Document QkNE9nVO8nxkxeY4K94KMb6N4

..............H-- r N23519 The Chameleon, Published on the Fifteenth day of each month by Th r Sk s k w in -Wil ma mh Pmb s s , 31 Michigan St., Cleteliod, for the interest and benefit of 1 h e . SHKRw-'iN-WrLLrAMS Co.'s Loyal staff. Vo l . II. DECEMBER, 1899. No. 12 CONVENTION^INSPIRATION. HE exhibition of the strength of our selling force. lined up shoulder to shoulder at the convention, was of it self an inspiration to every one connected with the Company. The hearty approval of the plans of the manage ment for the extension of our business: the interest manifested in the development of new advertising features ; the willing assurance of co-operation in the furtherance of office systems for reaching out after ' ' new trade; all had its inspiring effect upon those who were planning the work at home, as well as on those who are helping to carry it out. It puts the heart into our work as nothing else can do. No business can succeed without enthusiasm, and with us this is kept up to its highest pitch by our annual meetings. There is inspiration in enthusiasm, and success in both. The songs we sang still ring in our ears, and will long continue to cheer each in his own place. The fighters iu the field gained encouragement by mere contact one with the other. The successes related by one added to the others a store: of those possibilities which can yet be made realities by them. The visit to the factory not only helped the man `-on the road," but stimulated to greater efforts toward perfection every one employed there. When we fully realize that the happy gathering at the banquet and all that it signifies are only possible through the strict performance of duty by each one and every one of us, what a pleasure, what an inspiration there is in the -doing of it! That the year just ended had broken all previous records in our business was an inspiration for this convention. Let us all see to it that the convention of 1900 closes another record breaking year. We made November count with a good healthy gain. That's a good start, and there is a good deal in making the right kind of start. Make December count, then each month jn 1900, `-with a long pull, a strong pull, and a pull all together." x^ffH^LuO. Assistant General Manager. tfe. i.-W iU-lL JV -i 0007-SWP-000130912 The Manufacture of Zinc '-^iite.* or BUNC DC NCtGC. ZINC white is the oxide of zinc, air which completely oxidizes them. consisting of a union of one The resultant product is led thence molecule of the metal with one mole through a series of pipes and chambers, cule of oxygen, and represented in where the oxide is deposited as a chemical nomenclature by the foi- flocculent, impalpable white powder. ' mula Zn O. This process was the only one in It is produced whenever zinc is use until Samuel T. Jones, an heated to its volatilization point American, in 1850 invented a special (a bright red heat) in the presence of furnace for the direct sublimation of air, the metal burning with a pale the zincite--a natural oxide of zinc, blue flame and forming a cloud of colored red by the presence of zinc oxide, which is yellow while hot, manganese--found at Sterling Hill, but becomes snowy white on cooling. N. J. The supply of zincite was soon Zinc oxide was originally known, exhausted, and but for the invention in common with other chemical pro of another American, Col. Samuel ducts of volatilization, as "flowers" Wetherill, the paint trade of the of zinc. It was regarded as a country would be dependent for zinc laboratory curiosity until the high white on the more expensive and mortality attendant upon the manu round-about French process. facture and use of white lead inEurope led investigators to examine every known white substance in the search for an innocuous substitute. During the 18th century it was announced, both in England and Col. Wetherill's invention consisted in mixing the Franklinite, found in almost inexhaustible quantities - at Sterling HOI and Franklin, N.J., with finely divided anthracite and oxidiz ing it in a closed furnace, an air France, that the oxide of 2inc could be substituted for lead and demon blast applied through a perforated grate supplying the necessary oxygen. strations were made which convinced The products of combustion are car the savants of this fact. But it was not until 1847, when Leclaire, a contracting painter of Paris, stumbled ried through a long series of pipes and condensing chambers in which all ingredients except the fine white oxide upon the simple process of sublimating are remdved, the latter being finally metallic zinc, that the material was collected in long muslin bags, through produced on a commercial scale. In Leclaire's process, which is which the gases of combustion filter away. commonly known as the "French pro This is known as the "American cess," metallic zinc is volatilized process," and has proved a boon to in retorts, the hot vapors issuing the paint manufacturing trade by per therefrom being met by a current of mitting the production of a high grade, dense zinc white direct from * This is the fet of two articles on zinc the_ore, at a figure far lower than is I white written specially for Th e Ch amel eo k . possflTe by the more circuitous French ! "Blanc de Neige" is the nom d plume ofa well known writer who has given particular attention to the study ofzinc and its uses-- procftfc. Franklinite, ttom which the larger Editor. ' proportion of "the zinc oxide used in 0007-SWP-1 p-p-s*ipfpH| THE CHAMELEON. 291 America is produced, is a unique ore, The residues from the oxidizing and strange to say, the great deposit furnace, consisting principally of iron in the vicinity of Franklin, N.J., is and manganese, are smelted in a blast the only known body of it in the furnace, producing an excellent grade world. It consists of zinc, iron and of spiegel eisen, which is much in de manganese silicates and oxides, im mand for the manufacture of Bes bedded in a gangue of calcite. The semer steel. masses of FrankUnite are first crushed The great deposit of Franklinite at and then passed between the poles of Franklin is of great interest to mineral powerful magnets, which separate the ogists and geologistsj not only because Franklinite grains from the other . of its unique character, but also be material. cause of its great extent. AH Aboard! BY C. M- WILLIAMS. " \T fE have made an early start, These gains are 'in' all classes of VV and a start with a rush.,,,. goods. Here are the gains in the The news we get from the `road' principle lines: is of a most encouraging nature. **** Depot and Special Liquid, 90 per This will be the year of our greatest cent. progress. We must make the Freight Car Paint P. M. 3 and most of these early months in the P. M. .2, no per cent.' . year." Quick Drying, 32 per cent. The railroad department is just Line Car Color, 240 per cent. about living up to the sentiments ex Varnish Paints, 160 per cent. pressed by the above extracts from the Oil Colors and Paste Special, 50 per General Manager's leader in the last cent. Ch a me l e o n . Look at some of these Those who have made a good start figures taken from - our sales report. in the work of these departments will for November: keep it up and be well repaid for Total gain, Railroad and Marine, their efforts. You are all looking for over same month last year, 82 per a good thing. Here it is. Get into cent. the band wagon right away. There Gain in . Railroad and Marine trade are none of our lines more satisfactory handled by trade salesmen, 130 per to handle than these. You have no cent. class of customers more pleasant to Central Division leads in total sales deal with. You will find no business by trade salesmen and also in per which, when once start^l will come cent of gain. along more regularly andjbe easier to Eastern Division comes next in total, hold. ' *'k- but Western beats them in per cent True, it takes some different quali of gain. fications to get and hold this class of New England and Pacific Divisions, trade, than those required to land a with no comparisons to make, show. dealer. It is plain, though, that the up well. ' man who can do both without detri Canadian Division shows a gain ment to either is the broadest and of 76 per cent. most valuable we have. It Is our 0007-SWP-000130914 _ __________________ ______ __. . ______ __ *" --- -- -- ---------r- . :~ ' -:- , ' _jfjtfyy h ' ;.. - \ /. . xgx THE CHAMELEON. hope that every one of you can put sible business we hear of i and II. himself in this list. And we know between us, to quote again, "it will you will. be an exhibition of what can be ac- Come at us for help, and if you complished by a body of able business don't get what you want come at us men working together as one man for harder. We'll advise you of all pos- one common purpose." We must practice what we preach. II The Orange Belt Advertising Spirit. v c. t . Masons. UR agents in Los Angeles have painted on by themselves. ThiswoTk O the reputation of being the best they do while the other fellows are advertised firm in the city on thaesleep, between tlfcee and seven*, m. fences and buildings of the roads lead The entire force The Orange Belt ing into town. It occurred to me that Paint Co., including the manager, goes others would like to know how The on these trips. Orange Belt Paint Co. do it. The photograph I send you shows Every spring they go over each road them making an assault at early dawn leading out of town for a distance of on a defenseless ppwder magazine twelve to fifteen miles, literally cover owned by the Union Hardware & ing every available space with posters, Metal Co. One of the boys is doing fence signs nailed up and with signs some lettering under the owner's sign. w 0007-SWP-000130915 < i < i n iid .. .-<* V. , -T' THE CHAMELEON. 293 Orange Belters at work. while the others are removing divers posters and circus sheets preparatory to covering that side with The SherwinWilliams announcements. The mana ger is looking on at the work, though by his uniform you see he also takes part in the fray. It is said of them that early one morning one of the boys nailed a MM-4 over a door of an apparently deserted cottage, and was surprised coming down the step-ladder by a sleepy Mexican, who, roused by the tapping of the hammer, opened the door and asked what was wanted. Hurriedly inquiring if Mr. Smith lived there our young man retreated, scarce ly waiting for the drowsy negative of the surprised native, who doubtless to this day has not fathomed the mystery of that early morning call. On one of the main traveled roads of the suburbs a large water pipe three feet in diameter had been exposed for about twenty-five feet of its length by the grading of the street. This pipe The Orange Belt Paint Co, appro priated and covered with effective let tering, keeping it brightly re-painted from time to time. One day a certain baggage and transfer company covered over The Orange Belt Paint Co. 's signs with their own advertisement. The Orange Belt Paint Co. at once sent out their man and had it re-lettered with The Sherwin-Williams' notices. Next morning the transfer company re-painted it, and at noon The Orange Belt Paint Co.'s man had covered their work again. This went on daily for nearly a year, varied at times by The Orange Belt Paint Co.'s man lying in hiding be hind the fence to lose no time in covering the transfer company's sign after the departure of-their man. It came to be the chief excitement of the vicinity. Partisans on each side sent word to their respective favorites, and for miles the country people and the train men on the passing trains of the Southern Pacific Railway looked with keen interest each day to see "which was on top," thus affording a most lively advertisement for both of the compering concerns. Finally the transfer company withdrew from the contest and the pipe continues to show the colors of The Orange Belt Paint Co. over a series oi coats of paint fully an inch thick. I trust our friends will not have wearied of this rambling tale of "how it was done." The pith of the story is: keeping everlastingly at it, work ing while your competitors sleep, and rousing by your enthusiasm and wil lingness to take a hand the^pthusiasm and interest in your employees that leads them to enjoy with^ou that keenest of all chases, the pursuit of success. "XY" Work With. Newspapers. N the Central Division they are I having most excellent success in what they call "work with editors of local papers." It is a scheme for pushing the use of our "XY'* electrotypes and is recommended to all the 11 t. t * 1 < i ti 0007-SWP-000130916 234 TIIE CHAMELEON. representatives as a very profitable way in which to spend a half hour in each of your towns. The idea as Mr. L. J. Fasquelle, Mr. J. H. Vance and others arc carry ing it out is to explain our "XY" methods very carefully to the editor or advertising manager of the papers, showing how easy we have made the work of advertising for our dealers, and how well the way has been paved for the newspaper man in taking up the subject with them. The news paper man cannot fail to recognize that we are aiding him quite as much as we are the dealer in this work. He is sure to appreciate that the man who has a stock of prepared ads constantly at hand and to whom we are constantly talking the value of advertising is pretty apt to make a good advertiser, and that it will not be a fruitless task to solicit him. A little quiet work with the editors along this line will pay. It will in crease the use of the electros, and in crease your customers' trade. It means that after you have gone over the "XY" and advertising ground with the dealer and are out of town, there is someone else to continue the work and cultivate the seed you have sown. In addition to this you gain the good graces of a class of men who are frequently in a position to give the Company or our agents a little free advertising if so disposed. It is well to show them that we believe in their work and are doing' our share to help them. Try the plan. Make a point to do so at your very next town. It will take only a short time, but it will be long in results. "Owe No Man Anything/' er w. c. ROBERTS. A right command given at the prop- A debt is a contract and, therefore,, _tx_ er moment has done much contains binding obligations on each to determine the destiny of nations as party to fulfill its part. For instance, well as individuals. It was so with if a person has had a house painted, the command that we have chosen for the work having been done satisfact our subject, falling from the lips of a orily, the painter has done his part, Roman, whose keen observation and all that remains is for the owner noticed the rising tide of a desire on to do his--pay the bill, not six the part of his fellow citizens to avoid months later, but when the work is accepting their just responsibility re complete. Moreover, the workman is garding the payment of tributes. entitled to the entire bill, not a few Though over eighteen hundred years dollars down and more later, but the have passed, the present time presents payment should be-jn full and when a need for such a command. As it is due. No more forcime words can be a fact that there is a general careless found, touching this4*subject, than ness and lack of system in paying bills those taken from the Hebrew law, when due, a subject worthy of our "Thou shalt not oppress a hired ser attention presents itself. Anyone vant that is poor and needy, whether having experience in the business he be of thy brethren or of thy world today, must see the unrest, strangers, that are within thy land business disaster and ruin that are the within thy gates. At his day thou results. shalt give him his hire, neither shall 'y&C THE CHAMELEON. 295 the sun go down upon it for he is poor and setteth his heart uponit, lest he cry against thee unto the Lord and it be sin unto thee." It would seem almost as if the people of today were clamoring a contradiction to the great teaching "The laborer is worthy of his hire." Franklin says "Man forfeits his liberty when he runs into debt. " How true this is; and more than this, he is responsible in part for an endless chain of dissatisfaction, want and poverty, for it is not only the tailor who suffers, when the clothes which he has made are not paid for, but he in turn must keep someone else wait ing, and so it goes along the line. It is strange, as we study these con ditions, that we so often find that those who are the best able to pay their bills are the ones most careless in attending to them promptly. We that are credit men must ap preciate what a help it would be to us if this evil could be remedied. In our various fields we can, at times, do much by the Co's complete methods to relieve the situation. An example of this was clearly shown by one of our largest customers, who for years had had no system of accounts, never examining his bills, paying for his goods when he got good and ready, but who is now keeping a bank account, has a clerk who checks his invoices, and pays regularly his bills when they come due, so making himself one of the best customers on our books. As we educate our customers to use Prepared Paint, so we can educate them to keep accounts in good shape. Business Tone. BY l. H. CORDON. ONE is as essential in a business the beginning for tone, and it is prob Torganization as in a musical instru ably true that only such houses sur ment, Without tone, an instrumenvtive or can live through all the storms, is as a useless piece of furniture, and a financial and otherwise, which have low toned business, conducted by low to be met as the years roll by. toned men, on low toned methods, is Tone pays. It pays the employer, an abomination. Saloons, gambling or shareholder. It also pays the em dens, and such like, are not referred ployee, whether he be on the road, in to, because they have no claims to re the factory, sales room or office. It spectability, although patronized and pays him not only in the security he supported by many who are looked feels in his position, but also in the upon as "toney". justifiable pride he possesses in know It is, however, unfortunately too ing that he is connected with a con true, that there are houses in all lines cern which has a world-wide, Honor of trade whose principles and methods able reputation. 4. are decidedly low, because, to put it To the readers of this little journal shortly, the men at the head are not I would say, be "high-toned" in the high-toned. Unless the leaders are true sense of the word. It is your men of honor and actuated by the duty, and it should be your pleasure highest motives, it is useless to expect to keep up and add to the splendid the business to possess tone. reputation this Company has estab There are many shining examples lished in its long career of over thirty today of houses in trade noted from years. i i t I 1 0007-SWP-000130918 2Q& THE CHAMELEON. How Some of Our Goods Are Used on. No. 2. BY COWARD S. BLANCHARD. HE photograph reproduced on Then he told me they had been pay T this page shows a steel shaft that ing but 65 cents per gallon, that it carries Carbon Paint, Red Diamontdook a barrel of the paint to cover the Brand, 225 feet into the air. stack and that it had to be painted The building is the power house of every year. the Toledo Traction Co., at Morison I had figured the area of the work and Water Streets,- Toledo, Ohio. while be was explaining this and gave The stack is one of the largest steel him another facer by telling him I smoke-stacks in the country, 178 feet would guarantee ao gallons of our high (225 feet from the street level) goods to give the stack two coats. and 15 feet in diameter. He did. not think it could be done, This stack was painted two years but finally gave me the order. ago with iSyi gallons of Red Diamond When the work was finished there Brand Carbon Paint. were 1 Yz gallons left, and after that I When I talked the Purchasing Agent up to the point where he wanted to buy he asked the price, and nearly fell off his chair when I told him. had no trouble in making him believe what we had to say abput covering capacity and quality qf our goods. As was said before the painting was Toledo Traction Co Power House. ! 0007-SWP-000130919 1 i THE CHAMELEON. *97 done two years ago and is in firstclass condition today. Our goods are standard with the Traction Company now. in every de partment of their works. 513 and 514 car body colors; 653 roof and floor colors; Special Ivory for concave panels; 515 for signs with aluminum letters; Special Portland Amber; Indian Red, Ivory Drop Black, Sien na's, etc., used for striping aqd Boston Green for truck, sills and platforms. We have also placed some good orders for Carbon Paint in the Toledo Water Works Department, where the paint is standard with them for all iron work. Last year they used it on 964 hydrants. The stand-pipe used by the Department is the highest used for the purpose in the world, being 260 feet high, 220 feet above the floor and s feet in diameter. It was painted with Carbon when it was in very bad shape from cust and took about eight gallons Carbon and eight gallons boiled oil to give it two coats. Carbon Paint has also been used with perfect results by the Water Works Superintendent to paint-the inside of a lank that was becoming very rusty. This business was worked up through Mr. O. T. Conover, chief engineer of the department, who is a most enthusiastic believer in_ Cazbon Paint. Some " Do Il Now" Principles. It is by doing our duty that we learn to "do it now.'' So long as men dispute whether or no a thing is their duty, they get never the nearer. Let them set ever so weakly about doing it, and the face of things alters. They find in themselves strength which they know not of. Difficulties which it seemed to them they could not get over, disappear. It has been well said that no man ever sank under the burden of the day. It is when tomorrow's burden is added to the burden of today that the weight is more than a man can bear. If you find yourselves so loaded, at least remember this: it is your own doing, not God's. He begs you to leave the future to him, and mind the present. 1 have been a great deal happier since I have given up thinking about what is easy and pleasant and being discontented because I couldn't have my own will. Our life is determined for us, and it makes the mind very free when we give up wishing, and only think of bearing what is laid upon us and doing what is given us to do. Did you ever hear of a man who had striven all of his life faith fully and singly toward an object and in no measure obtained it? If a man constantly aspires, is he not elevated? Did ever a man try hero ism, magnanimity, truth, sincerity, and find that there was no advantage in them,--that it was a vain endeavor? " Do It Now." Wm. B. Ha ig h t . A model young man's character istics are honesty of speech, respect ability of carriage, industry of mind and consideration for others. With these a young man is as "modei^.' as it is given for an earthly being to be. --Edward Bok. * Macaulay said, the world generally gives its admiration not to the man who does what nobody else attempts to do, but to the man who does best what multitudes do well. ji -I :if f i i!r II T 0007-SWP-000130920 - A.V" The Sherwin-Wi NEW epoch in the history of the Company began last month when we placed a line of Varnishes on the market in the United States. The event is not so im portant in Canada where we have been making and selling our own varnish for a number of years, but in the United States it marks a more radical change, though not an unnatural one, than almost any other since the Company began paint making. The action involves us all in greater responsibilities and greater opportunities. It opens up new fields and new duties. As Paint Makers we have established a reputation for quality and uniform excellence that as Paint and Varnish Makers we shall be expected to live up to. This obligation rests upon every employee of the Company. Whatever share you have played in keeping up the high standard of our work must be continued with double force now that we have entered the varnish market and are lined up with a number of very worthy new competitors. This article is to fortify you in regard to our Varnishes and our Varnish equipment and to show what we have already done in living up to our reputation. Ore side of the Melting and Boiling House. The buildings of the Van south-west portion of ouiKjSle: started in October of tfl'iyy ai ing March. For a year p varnish in a temporary strut date much farther baqk than The new buildings gave equaled any where. There this country that occupy mf but none so conveniently arrs up-to-date appliances. We original ideas that are vast im and enable us to do things other varnish factory in the w The two main buildings of boiling Jjouse and the storage complete as money and brains a score of interesting and no detailed here, but are potent* nishes 'a little better than illustration of a corner of the fore the fourth series of tanks the ground floor, had been a< Besides these buildings the a thinning or reducing hoi shed, a laundry and washroo: throughout the entire plant oils, etc.,doing away with all to have everything thoroug;hb all times. The buildings are structures and lack nothing making. What we have done and m facilities was told in the G` vention talk. We print it h< Mr. Beardslee's Convention The subject of Varnish . terest for "<jne personally bee plaints and^ peculiarities, w due to the'varnish. For th e, our work at the factory for a been along tines that really un what we were after appliei business. We were not thinking at Ith but as a matter of fact, when years we have been devoting 0007-SWP-000130921 --- 1 illiams Varnishes. rish plant are located in the , veland property. They were id completed on the follow* , revious we had been making :ture, while our experiments .; that. I us a varnish equipment un- yl aye a few varnish plants in B re ground space than ours, tnged or containing so many have adopted a number of provements over old methods that are impossible with any orld. the plant are the melting and 1 building, each of which is as could make it. They contain vel features that can not be : factors in making our var- the other fellow's." The storage room was taken bei, now under the galleries on Corner in the Storage Building. ided. time in our laboratory and our experimental department re are a gum storage house, to the study of linseed oil in its various forms and the various use, a filter house, a cooling ms. There are cement floors ways in which it could be treated and manipulated, we were really laying the foundation for the varnish business. and a system of piping for barrels, that make it possible l clean and free from litter at As Mr. Cottingham has said, the varnish business comes to us as a matter of growth, -easy growth. all fire proof, steel and brick The immediate cause of our getting into the varnish ; necessary to good varnish . business more directly, however, came through Mr. Pratt in his department. We found in the- Carriage Department ean to do with these splendid ; eneral Superintendent's con- ire in full. .Talk on Varnish. an increasing need to manufacture our own raw materials. It was not so much on account of the competition, on ac count of the price we had to pay for those materials or on account of any saving that we made, as it was that we might be able to watch and control the quality of the has always had very great in- ause' so many of the comhich paint is heir to, are same reason a good deal.of number of years past, has eant varnish making, although i particularly to our paint goods; that we might be able to know what we were using. In that way we went another step in advance and that step proved perfectly safe. Some two years ago the conqrnsus of opinion among the men seemed to drift quite stffengly toward putting a line of varnish for trade sales purposes on the market, and last year the matter came up with such force at the convention that we said, "Well, we will go into it." i iat time of varnish making, ' for the last seven or eight ; a considerable part of our I want to tell yon the way we went into it. When we had decided to go into the varnish business, we went ('Continued on page JOS.) > ill! it f I J. ....... ' -IriliiiH-'miiai(rMtf--i'fi-'I'lr y 0007-SWP-000130922 JOO THE CHAMELEON. EDITORIAL Where Success Falls. Success is a misfortune to some men, and failure a blessing. They - stand up nobly under reverses and fall with prosperity. Men who were giants of patience and kindness when luck was against them have been known to dwindle to irritable, selfish fractions of their former selves when the wheel turned and success came. Men who were honorable and respected while poor have grown to be less highly esteemed with every step toward riches. ' ' It takes a strong man to remain unharmed by success. He must be strong enough to keep a level head, a good heart and a sound stomach. He must be strong in humility, un selfishness and temperate living. These three things he cannot cultivate too carefully. Where they are lacking success fails. To be successful does not mean that we have piled up opportunities for self indulgence. It doesn't give us the right to pamper our own tastes and whims exclusively. It doesn't even give us the right to trample on other men's privileges, to lord it over our former associates and cut old friends. If we. use it so we are miserable fail ures. A successful man needs to curb every tendency to excess--tone him self down. He must cling as long as possible to pre-success appetites and standards, and above alt not let his nose get too high in the air. A man spoiled by success is a sorrowful sight, whether spoiled through exces sive living or excessive vanity. Success also fails if we take it as a signal to cease striving. We drift ends with a raise in salary. They are actually worth less after the promotion and their taste of success than before. A little success, like a little know ledge, is dangerous. We can undo years of glorious strivings in the first few hours of success. It takes all the judgment and commonsense we can muster to pull us safely through. "Nothing succeeds like success." Yes, that is true, but there are pit falls all along the way, and failure sometimes masquerades to lure us in to them. It is very easy to misuscahd pervert success. We need to have our wits about us when it comes. The End of Volume Two. Volume two of Th e Ch a me l e o n rounds out a full year with this issue. We feel some pride and no little regret as we look back at the year's work. But we shall not sing our praises or mourn our faults here. Whatever has been done of either the good or bad is simply a lesson for future efforts. Everything in the year just ending is to be improved in the next. We have had a year's experience. It has taught us a number of things, but none more certainly than our need of assistance. Th e Ch ame l eo n does not owe its continued success to the management, but rather to those in the staff at large who have >siven it such splendid and practical support. This support we shall be -still de pendent upon. We are planning ways and means for drawing it .out, and when your help is asked along some definite line give us your best effort. Do not wait for these definite instruc down stream as soon as we stop pul tions however. Send in suggestions, ling up. The usefulness of some men outlined facts or finished articles, any 77Sf? X THE CHAMELEON. 3* and every time yon can. We need Arrangements have been made for more than you can possibly give us. binding the complete volume of Th e Your co-operation is absolutely Ch amel eo n . If you are fortunate necessary to next year's success. The enough to own an entire set, send continuation of Th e Ch amel eo n rests it to us carefully wrapped and we'll with you. see it is suitably bound. If you are anxious to see it kept up yon must bear your share of the work. There has been an unfortunate variation in the size of the separate issues that makes the matter of bind We do not, however, contemplate ing require special attention. The any difficulty in bringing out an difficulty will not arise another year. interesting number regularly each But for this year, if you prefer getting month. The supply of good material the' binding done yourself, we would will never be exhausted so long as the suggest leaving the book untrinimed. Company lives and your interest does Your best plan, however, is to let us not flag--two quantities on which we do the work. It will involve no cost feel we can depend. to you. This is a good opportunity to re peat the purposes of Th e Ch a me l e o n as published in the first issue: This season of the year is a good time to consider one's relation to life ist. To give useful information in general. Our view of the world about our goods. and the position we occupy can if 2nd. To keep our staff well in broaden now, if it ever can, and take formed of changes and improvements in the true situation. in our business. Try to find out something about 3rd. To unite the widely separated your true self. Question your pur points of our business. pose. Question your use of the hours 4th. To keep all in touch with and money at youT disposal. Ques headquarters. tion a hundred and one things that 5th. To foster good fellowship and have had to work themselves out as interest in one another. best they could in the hurry and toil 6th. To help make our work a of the year. ' pleasure. And'as you take this good, whole 7th. To stimulate us to greater some view of things, just bear in mind efforts. something Carlyle once said: We believe the accomplishment of "The wealth of a man is in the these objects is worth our best effort, number of things which he loves and and we believe you believe it too. blesses and which he is loved and blessed by." o .4 l l i 1- 0007-SWP-000130924 1 ,cv s 302 THE CHAMELEON. BRUSH MARKS Central Division Notes. The General Office realizes the value of good vigorous health and its maintenance in a practical way. At 10 a. m. and 3 p. m. every day all of the windows are lowered from the top and at a given signal by an electric bell, each one in the office rises and joins in a brisk three minute calisthenic exercise, which consists of eight double shoulder strokes and eight single shoulder strokes, up, side, for ward and down. Mr. L. J. Fasqucllc holds the "banner" to date with fifteen cases of "Kopal." We hope that this record will soon be equaled on our other territories. Mr. Fasquelle has also been placing orders for the soon-tobe-famous "Carmenta." The Akron Foundry Co. of Akron, Ohio, are strong converts to P. M. 5. A recent letter from them contains the following paragraph: "We are now getting into the con tinued use of your P. M. 5 on the large contract we have on hand and it is working most satisfactorily, making a nice looking job. In fact we are so well pleased with it that we intend using it on some machinery that we have been building, which is rather more than can be done with ordinary paint." Visitors to the plant have been rather few since the last record printed. Mr. E. J. Lawrence, of the Lawrence Paint Co., Binghamton, N. Y., spent a part of the 7th and 8th with us. Mr. A. B. C. Hardy, President of the Durant-Dort Carriage Co.,Flint, Mich., and Mr. North, of the Lamson-Sessions Co., Cleveland, called on the 8th. Mr. Hardy particularity expressed him self in regard to the cleanliness of our factory throughout. Turkeys as usual, November 29th. "Jill," true to her name-sake of the old nursery rhyme has gone "follow ing after" Jack. She died on Satur day, December 9th. There were 49,458 luncheons served during the last year, 3241 more than for the year.previous. Mr. J. C. Beardslee returned on the 13th from a ten day trip to New York and Montreal. Mr. C. F. Pratt leaves New Yoik on the 20th for a trip through Mexico and we may expect to hear soon that all the two-wheeled ox and mule carts down there have been brought up-to-date with P. M. Do not overlook the architect. We hope for the more liberal specifying of S.W.P., Interior Colors, Fillers, Dis temper Colors, Carbon Paint, Red Diamond brand and Graphite, also call attention to our offer of Color Specifications free of charge. Impress upon your agents the op portunity for supplementing your efforts in this directiOp, when the architects are located in towns and cities where we have agencies. We have an im portant place in our Card Index for architects, names and also the name of their chief clerks, and we ask your aid in keeping it up-to-date. Do not forget to report any S.W.P. r u 0007-SWP-000130925 *!f-~ ..||VRilJ!l L.-'l? SI THE CHAMELEON. 33 that date to Mr. C. Fuchs. Miss S. has rendered us efficient service in our dining-room since it was in augurated and was assistant to our janitress. She was remembered in a material way by both representatives and office employees. How they go at card index work in the Central Division. agents who may have been omitted from the S.W.P. list. We received a call the other day from Mr. Edward G. Btickwell of the Cleveland Twist Drill Co., who wished to look into our dining-room system. They are planning to devote the top floor of their new building to a dining room where they can serve their em ployees with lunch, and having heard of our success were interested in tak ing up the subject with us. Mr. Pratt recently spent a few days with us, one of which was devoted to informing onr Mr. J. H. Williams fully on the P. M. System. Mr. Sclater spent several days with us, preparing to depart for the head quarters of the Pacific Division. We are very sure that his agreeable per sonality will make him many friends in his new home, and his passives assurance that the Division of which he has charge will be well represented by a fair proportion of total sales. Mr. Wheeler again "bobs up serenely" with his annual order from the Henry Bosch Co., Chicago. Probably the most interesting item is 100 tons of Standard Lead. Do not forget to help us fill our Card Index Bureau with good live in formation. Previous to the canvass of his own territory, Mr. Billau has been ap pointed to "break in" some of the Western Division Notes. "colts". He is now in Minnesota Mr. Cottingham spent two days with with Mr. McCormick and we are us early in the month, previous to his positive his efforts will "help some." departure for the Pacific Coast. Mr. Weare returned from the East The usual distribution of turkeys Dec. 4th, feeling considerably better occurred the day before Thanksgiving. than at the time he departed from Acknowledgements of the birds on the Cleveland. His eyes are still weak, part of the new representatives indi however, and will require considerable cate that they are not used to such a . attention before they are again in tBeir custom and were very agreeably sur normal condition. _* prised. Mr. Greene, one of our "colts", Cupid claimed another victim in started on his initial trip Nov. 27th. the Western Division on Dec. and. Before the week was out we had re Miss Annie Schoenig was married on ceived three large stock orders from ( t. i I t: | ; was&j 0007-SWP-000130926 34 THE CHAMELEON. him for new S.W.P. customers. A pretty fast pace, but we believe he can keep it up until hot weather sets in. Eastern Division Notes. . We don't want to say that our boys are "Convention crazy," but they all agree that we never had a moTe profit able and enthusiastic meeting, and are now looking for game with full courage and both eyes on the gun. Mr. E. M. Richardson, "genial Rich," has been with us for the past few days, feelingtmich better in health and full of S. W. P; that is, ShrewdWise-Plans, for new business. Our November sales show a nice gain over last year--63 orders more received during the month than for Nov. 1898. Five new agents started in November against none at all a year ago. Weather continues glorious and most favorable for paint sales. Truly the ball is starting in good shape. One representative writes of a test with our Hull White: ` `Our White is O. K. and the lead and oil put on be side it is turning yellow." Our new S-W. flag now floats from our building and is attracting a good deal of attention. Mr. Chas. W. Thompson has left for his Texas field, well equipped with new advertising matter, o u t liberal inducements and a fund ofS-W. enthusiasm. We look for great re turns from the Lone Star State. Our boys have just finished the enjoyment of their Thanksgiving turkeys, and have more to say than ever about the excellent products of The S-W. Co. Mr. W. B. Haight, Territory No. 70, : is busy among the Florida everglades : and is finding some good opportunities ; to offset the perennial verdure of the far Sunny South with the glowing ; colors of S. W. P. ' Mr. M. B. Roberts, Territory 64, writes from a Pennsylvania town: . "Mr. So and So is the best man, I have him heartily interested and we musthave him." That is our doctrine and determination for 1900. We are after the best, and we must have them. Canadian Division Notes. All of our traveling representatives returned frorn Cleveland on the 20th ult., feeling~more enthusiastic than ever about our products, and satis fied that the Nineteenth Annual Con- : vention was the best and most bene ficial yet held by our Company'. After a short meeting held at Montreal, 'getting more details re garding prices and advertising mat ter, they all left for their different ter ritories, and we are glad to report that orders are coming in thick and fast for spring shipment. "Expansion" will be our motto in every sense of the word as far as the Canadian Division is concerned, and we have made special arrangements for our representatives to call ait every town of any importance from one end of the Dominion to the other this year. The first month in our fiscal year far exceeded "|e same month in any* year since The S-W. Co. has been established in'Canada, both in sales and remittances. We received another carload order by mail from The Russell Hdw. Co., of Greenwood, among which was 585 A 0007-SWP-000130927 THE CHAMELEON. 3S gallons of S. W. P.,--425 gallons in 5 gallon cans, the rest in is. They write us that as the Crow's Nest Pass Ry. has just reached their town, they are now able to get their shipments of goods direct. This is only another evidence of the prosperity that exists in the Canadian far west. New England Division Notes. We are moving. Pacific Coast ^Division Notes. Mr. Cottingham, Mr. Sclater and Mr. E. P. Williams have been in San Francisco a number of days complet ing arrangements for the opening of our office and warehouse here. in improving the condition of em ployees and think we may get some suggestions. And oblige yours sincerity, Ma u r ic e Fe l s . Mr. A. M. Parks. Dear Sir:--Please accept thanks for your kindness in putting my name on the mailing list for your periodical. I hope that in our study of these questions we may both find sugges tions that will be of value. Yours truly, Na t io n al Ca s k Re g is t er Co ., E. L. Shuey, Advance Department. S. M. December 6th, 1899. The location selected is at 118 Second Street, and as soon as we are fairly settled a photograph will be published to show how our "farthest west" home looks. Two car loads of goods left Cleve land on the 9th and 10th respectively. Other car loads will follow very short ly, so that the greater part of our stock will be in hand by the first of the year. This Would Make a Nlce.Order, The Eiffel Tower is being brightened up (or the World's Fair of 1900 with two coats of enamel paint. It will take 50 tons of paint to do the job. Five shades of enamel will be used. The summit and dome are to be of chrome yellow, the succeeding shades graduating down to a deep orange at the base. Some Railway Department Records. Houghton, Mifflin & Co., New York, have just published "A Dividend to Labor," by Prof. N. P. Gilman, in which our factory methods are given some prominence. A little over a page is devoted to very favorable com ment on our work. The Chameleon Still dains Friends. Office of Fels & Co. Manufacturers of Fels-Naptha Soap, 1710 Market Street. Philadelphia, Dec. 5, '99. The Sherwin-Williams Co, Gentlemen:--If you are still pub lishing the monthly magazine, Th e Ch a me l e o n , will you kindly send me a copy? We are also much interested Mr. E. M. William's article on another page of this month's issue shows that the Railway Department has steam up and means to make great re cords this year. The first month is setting a hard pace for the otheis to follow. For instance: On November 25th an order was received from the Pressed Steel Car Co. of Pittsburg, for ro,ooo gallons of Standard Freight Car Paint. This is the largest sirigl* order ever received at Cleveland, an^ with the exception of a Pullman order of the same size received one time at the Chicago factory, the largest in the history of the Company. The paint is for 2000 steel cars for the B. & O. On November 28th orders were jo6 THE CHAMELEON* entered in the Railway Department in a similar way and given away or for 11371 gallons of Freight Car sold for advertisements. His is a Paint and liquid, 400 pounds of Q.D. straight forward business, selling his Colors and 3900 pounds of paste pictures outright for from twenty-five goods. cents to any amount above. His more There are eleven more months to expensive pictures, ofcourse, take more come. than ten minutes to paint, and are not Osins All Along the Line. always painted when on exhibition. i! "Well begun is half done," that's an old saying and true. The report of sales for November, the'first month of our new year, shows a large gain in every Division and every Depart ment. Already we can begin to look back on a part of the work accomplished, as well as forward to what is yet to be done. This good start is full of en couragement to each and every one of us to put our best efforts into the work Speaking with this talented gentle man, the writer learned that most of the paint entering into these pictures, is that of The Sherwin-Williams Co., and to prove his statement, the writer was asked to look in a back room, where many cans of First Quality Oil Colors were standing. Talking on the merits of the paint, the artist said in many respects, our colors are su perior to the various tube paints. H. J. Ha w . of making this the year of our greatest Suggestions During November. i i s. progress. The gains so far for De cember are even greater than those made in November. . In his opening remarks at the Con vention the President urged the sel ling force to "make hay while the sun shines." We've made a good start, keep it up, keep it up, keep it up. The suggestion plans spoken of in the October Ch a mel e o n have been carried out with very good success. AH the departments at Cleveland have taken up the work in the true spirit of helpfulness and we are able to report the following employees as having submitted suggestions for im First Quality Landscapes. provements in their respective depart One of the most interesting window ments during November: attractions in Chicago may be seen on John Bradley, Oil Dept. Wabash Ave., near the comer of Van Peter Luzius, Night Watchman. Buren St. Here, during many hours Henry Noble, Oil Dept. of the day, is seen an interested crowd J. P. Gibbons, A. Dept. watching in wonder the "Lightning Waltey Steyer, C. Dept. Artist," Mr. H. H. Englehart, at J. G. Weber, Finishing Dept, work on his ten minute oil color J. C. Earl, Foreman Printing Office. paintings. The chief ability of this gentleman lies in his dexterity of S. W. P. *500 fliles from Home.' painting landscapes. These he ex The following letter was received ecutes even to their minute details, in by our Vice-president from one of ten minutes. He claims champion Cleveland's old citizens: ship honors for this kind of work and Mr. E, P. Williams, Cleveland, O. is always willing to back this claim. My dear Williams--As I was stroll These pictures are not to be compared ing through the Streets of this far-away with most pictures which are painted town this morning, I discovered your 0007-SWP-i THE CHAMELEON. 307 familiar banner "hanging on the outer walls" of this establishment, and came in and made myself known as a live Buckeye from Cleveland, and received a royal welcome. The house is a live one, doing a large business, and the proprietors are hustlers as well as gentlemen. Very truly yours, H. S. Wh it t l e s e v . Astoria, Oregon, Oct. 27, 1899. "Wears Longest." A fellow traveller wished to know what line of business I was in. I re plied that I was selling The SherwinWilliams Paint. Said he, "Why we are both carrying the same line--hardware." He travels .for Aupplee Hardware Co. Jo s ep h P. Mw e t r e e , Jr . Didn't Want to Lose It. The Sherwin-Williams Co., Cleveland. I have sold goods on the road for Please don't let any one have the nearly fifteen years, and have met agency for your paint here except me, with all kinds of business firms, and as I think we can do a big business from my heart I can. say that I never with the paint after we get a job or found (neither did I think a firm ex two done. They have always had the isted) like ours. Since the first 'day old idea here that lead and oil was ] came to our offices in Cleveland and the thing, and one of the painters here met Mr. Parks, up to the present mo after using the paints I received of ment, I have received nothing but you last week says it will go as far as kindness. two gallons of lead and oil, and there is another job Or two in sight. My work when at the office or on After we once get it introduced I am the road has been simply a pleasure, positive we can do a line business. for although selling paint is not an 3 Kindly yours, easy matter, still the kind help of the I.. J. Rees , Druggist. house makes the fight a happy one. Georgetown, O., Sept. 9. 1899. W. W. Wa l t o n . Filter Room ir the Varnish Factory. ) l t rv 1 \ 0007-SWP-000130930 308 THE CHAMELEON. The Sherwin-Williams Varnishes. the varnish, its consistency, its thick (Continuedfrom page 2Qp.) ness, its spreading qualities, working qualities under the brush, its drying, carefully over the list of . the the probable amount and quality of people who were now doing gum that was used and so on. We such a varnish business as we cared found, much to our suiprise, a very to look after for the present, and we great lack of uniformity, we found picked out six of the people who were that no one had a monopoly upon the most prominent--when I say most quality of varnish, we found that prominent, I mean by virtue of their one maker excelled in one particular reputation, not by virtue of the and one in another. Then we picked quantity of goods which they sold, be out from these the best piece of goods cause we realized that that niight be under each label. We picked out the due to price. At the same time we best No. i Coach and the best Furni included a sufficient number of the ture Varnish, etc., and the task that cheaper makes, so that we felt that in we set ourselves to was to duplicate or this line we had secured a fairly aver improve on those. age sample of the competition that It was in a good many respects a The Sherwin-Williams Company might comparatively easy matter, because we had all of the experience that we had gained in Montreal to draw from, and as it proved in a number of in stances that our Montreal goods were practically indentical .with what we found the best on the market here, the question of formula made us no trouble. We had our Montreal Var nish Maker come down here and spend a month, we went carefully over the subject, went through his formulae, and went through our own formulae. We took the practical knowledge that he possessed and the practical knowl Yard scene showing the storage building. edge that our own Varnish Maker possessed, along with our own expect to meet in undertaking this theoretical knowledge, and worked up business. what seems to us a most excellent We took up each particular line by line. itself, each particular label, each I believe that though we may find particular type of goods and examined some slight difficulties, it will prove to them all carefully. We had before us be a line of all round averageTex- the list prices and the approximate cellence, good quality, will be certainly discounts of each one of these various second to none and I believe better brands. Afthe same time we had the than most. Those of you who know goods which we sell in Canada in the me best know that I am not prone to same grades. We made a careful over-state or exaggerate, and when I comparison--a comparison which in say` `second to none,''there are a good cluded the physical characteristics of many of our people who would say, 0007-SWP-000130931 ". i THE CHAMELEON. 39 be self-evident. It is possible, how ever, by the use of certain manipula tions, that are familiar to most varnish 'i men, to improve the quality of rosin, to get an apparently better result out of rosin than you think it is entitled to, and to cover up or smooth over ben zine in ways that are dark and pecu liar. Of course those things may be mysteries. But it has not been our intention in 'Pumping out" in Thinning Room. going into the varnish business to do anything in a mysterious way. It has without any "ifs" or "ands," "The been our endeavor to find out in the best on earth,'' but I ara quite willing first place what are the materials which to leave that to the test of time. will go to make up the very best With reference to the general subject varnish for a certain purpose and then of varnish: We have all of us (and I to use materials with the greatest skill among the number) been taught to possible. believe that there was a certain haze of mystery hanging over the varnish There has not been any design on business, that there was something, our part to cheapen any of the goods nobody seemed to know what, that in the line. You will of course rendered it peculiarly hazardous and understand that there are in every dangerous, that made complaints pos varnish line some varnishes which sible, while everybody had them and ate cheaper than others. Some that few tried to explain them. I want to are sold at what you may call a very ;< say to you right now that you probably low price. Evidently those varnishes will have complaints, I do not doubt can not be what you might term i it, and possibly some of them will be "pure". With reierence to ours, I justified, although I don't believe believe you will find that ours are, many will; but what I want particularly where they have to be of a second to urge upon your attention 'is this: grade, equal or superior to anybody It is my earnest conviction that there else's similar goods, and outside of is no mystery in the varnish business other than the attempt on the part of many people to make good North Carolina rosin take place of Kauri Gum, and benzine take the place of turpentine. In other words, the mystery of the varnish business is simply a question of common honesty with yourself. You can not make a first-class pro duct, you can not make the best pro duct of its kind, the best varnish for any particular purpose, and use inferior materials. I think that must North end of Thinning Room. I i i ; I 1. :i 5 !S ! t *T i 0007-SWP-000130932 3M> THE CHAMELEON. average goods which yon meet of similar label, and when the question of durability and easy working and that kind or thing is considered, we believe we ate going to give you as good as any. if not the best on the market. lie have thought it wise, in addition to what you inuv term a regular sales line cov ertng the ordinary brands, to have .1 little specialty of our own failed Under the cooling shed the very cheapest of the goods ton will find no disposition on onr part to [it a little rosin into the better goods for the sake of sat ing a little some thing. yet that very thing is done oftener than people who are not thoroughly acquainted with the fat ts have any idea. Kopal" but I am not going to say muc h about that because I think it is more largely a sales depa rtment matter. However, so far as the manufacturing department is concerned this little specialty 01 our own we hope to see eventually in the varnish business what S.\\.P. is in the paint business. You will find it is ail Tight l ran as sure you. fn other words, our attempt to go into the varnish business is based on the same general principle that under lies our paint business--an effort to give the very best goods for each separate anti individual pur pose that it is possible to make anil at a reasonable price. When it wax decided to go into the varnish business I went Kast to see the largest maker of tin can machinery in the country, withthe uiea of design ing some special machine which would make a varnish can like no other var nish can on the tare of the earth. 1 want to say to you that in my humble I want to say also with reference to opinion the can when it is- finished the matter of complaints, that in my will lie a "beauty". The machines mind a large number of difficulties involve a number of new principles in that the ordinary varnish concerns can construction, one of which has hate, is tine, in addition to the at never been used before and is entirely tempt to use inferior materials, or to an original with ns. Iri addition to this attempt to sell goods without sufficient absolutely new principle there will he age. That difficult)- f can say to you two or three --kinks" which I feel we are going to aim to avoid. Most sure will commend themselves to you as of you have seen our storage building constituting a very handsome package. anti know that it is of considerable There is one other particular point capacity and today is practically full ot in the varnish business in whit h we varnish. There are but few empty expect to be different Irom everybody tanks in that entire building and we else, that is. The 3henvin-\i illiams shall aim to give the varnish in them Varnishes are not going to lie sold in all the age that can possibly be de wood, they are going to lie said in sired. We will aim to have our goods sealed packages put up by The so brilliant and nice in appearance S-\\. Co. only, and in no other that they shall look better than the way. lL 0007-SWP-000130933 i \ I tI > 1 i * t-* 0007-SWP-000130934