from nature, they are also poorer in ironoxide and therefore not as good pigments as the latter. Much depends on the nature of the ochre employed for calcination In regard to the quality and properties of the final product. In the artificial manufacturing of oxides or iron reds a great variety of materials and chemicals is employed, some of which are obtained as waste or by-products in other branches of industry, while others are used directly for making them. The manufacturer is able, within certain limits, to prepare any shade of red-oxide desired, by regulating the amount of ironoxide. the nature of the inert material used, if any, and last but not least the degree of heat employed in the calcination process. The processes which are used in the pre paration of artificial red-oxides may be grouped under two heads: 1, dry process; 2, wet process. In the first, the dry process, the reds are made by heating or calcining an iron compound, usually the sulphate of iron, the green copperas of commerce. As Its name indicates, this iron compound is a chemical combination of iron and sul phuric acid, and if in a crystalline form, as it i$ .commonly.found on the market,.con tains seven molecules of water of crystalliza tion, to whioh latter its green oolor is due. Its manufacture out of iron-pyrites, the natural bi-sulphide of iron, a mineral resembling gold, of which it has often been mistaken, is of no special interest to us, and may here be passed over. Copperas, when strongly heated, loses all its water of crystallization and becomes a white amorphous mass, by strong calcination it is then further split into its two constitu ents, namely iron-oxide and sulphuric acid. The calcination of copperas may be car ried out with a view of obtaining therefore red-oxides as the principal product and sulphuric acid as a by-product, or vice versa, as the latter was in fact the first process for the manufacturing of this acid, but it is now displaced to a large extent by better and more advantageous processes. TO BE CONTINUED. An Enterprising Dealer. The dealer to whom the following: letter was written is of the class that with whom we like to place agencies for New Era HighGrade. He is of the kind that do rot " watt for business to come," but use brains, common sense and energy to get after it. Mr j . j . Ha r t z , Portland, Ore. Dear Sir :--We duly received photograph of your store "rout, and note with great pieasut e the display accorded our New Era Hi#h~Grade Prepared Paint. We wish to compliment you upon same. Webonsiderk particularly striking and effective. The kirge New Era can is a mammoth affair that certainly should draw attention. How did you re produce the label in that size? Yours truly, Ac mb Wh it e Le a d a n d Co l o r Wo r k s . This idea of good window displays should be encouraged by our representatives to the fullest Dossible extent. Neglect of Correspondence. Salesmen are particularly requested to be prompt In answering correispondence. We have noticed lately that a number of our men have had to be written to twice on a subject, before they found time to write us. This should not be, as it involves a lot of detail that can be avoided. We always allow at least, ten days for reply on letters written to salesmen, whichwe should imagine to be sufficient, and for far away points, we allow longer time. Please co-operate with us in this direction and help to reduce the detail of correspond ence to a minimum. Our salesmen are requested to remember our instructions regarding reports for credtt department, which should always be sent in with first order from a new customer. The same blank can be used, also, when you have anything of Interest to communicate regarding the credit of an old customer. Some of our men are in ihe habit of writ ing about the customer'screditin connection with remarks regarding prices, etc. Please bear in mind that all CTedit instructions are filed with mercantile reports, etc., and that is why we want instructions on a separate sheet. Another thing that should be particularly noted, is changes in names. Our attention should always be drawn to such when you send In the order. For example: We have been selling B. F.Jones ; an order is sent in for Jones & Smith or Jones Hardware Co., and in all cases of that kind, our attention should be called to the change in name, and a report should be made out for the credit department giving seme Information as to whether the change strengthened the concern or not. -i '**~**'*ifc>ill iiii i tfiif MM'i TI i ~ 0007-SWP-000128066 1 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, OCTOBER n, 1900. NO. 2 Paint and Its Solid Constituents--The i the furnace in a condition to take another the recovering of the iron they contain in Pigment. charge without loss of time and with saving form of oxide, or the raw material may be a .of fuel. special prepared solution of copperas in BY JOHN COLLET. The color maker as a rule does not employ water; 2nd, a solution of common soda, other ingredients or chemicals with the when the iron liquor contains the iron in {Conlhmed from last week.) copperas in this muffle calcination process, form of chloride, and 3rd, common caustic but the straight copperas alone. However, or quick-lime, mixed up with water to a It?? RED PIGMENTS. in the calcination process carried on in the semi-fluid consistency, used in case the iron- ) iron pan operation, the copperas is mostly liquor or solution is that of iron-sulphate or When the process is carried out w::h the mixed with certain percentages of alum and copperas. view to obtain red-oxide as well as the acid, for the deeper shades with about one-half to TO BE CONTINUED. n which is evolved, the operation is generally one per cent, of common salt also, the whole 1' done in cast-iron stills or muffles, the latter mixture is charged in the form of a wet Billings Has A Baby. are sometimes built of fire bricks also. A pasty mass. numbeT or series of these muffles are The resulting calcination product of bolh enclosed in a furnace and connected processes must be washed very carefully ar.d with a suitable condensing arrangement. repeatedly to which end, and in order to The muffles are heated to a red heat and arrive at the finest division of particles in after evolution cf the acid vapors, which are the color pigment, the oxides are ground collected and condensed into liquid form in the under heavy mills with water. condenser, has ceased, the furnace is allowed The result is naturally, as no inert mater to ccoL down and the residual oxide raked ials are used in connection with the copperas, out, greund with water.and washed very well. chemical pure or nearly so, pigments which The washing is necessary to free the red- are met with in the markets, as rouge^col- oxide from all traces of acid, which would coth&r, C. P. Venetian and indiarv reds, scar reduce its value as a pigment if left in. let and derby reds, and in form of very deep If the process is carried out, so that the gases evolved are allowed to pass away with out being collected, the operation lakes place either in a regular muffle-furnace also, or in a special one provided with upright standing muffles or pipes, In which the and' blue tone colors, as puiple metallic oxides. In order to extent these colors for the re quirements of the trade, the color maker mixes them after the first grinding and washing with inerts, commonly carbonates K, M. BILLINGS We are just in receipt of the following telegram: Ja c k s o .n , TrcsN., Ott. 8, 1900. Am father af a twelve pound boy. Mother and boy d>iii well. R. M, Hil l in g s . V copperas is charged, or. as it is sometimes of lime and gypsum. These sort of announcements are coming the case, the operation is carried out in large As a rule, however. rhe "dry" process for in at such regular intervals that we are seri open iron pans or caldrons provided with a the manufacturing of red oxides yields only ously considering of devoting a column of hoed and a high chimney. C. P. or straight goods, which are as such Th o u g h t s to the care of children, believing By regulating the temperature at which only put on the market. that the combined knowledge of our repre the calcination is carried on, and also Us Generally and mostly the so-called ex- sentatives upon this subject will be of material duration, the shade of the resulting oxide tented reds, principally cheaper Venetian and benefit in rearing the numerous and con may be modified to suit the requirements of indlan reds, showing 80, 60, 50 and 40 per stantly increasing families of our salesmen. the color maker. Thus, if carried on at a cent, of inert material, are manufactured by The supposition that traveling representatives dull red heat a bright shade ofred is obtained; the second process--the "wet" process-- do not make good family men is all non if at a red heat, a darkerred, while at a white a combination of precipitation and calcina sense. When Mr. Billings was in Detroit, heat the oxide will take a darker violet shade. tion. about a year ago, he failed to mention that During the calcination it is necessary to The raw materials in this " wet process " he was a married man, and in fact we sup take out samples from time to time to see are first either iron liquors produced in a posed he was not. This telegram is rather how the operation is proceeding. When the large number of metallurgical operations, sudden. W congratulate Mr. and Mrs. mass has acquired the right shade the oper as in galvanizing or tinning iron, and others Billings. May the boy wax strong and ation is stopped by drawing the furnace fire, as in the separation of copper from iron vigorous and be a source of pride and com and the furnace and its contents are allowed pyrites, liquors containing iron in solution as fort to his parents. Congratulations to Mr. to cool down, or astt is the case where a reg- sulphate or chlorides, and which formerly Billings are in order from our other repre gular muffle-furnace is used, the oxide may were thrown away as useless, but are now sentatives, especially from those who may simply be withdrawn while still hot, leaving used up for the production of iron-reds by be contemplating surprises of a like nature. 0007-SWP-000128067 THOUGHTS Mail Points. When a representative advises us to send mail to reach a designated point at a specified time, ve naturally expect him to be there, and send mail accordingly, and, if occasion demancs.send a telegram covering urgent business requiring prompt attention that we, of course, suppose will be received. Recently we had occasion to write a man to ma'<e a long jump from the mailing point to which the letter was addressed, care of ** general delivery " as we were advised to send it. We wished him to meet another representative with whom it was necessary for him to work. He evidently did not call at the postoffice for his letters. The conse quence was that the other representative lost a whole day waiting for him and had to wire the house asking for instructions. Another recent instance is where two men were notified to be at a certain place on a specified date to meet some one sent from Detroit lo Instruct them regarding matters on which ihey were to act in unison in their respective territories. One of the men failed to materialize, and on returning to Detroit the man sent to meet him found a letter stating that for certain reasons his plans had been changed. This was extremely annoying. His letter was written a day before he was due at mail point, and, of course, his mail had left the office. We are wondering what arrangements he made to get it and also what business matters will be delayed. Another case where we wanted two repre sentatives to meet promptly was handled about in this way : We wired A to meet B in a certain town, naming the dale and asking for acknowledgment of wire. We also wired B in the same way. A prompt acknowledg ment was received from A stating that he would leave the same night. The telegraph company reported that B had left town and gone to a place which we recognized as his home, although it was away out of the route that hs sent us. We then had to wire A to wait for further instructions as B had changed his route, and it was not until we had sent telegram after telegram for the best part of two days that they were successfully headed to a meeting place. It is sometimes necessary and advisable not to make points at which we have been adv.sed to send mail, but our representatives should-never lose sight of the fact that we may want to wire them at any time and expect lo reach them at these points without fail. The least that should be done is to send us a special delivery letter or telegram the minute the change has been decided upon, and not watt until after the time to advise us that the point was not made, or fail to advise us a: all. This is a mighty ooor way to handle business, and we hope there will be no more cases of this kind. Our Prize Offers. In each deparlment of our factory we have a "Suggestion Box" in which the employes can deposit suggestions covering any improvements to our goods, facilities, methods or improvement of any character pertaining to our business. While our rep resentatives cannot very well avail them selves of these boxes, they must not feel that they are barred from competing for the prizes we offer semi-annually for the best suggestions. It seems to us that they are in better position than the rest of us for making good suggestions along the line of improve ments, as they are constantly in contact with conditions that bring ideas that could be adopted to advantage. Don't be back ward in sending your thoughts in under a heading of " Suggestion Box." Nomatterif it pertains to advertising matter or methods, labels, cans, packing cases, correspondence, shipping, a new use or brand for paint, or anything that you actually think can be adopted to advantage. We don't know it all at this end. There are new fields for our goods as yet undiscovered, new methods of securing and holding business, and better ways of handling details of business. No class of men with us are in belter position to find these things out and express their Ideas than our representatives. Here is a new one we have just offered our factory people. How many of our salesmen will iry their hand at it? Bulletin No. 67. Ca s h Pr iz e s k o r Be s t Su g g e s t io n s k o r Win d o w Dis p l a y s . For the best display suitable for store windows of tte foUowinr specialties, viz.: Neal's Carriage Paint, Davies' Varnish Stains, Neal's Enamel, Neal's Bath-Tub Enamel, Gnmile Floor Paint, New Era High-Grade Prepared Paint. We offer five prizes, a* follows ; 1st............................$10 no 2nd...................... S 00 .lt d......................... 6 tx> 4U1............................ 4. 00 51 li......................... 2 IX) For the Ij c s I display that c a h be used for any of the above lines singly, we offer five prizes of'the same value. The average size of a siore window would be about JX5 feet, and a space of the proper size will be laid off in the committee room in which employes, after sulmaittinga sketch of pro posed display, can build same, or special permits will be given to employes to do so before submitting a sketch when it is deemed advisable. All facil ties for making these display* will be placed in the committee room. All details Irom competitors for prizes must he in hv Saturday, December 1st, at i p. m. The Geueiul Management Committee will act as judges and award prizes immediately there after. Prize winners will be expeettd lo place their displays in shape to be photographed, so that they may be utilized for advertising purposes General Management Committee. P. S.--Permits for employes to build displays can he had on application to the General Management Committee. Lost or Damaged Goods* Customers will occasionally complain lo representatives regarding goods received in a damaged condition, or goods that may have been lost in transit, and in some cases the representative will commit himself to the extent of promising that he will see that the loss is made good to the customer. Our salesmen should consider always the equity of such matlers and bear in mind that after we deliver goods to the railroad com pany and have their receipt for same as received by them in good order, our responsibllity.ceases at that point. If the goodsaredamaged in transit, or lost, the claim of the customer is against the transportation company and not against us. Furthermore, when there is a shortage or loss through damaged goods, customers should in all such cases see that a proper notation is made on the freight bill, and in that manner make it easy for them to substantiate and collect their claim. A customer will say that we are responsible nine cases out of ten, where goods are sold "delivered" to them. Now, that word " delivered" is misnomer and our represen tatives should studiously avoid using same. It is manifestly impossible for us to " deliver" goods anywhere, except in this city, and we can only agree to lay the goods down at certain points, freight paid, and this phrase should always be used when the matter of delivery is referred tu by customers. Whenever a customer claims a shortage o t a loss, and insists that we make it good, the representative will simply ask for an Itemized memorandum of the goods, the original shipping receipt and the paid freight bill, and if there is a notation on the latter that the goods were received in a damaged condition or a package short, tell the customer that you will send the papers to the house and see if they cannot collect the loss, and credit same, if collected, to the customer's account This should only be done when customers insist upon our doing so. The usu'ai plan to follow is not to acknowledge any responsibil ity on our part in such matters. Editor Th o u g h t s : Allow me to say a few good words about our stand of color plates. I consider that the best advertising matter of It's kind 1 ever saw. All my customer** say It helps them lo sell the paint and tikes consider ably less time to sell a bill. I have dis played my stand of color plates in a number of stores, and while going ever the different combinations with some dealer someone would walk in and make a note of some certain combination and tell the dealer, "that's the combination I want my house painted," I always show rriy stand of color plates first, last and above ail. It's the best ad. out. Yours respectfully. No. 2. Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, OCTOBER 20, 1900. No. 3 <w V THE DOUBLING OF DAN. can be easily located. We da hepe that Mrs. Davies will break him cf the habit of even mentioning such exploits. For the information of Mrs. Davies will state that Dan has a thorough knowledge of household duties, from shining the stove to making pies, and we hope that she will insist that the profiency he has attained in this ; direction does not become a lost art. Dan ; is especially fond of wiping dishes, beating j. and laying carpets and wili be exceedingly ! useful at house cleaning time. He also has ` advanced ideas upon washing windows, i hanging pictures and polishing hardwood : floors, and can join stove pipe, turn the i wringer or thaw out water pipes without ; swearing. If he cannot always be utilized ! lo advantage at home for these odd jobs, Ju-.t wisJi buu Cod SRoed and % long happy life, P.if this is lhe time that Dan takes a wife. 1 loan him to the neighbors. He may object a little at first, but by being firm at the start The following announcement which our secret service department has been able to obtain in advance of the date cf issue, is is a general air of gloom among the young ladies in the office since the knowledge of Dan's approaching marriage was imparted, there will be very little trouble. Don't per mit his talents to deteriorate for lack of practice. Laying aside all nonsense, however, to explanatory : that may be due to the prospective less of say that Dan " will receive the hearty Mrs. J)f. A* Ijawler au/u/ttuccs thf tixlKlililft , Violet, oj her to Mr. Daniel Davies, on Wrdne.s-.lay. October t'otitiy-fourih. vim'/rsn hundred. St. Louis. boxes of candy, or------(?) congratulations of a host of friends " is Domesticated Dan is a role that we think ' adopling a commonplace phrase that through he will fit lo perfection. He has been the every day usage has lest its best meaning adopted uncle of innumerable youngsters as long as we can remember, and knows so much about reaching the hearts of the " kids 1' and does not properly convey the earnest, genuine congratulations we desire to express, and which we know are echoed by the many whose honest friendship he has earned in that we shall not even offer him the advan recognition of the unselfish and generous tages to be derived from the '` Kindergarten characteristics of a man whose greatest Department" of this publication, but in pleasure is to please his friends. God speed future shall hope to look upon him as one o: you, old man, and may your married life be our most experienced contributors. happy, long and prosperous. 1 We know of no particular faults in his jcharacter that by proper training on the part of Mrs. Davies cannot be overcome. His j We had become firmly convinced that Dan j worst habit perhaps is that of indulging in j would lead a life of single blessedness; not | fi3h stories. He can tell more romantic and j because he was at all indifferent to the fair thrilling yarns about the commonest, under- | sex. but rather that his attentions to them slice, every-day fish of any man we have j were so general and with such marked cordi heard relate anecdotes of this character. ! ality in all cases that we did not know or The only real fish he ever catches are bought ! suspect they were oeing concentrated. There i in advance and anchored in spots where they 1 Dan's favorite pastime--It: the past. 0007-SWP-000128069 THOUGHTS Paint and Its Solid Constituents--The uCinching" Orders for Spring Business. We have adopted the up-to-date method Pigment* Now Is the time that we should endeavor of operating our factories on standard time, BY JOHN COLLET. to " make sure " of customers on New Era thereby acting In harmony with the principle [Continued fvtu Inst 7t'. >*/}.) High-Grade for next spring. You can ex business establishments of Detroit, and with RED PIGMENTS. The process is as follows : The iron is in plain to the merchant whom you have her progressive business men and citizens interested, that at this time, while his stock : generally. either case precipitated by the soda or lime is low, the change can be made to belter The new addition to our works is pro in form of the yellow' hydrated oxide of iro.n, advantage than at any other season and that gressing nicely. Most of the new machinery and in case the iron-liquor was a sulphate, ! the proper amount and kinds cf advertising for the advertising department (including the lime combines with the sulphuric acid of ; matter that will accompany the goods will one elegant up-to-date four-roller Miehle. the Liquor and precipitates out as insoluble i cause his customers to become thoroughly press) has been ordered, and together with sulphate of lime or gypsum. The two pre ! familiar with the line before the active ; new mills, mixers, etc., for other depart- cipitates after being well mixed by paddles or stirrers, are filtered off and dried. The air dried mass is then charged into muffles or pans of a furnace and calcined to the desired shade cf color. The products are Venetian or ether reds on a gypsum base. [n case the iron-liquor was chloride, sal- demand starts in the spring. One of the ments, will be in place about December 1st, strongest reasons from our own standpoint, Owing to the very unusual conditions however, is the fact that when we get our ! prevailing in the flax seed and linseed oil goods in. the competition ceases, and no market, our men are cautioned to exercise matter how faithfully your prospective pur watchful care and not accept business for chaser promises " to put your line in in the future delivery for unusual quantities with spring " he must listen to arguments and out first laying facts before us. On June 1st, soda or common soda is added in excess and then sufficient lime to produce the desired percentage of inert carbonate of Lime, or carbonate of lime in form cf whiting or marble dust is added, simultaneously with propositions from ether makers until the goods are actually in his store, and some body is likely to sway him from his original intention of doing business with you. "A bird in the hand is worth a whole flock in a cash flax seed was selling at $1.80 and oil seed at 31.21. An unusually large crop of seed seemed assured and was confidently expected. It now develops that the India and Russia crops are failures, and our own the soda or lime solution. The mass is bush.'' crop on account of wet weather in the north stirred and left to settle out. After one or The very strongest reason that can be west has been affected somewhat, and while two washings theironhydroxide-carbonatft of advancedfor securing goods for spring a reasonably large crop isassured, it will not lime mixture is filtered off, dried and cal cined also to the required shades. The pro ducts finished by grinding are the various Venetian and indian reds on a carbonate of lime base. As i: is very difficult for the color maker lo produce always by calcination the right and proper shade, color, tone and tint, especially in the manufacture of the better class of goods, produced mostly by the dry process, he takes very often refuge lo a mixing and blending method, similar tc that used by the ultramarine blue manufacturer. As pigments these extended red oxides are naturally -not as good and efficient as those obtained directly from nature or those made by the dry process and not extended. They are neither as permanent nor of equal cover ing capacity or body. The reds made on a carbonate of lime base must be considered trade this fall is the fact that prices are be as large as at first supposed, and foreign almost sure to advance, We know that markets will want all of our supplies. One many dealers are holding off under the , year ago to day flax seed was selling at impression that exactly the reverse will : $1,17/4 and :o-day it is $1.78. Where will happen. The linseed oil situation alone it end? No one can tell. One thing is sure, should settle this point. We don't want you. wc cannot see how paints can continue to be to take orders for delivery in spring at prices sold much longer at prevailing prices, and now existing. we predict much higher prices after the Stocksniust be taken thisfall ai existing first of the year. prices. We are willing to give a dating of February, March or April 1st on goods Editor Th o u g h t s : shipped for spring stocks, and would not 1 I wish to make a suggestion relative to refuse to accept orders occasionally with the cur line of varnishes, which will, ! think, understanding that the goods be shipped in the , although seemingly a small matter, tend to spring, proxnded the dealer agrees over his : make our line more popular with the trade, signature to permit us to ship at any prior especially painters, and t would like an ex date upon which it may be necessary to pression from each of the boys. 1 would advance prices. Above all things, do not suggest your supplying with every gallon guarantee prices for 1901, because based can you turn out. and also every half gallon, upon existing conditions it will undoubtedly a tin or wood cap lo act as a cork, but more superior to those made on sulphate or gypsum, as these pigments, especially the darker and therefore higher calcined shades; have a tendency, if used or ground and mixed in oil, in not a perfect dry state, to harden aiid to liver up. The cause is that the gypsum of be necessary lo advance present prices. 1 like a slip cover. Painters have complained The above remarks we naturally assume to me. and two only yesterday, that when you will understand applies to the securing of they opened a can of our varnish they had new customers., as there is nothing to be to scour around to find a cork and would gained by offering advanced datings to probably be obliged to use a piece of rag or regularly established agent3 on the line. paper, whereas, if they used Berry Bros. their base is deprived of a certain amount , Varnishes they had the cork in the shape of of its water of crystallization, which is Notes. . a close fitting cap, right with every can not entirely restored by their subsequent The employes of our factories expect ; purchased, and that was one reason why grinding in water, it is therefore mostly very shortly to issue a monthly publication, | they did not like to buy our varnish. Would not fully hydrated gypsum that they and by way of gentle hint to our representa like to see this suggestion acted upon, have as their bases, and this only partly tives, would state that it might be well to i Those caps, it seems to me. would be com hydrated gypsum, is bound to take up more think along the lines of contributions to paratively inexpensive and would make the water in any form it comes in contact with. Th o u g h t s , if they wish to make their medium line more papular. I am satisfied TO BE CONTINUED. equal to or outshine the new publication. Yours respectfully. No. 7. 1 : i in n i 0007-SWP-000128070 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, OCTOBER 27, J900. NO. 4 Pamt sud Its Solid Constituents--The The nearest and best explanation for this ; old prices in face of the present situation for Pigment. phenomenon the houseowner and the painter ' any length of time. We don't want you to himself could find was "fading of painl," book businessforfuture delivery atpresent BY JOHN COLLET. and would then naturally blame the manu prices under any conditions. This means facturer of the paJnt in question or the jobber that you must not accept business at present {Continued from last ntwA.) who sold the pigment, while the real and prices agreeing to permit customer to order only cause was the use of a gypsum based goods shipped al any time we may decide to Venetian red in connection with the above advance. We are not anxious for orders staled circumstances, as the writer sometime from established trade under existing con As ihe iron oxide for itself acts to a certain ago had the pleasure to explain and to ditions, in fact we prefer to discourage such extent as a dryer when in connection with demonstrate with experiments lo one of our | business. We will make a partial exception linseed oil, and as in the drying of linseed most prominent master painters of the town. i to this position as regards new customers for oil, as we shall see later in a special article --water is liberated, the partly hydrated TO BE CONTINUED, | Sew Era High-Grade. Note our instruc! lions carefully in this connection as follows : gypsum of the base, will and must link itself j You are at liberty to book a limited number to or absorb this liberated water, forming Prices Affected by Recent Heavy Advances of orders from strictly first-class new cus- thus fully hydrated gypsum, or in other ; words "sets" like plaster pans, in f*ct the : in Linseed Oil. I tomers at the present price for New Era for I immediate shipment with usual spring dat- process is the same as in the hardening of a j The recent advances in linseed oil have . mg. if necessary, or, if customers do not wish quantity of plaster paris stirred up with water ; confronted us with a serious problem as re into a paste. _ gards prices for our goods. From indications The gypsum will thus set or harden at this lime it would appear that ihe present throughout the whole paint, the consequence price of oil will not only be maintained, but is that same will liver and by length of time further advances will occur, and dollar oil cake. would not surprise us. Our representatives goods shipped at once, they must agree overtherr signatures to permit us to forward goods upon any day that prices may advance. All prices must be made subject to change based upon market conditions. Ttis import Another draw back of these gypsum red will readily realize that new conditions, if ant thatyou realize that these instructions oxides is, that the gypsum is slightly soluble maintained, mean a greatly increased cost of must be lived up to to the letter. in water, which draw back comes especially production, so much so in fact that the situa These instructions in some particulars are irr evidence, when such a red is used in so- tion cannot be covered by any "law of contradictory to our views as expressed in called flat brick or mortar paints. average " that might apply to a temporary ! Th o u g h t s of last week, in article entiled These paints contain r.ot much oil, in fact advance that was not so great and did not j "Cinching" Orders for Spring Business, very little, lack therefore considerably in bear evidence of "coming to stay." We ; but are rendered necessary, based upon later binder, and especially ir. protecting vehicle, i have deemed it good policy to issue the ; developments. The gypsum, not sufficiently protected by a \ following notice to our trade generally: film of oil is therefore strongly exposed to the elements, particularly water in form of rain De t r o it , Mic h .. fVtoher 7.4, 1900. and dew and the drying rays of the sun. It TO THE TRADE Note. c takes all the water up necessary to its full hydration and after that more by absorption, Owing to existing unsettled and abnormal Afew of our representatives have not yet conditions covering the present and prospective market for raw material, particularly Linseed Oil, ! complied with our request to enter the in which water it is soluble to almost a we are reluctantly forced to withdraw all firm ; "approximate" amount of each order in the saturated solution. The drying rays of the sun drives or forces now this saturated solution of gypsum out again to the surface of the coat of paint, evaporates the water and leaves the gypsum in form of minute white crystals upon the surface, which later will then appear as coated all over with patches of meal-dew. Many a painter was thus not little sur prised after leaving a bright and finished prices for our manufactured product, and herewith beg to advise you, that for the time being, and until the market becomes steadier, we can only accept orders subject to such revisions In prices as may be found necessary. We propose lo handle any necessary revisions in the most conservative, reasonable manner possible. We regret that the market conditions force us to take this actiou, and beg to remain, Yours very sincerely. We wish our men to bear out our policy upper left hand corner of order sheet. Please attend to this hereafter. Coach Color Sample Books. Ro c h es t er , N. Y., October 2\, 1900. Coach color sample book received, and must say same is a dandy. If you do not note an increase in the sale of ooach colors flat brick job in the evening, to find the next fully. To-day our prices are the same as ! from now on it will be no fault of the book, I day the house covered all over with these heretofore; to-morrow they may be ad , can assure you. white patches. vanced, as no manufacturer can afford to hold : Yours respectfully. No. 19. H 1 j 0007-SWP-000128071 THOUGHTS Passing of The Red Bam. Watch the Linseed Oil marketFarmers Now Use Ready-Mixed Paints oE Various Colors. ' and you will realise " There was a time," said a paint manu- that prices must advance. f&cturer. "when every farmer painted his ; barn red. The paint used was called Venetian j red and was made of oxide of iron instead of j Wkfrh of Our Representatives Wilt Wear white lead and zinc. It cost about half as Editor Th o u g :h s ; This Hat. much as lead paint and stood Ihe weather : Th o u g h t s , dated October 20. 1900, is re Jwell. The farmer bought this paint dry and I ceived. Guess it will not be necessary for We ate particularly desirous of pushing j mixed it with oil himself, and put it on him- me to state that the future Mrs. " D " will sales of Michigan Seal White l.sad, and wish ; self. New I suppose about one-third of the | not have Ihe chance to read same. our representatives to make an especially ; country's barns are painted red and about active effort in this direction. It should not two-thirds in other colors, with the propor Yours respectfully, No. 5. be difficult to place a line of the quality of tion of red barns still decreasing. This our Michigan Seal at the difference in price change is due somewhat to fashion and more in favor of the goods as compared with to the wid3 introduction of mixed paints figure demanded for standard brands upon ; ready for use. the market. Michigan Seal as now pre- j " Nowadays prepared paints are put up in Editor Th o u g h t s : Regarding salesman No. 7's suggestion, wish to say that l agree with him as regards sented is an article that is certain to give j simply scores of colors and shades, and ' caps for varnish cans. perfect satisfaction in every particular-- I many of them are manufactured and sold as J Yours respectfully, No. 5. working properties, covering capacity and I cheaply as the old Venetian red was. In the P. S.--1 s:ill think a varnish sign is urability. In order to secure an interesting old days if the farmer wanted to paint any necessary. contest among our representatives we offer color but red he had to mix his own colors. , a silk hat to the salesman who places the . He couldn't get a painter to come from town j largest quantity of the goods before March to mix the colors, unless he could also have j Editor Th o u g h t s : 1st, 1901, and shall publish the record of ihe job of doing the painting. Now the I find a good many of my customers sales lor each man in every issue of farmer can buy paint in any color or shade j would just as soon have their goods packed jTh o u g h t s . Contest to commence Wednes that he wants from sample card and when he in barrels as eases. It is quite a saving both day, October 31st. The numbers of our s' knows the area of surface to be painted he | in freight and cost of packages. 1 now ask representatives who do not call upon a class j can ascertain just the quantity required. my customers if they would just as soon of trade to whorr. the goods can be sold are " There are district fashions in barn paint- , have their goods packed in. barrels, and if omitted for obvious reasons: ^ ing. It might be, for instance, that in one i they say yes, I so specify on bottom of my QUANTITY j place the 'squire painted his barns red and ordr sheet. Yours truly. No. 18. SOLD TO DATK j thus set a fashion that his neighbors would NO. I . NO. 3.. No. S. n o . e>. No. 7.. No. S.. No. r>. No. io . No. ii.. No. 12., No. .;v Nn. 15. No. 16. No. 1 j. No 1*. No. 19. No. 'ao . No. 21. No. 22. No. 23. \V,. 27. No 2S. No. 2y.. Nv. So. No .Sa . No. 90. No. 05. follow. It might be that some city man who had bought an abandoned farm would paint the old bams in modern style. Then the neighbors would say : ` I don't know how much Mr. Cityman knows about farming, but he certainly knows how to paint a barn.' And the people thereabouts would be likely to paint their barns more or less like his. Thus you might find districts where the barns would run much alike. " In modern barn painting the body is of one color and the trim of another. The present prevailing style is colonial. In which the body is of alight yellow and the trim white. But barns are painted also in grays ar.d in other colors and various shades of color and with various kinds of trim, and lake every thing together the old red bam is being more and more crowded by those painted in modern fashion."--New York Sun. Editor Th o u g h t s : It spikes me that the general run of retail dealers throughout the country is firmly con vinced in his own mind tha: the spring will bring lower prices on paintsand oils, and that some paint salesmen coinside with them is a well known fact. Now, if a dealer feels that lower prices will prevail in the near future, he will not urge and in fact will sometimes discourage his customers from painting at this season, advising them to wait till spring and secure the benefit of lower prices. Now. this is a mistake. In the first place, there are not going to be any lower prices at the first of the year and perhaps not fill ihe middle of 1901, and I firmly believe it would be desirable for each of our boys to put the matter before the trade now in such a light that they will be prepared for the advance in New Era to S1.30r which advance will probably come at January 1st, This is Not Politics. and w 11 therefore be more anxious to have j their farmers paint now than in the spring, A Suggestion. Da v e n po r t , 1a .. October 18, 1900. when paint will be so high that i: will scare On September 26th the people at St. James them out altogether. Do not allow your New Era High-Grade Prepared Paint, the hotel here opened up a ballot-book for travel- I trade to expect lower prices, for they will be paint that made Detroit famous. Yours respectfully, No. 1. ing men, and results to-day are : McKinley, , disappointed in all probability. 416; Bryan, 53. No. 30. J Yours respectfully, No. 7. 0007-SWP-000128072 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, NOVEMBER 3, 1900. No. 5 Paint and Its Solid Constituents--The color and staining property for a variety of Pigment. purposes. BY JOHN COLLET. [Conlnutfd from last u/sek.j As the pigments are characlerized by being insoluble substances, and as the : greater their insolubl ty in a variety of sol- LAKES. AND RED LAKES IN PARTICULAR. vents, the more useful they likely are to be : For many years past constant endeavors as pigments, and as ail the coal-taT-colors are have been made to utilize the numerous and characterized by their solubility in various : beautiful coal-tar-colors for the preparation solvents, which property is indeed an essen of pigments suitable for the painter's use, tial feature, that is to be used for dying and and these endeavors have met with more or fabric-printing, the problem was to convert less success, and there is now available . these coloring matters into insoluble com many pigments which owe their color indi- j pounds or pigments, just as Ihe soluble rectly to coal-tar and some of which have acetate of lead is converted by bi-chromate now acquired a place of their very own of potash into the insoluble chrome yellow. alongside with the older pigments, especially The problem was. solved by combining the among the reds. The old-fashioned lakes, such ascarmine, the carmine No. 40 of commerce, crimson and rose lake, rose and dutch pink and soluble coal-tar-color with the oxides or salts of metals, as chiefly the acetate or nitrate of lead--the sulphate of alumina--or alum and the chloride of barium, with which MR. O. F. RICHMOND. We have had considerable difficulty in obtaining a photograph of Mr. Richmond. many others are made by precipitating the metallic salts, the soluble coloring matters The following letters explain his reasons for natural coloring matter obtained by Cxtrac- ~ form insoluble compounds, or lake pigments. holding back: tion from various bodies, as cochineal, Brazil wood. Persian berries and others with metallic oxides, such as those of aluminum, tin and antimony applied in form of their soluble salts. Generally the coloring principle of these The combination is obtained by simple pre cipitation, that is by mixing the two consti tuents, the color and metallic salt in form of solutions together, the precipitated color lake is allowed to settle, is washed and filtered off and dried at a moderate temperature. Will lend tu tliis at vnee. as l am iiware tliut f have negrlericd tills nruter. Seeing so many pood looking men amonjr our representatives, l have naturally felt reluctant about having my picture alongside. But l will chance it, and send same in the near future. Yours truly. O. F. Ric h mo n d . natural organic coloring matters is of a slightly acid character, and has the property of combining with the metallic oxides above As a matter of fact, however, these com pounds or lakes are usually or almost always combined with some Inert substance like Later he writes as fellows : Enclosed find my picture which 1 promised you snne time since. This was taken cut in the short cyass and previous mentioned tc form insoluble barytes-. china clay, whiting or as in the case colored compounds. The tint of these thus of the eosir.e lakes, the artificial vermilions formed pigments is dependent not only on of commerce, with the red or orange oxides the coloring matter itself, but also on the of lead, first, to make them cheaper and metallic oxide used. Thus cochineal with second, at the same time to develop the tint alumina gives a bluish red, with tin rather a and shade of the coloring matter better. more scarlet shade, and so on. TO BE CONTINUED. 1 do not intend to give a detailed sxplana : tion as to the manufacturing and striking of 1 these pigments in the color maker's vat, . but will only say that when the coloring Withdrawal of Prices to Manufacturing Trade. matter and oxide are used by themselves 1 Our representatives will, of course, under they make or yield a pure lake--carmine for stand that our notice to the trade, withdrawing example. These are. however, rather expen prices, affects the manufacturing trades to as sive, and when a cheaper body is required great an extent as any class of customers. it is customary to add, as I mentioned be In fact, as this class of trade is very fre fore, a quantity of barytes, china clay, quently sold on close margins, figures will whiting or other inerts as a base, as it is have to be considered with the greatest country in western Kansas., and it is not a very com mendable work of art. However. 1 assure you that it does me justice, ns I am not one bit better locking than the pholo. lam. Yours very truly, O. F. Ric h mo n d . Mr. Richmond need not apologize for his appearance. He is no worse looking than the rest of our western representatives. In any event it is evident he does not bank on se11- ing goods " on his looks," and also that in Kansas and western Missouri the trade must think beauty is only skin deep, as he has been able to make a very favorable impres sion for himself and our goods. Mr. Rich mond was formerly a druggist, having had practical experience in this line, from running the soda fountain to compounding prescrip tions. We should judge his age lo be about twenty-five, single, but with matrimonial called, which then is more or less stained so care. Prices must not be guaranteed for tc speak with the lake proper, and thus in the future, and no contracts made In which ferior cheaper pigments--as rose and dutch prices are not subject to revision, should pink--are produced which still have sufficient , conditions render it necessary. prospects, and an all-round good fellow whom it is a pleasure to know. His home is in Atchison, Kan. He has been with us about a year. 0007-SWP-000128073 THOUGHTS Flaxseed and Linseed OU Record Figures. in linoleum, oilcloths, patent leathers, paints, Prior to last summer when 65c was the varnishes and other such materials. The Thursday oi last -week flaxseed scored a j cost of these articles is bound to go up, as record in prices which equaled that of last far as J can see, for 1 dc not see any possibil year, and on Friday the 1899 top price was ity of the oil resuming its wonted prices after distanced by U' 2c. The first day named the scant crop of seed that we have had. ft displayed the distress signal, and the Ameri looks now as if oil would continue to rise fast. can Linseed Company made haste to put lin I should say that it might gc as high as seed oil prices on a safe footing. Accordingly . $1.50 per gallon." they advanced the selling basis at 10c per ! top price, the highest figure at which linseed oil sold for many years was 60c. This price was obtained in theyear 5850. 1889 and 1882. The lowest price on record was made, in 1897 when oil waa quoted regularly at 24c, and some few sales were made at lo under this figure.--Paint, Drug ami Oil Review, October 24, /900. gallon at noon, making 70c the inside figure : Manager Rugg. of the oil sales department, ; for raw oil in car load tots, f. o. b. Chicago. talked much in the same strain to a Review The advance was as startling as it was unpre- , man. He said: ! cedented, fer oil prices generally move up j I guess Mr. Adams is about right. and down by l^3c Jumps. On Monday a Supply and demand regulate prices. We are j further advance of 2c occurred. The con not responsible for the flax crop failure in [ suming trade generally have no important the northwest, neither did we have anything j stocks of oil and the market performance to do with the Indian erbp failure a year ago. i Which of Our Representatives Will Wear on Thursday amounted to a douching of Unlike seme people who claim to be in league I This Hat. iheir warn hopes of " 35o oil before January with Providence, we cannot say that the We are particularly desirous of pushing 1st " with water as icy and chilly as are the Almighty and us are running the universe. sales of Michigan Seal White Lead, and wish election returns to a defeated candidate. Seed is worth what is asked for it on the our representatives to make an especially The factors tn the advance are the extra basis of world values, and we have to pay ; active effort in this direction. It should net ordinary high prices ruling in the foreign ! those prices for it as crushers and take cur ; be difficult to place a line of the quality of seed market, same ranging above 60s per | chances. Oi! prices fellow the course of ' our Michigan Seal at the difference in price qr., compared with44 Ks last year, and 35-jS values marked out by seed. We cannot : in favor of the goods as compared with in 1895: the big damage to the seed crop in : make cheap oil out of famine-priced seed. figure demanded for standard brands upon the northwest, principally in North Dakota, If oil does not go higher ! shall be agreeably the market. Michigan Seal as now pre making the total outturn of seed from ail the surprised. I hope it will not, but as ( said ; sented is an article that is certain to give flax-producing sections of the country rela before the Lord and the American Linseed : perfect satisfaction in every particular- tively small, more particularly contract seed ; Company are not operating as a joint part- , working properties, covering capacity and and lastly, the firm control over the market . nership, and we of the American Company > durability. In order to secure an interesting exerted by :he Arr.erlcan-Dicklr.son oil and will have to lake ;hings as they come, : contest among our representatives we offer seed people in the interest of liberal profits for exercising such judgment, foresight and con a silk hat to the salesman who places the handling the crop and its resulting products. servatism as we may be able to command." largest quantity of the goods before March It is now believed that the current American : A representative of the Albert Dickinson I 1st, 1901, and shall publish the record of crop will no: exceed 18,000,000 bushels. Company, undoubtedly the best posted seed j sales - for each man in every issue of Mr. Adams. President Major's assistant, house in the country, had this to say about Th o u g h t s . Contest to commence Wednes was asked by a press reporter to give the the situation Friday : j day, October 31st. The numbers of our American Linseed Company's view of the "A most peculiar condition exists in the representatives who do not call upor. a class situation, and made the following very frank flaxseed crop of the northwest, first there of trade to whom the goods can be sold are and iiueres:ing statement: came the dry period, which made the seed omitted for obvious reasons : It is simply a question of supply and demand. We raised cur price of linseed oil because we had to. Almost all the flaxseed, from which :he oil is made, is grown in North, slow io sprout. Next, along in July the ; _ QUANTITY SOLD TO DATK rains began to come, and the fields were A. E Barron............................................ covered with patches of growing grain. S. J. Olson................................................... Dan Davie&,........................................... Heavy rains later ir. the season damaged : O. F. RMmvond........................................ and South Dakota, and the recent rains and the crops by affecting that already cut and A. S Dougall............................................. drouths ir: that section have so deminished the c*op that an advance in price was imper keeping that in the process of growth too long green. YV. C. Neal................................................... ,f. !<. Gofdsboroiigli.................................. J. R. Newell............................................ ative. The fact that the average amount of " The conditions are so mixed that ] C. F. Pnlfer..................................... seed brought into Duluth, Minn., this season believe no one can teil what the yield will be. s. H. Hart......................................... ......... has been only thirty-seven car loads per day, ' Such situations as this may come only once : ! A. D lloagg............................................... A. R. Kelly...................... ............... whereas it was 217 car loads last year, shows in a lifetime. The speculative price of flax . C. F. McCauley............................... what is the difference in the crops of the two seed may have in part an ar:ificial value. : GeO. R. Smith................. ......................... seasons. Ir. this business we reckon on our The reason for that would be that much of F. R. Dongatl........... ...................... year from Augus: to August. The consump tion cf linseed oil in the United States in ordinary times is about SC0,000 barrels, or the grain is being rejected as No. 1, which is the only grade speculated in, The buyer getting rejected flaxseed, inerder tc complete M. T. Reynolds........................................... H. P. Torrance................................ M. Taylor................................................... C. Mchlig........... ...................................... 40,000.000 gallons per year. This season I his sale, must enter the market and buy No. H. F. Whitaker........................................... 500-bs. think it will be cut at least 40 per cent, for the simple reason that not enough oil will be produced :o supply the trade. Business men who are affected by any change in ;he cost of linseed oil are dealers 1 seed at the increase in prices. In the ; H. C. Carlet .......................................................... W.P. Wiggins............... ........................... public warehouses in this city to-day there R. M. Billing'*............................................ arebul 10,000 bushels of theseed. However, R, A. li-vin....... ......................................... . nobody knows what there is in the private M. G Smith................................................. ; C. F. Elliot................................................. warehousesexceptingtheownersof the seed." ; if ciman Scratch........ i................... 0007-SWP-000128074 PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. II DETROIT, MICHIGAN, NOVEMBER 10, jyoo No Paint and Its Solid Constituents--The Pigment. BY JOHN COLLET. (Conimvedfrom last week.) LAKES, AND RED LAKES IN PART1C LAR. The best principle of treating coal-tar coloring matters for the production of lakepigments is as 1 said, to precipitate them from their solutions by suitable precipitants, the nature of these depending upon the properties of the coloring matter to b? precipitated. As, chemically spoken, every lake-pigmenl is a sal:, it is obvious that the organic color ing matter to be capable of and used inform ing a lake must be either a base or an acid, this explain^ why indigo, which possesses neither of these qualities, is quite incapable of forming lakes, and its unique method by which indigo is applied to the fibre of fabrics is another illustration of this fact. We may therefore divide the organic col oring matters, and especially the coal tar colors, commonly called aniline colors, ac cording to their lake forming qualities, into two large classes, basic and acid coloring matters, to which correspond fundamentally different methods of producing lakes. There Is. however, among the vast variety of aniline colors, which comprise in themselves 16 different groups, one kind or special group named the so-called adjective coloring matters, the chief constituent of which is alizarine. These approach more nearly 1 he natural coloring matters In their properties, having a very slight acid character as they require also metallic oxides to form lakes. As a rule this class of coal-tar pre parations have little or no color for them selves, but the coloring matter and the lakes are both formed simultaneously by the taking up ot and subsequent precipitation with the metallic oxides. As one must be familiar with the chem istry. that is, the constitution, composition and properties of this immense large number of organic coloring matters, (heir manufactur ing and that of their raw materials, from which they are obtained, in order to get a full and exact comprehension of their nature and properties, which makes them available for the color-maker for the manufacturing iC.-n iniK-ri 1,1 ,1 ir l coin, m i MR. J, R. NEWELL. This is a correct likeness of " Jack " New ell. We have had a very hard time getting it. Presumably the innate modesty, which is one of his chief characteristics, has prevented him from responding before to our frequent and urgent appeals for a pasteboard that would enable us to "show him up" to the rest of lake pigments, [ shall not go Into further details. I will explain and show you all this better and more interesting to you by a few experiments, as precipitating various color lakes, especially reds, such aswemanufacture in our dry cclor department. Among these lakes, especially two kinds have a prominent place. They are the dif ferent shades and grades of cosine vermilions and scarlet, or azo reds. The former, although first introduced into commerce about 20 years ago, as a substitute for English quicksilver and American chrome vermilion, have failed to displace these two reds, but have instead made a distinct place for themselves.fllllngastheydid, and still do, the demand for a cheap bright red pigment. The number of shades of these products, as you are well aware, Is infinite. Many color makers, and among these ourselves, produce ten to twenty or even more shades and tints, and naturally, according to the com position of the base employed, more or less -different qualities or grades. of the boys. He covers Texas and spreads Suggestions to be Discussed at Convention. over to a section In Louisiana and a few We want this convention to be the *' round towns in Mexico. He is about the only one ing up " point at which the best thoughts of of our salesmen who would not dare tell his our salesmen in the way of ideas for increas customers that he was competing for a silk ing business, or strengthening our position hat to be worn should his sales of " Michigan - with the trade, will be submitted for the Seal " reach :he necessary volume. They general consideration of all our represents don't believe in "plug" hats in his territory fives and the officers of the company. Very and it probably would not las: five minutes. ; few men can go through a season's work, on A wide-brimmed "slouch," with store ' the road without forming ideas along the line clothes and guns, is his usual make-up, and ; of Improvement, such as suggested. These he graces the costume as if he were a born thoughts should be written promptly and ranger. Although only on :he territory for submitted to the house, so that they may be about a year, and without any previous train ing that would fit him specially for the under brought up at the convention for discussion taking, he has succeeded by careful applica in the order that they are received. tion and ? few " experiences " in learning " the ways that win and the arts that please" "A Suggestion" by No. 1 In Thoughts In a land where the rules of society demand personal independence, but the expression of too radical views is apt to get you into trouble. We will venture the assertion that he is one of the best liked paint men in that Dav en po r t . Ia., October 29. 1900. No. I is nearly one year behind the times. I notified you nearly that long ago that we had a sign in the window of Ludolph & Hill, section, and know by material evidence that the trade appreciate his intrinsic value and the merits of his line. He will be at the con vention next month and we will all have an opportunity to call upon him for a recital of Clinton, lowa, placed above a pyramid of New Era High-Grade Prepared Paint, which read as follows: "The paint that made Detroit famous." In Centerville, la., where personal reminiscences of Texas life, that no we have twelve houses painted with New doubt will prove highly interesting. He is a hustling, conscientious, level-headed worker, , j Era since June, ! suggested the same lines with the stuff in hts composition that Is sure I for a local ad. in Mr. Johnson's local paper. to win success. 1 Respectfully, No. 13. 0007-SWP-000128075 THOUGHTS I Detroit, Mich., Nov. 5th, 1900. | Editor Th o u g h t s : | Editor Th o u g h t s : The present high and prospective higher price of linseed oil makes it very apparent to Was in Warrensburgh, N. Y., yesterday and although it is very near election, the people of thal town were spending mes: me that the change made to-day, advanc ing to $1.35 per gallon, with a chance of a still higher price, is what we must expect of their time talking about New Era HighGrade, so much so that if ore was a stranger in this country they would have taken New ! upon New Era High-Grade Frepared Paint Era to be the name of one of the candidates. VJiich of Our Representatives Will Wear for the season of 190!. Such being the case, Mr. B. F. Hammond of that place gave This Hat. we cannot do other than to advise and even me an order when last there, and has since , insist upon our customers getting from the painted his s ore. It was only finished this We are particularly desirous of pushing 1 consumer $1.75 per gallon. We shall meet week and the painters have caused New sales of Michigan Seal White Lead, and wish with the statement from merchants that they Era to be very popular. In the first place our representatives to make an especially are not able to sell at so high a price and the man next to Hammond started painting active effort in this direction. It should not that their customers will buy lead and oil hisstore with Sherwin-Williams' paint cn the be difficult to place a line of the quality of instead of New Era paint. 1 think all of our same day that the men began Hammond's, our Michigan Seal at the difference in price salesmen should be p-epared to show them and as the stores aTe about the same size in favor of the goods as compared with in a way that they may be able to convince the result was watched very closely, and it figure demanded for standard brands upon : their customers :hat the cost of material to only took half as much of New Era to paint the market. Michigan Seal as now pre i paint their buildings will be less by using B. F. H s store as of S.-W. to paint the sented is an article that is certain to give New Era paint at $1.75 per gallon than to next one, and every one agrees that our perfect satisfaction in every particular- use lead and oil at the present prices, to say paint looks the best. The painters say it is working properties, covering capacity and ' nothing of the pTospcct of higher prices than the best they have ever used and can not durability. In order to secure an interesting now prevail. For instance, take a 100 lb. say enough for it. Hammond is the same con:est among our representatives we offer keg of lead and use 454. gallons of linseed ; way. a silk hat to the salesman who places the oil. 1 quaTt of japan dryer and 1 quart of They were waiting anxiously for an order largest quantity of the goods before March j turpentine and adding to that 50 cents for of New I ra that Hammond sent in for the j1st, 1901, and shall publish the record of the painters time in breaking up the lead catholic church. sales for each man in every Issue of ! ready to apply and you have 7j;( gallons Hammond told me that he had never Th o u g h t s . Contest to commence Wednes- ! of white paint, costing the consumer at least : tried to do any business in the paint line be jday, October 31st. The numbers of our $1,53 per gallon. This paint will not cover fore because he had no faith in the goods, representatives who do not call upon a class to exceed 230 square feet to the gallon, two ! but says now he is going out after the of trade to whom the goods can be sold are coats. Take a house containing 3000 square 1 business, as he believes New Era :o be just omitted for obvious reasons : i jfeet of surface, it will require 15 gallons of what we claim. As for him going after the < paint mixed as suggested above to cover, business, guess that he told the truth for he GUANTITV | costing the consumer $23.70. With our has something like a half dozen houses !o SOLO TO DATK ! New Era paint, aver}' conservative estimate paint in the spring, and is still on the '`war A. E Barron................................................ ! of the surface we can cover is 250 square ! path" looking for more. S. J. Olson.................................................... feet to the gallon for two-coat work. Twelve Yours truly. llan I'bivien.................................................. gallons of New Rra paint at $1.75 per gallon No. 75. O. F. Richmond.......................................... will cover such a building nicely. This A. S Dougall.............................................. W. r. Nci.1....................................... R. G-Uilslioroiijfh...................................... J. R Newell.................................................. C. F- Piilfei.................................................. S K. Han.................................................... A. I) Hoags;............................................. A. R. Kelly.................................................... C. F. McCauley........................................... Geo. R. Smith.............................................. l?. H. Dougall.............................................. M.J. Reynolds............................................ II. 1\ Torrance.......................................... M. Taylor...................................................... <\ MehfiR...................................................... H. F. Whitaker.......................................... II. O. Cater............ ................................... W. P. Wiggiii3............................................ R. M. Billinas............................................ R A. Irvin.................................................... M.G Smith.................................................. C. K. Klliot.................................................. }J ci isi;ui Scratch........................................ estimate is for whiie paint and should a Editor Th o u g h t s : consumer wish to use shades, the cost of his material where he buys white lead and oil Atchison, Kas.. Nov. 4ih, 1900. 700 lbs. | will be increased, whereas the shades in our I can endorse what No. 19 says regarding ; New Era are furnished at the same price i new coach and car color sample book. 1 ` that we furnish white, with the exception of ; have sold nearly every carriage concern y>o Ilis. j the bright colors, with which all are familiar, ; I have called on since 1 received same. A j You will see that 3000 square feet of surface | customer of mine in Southern Missouri with paint at $1.75 per gallon will cost the I bought some gear finishing varnish of a consumer $23.00, effecting a saving of from ; certain Detroit firm, under the positive 20 to 25 per cent. ; guarantee that mud would not spot same. Yours very truly, I Now everyone who has ever traveled in i Southern Missouri knows that the mud in jNo. 26. that country will spot anything. 1 sold him Editor Th o u g t bs : | a gallon of cur Elastic Gear, and he lold me The plug hat offer is noticed. I am going recently that it was the only varnish he had iw ll>s. to do my best to win it. Hope the rest of ' used which did not spot. In justice to the the boys will do the same. 1 think also it mud, however, let it be said that the job on will pay you to get out some good ad. signs which he used nur goods, stood about 6C for it, as when you get it going it will help days before it was used. However. 1 thought j sell other goods. it a very good testimonial for Elastic Gear. ! Yours truly. Yours truly, No 8. O. F. Ric h mo n d . 0007-SWP-000128076 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND#COLOR| WORKS, DETROIT,. MICH. Devoted to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, NOVEMBER 17, 1900, No. 7 Making Suggestions for Discussion at the Notes. Convention. When sending in names of prospective "New Era" High-Grade Prepared Paint purchasers, we note some of our salesmen are in the habit of appending to the printed form furnished them, a communication re questing that a strong letter be written, and giving general information as to the desir ability of prospective purchasers whose names they hand us. This is unnecessary, Vfaich of Our Representatives 'Will Wear | This Hat. inasmuch as we are following up your initi atory work in a special manner, and if you will simply fill the form out properly, we will endeavor to do the rest. jWe are particularly desirous of pushing s^les of Michigan Seal White Lead, and wish opr representatives to make an especially active effort In this direction. It should not be difficult to place a line of the quality of The above illustration shows hew our i Proper care and discrimination should at people at the factory make suggestions for ; all times be exercised in submitting figures improvements, or submit complaints regard- ! to different classes of trade. Your advices our Michigan Seal at the difference in price in favor of the goods as compared with figure demanded for standard brands upon the market. Michigan Seal as now pre ing existing conditions for consideration of.; are definite, and if our reminder is carefully sented is an article that is certain to give the Executive Committee. Our represents- I borne in mind, the order, as well as the cor perfect satisfaction in every particular- tives should not overlook the fact that they > respondence department will be saved time owe It to themselves and the house to offer and worry. We very much dislike to advise anything they may believe will be for our mutual benefit, and -while they have no sug gestion boxes at hand, communications of this character* will receive just as careful our Customers that figures must be consid ered as applying to ftparticular purchase, and that on subsequent orders we must get an advance, and the necessity of pursuing such a course would be entirely removed if proper attention as if they came through that figures were secured In the first place. medium. We want you to bring up every thing you may believe needs attention. working properties, covering capacity and durability. In order to secure an interesting contest among our representatives we offer a silk hat to the salesman who places the largest quantity of the goods before March 1st, 1901, and shall publish the record of sales for each man in every issue of Th o u g h t s . Contest to commence Wednes day. October 3lst. The numbers of our representatives who do not call upon a class Write your suggestions fully and plainly. ! Not* This Carefully. of trade to whom the goods can be sold are We will number them in the order received, : Salesmen when sending in orders from omitted for obvious reasons: and as there will be two hours each day ! towns that are not cn their lists often over UIIANTITV SOLD TO DATK during the convention for open discussion of 1 look the matter of sending in a memo, with A. E Barron........................................... such subjects, you will have an opportunity 1 each order asking us to add such towns to of emphasizing your suggestions personally j their lists, and as a result of their failure to as well as expressing yourself on any others do so we credit the order to mail. Recent S. J. Olson............................... ............... Dan Davies............................................. 0. F. Richmond.................................... . A. 5 Dangall......................................... W. C. Neal.............................................. that are made. ly Mr. Barron sent in seven orders, each from a different town, not one of them being on his list, and as we were not ordered to add J. R. Gol<1sborotig;}i............................... 1. R. Newell............................................. C. F. Puffer............................................. S- H. Hart........................................... 700 lbs. same, the orders were charged and credited A, D Moaxg-........................................... A. R. Kelly............................................... 300 lbs. Ja c k s o n . Tenn., Nov. 11, 1900. Editor Th o u c t k s : to mail. It would be to each one's interest ! C. F. McCauley...................................... to be careful on this point. : Geo. R. Smith..................... .................... j F. R. Dougall........................................ 2oco11>s. Bulletin No. 117 just received, and I shall look forward to the assembling of our travel ! M. J. Reynolds.^...................................... : H. P. Torrance.............................................. 2900 Ihs. I M. Taylor.................................... ......... ing fraternity and feel sure that great good will result. It will be a grea; pleasure to Sioux Cit y , !a ., No v . 3, 1900. Editor Th o u g h t s : : C\ Mehlig................................................ ; H. F. Whitaker...................................... H.C. Cater............. ................................ j o o lhs. personally know each of my fellow travelers, aid I shall certainly be on hand. 1 congratulate Mr. and Mrs. Billings. W P. Wiggins........................................ R M. Billings......................................... May the boy grow as strong and good look ! R A. Irvin............................................. 1000 lbs. Very respectfully, R. M. Bil l in g s . ing as the father. Yours respectfully, S. J. Ol s o n . M. G Smith........................................... C. K. Elliot............................................. H ennan Scratch.................................... 0007-SWP-000128077 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Devoted to Matters of Merest to Our Representatives. Vo l . II. DETROIT, MICHIGAN, NOVEMBER 24, 1900. No. 8 Paint and Its Solid Constituents--*J"he Pigment* BY JOHN COLLET. (Continued from last week.) LAKES, AND RED LAKES IN PARTICULAR. The pigments owe their bright color to eosine--the commercial name for thq coal tar preparation or dye, " tetrobromo oriodoesceine," or rather the potassium salt cf this organic acid. The lake is usually obtained by palpi tating the coloring mailer with acetate or nitrate of lead upon a base of orange or red lead, extended according to the quality of vermilion to be produced with more or less barytes or another inert pigment. As pig ments these cosine vermilions are very brilliant in color, of good body, If the exten sion with inerts does not exceed sixty per cent. They work well with oil, applied aspaint, but have like red lead and orange mineral, owing to these two lead compounds in their composition, the tendency to harden or to liver when ground in linseed oil or varnish containing rosin. They are not very permanent against light, although they will stand a considerable amount of exposure to light and atmosphere, especially if varnished over. TO BE CONTINUED, Decline in Price of Linseed Oil. The decline in price of linseed oil, which we presume our representatives have noticed during the past two weeks, is undoubtedly due to manipulations on the stock market. The fact that only an average crop of flax seed can be offered, stands out prominently as well as the fact that this market will be called upon to make up deficiencies on account of failures of crops in Russia and India. Argentine seed will not be on the market before late in the spring. The foreign demand in the meantime will main tain a high price for seed in this market, and we shall be greatly surprised if the present flurry in prices does not result in the near future in a settled price for seed and oil that will be as high or higher than any figures that have been quoted this fall. Even if oil should not advance beyond the market of to-day, manufacturers of paints could not afford to recede from recent advances that have been announced and maintain quality. Suggestions lor discussions at the Con vention are coming in from our various representatives. If YOU have anything to bring up* send it in promptly. They will he numbered and discussed In the order received* Notes. Which of Our Representatives Will Wear Some of our men book orders for Neal's This Hat. Enamels--Gold, Silver andAluminum--half We are particularly desirous of pushing pints. Discontinue doing so. We offer sales of Michigan Seal White Lead, and wish only in quarter-pints, and are obliged to our representatives to make an especially omit the larger size On all such order3 placed with us, and a letter of explanation is in each case necessary. active effort in this direction,. It should not be difficult to place a line of the quality of our Michigan Seal at the difference in price in Neal's Carriage Paint contracts cover as favor of the goods as compared with figure well Neal's Carriage Top Dressing. In a demanded for standard brands upon the number of instances we do not feel that we market. Michigan Seal as now presented is are securing the volume of business we an article that is certain, to give perfect satis should in the latter. Why? It would be faction in every particular--working proper well to direct this matter to our difere*rt- L ties, covering capacity and durability. In distributors' attention, and see if you cannot order to secure an interesting; contest among prevail upon them to place before their sales our representatives we offer a silk hat to the men in such a way that a more lively interest salesman who places the largest quantity of will be manifested. the goods before March 1st, 1901, and shall Representatives will please remember that If they call at any local agency of R. G. Dun &. Co. or the Bradstreet Co., and ask to* see reports on any person, that copies of such reports are always sent to us and charged/or. Therefore, when it is neces sary to look so closely into the credit standing of a person or firm, always send us a duplicate of the ticket you are re quired to sign before the agency shows you their-files, We then may understand why publish the record of sales for each man in every Issue of Th o u g h t s . Con lest to com mence Wednesday, OctoberOlst. Thenum- bers of our representatives who do not call upon a class of trade to whom the goods can be sold are omitted for obvious reasons: QUANTITY SOLD TO DATE A. E Barron......................................... S. J. Olson............................................... Dan Davies............................................. 0. F. Richmond............................ . ... A. S Douga.11.......................................... such reports are sent us. Your letter of W. C. Neal.................................... ;......... introduction only permits you to examine book ratingsfree of charge. 1. R. Gnldsborough............................... J. Rm Newell............................................. C~ F. Putter.................................... ........ 1200 lbs. S. H. Hart.............................................. Representatives will please bear In mind A. D Hoagg........................................... soo Jbs. our invitation for written suggestions. I am A. R. Kelly.................................... ....... particularly anxious to hear from all the men in regard to any way of improving our C F. McCauley...................................... Geo. R. Smith......................................... F. R. Doufcalt......................................... credit or collecting system. I am pleased to i M. J. Reynolds............................... ........ 500 los. 2003 lbs 2000 lbs. acknowledge many valuable " pointers " re- ! H. P. Torrance........................................ ceived from the men in the past, and dssuTe M. Taylor................................................ C. Mehlig................................................ you of my earnest desire to co-operate in H. F. Whitaker..................................... every way consistent with good business H.C. Cater............................................. policy, in avoiding bad debts and maintaining W. P. Wiggins........................................ harmonious relations between customers, salesmen and the company, G. B. Pu l f e r . K. M-Billings ........................................ R. A. Irvm............................................... NC. G. Smith............................................. C. r. Kilim.................................... ........ Herman Scratch................. ................ 2900 lbs. too lbs. 1:00 lbs. Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devotexl to Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, DECEMBER i, igoo. NO. 9 V*- c w Paint and Its Solid Constituents---The Pigment. BY JOHN COLLET. {Conlinue.d from Iasi week.) LAKES, AND RED LAKES IN PARTICULAR. The second group of red lakes, -the socalled aso-reds, forming chiefly in their deeper shades, substitutes for the more ex pensive pigments, the carmines, made from the natural coloring matter, "cochineal," are obtained from the various shades and tones of scarlets, ponceaux and bordeaux, all aniline colors of a more complicated form and chemical constitution than the former eosines. These aniline colors are acid color ing matters or dyes, and are precipitated from their solutions by metallic salts, as lead acetate, aluminum sulphate, magnet* sul phate, and as a rule, most completely by chloride of barium. The number of these coLoring matters with their derivates is enormous and is still grow ing, as in the last ten years and still at the present time the best and most scientific workers and chemists are employed by the aniline color works, especially in Germany, to experiment in this line, and we may say that in an average a new color, shade or tone, or a new process to obtain same is discovered or invented every day of the year. These coloring matters and their lakes range from a very light citron yellow to a very deep red with a blue or purple tone. The lakes are obtained by two different processes, either the coloring matter is pre cipitated on a natural inert base, such as barytes, china clay and others, or the base Is an artificially one, that is, it is formed along with the color lake proper. Such bases would be blane-fix, which is, as you know, nothing else than precipitated baryta sul phate, or it would be carbonate of baryta, or according to the chemicals used, alumina hydroxide--baryta sulphate, the so-called satin white of the paper Stainer, The base forming chemicals are mixed in solution with that of the coloring matter and the precipitating mordant, and are thus precipi tated simultaneously with the color lake proper. In this way a much more homogeneous mixture of lake and base--we may call it almost a chemical combination--is ob tained than in using a natural inert base, and Suggestions for discussk.ns at the Con furthermore, the lake color pigment will be vection are coming in from our various of a finer and sofler texture, and last but not least, of a more brilliant and clearer color representatives. If YOU have anything to and tone. b rg up, send it in promptly. They will The principal pigment among a series of be numbered and discussed in the order shades mads by us in our dry color depart received. ment, and belonging to this class of color lakes, is represented by our handsome and brilliant color " carmencita." ' As a rule, all lakes without any exception, such made from natural coloring matter as well as those made from aniline colors, are fugitive, some more, some less, and it was generally believed that the former are more durable than the latter. But that is by far not the case, we may concede that the so- called eosine vermilions are not quite as durable as the. reds, although of different Which of Our Representatives Will Wear color and shade, made from the natural This Hat. coloring principle, but as a matter of fact, We are particularly desirous of pushing these latter reds or lakes--as rose pink, rose sales of Michigan Seal White Lead, and wish lake, carmine red--in all its variations are far excelled by- the azo reds of the preseat ! our representatives to make an especially time in regard to durability against light and l active effort in this direction. It should not atmospheric exposure. i be difficult to place a line of the quality of Still chemistry was bound to go a step i ouf Michigan Seal at the difference in price in further In the manufacturing of a red pigment lake--a pigment undatable and indestructable | favor of the goods as compared with figure by such elements as it would be exposed to j demanded for standard brands upon the when applied as paint, and in fact recent market. Michigan Seal as now presented is researches In this line have indeed procured an article that is certain to give perfect satis rfcd pigments which combine in their nature . and constitution all these qualities in the faction in every particular --working proper fullest extent They are the coal tar pro- ties, covering capacity and durability. In ducts para or meta nitranilinc in combination I order *.o secuTean interesting contest among with another coal tar product beta and alpha ; our representatives we offer a silk hat to the naphtol sulphonate of soda. salesman who places the largest quantity of They are the so-called para reds and j the goods before March 1st, 1901, and shall are the most handsome, finest and bril- | publish the record of sales for each man in llant reds ever artificially produced, have every issue of Th o u g h t s . Contest to com an enormous body or covering capacity and < mence Wednesday, October31st. The num a tinting strength' unexcelled by any other I bers of our representatives who do not call red pigment. They may be called the red upon a class of trade to whom the goods can pigments of the future as they will doubtless be sold are omitted for obvious reasons : succeed all other bright reds used in the QUANTITY past and at the present time. Well aware of | _ A. E SOLD TO Jj ATK Barron............................ .......... this and the excellent qualties of these pigmerits we adopted not long ago. as one of the ' S. J. Olson.......................................... Dan Davies............ ........................... O. F. Richmond...... ....................... .. coo H>s . first concerns in this country, their manu- : A. S Dougall............................... . facturing in our own dry color plant, adding thus to our extensive list of dry colors a W.C. Neal......................................... J. R. Gnldsborongh ............................ J. R. Newel]...... ................................. 121*1 His. complete series of shades of these new pig- | C. F. Ptiker........................................ }oo lbs. ments also. end \ S. H. Hare.......................................... [ Will be continued under Paint Vehicles. After New Year.J : A.D. Hoftgg....................................... A. R. Kelly.......................................... C K. McCauley.................................. 500 lbs. 500 lbs. Geo. R. Smith..................................... 2000 lbs. Some of our salesmen are dilatory In ; F. R.Dougalt..................................... 2000 lbs. reporting on matters placed in their hands ; M. T. Reynolds................................... for attention, and quite frequently we are j H.P. Torrance.................................... M. Taylor........................................... obliged to direct their attention to the over- i C. Mehlig........................................... 2000 lbs. 1000 lbs. sight. The time to dispose of such matters ; H.F. Whitaker.................................. is when you are on the ground, and If you H. C. Cater................... W, P. Wigffins.................................... t o o lbs. will make it a point when you visit each R. M. Billinas..................................... 1600 His. town, to consult your "tally file" and . R. A. Irvin.......................................... secure for us the desired information, you j M. G, Smith............................... ........ C. F. Elliot......................................... wilt save unnecessary correspondence. j Herman Scratch............................. .. 0007-SWP-000128079 Thoughts __ PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted io Matters of Interest to Our Representatives. VOL. II. DETROIT, MICHIGAN, DECEMBER 8, 1900. NO. 10 Last Call. Regarding Linseed Oil. Come to the representatives convention. December, 18, 19 and 20, prepared to do your share to make it a success. Gome prepared to be benefited and to benefit others. Don't hold back from suggesting subjects for discussion because you suppose they will be brought up anyway. Make sure of it by sending them in now. Waiting until the last minute is bad policy. This it is difficult to determine at this time whal the market conditions for the product will be in the near future. Evidently some interests are suffering and there is absolutely r.o seeming reason why the market for oil for spot delivery should be as weak as it is. Flax seed has ruled high ever since the crop matured. All the seed it was possible for the farmer to thresh has undoubtedly been so conventidn is as much for you as anybody disposed of and marketed at high prices. else, and you must do your share to make The present market on flax seed ranges from the expense involved a profitable investment. $1.65 to $1.70 for spot, and about $1.60 to The business of the convention will be $1.65 for May delivery, which will not admit transacted in a business like way. We want of crushers buying seed and selling oil at you to be on time at every session, to pay present prices. All sorts of rumors are close attention to the proceedings and to do afloat about the American Linseed Co. In your share towards the general benefit we the meantime they seem to be taking things expec; to derive. Don't forget to keep a care quite comfortably; they are not urging the ful record of all expense incurred from the sale of otl: their prices are materially above time you leave your home until you return. outside crushing interests, and there you are. Be a: the Russel House, Monday night, of There is one factor in this business thal the 17th, so that you can reach our offices may be important, and that is this: Some by 8:15, central standard time, on the morning outside crushers are said to have boughl of the 18th. Mr. Hart wilt meet you at the some seed at about $1.50 per bushel. The hotel on that morning and will be held respon sible for your safe delivery at the office at trust may be simply working the same old :he lime designated above. You will easily game during the off season, letting the market recognize him as the best looking man in the sag, making the outsiders make the price on hotel, but to make sure here is his picture : oil, keeping just above it themselves, thus stimulating the demand for the other fellows 1 goods Their output is limited and assoon as they, the outsiders, are sold up, again taking control of the market and pushing the price of oil up to a figure consistent with the present price cl seed, gradually advancing seed, and at the same time oil as well. That is practically what was done last year and its likely to be repeated. The trade is very likely to receive a few more violent jolts in the near future on oil. The situation will s. H. HART. Notes. Some of our men are in the habit of requesting us to name prices on regular lines tc prospective purchasers. We con sider that it is your duty to attend to such matters, furnishing us with quotation .sheets in the visual way. If you w.sh us tc send literature, confirm your ligures, and follow up your work, we will be pleased to do so. When on the ground you are naturally in better position Ihan we are to decide what figures different classes of trade are entitled to. undoubtedly fully adjust itself before our men start out on their spring campaign. In Ihe meantime wc deem it advisable to patiently await the outcome. The trade are not usually buying at this season of the year very large bills of paint, and as our men are practically through for the season it is probably desirable not to disturb existing conditions until the market settles down to a definite basis. Our present prices are none too high, and even though prices on oil remafn as now, there would be no justifi cation for reducing them, but we hope not to be compelled to make any further advance, even though linseed oil again advances to abnormal figures. Suggestions for discussions at the Con vention are coming in from our various representatives, If YOU have anything to bring tip, send it in promptly. They will be numbered and discussed in the order received. Which of Our Representatives Vil! Wear This Hat, We are particularly desirous of pushing sales of Michigan Seal White Lead, and wish our representatives lo make an especially active effort in this direction. - It should no- be difficult to place a line of the quality of our Michigan Seal at the difference in price in favor of the goods as compared with figure demanded for standard brands upon the market. Michigan Seal as now presented is an article that is certain to give perfect satis faction in every particular--working proper ties, covering capacity and durability. In order tc secure an interesting contest among our representatives we offer a silk hat to the salesman who places the largest quantity of the goods before March 1st, 1901, and shall publish the record of sales for each man in every issue of Th o u g h t s . Contest to com mence Wednesday, Octofcer3lst. Thenum- bers of our representatives -who do not call upon a class of trade to whom the ^oods can be sold are omitted for obvious reasons: QUANTITY SOLD TO d a t e : A. K. Barmit............................................ S. j. Olson................................................ ban Dsiyies.............................................. <>. V. Richmond...................................... A. S Do u b:f i)I.......................................... 500 lbs. W.C.^Neal...................................... ................... I. k. Go'.Asboroiigli............................... I. R Newell............................................ ('. K. Pulfer.............................................. S. ! L Hart............................................... A. D. Hoagi;............................................ A. R. Kelly................................................ C h\ McCauley....................................... Neo. R. Smith.......................................... P. R. Dougall.......................................... M T. Reynolds......................................... H . P. Torrance........................................ M. Tajlnt................................................. C. Mehlig................................................. II. K. Whitaker....................................... H. C. Cater.............................................. W . P. WiftKms........................................ R. M. Billings ......................................... R. A. levin............................................... M. G Smith.............................................. C. P. KlUot.............................................. Henrsin firraicb..................................... :2oo lbs. soolbs. <00 lbs. 300 lbs. 2000 lbs. 3050 !!>*. 2900 lb*. j seo lbs. too lbs. :6oo lbs. 0007-SWP-000128080 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Repnsentativ'es. VOL. 1L DETROIT, MICHIGAN, DECEMBER 29, 1900. No. 12 Convention Echoes. Who are! Who are!! Who ara 111 We represent the great Ac-uu! P-A-I-N-T PAINT!!! The sound still rings in our ears, and with it comes memories of that which we shall all cherish as a most delightful event among those from the east, west, north and south who responded to our President's greetingto realize the cordial good will and feeling of fellowship that existed for the home members of our organization and between themselves. No one could live in the atmosphere that permeated their deliberations and Intercourse announcement that " the Aome House of Representatives is now open for the trans action of business" until the last echo of "Auld Lang Syne," that marked theclosing event, had died away. It ;is no wonder that under such conditions our representatives have expressed themselves as gratified THE ACME HOUSE OF REPRESENTATIVES IN SESSION December 18. T9 end 20, r^cc. the commonplace affairs of everyday business in the convention hall without feeling what I and benefited, and that vre at home have life. The boys have come and gone; we was so aptly said. shared this feeling fully, and look forward have taken them by the hand and looking Irritation, annoyance and differences just as hopefully as they to the time when them in the face have caught the infection melt away under such conditions as snow we may all meet again. which ruled their gathering and that preaches beneath a summer sun. Enthusiasm, tem No one asks *`what has been accom the Christmastide spirit of *' good will to all pered with good sense, ruled supreme during plished " or ever, entertains the slightest men." It scarcely needed the apt words of ! every minute of the proceedings, from the doubt of the success of the meeting. It 0007-SWP-000128081 THOUGHTS would be mere difficult, to answer the query j "Coming, as I do, from the sun kissed As fo: the cheap mixture, with one price a fixture. " what has been left undone and wherein : shores and golden sands of the Pacific, from ; Regardless of cost of material in use. have we failed ? " Individually and collec ; the land of sunshine, fruit and flowers, and My advice is. refuse it, it don't pay to use it, ]f you've best results and economy in view. tively we have learned and taught. The j meeting representatives from the storm ; Ch o r u s . least experienced have presented ideas, ; tossed coast of the Atlantic, from the balmy The cost by the gallon should not be the question based upon first impressions, that are worthy silver waters of the Gulf, to the snow capped Wlien purchasing paint your fine house to renew. of careful attention and development, and | mountains of our northern neighbor. 1 can those who have been longest " in the ; not but be impressed by the marvellous, harness*' have compared notes with a full wonderful work and spirit of commerce ness and frankness that will result in im annihilating, as it does, all sections, all Yards, years and protection should first be considered In measuring cost with economy in view : Lead, Zinc, Oil and Dryer, you need look no higher To the art of paint making, no better is known, And such Is .\en/ Era, say to all who inquire. proved methods of securing business and the areas, all climes, all distances, illustrating so By chemical tests above facts will be shown. prevention of a settled and unvaried method, truly the motto of our dearly beloved country, i Ch o r u s . which in this age of progress is termed " E pluribusunum."--From Alf. R. Kelly's " getting into a rut." and which ultimately response to our President'sgreeting. \ leads to stagnation, the one thing, next to complete failure, that is most dreaded by the modern progressive representalive. i A Happy New Year* The expressions of confidence in the As the last year of the nineteenth century house, its products and method of doing draws to a close, and we look back over the business, as conveyed to the officers of the ! years that have passed since our business company individually by our representatives, was first established, and consider the trials and in joint resolution, are not only appreci : and triumphs, the failures and achievements ated, but place us all "upon our metal" I that have marked the way like milestones Wfudb of Our Representatives Will Wear This Hat? not only to continue to merit ycur perfect I on the road to success, we cannot refrain We are particularly desirous of pushing confidence, but by constant progress in the from expressing our appreciation cf the sales of Michigan Seal White Lead, and wish right direction, to implant this feeling manner in which our employes on the road our representatives to make an especially with you more slror.gly. i( possible, than | and in the house have stood by us, a large aclive effort in this direction. It should not ever. This feeling of implicit faith in the percentage almost from the beginning. We be difficult to place a line of the quality of house by our corps of representatives, we ; wish you all a happy new year, and may our Michigan Seal at the difference in price in can assure you, is reciprocated most heartily, ' each succeeding year in the new century be favor of the goods as compared with figure and are sure that the standard that has been ; brighter and better than the last. Our demanded for standard brands upon the set of a " first-class representative of a first- ; thoughts are best expressed, perhaps, in the market. Michigan Seal as now presentee is class house" will be maintained by all beautiful sentiment that closes Dickens' an article that is certain to give perfect satis concerned, and that at the next convention | story of "The Chimes:" "So may the faction in every particular--working proper [he knowledge that we have all done our j new year be a happy one tc you, happy to ; ties, covering capacity and durability. In duty well will give each voice strength in j many more whose happiness depends on ? order to secure an interesting contest among proclaiming: ! you I So may each year be happier than I our representatives we offer a silk hat to the A M. \V. Who arc! 1V)|.> are! ! 'Vh<> arc \vc '' Wc represent the jjJcat Ai-nie! I'-.VI-X'T p a in t ::! i the last, and net the meanest of our brethren ' salesman who places the largest quantity of . or sisterhood debarred their rightful share in the goods before March 1st, 1901, and shall what our Great Creator formed them to ; publish the record of sales for each man in enjoy." Wm. L. Da v ie s , every issue of Th o u g h t s . Contest to com Echoes. )t makes us feel good natured to hear F. R. Dcugalt proclaim that he deems It wise 10 cultivate good nature. In his case the seed certainly fell on fertile soil judging by the harvest. Did you ever hear "America M sung with more earnestness and patriotic fervor than when the boys and girls made the strains of our country's song ring out beneath the folds of old glory that graced our Convention Hall ? That scer.e will live with us. " 1 have long noted a desire on the part of the officers of this Company to so conduct its affairs as to make their employes their cc-workers, not only holding them in highest respect, but anxious to put forth every effort to further their interests."--From S. H, Hart's response to our President's greeting. That's right, Mr. Hart. H. Kir k e Wh it e , A. E. F. Wh it e , Th o ma s Ne a l . mence Wednesday, October3lst. The num bers bf our representatives who do not call i upon a class of trade to whom the goods can be sold are omitted for obvious reasons : NEW ERA." <Tint--Th,; I Hcl (token Hi.ckct.) QUANTITV I SOLD TO DATK [ A. R Barton.................................................... By S. H. Ha r t . R. M. Billings ................................................ j H. C. Caier................................. .................... jfioo llis. ioo lhs. Howdesr to my heart .ire ihe shades ot New Era Dan Davies.................................................. When well painted houses present them to view; A. S Dougnll . ................................................. The Olives. Ilie Yellows, the Drabs, Terra Cottas, F. R. Dongall...... .......................... ................ 305011,s. And a great many other fine shades that are new. C. P. Elliot.................................................. They wear well, they cover, look better than all others, S. H. Hare......................................................... They please when our neighbor's pnlru fade from the view. A. D. Hoag\.................................................... R. A. Irvin......................... .............................. Don't foil tc impress'upon all. the world over, Thar New Era shades will be found ever true. 0 F. McCauley................................. ............ C. Mehlig............ ....................... .................. Ch o r u s . \V. C. Neal........................................................ J. JL Newell...................................... ............ New Era has merit. S.J. Olson............................... ............... New Era has beauty. C\ F. Pr.lfer....................................................... M.J. Reynolds................................................ Its covering strength makes White Lead men feel blue. . O. F. Richmond........................... ............... Herman Scmlch..................... ... .................. This talk of White Lead paints being best for con Geo. R. Smith.................................................. sumers, M. G Smith...................................................... When mixed by the painter. ;vith oil, is not true. Zinc Oxide improves it, and none will deny it, M. Taylor........................................................... H. P. Torrance................................................ If. F. Whitaker............................. ................ Whosekitowledgeof pniat is not questioned by you : , W. P. Wiggins............................................... 500 lbs. 500 il;s, jy*>lbs. 1200 lb,s. 500 lbs. 2000 lbs. 2000 H>s. 2900 lbs. 0007-SWP-000128082