Document dM1qDX7NjBdaNNmnQy0EJ7k6

UiTO^u'WL^wO Bulletin fM5--23i July 17, 1739 V-7&&T SSIS2CK "SHITI LIAZ III ZIL CCIISIGNUSHT PEOPCSKICw Tie ere pleased to announce that the executives of our Company have decided, tc offer t: the trade a new consignment sales agency proposition for the sale of luster. White Lead in Oil, similar to the plan now being used by the other Lead otrroders. We must increase our sale of Euston White Lead in Oil and this r.cv plan will make it possible for each division and Retail Store to approximately double its sale of Euston White Lead. C3ITSIGKMZST PLAIT Attached to this bulletin is a ccpy of our Suston Distributor Agreement. Head it carefully so that you thoroughly understand all of the conditions cf the Agreement.. ITotc carefully, we do not consign sizes smaller than I2f I'd. kegs. Under this Agreement wc control the rosalo price of Euston White Lead in Oil. Should ar.y distributor'seriously affect the market by cutting prices wc can take up his stock at any tine. Sc sure the dealor understands he must pay all taxes, insurance, and assume all charges for storage, cartage, handling, etc. "a call these cckfi-iticns to your special attention as we will not approve any changes in odr regular soles contract. All contracts oust be approved by an executive at Cleveland Headquarters. COgSIGBlEKT PP.ICSS To the distributers or dealers that we sell on our new consignment plan our prices will be the same as that of the other corroders. Until further notice these prices will be as follows: 100 lb. kegs 50 lb. " 25 lb. 12 lb. " $9.25 per C. 9,50 9.75 " 10.00 FEDERAL TRADE COMMISSION Boek*l Ccfflftistita's EikibH ___ IN THE MATTER DATES//t/<{ k.. .WITNESS OUTP.ICa? SALE PRICES ELEOTEMBTER. INC. Official Report* Some of our presont dealers, as well as new accounts,nay want to continue to buy their.Euston White Lead in Oil outri<it. To will continue to sell those dealers at a lower price, or on the same price schedule we U3e at the pre sent tine. Theso prices are as follows: 100 lb. kegs 50 lb, " 25 lb. 12$ lb. $9,05 per C. 9,30 9.55 * 9.80 All of the above prices apply in par territory. In thoso territories whore differentials exist the sane differential that has appliod to your solos in the past will be applicable at this tine. 1881 N 4442 DAKAfa/sfA... WITNESS Per crders of fullEfcitIl9li4V?TM- fi(5SS*e&VWr one destination, we will continue to allow iUreduct-ionof-SS^-per-lOO-peuads lees than the fore going schedule of.prices. These two methods make our preposition eery flexible and we should very easily and quickly increase our sales of Hasten -Shite Lead. EXCLUSIVE SALES ASEANCSMZJTT Ore cf the- best reasons wc offer te the dealer to sell Hustcn White Lead is because will give him exclusive sale in markets wicro it is practical to ic sc. There are many places where several dealers have consignment stocks cf the ether corrcders and we should make a special drive and go after sooo cf these bigger-and better accounts with our Exclusive Sales Contract. Managers end salesmen alike should carefully select the accounts with vdiom exclusive- arrangements are made. It isn't practical or sufficiently produc tive to offer exclusive sale in the large metropolitan cities but- even here the city can be zoned by trading areas and exclusive arrangements can be made accordingly. _______ We have mere strong selling advantages to offer the dealer because Huston White Lead in Oil is a much whiter product, it is much finer than other wiite leed, will take more oil, and as a reSuit will make 15 t o 20$ more finishing paint per hundred pounds. Hustcn White Lead in Oil is a better tinting base as cleaner toned colors can be made when adding tinting colors. These are distinct advantages over your competition but you must demonstrate to prove these superior qualities and make the dealer see how he can increase his sales with Hustcn White Lead, and tiiat is still more important, build this business on an exclusive basis. Carry your demonstration outfit with you at all times. Se readyl _______________ _ other zustoi:lead products The consignment arrangement applies only to Huston White Lead in Cil and does not include our other Huston Lead Products. Painters who use Huston Whito Lead will else want to use Huston Thinning or Flatting Oil ns well as Huston Colors in Cil. 3e sure to sell every distributer a complete stock of House Paint Primer, Wall Primer, Colors in Oil end all the other Huston Products. Your Huston Lead Product Portfolio gives you full information,including prices PAINTERS MZ5TIKSS We will continue our plan of using a special representative to hold Painters Meetings for important distributors and dealers. Our experience provod that this method is by far tho most productive and will creato a greater accept ance and usage of Huston Whito Lead in Oil. We expect, with our new plan, to sell many of the large Lead Distributors and we want to do everything possible to hold and incroaso their Lend in Oil business. Vhon you offer to hold a Painters Mooting be sure tho volume from each account will justify this additional advertising and sales expense. Arrangements for those meet ings must be made In advance, so send your requests for dates to Hr. L.A. Eadloff at Cleveland. He will give you complete instructions about how to make preparations for these meetings. .1883 -3- pgasoim tore The special representative, as well as the territory salesnan, oust cake personal sails on printers and large users of TJhite Lead in Oil. Calls should he cads, in advance of the routings on tho nest important contractors to nake personal dencnstraticns and also to extend personal invitations tr the meet ing?. -he attendance cf tho hotter contractors will add to the importance and carit of those meeting?. Thi s personal work nust ho continued immediate-- ly following the meetings. Dvery prospect developed at the neeting should he called on the next day since he will 'be acre receptive and can then he sold. The quick-followup is.the one activity than will really got the "business. isvarecaiss 17ith this new plan we will have nany inventories. It will he the duty of all representatives to check those inventories regularly and work in close co operation with the Accounting Department. Ur. H.. Caton will issue instruc tions thru your Credit Manager on just shat you are to do in looking after these inventories. ISTALS RSTIMIKS DIVISION SALZS3T The salesmen of tho Metals Refining Division will else sell Euston flhite Lead in Oil to distributors and dealers in Ohio, Michigan, Indiana, Kentudqr, Illinois, Missouri and Iowa. Te have supplied thee with a list of cur es tablished accounts in these territories with instructions that, they will not he permitted to sell to cur old customers. In a like Conner, each Slidden salesman has been supplied with a list of towns in tdiick the Metals Refining men work. As new accounts are established the representative in the terri tory will immediately he informed so as tc avoid any conflicticn or misunder standing and the account thereafter will he reserved for the salesman who aekes the first sale. CCUCLUSIQg Many of our salesmen and managers have repeatedly stated that if we would give then a Consignment Sales Arrangement the same as offered by other Lead corrodcrs, that they could more than double their "business. Hell, hero it is now and we are certainly expecting each and every one of our men to do just that. Eiia new plan should make it possible to place a stock of Euston Shite.Lead in Oil with every old and cstabliahod Shite Lead account, full line agent, and cany of our dealers. Go after then now aign them up quickl D P.L. LCTZ Sent to Rog. Dir. Sales & Stor? Mgrs. Representatives & Headquarters. FEDERAL TRADE COMMISSION 0W h.r>J3 CMumistisa'i EikibH *.#. __ IN THE MAHER OF DATE...................WITNESS................................ ELECTREPORTER, INC. Official Reporter Bp. '385-- 1885-A