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Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Devoted io Matters of Interest to Our Representatives. v o l . in. DETROIT, MICHIGAN, JANUARY II, 1902. NO. 12 immmm mwrnm Plug Hu Club Competition. Prizes for Vatnlsh, Japan and Dryer doss its work in the best possible manner: In accordance with report of special com mittee, appointed at the Convention, ve outline the conditions to regulate these Business* Frizes for the greatest amount of varnish, Japan and Dryer business (mail or direct) grinds the pigments finer and mixes more thoroughly than any other. It's made from exact formula and with a competitions in future, and have also added on June 1st and December 1st, for the pre system of accurate measurement that makes several new features based upon the same ceding six months, will be awarded as uniformity of quality, color and consistency ideas, which we believe will be acceptable to follows. absolutely certain. our representatives: 1st Prize, (largest volume of sales credited) $50 00 All the Ingredients in New Era High- 1. Only orders secured directly by our Individual j 2nd " (next " representatives will be considered 3rd (third " " "" " ' " " ... jo 00 *` .aooo a. Competitions are to be decided by points. 5. Points will be accorded for "orders *' and " vol ume " on Hoes affected each month. The competition for the first period will commence with orders dated January 10. Grade Prepared Paint are caiefully analyzed In our laboratory lo insure purity, and from that start through io the time the paint is sealed m the package, every step is care 4 Three points will be accorded for order from new customer, no matter what the volume of the order. 5. One point will be accorded for an order from an New Era * 'Points" for Salesmen* fully walched by experts and no loop-hole left for inefficient workmanship. old customer, no matter what the volume. 5 In nddillon to points as per rules 4 and 5. addi tional points, as per schedule shown balow. will The man who buys paint for his buildings ought to look to the future and get the paint We sacrifice nothing to quality, because our experience has shown that the best be allowed fur volume. 7. A point for an order from a jobbing; customer previously handling; the goods will be allowed, but no points for volume. 8. A point for the order and additional points foi that will put off for the longest possible time the necessity of re-painting. With lead and 03J, and most prepared paint sells best. It gives satisfaction and that increases its use. The consumer will soon learn that the best paint is the most the volume will be allowed on first order secured from a jobber, 9. All orders recewed during the month of competi paints, the property owner runs the risk of getting poor results. With New Era High- economical. These, then, are the requirements of safe tion will be counted. This will mean that those in far territories should comtnenceworWng on the competitive line several days In advance. (This is a change from our previous method } ix Duplicates of orders turned In to jobbers must be Grade Prepared Paint he runs no risk, for it's a perfeclly safe oamt and will give satis faction in every way. paint all of which you will find every time in New Era Painl: Zin c --To keep the lead from chalking. plainly narked 41 new customer,*' when the line In competition has been sold for the first time, a* otherwtse we shatl assume it to be an old If our agent takes up the subject of New Mac h in er y --To give fine grinding and Era High-Grade Prepared Paint from this 1 thorough mixing. customer, n The name only of the winner, with the number of points accorded him, Is to be published each month. 12 On June xst the representative having the point of view he will find the following arguments of considerable weight in landjng orders: Pu r e Ma t e r ia l s . Ex a c t Fc r u u l a . Ac c u r a t e Me a s u r e men t . . .. bis credit during the The reasons that lead and oil alone do not e entitled to Plug Hat -unless he ts already make safe paint are these. Un if o r mit y a membsr, In which event the one having the next greatest number, who Is not a member, will be White lead mixed alone with Unseed oil entitled to such recognition. This rule will also invariably chalks and powders, even if the Carrying of Color Plates. apply on December 1st for the six preceding months tngredienls are perfectly pure. But the I find that by binding these color plates on NUMBER OF POINTS ON *'VOLUME" TO BE chances of getting them pure are generally ' the end they can be rolled up in a small roll CREDITED. against you Then, too, the painter by that will go in my smalt grip I think that Acme Household Paints--One point will be allowed for each $10 00 of the total net amount of order hand work cannot mix them thoroughly, all the boys would carry these color plates, Davies' Varnish Stains--One point for each $10 co. anc has no means of being accurate m if they could be carried conveniently. I Neal's Enamels--One point for each $10.00. Neal'* Bath-Tub Enamel--One point for each I5 00 Neal's Carriage Paints--One point for each $1; 00. Neal's Carriage Top Dressing--One point for each his measurements. The reasons many prepared paints are not safe are these: suggest that they be bound in black oilcloth, of sufficient length to cover the roll entirely when rolled up, and a double set of strings $5 w. Utility Varniah--One point for each $6 00, Master Painters' OU Colors--One point for each $10 00 Wagon and Implement Paints--On point for each $500 Davies' Liquid Wood Filler--*One point for each $0 00 New Era High-Grade Prepared Paint--One point for each $30 00. To Illustrate Order for$rs 00 net, N C P.. . . 'at) 00 " ". * 40 00 '* 41 ' 30.00 " New hra ... * oo *' " * 6a 00 " " ..t point ,1 " * points. t point. x" a points The manufacturers who make them sacri fice quality in order to sell the paint at a low price per gallon, or to get an exorbitant profit. They don't use the best materials and don't use the best methods. The reasons New Era High-Grade Paint is perfectly safe are these : It's made from pure lead, pure zinc and pure linseed oil--the zinc keeps the lead from chalking. It is ground and mixed by machinery that to tie them. This will prevent color plates from tearing, which they are very apt to do unless protected by some strong material. C. F. P. Members Acme Plug Hat Club. Admitted Conte.t Mr Alf. R. Kelly March i, 1901 .Mich Seal Lead Mr. A. E Barron . June 15, 1901 .Neal's Alum En Mr I D Wilson ...Oct 1,1901... .\V and 1 Paint Mr H. L Wilson .Nov 1. 1901 .LiquidWood Filler W. C Neal............ Dec. 1, 1901 .. New Era H G THOUGHTS January xx, 2902 Ho&gg's Convention. The banquet 13 over and the boys have just left me, all feeling fine as silk. Dr. Hartford, Conn , Jan. 5th. rgos Gentlemen,--At the last regular meeting held by the Painters and Decorators Union of this city, the "Souvenir Flag" so kindly sent by you to this E. T. Edgerly and Mr. W. T. Harper, Jr., were much pleased with the enthusiasm of all the boys, and 1 am feeling satisfied for I feel that it was a grand success, as one of January Plug Hat Club Competitionis on Acme Household Paints. . Union through our delegates, Messrs C B. Leonard and E. F Newton, was presented by them to the Union in your behalf. Please accept the thanks of our Union, and also the wish that your Company may have a prosperous New Year the boys expressed himself. It was enough Yours respectfully. to put ginger into the life of any traveling f m Ch a s . B. Le o n a r d . R S man. Every man expressed himself and asked me many questions, and went away feeling he could sell more New Era and specialties the coming year. I was not here in time to have the menu and program as I would have liked, but it answered the pur pose 1 enclose same for your perusal and criticism. If I am as successful in Daven port as I have been in Ottumwa 1 shall feel much pleased. 1 hold the banquet there in I wish to express my appreciation for the sympathy which you extended to me while sick, and also to thank the "boys" for thinking of me at the Ccnvecilion. 1 very much regret not having been there and know everyone had a good time and learned a great many things that will be to the ad Our General Distributors. California Bohan Paint Co . Domestic Oil Co Los Angeles San Diego Colorado Humphrey-Jones Merc Co . Denver Florida The S B Hubbard Co. Tampa Hardware Co. Jacksonville Tampa Georgia Columbus Hardware Co , Columbus ZlJjoois Col. J. R. Nutting's residence January 4ih, 3902. Wishing you a Happy New Year and promising you mere on the subject a hide vantage of each one m the work of the coming year. I want to say that I will try to make up by hard hustling for what I have Geo. E. Watson Co . Colburn, Birks & Co , Indiana Jnhnson-WnodbndgeCo . Chicago Peoru Indianapolis later. ______________ A. D. H, Paints in the Hardware Store. The following letter from a well-known house manufacturing paints and varnishes, is of interest as indicating the extent to which this line of goods is being handled by hardware merchants. It will doubtless sug gest to some of our readers the desirability missed, and if work and lots of it will make a record, that I expect to go after it to win. Am going to " break " into the Acme Plug Hat Club myself one of these days, and hope every one of the other boys will do the same. R. R* [n the matter of paying rebates on coupon Iowa Sickels, Preston St Nntting Co , Davenport ' W Edgerly & Co Ot.t.u..m. wa~ Hormck, Hess & More. Sioux City Kansas A. B. Whiting Paint & Glass Co , Topeka Kentucky R H, McFarland Henderj Louisiana L N. Brunswig & Co , New Or Maryland of considering the question as to the pro priety of adding a department for the sale cf paints, oils, etc., to their business A very large percentage of the hardware mileage, early in the year, the attention of our representatives was directed to the necessity of ascertaining the exact rebate value of each ticket at the time of purchasing Stanley & Brown Drug Co , Massachusetts E. & F King & Co . Minnesota C. W Hackett Hardware Co , Baltimore St Paul dealers handle paints, white lead, varnishes, oil colors, etc. Aside from the profit that there is to them in this line, this is largely due to the fact that the hardware dealers it. In other words, when you get the ticket from the agent, you should Immediately ask him how many miles were charged for, and then make a notation on the back of the Mississippi Lee Richardson & Co . Montana EUls Paint Co . New York Vicksburg furnish nails, hardware, etc., for building coupon, which Is retained by you and uj>on purposes, and naturally have a demand for which you expect to get rebate. By doing Buffalo Glass Co.. Buffalo Burhatts fle Black C<> , Syracuse Jno L. Thompson, Sons & Co Troy paint on this account. In some localities the drug stores carry paint, but this is gradually changing from this you will readily see that the coupons on hand always represent the actual rebate you are entitled to. Whereas, if you fail to get North Carolina Hart-Ward Hdwe Co . Burwell Sc Dunn Co Ohio Raleigh Charlotte the drug stores to the hardware stores, as this information at the time of purchase, it is more properly in line with the business there is always a chance of your not know Cleveland Cincinnati _o , Toledo of the latter. Hardware jobbers also find it to their in terest to add some of the paint line to their list, more particularly white lead, as same can be sold without any trouble in connec ing about bridge toils and other arbitraries that are charged for extra, consequently, when you ask for rebate you do not get the amount you claim. We had an Instance recently where there Oklahoma Territory Alexander Drug Co . Pennsylvania H. B Semple & Son, Logan-Gregg Hardware Co . Bard, Schlott & Co . Phelps -Straw fit Co . Oklahoma Cit) Easton Pittsburg Reading Wilkes Baire tion with their own line. was a difference of $10. In our judgment Tennessee We have a number of hardware jobbers that is too much of a difference, and must Fntts & Wiehl C..h..a..t.t.a..n..o..oga Van Vleet-Mansfield Drug Co , Memphis whom we supply with white lead, wagon result from carelessness in computing the Texas paints, carriage paints, and also receive orders from them fer mixed paints and some other goods m our line. Nearly all of them value of the coupons sent in for rebate. In future please determine the actual value of your coupons when you buy the Gremer-Kelly Drug Co , Houston Drug Co , Utah G F Culmer & Bro , Sherman Houston Salt Lake Citv carry a stock of white lead, and some of them carry a stock of paints. There is no question but that eventually every up-to-date hardware dealer will carry a stock of paints, white lead and varnishes. --Iron Age. tickets, and then see that your rebate cor responds to the claim you make. In future we shall question and ask an ex planation covering any differences charged to us when you receive yourrefund on mile- ! age sent in for rebate. I Virginia Barker-Jennlngs Hdwe Co Washington Baum & Co,. WeavY * Th **< 1 Th , W H Chapman & Sons, Lynchburg Spokane Charleston . Clarksburg Wheeling '1* 0007-SWP-000128168 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROI l~ MICH. Devoted to Matters of Interest to Our Representatives. VOL. 111. DETROIT, MICHIGAN, JANUARY 18, 1902. NO. mmmm mmwiM Visit From Representatives of tfic Art of his customers because he is seeing to it Stove Company. that these customers will have a good The gentlemen named below are repre sentatives of the Art Stove Company, of supply of his goods on hand when the de_ mand for same comes. A representative Detroit, and recentJy paid us the compli who is out for results musl educate his trade ment of a visit to our plant, and very much enjoyed the trip through our factories They pledged us their co-operation, and to carry a sufficient stock of his lire to supply the demand for same, and to gel them to anticipate their requirements long were in turn assured of ours. We wrote them on the 14th inst., sending you copies of our letters. They expressed a wish to meet you personally whenever possible. Write the representative traveling in your territory a nice letter. Tell him where to address you, MR. F. R. DOUOAL1. and suggest his consulting hotel registers with a view of getting together and com paring notes as frequently as possible. We ' The Proper Method of Covering a Territory. hope you will take the same interest in this I lWe started in to underline the gool points in this most excellent co-operative plan that their I article, so that they would he printed fn italic, hut salesmen manifest. | found that this would mean that the entire article would be in Italic. It Is all good--every word of it We note below name, home address and | It's pure--evary atom of it.--Eu.j territory covered by representatives of the | The representative who is given a terri Art Stove Company: Name ini Audit's Twntory T C-Read, Salem. OWo. Ohio. C H Shepard. West Troy. N Y., 2*6 Sixteenth street > New York Stale. K J Hahn. Detroit. Mich , care of Art Siove Company. ^ Wisconsin. tory to look, after by a large and progressive manufacturing concern hclds a very re sponsible position, and to take care of this territory properly, so that he will get the best results for his house, requires hard work and careful study. The first duty of a enough ahead so that they wilt always have a sufficient stock on hand This point alone requires careful study. Did you ever stop to think what a difference Ihere would be m your volume of trade at the end of the year if your trade never lost the sale of a can of paint by being out of same when it was called for? I will venture lo say that each and every one of us loose 20 per cent of our total business this year through this one feature. On his second trip over his terri tory he should take more time and should make all the points he can possibly make that he has failed to make on the first trip. This is the Inp when it will pay hirr. to do a lot of missionary work in the interest of his customers, calling upon the contractors, painters, property owners, etc , in the var_ io u s towns he makes and giving as much time as he can spare to each, always having M, E Meath. Ithaca, Mich. Michigan Geo A. Main. Denoit, Mich. *57 Hancock avenue | Michigan Geo H Fowler, Detroit, Mich., > ., care of Art Siove Company. > Chas L Smith, Toledo, Ohio. > 662 Federal street j ,ndlana Alfred G Henrujues. Chicago, f II, 5<6 Jackson Boulevard t Upper Minnesota | and North Dakota B cWare CofaAvenll,StDoweetroCito.eMipiacnh* , J Southern Minnesota. representative is to get business. But his duties do not end there by any manner or means. In order to get the most out of a territory he should know it thoroughly, and he has to make a constant study of the map to arrive at this end. Hs should also know the trade thoroughly, their requirements in his line, also the possibilities of increasing these requirements. On his first trip over his eye open for the greatest possibilities. He should be a careful reader of the dally newspapers, as he can always pick up valu able pointers from this source, t am a great believer in constant work. I believe that under conditions such as we are en joying at the present time, that no salesman who has the best interests of his territory' at heart can afford to take more than two Miles M.Foctt, Waterloo, [a., ( care or Post Office. i1 w` W. H Kirk. Minneapolis. Minn . *26 Hennepin avenue. f Minneapolis and Si j Paul. M J Reilly Detroit, Mich . J Detroit, Cleveland care of Art S:<>ve Company. y Toledo, etc his territory, starting January 1st, he should make an effort to close up as large a volume of business m as short a space of time as he can. There are two ends gained by doing this. The first is : He has kept the other weeks vacation in the summer. Of course this has a good deal to do with the condi tions that exist in his particular territory. But I firmly believe that a salesman should be able to gel more results when his com T. A. care Bowman, Chicago, III . of An Stove Company, j Chicago 79-83 South Jefferson W, W Shier, Denver, Coin, t Colorado and NoHh rroo South r*th street > Dakota. fellow from having a chance to get his line in for some time to come, and he also is taking care of both his house and his customer. He is taking care of his house petitors are resting than when they are just as active as he is, and when they do not do so I think it is because they have been edu. cated to think that there was no business to Members Acme Plug Hat Club. to the extent that he is giving them a chance get In off seasons, and that it is not expected Admtrtrrl Cruitft.r to ship out a large part of the goods required of them. A salesman should always cover Mr Alf R Kelly .. March 1, 1901. .Mich. Seal Lead Mr A E Barron . Jure 15. 100s..Neal's Alum En by his trade before the rush, when every his territory at least three times a year, and Mr f D Wilson .. Oct Mr. H. L WiJsor. ..Nov r, 19m. ....W and I Paint I r. 1001 Liquid WnodFiiler I body who orders expects their goods in a 1 of course there will always be points where W. C Neal . ...Dec. i, 1901*... New Era H G. i very short space of lime. He is taking care I it will be desirable for him io visit six or j 1 I / 0007-SWP-000128169 THOUGHTS January 18. iq o z* seven. There is nothing in my mind like j Tl-KI CLUB No. 3. Our General Distributors* asking questions, keep in touch with the 1 situation, find out what is going on m your territory. If there is a growing town that Organised at Banquet Held in Residence of you hear about and have never made, go to , it and look the ground over, it is a paying Col. J. R. Nutting, on January 4tfu proposition. Don't get into a rut and stick there, branch out, reach out, and keep con tinually hustling. Use your think tank as well as your hands and feet and the rail roads, and this in my humble opinion is the proper way to cover a territory. F. R. D. The following gentlemen are anxious to get on top: Col. J. R. Nutting, President; Grant Hosfcid Nutting, Ralph E. Nutting, L. H. Nutting, H. Harbeck, Wm. R.Turner. Theo. W. Nsuhaus, D. L. Marinan, C. G. Reguet, E. Wilckens, Frank Harrison. Ti-Ki. A Comparison. _ Detroit, Mich , Jan 10, 1902 California Bolian Paint Co , Domestic Oil Co. Colorado Humphrey-Jones Merc Co., Florida The S B. Hubbard Co Tampa Hardware Cn. Georgia Columbus Hardware Co , Illinois Geo E Watson Co, Colburn, Birks & Co . Indiana Johnson-Woodbridge Co , Iowa Los Angeles San Diego Jacksonville Tampa Columbus Chicago Peoria Indianapolis One of our Mr, H. C. Cater's customers made the assertion that N. C P. was not equal to Devoe's brand of carriage paint in quality, body or gloss. Mr. Cater did not Col J R Nutting, President Ti-Ki Club No 3. Davenport, Iowa. Dear Sir --We extend congratulations to you as the first president of the recently organized T1-K1 Club No j Sickels, Preston & Nutting Co , Davenport J W Edgarly k Co . Ottumwa Hormck, Hess & More, Sioux City Kansas A B Whiting Paint&Glass Co .Topeka have an opportunity of making a compara We believe that the ' getting together" of the Kentucky tive test, and we arranged to do so--note the result Their Vermilion holds in suspension about the same as ours , -s about equal in body and gloss, but inferior in drying property, and does rot work as freely as ours Jockey Club Red as compared with Carmine Red Their s is about equal in body, drying property and gloss, but does nor work as freely and has a greater tendency to settle Chrome Yellow as compared with Citron Yellow Their's covers a tnfie better.Jdue 10 officers of your Company and representatives, will not only be mutually pleasant, but profitable This has been the experience In the case of our own Ti-Kt Club We wish to be permitted to furnish all of your members with Ti-Ki pins similar to those used by the members of our organization, and assuming that you can have no objection to this, have placed an order for eleven, which, wethlrk, is the requisite number Express to the members of your Club our congratu lations and best wishes Sincerely yauTS, Aunt- Wh it e Le ad At'D Co l o r Wo r k s . depth of color, gloss, drying and working Detroit, Mich, Jan 10, 390s. property about the same We have increased To the Officers and Members of Ti-Ki Club No } body of our Citron Yellow and same is now Gentlemen,--We extend our heartiest congratula fully equal In this particular tions and welcome you most cordially as members of Body Green as compared with Brewster Green Body and working property about the '* Tt-Kt " organisation. We are certain that the prime object of these clubs, the same, but their's Is inferior m drying and gloss Gear Green as compared noth Coach which is the exchange of ideas, a closer relationship of each member in a business and scci.il way. cannot fail to promote good will and cordiality, and result in Green Body, glos and working property about the same , tbelr's is Inferior In drying. Ivory BGck as ounpared with Raven benefit to all concerned This has been our own experience. We should like to hear from you as a Club, or from Coach Black Body, gloss and working pro perty about the same, their's has a tendency to settle, and dries morequkkly than it should to obtain durable results Cobalt Blue as compared wtth Brilliant the individual members of your Club at any time, and can assure you of our deep interest In the welfare and : success of your organization. ' Cordially yours. Ti-Ki Club No i, Blue Body and gloss about the same . their's hvered. necessllitlng reducing with Turpen tine , did not work Ireely. and same objection : A. M. Wo o d w ar d . President covering drying as In thecaseof Ivory BGt.k J applies l R H McFarland Henderson Louisiana L N. Brunswig & Co., New Orleans Maryland Stanley & Brown Drug Co . Baltimore Massachusetts E &F. King & Co, Boston Minnesota C W Hxckell Hardware Co , Mississippi Lee Richardson & Co , Montana Ellis Pal nt Co , St. Paul Vicksburg Butte New York Buffalo Glass Co., Buffalo Durhans & Black Co,, Syracuse Jno L. Thompson, Sons & Co , Troy North Carolina Hart-Ward Hdwe Co , Burwell & Dunn Co Raleigh Charlotte Ohio Loew Filter & Mfg Co , Stein-Vngeler Drug Co . SmlUi Bros Hdwe Co., Norton Paint & Hardware Co . Cleveland Cincinnati Columbus Toledo Oklahoma Territory Alexander Drug Co , Oklahoma City Pennsylvania H. B. Semple & Son. Logan-Gregg Hardware Co , Bard, Schlott & Co , Phelps-Straw & Co . Easton Pittsburg Reading Wtlkesbarre Tennessee Fntts & Wiehl Chattanooga Van VlftM-Mansfield Ding Co . Memphis Wine Color as compared with Acme Wine Their'swasso badlylivered that m I Our Good Looking Representatives. I Texas Crerner-Relly Drug Co , adding turpentine to make the goods of pro Philadelphia. Pa... Jan 9th, 1902, Houston Drug Co . per working consistency, body and gloss were Acme White Lead and Co Io t Works, Utah destroyed Ourcolor was properconslstency. Detroit, Mich. G. F Culmer & Bro , worked freely, dried properly, and had good Gentlemen.--Your postal of the 6th instant, and Virginia body and gloss also Convention program received, for which 1 thank Barker-Jenmngs Hdwe Co , You can draw your own conclusions, but you. as I appreciate not only Mr Dougall s kindness, Washington Sherman Houston Salt Lake City Lynchburg from our knowledge o: the goods after exam ining same, we should say that Rosin is base of the Varnish used, whereas our's is Kauri Gum,--a great difference as you will appre but also his thoughtfulness in having one sent me, as 1 shall prize It very highly. Especially do l wish to extend my compliments to you as a Company in having as representatives such fine and able bodied men taking care of your business. The success of Baum & Co.. Spokane West Virginia The Hubbard-Williams Co . Charleston The Williams & Davisson Co , Clarksburg W H Chapman & Sons, Wheeling ciate. We knew from experience that our your Company can readily be seen from Ibe photo N. C. P. will stand the weather test much ! graphs of your represeniatives 1 Please accept my thanks for the plug hat. Wishing you all the compliments of the season, 1 better than any carriage paint on the market ! am. believe me. Yours very truly, j I hope that all the boys may have the same at the present time. j F W. Se it z. I pleasure. W, C. N 0007-SWP-000128170 ------------- p---------------------------------------------------- 1 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT MICH. Devoted to Matters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, JANUARY 25, 1902. NO. 14 GREAT BOOM IN FARM PRODUCTS to the farmer than any previous crap. With a single exception, the same is true of oats, The Past Year Beat all Previous Records-- potatoes, cotton and hay. There has been Nixie Staple Crops Show Increase an even greater increase in the value of a oi $700,000,000. large numberofother staple and special crops, Under the caption "Good Times for even where the production has been of site- Farmers." the American Agriculturist pre able proportions. sents the striking summary of agricultural " Great as are the farmers' profits conditions for the year 1901 through the healthy concmon of supply, de The wheat crop is worth more than last mand and prices for the crops he had to year by $150,000,000 sell last season, quite as much can be said Live stock represents a value of nearly for all livestock and livestock produce. $250,000,000 more than that of last year. Butter, cheese and milk are worth so much Other grains than wheat represent as large money that cows command higher prices a total value this year as last, (he shortage than ever before. The same is relatively in yield of corn being made up by advance ! true of cattle, hogs and sheep, while horses in price. are also improving in value. Potatoes are so high that the short crop ' `Encouraging as was the agricultural probably will return more money to the situation for the past year, it is still more farmer than ever before tnteresltti'g when we reflect that 1901 was Apples and other fruit are extraordinarily the fifth year of the successful upward trend high. to agricul'ural values The farm products of the United States ``History affords no precedent for so re this year are doubtless worth $400,000,000 markable a transformation since the preced more than last year's out-turn. ing panic years It is shown also by the The cereals--wheat, corn, oats rye and degree to which farm mortgages have been barley--raised in the United States during paid up, and by the substantial improve the last five years represent a value to the ments that have been made in farm build fanner of $6,250,000,000. or an increase of ings and equipment and by the strong nearly $ 1,000,000,000 over the preceding upward tendency to the value of farm lands, five years. especially m the central and western states. Cotton growers have netted $400,000,000 The west in these matters has certainly more for the last five crops (1901 crop esti been vastly favored over the southern and mated) than for the previous five. middle states, where farms still sell away Taking 1896 as a fair basis of values below their intrinsic value. But it is only a during the late agricultural depression, nine question of time before the price of farms in staple crops for this year represent an in those sections will reflect ihe improvement crease m value of more than $700,000,000. that has been so emphatic throughout the Live stock is worth $1,000,000,000 more west. now than then. " Even billions of dollars can inadequately During the last five years agricultural express the improvement in agricultural exports have been $938,000,000 greater than values and incomes compared to the depths for the preceding five years, a gam of thirty of the late depression. And because farm per cent, while exports of manufactures have ers are in thts prosperous condition, and almost doubled in value. because they are the greatest consumers of The excess of exports- over imports 15 manufacturers, the industrial outlook is nearly threefold that of 1896-1892. generally satisfactory and encouraging. With a keen foreign demand for our sur plus, the American farmer certainly rejoices Copy of Spat t er s teceived. Same is cer in a glorious prospect for profits, prosperity tainly very "swell" and does great credit to and happiness. the Acme. A generous distribution of " The past season's wheat crop,'' says the Spat t er s will now be m Ime, and am sure it Agriculturist, " represents a greater value will help some " a heap." W. P. W. A Wallpaper Salesman. Please send out a bulletin to the boys and find out if they know of a first-class retail wallpaper salesman who is willing to work for $75 a month for a start and every prospect of a rapid advance if he proves satisfactory. Have them apply to E. E. Thompson, Wacc, Texas, at once. J R. N. A Victory for Master Painters' Colors. The Buffalo Glass Company inform me that from now or. they intend to handle and push Master Painters' Colors mslead cf Massury, which they are now handling. Have given instructions to their salesmen to push same. M. J. R. I We happen to know that the above house hesitated a Kington* before taking thts step, so as to absolutely convince themselves that they vere safe in doing so ] New Distributors. Messrs. Terrance, Wilson and Halladay are to be credited with the rounding up of a new distributor at Columbus, Ohio, and Messrs. Sangster and Halladay with locat ing a new distributor at Baltimore, Md. This is a pretty good start for 1902. Car loads are the initial shipments in each case The representatives have laid plans to get back of these two new distributors m a way that will make them as well satisfied and successful accounts as any others cn our list. Ti-Ki Club, 3. Davenport, Icwa, Jan. 13, 1902. We did not have the necessary time to say and do all we wanted to say on the night of January 4th, consequently the Ti Ki's qf No. 3 will meet January I8ih, 9 p. m. Have a little something to eat on their own account, smoke a little on the side, after which old Ti-Ki from No. I will con tinue his maiden speech of a solid hour and a half in the Colonel's house The Colonel was evidently pleased, for he wants more for the special benefit of one who came not A. D. H. 1 think Mr. C. F. Pulfer's suggestion in last edition of Th o u g h t s is a very good one. I am at present carrying the panorama and find it rather heavy to pack around. Now if we could have those color plates in a rol l think every one of the boys would make good use of same, S. J O. 0007-SWP-000128171 T5* Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT MICH Devoted to Matters of Interest to Our Representatives VOL. 111. DETROIT, MICHIGAN, FEBRUARY i, 1902. No. 15 As Regif4s Pushing the Varnish Business. We recently advised you ihrougn the cotumns of Th o u g h t s of certain prizes that i would be offered for sales of varnishes We find that this has had the result'of in citing our representatives to greater "efforts than ever on varnishes Ordinarily nothing could have pleased us better, but it so happens, just at this particular time, that we are not m position to handle a large bulk of varnish business. The changes In our new plant will not be completed for the next month, and after we have our tanks all in position the goods have Barron's Married. The following announcement is explana tory . to be made and aged. In the meantime we are perfecting the new line of varnish, a separate bulletin on which has been issued. The only Lem that we have at present on which you can push--and push as hard as you know how--is Nsotenc Dryer Get after this piece of goods for all you are worth The varnish prize proposition goes on jus: the same, but under no circum stances attempt to get newbus.ness on old ShetijJ and Mrs R J Etfbeck Announce. the man iage or their daughter, Minnie Elanchc to Mr Alfred F. Itarron, On Monday, January twenty-seventh, nineteen hundred and tiva, Austin, tU At Home {.to N Central Ave ' j brands of goods, or urge old customers cn We were not expecting anything of this ihese old brands to place large orders. Let sort quite so sudden. No doubt "Alf." the varnish proposi ion, so far as it applies will make as great a success of married life 10 our old brands, rest, simply taking such as he has of anything else he has ever orders as customers give you voluntarily. seriously tackled. When Mr. Hunter told By March 1st we will have "Varnotile," us at the Convention that "his friend a floor finish that we have tested, and know Barron was going to be married." Alf to have no superior on the market--a piece seemed to regard the statement as such a of goods that you can push and urge con good joke that we all laughed at Hunter. sistently and conscientiously, feeling that It s Hunter's turn now. We extend heartiest everywhere you place it. it means a satis congratulations to Mr. and Mrs. Barron, fied customer. ` and best wishes for a long married life, It is the toughest piece of goods for this replete with happiness. class of work that has ever been offered. O fortunate, O happy day, Mr, Hull knows this piece of goods like his When a new household finds its place Among the myriad homes of earth. A B C's. The man who makes this has Like a new $iar just sprung: lo blrih. been making the same article for a great |many years. Mr. Hull has sold the goods, And roiled on its harmonious way Into the bou-n-d-le-s-s--Te-a-Im--s-o-f-space. seen them tried and used so many times, We have written the following postal and for such a long period, that there is no letter to all 5 and 10 cent store trade whom question as lo their undoubted success. we have sold for the last two years . Ho'.d off on the old lines of varnishes and Detroit, Mich . Jan s^ih. 1902 wait as patiently as possible for the new We have discontinued the manufacture of'* Wayne ' and '`Bristol" lines of paints, enamels, varnish st.ilns. ones, and just as soon as they come to light etc . and as we have no stuck on hand will not be in 1 position to execute orders in future Tak e Ho l d an d Lif t for ail you are worth. I Ac me Wh it e Lh a d a i\d Co l o r Wo r k s . Glad You Like It, Mr. Billings uionvention number of Spat -er s at hand, and 1 have had numerous compliments upon it from parties who have received it. My idea is thal the columns of Spat t er s , telling of the beauties of our co-operative plan and the harmony, esteem and regard existing between employer and employes, is the greatest advertising medium used by the Acme Company since my first acquaintance wiih them. I have compared Spat t er s wilh a booklet published by Sherwin-Williams & Co . of their convention, and could not foil to notice the difference (which every impartial reader would notice) in the proceedings of the two conventions. The Sherwin-Williams telling " the boys " what they must do, a command almost. The Acme with out stretched arms and open hearts, Inviting suggestions to improve and offering assist ance to "the boys " in every way, that they may become more conversant, more in telligent upon the line, and thereby increase their volume of business in their respective territories, and the larger the volume of business, as a natural consequence, the larger becomes your remuneration for ser vices. So, after all, the Acme Company is annually spending thousands of dollars in iheir co-operative plan, to give to each of us an opportunity to improve ourseives: and L for one am going io make the best of it 1 wish, Mr. Editor, that you would send me about a dozen extra copies, if possible, as 1 find every once m a while where I could put one with, il think, advantage. With longlife tc Sc at t er s , the Acme and Mr. Editor, I am respectfully. R M. B. Convention Programs. Some of our representatives were very anxious to have Convention programs sent to their customers. We printed a supply and invited each man to send in a list of about ten names, Ws still have on hand about two hundred We would like to send out the balance promptly, and will, if the representatives furnish names. St Louis. Mo . Jan 28th. 1902 Ship at once aoo pounds Ivory Black in Japan Th e Ban n er Bu g g y Co They kindly advise us that this order is " so much for Spat t er s ." 0007-SWP-000128172 r Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Oar Representatives, VOL. 111. DETROIT, MICHIGAN, FEBRUARY 8, 1902. No. 16 f'Take Hold and Ufi!'k mmmrmm mel mam# HR. H L WILSON Plug Hal Club Competition for January, The result of points credited on sales of Household Paints as per schedule published in Th o u g h t s of January Hth, indicates tha: Mr. H. L. Wilson is at the top of the 'ttst, being credited with 65 points in alt This makes Mr. Wilson a second degree member of the Plug Hat Club and entitled to wear a watch fob We congratulate Mr, Wilson, and trust that you will all Tak e Ho l d an d LiFTon the Davies* Varmsh Stains compe tition of this month. BANQUET AND SMOKER To Ofiicers and Representatives of Messrs* Colburn, Bilks & Company and Ti-Ki Club No 2. The ofiicers and representatives of Messrs. Colburn, Birks & Company are all members of Ti-Ki Club No. 2, and they are particular ly interested m the club. Mr. R. S. Gebhart had the pleasure of entertaining them on Saturday evening, February 1st, at the Grant Hotel, Peoria, and he also worked A M. Woodward to go to Peoria to help him out. If those entertained derived as much pleasure and benefit from the meeting as did Mr. Gebhart and Mr. Woodward, it was certainly a success, and we know that they did consider it successful, based on the kind comments and expression of thanks tendered the house for the entertainment Messrs. Gebhart and Woodward never met more agreeable and progressive gentlemen thar. their guests of the evening, and the interest which they evinced m the methods of our house, and the goods, and the manner tn Methods of Covering a. Territory, which they expressed their determination to Ta k e Ho l d a n d Lif t was particularly grati fying We also know that there are orators as well as workers in Ti-KI Club No 2, who will make the members of No 1 hustle. Mr. Colburn's toast to the Acm officers and representatives, and their hosts of the even ing, as well as the hearty n^anner m which the boys responded to Mr Reichardt's call for three cheers for the Acme, left no room for doubt that they were "with us." The following bill of fare was arranged by " Geby M and does him credit, especially Ti Ki cocktail, Devil Red claret, and Bull Frog Green punch, the two latter being printed in appropriate colors. MENU Celery Blu Points ' Ti-Ki Cocktail Spanish Olives - Selling paint on the road is so vastly differ ent from almost any other line, that l have found it-very bad policy to rush fast. What \ mean by this is, where a representative makes a town, calls or. all the dealers and is m too much of a hurry to get to the next town, that he cannot find time to look up some of the painters and let them know what New Era High-Grade Prepared Paint is made of A representative should not lose sight of the fact that wherehe interests a painter m his goods, that that very painter is talking his line many times when he is away. How much assistance this will give the representative if he has only onepainler in each town talking New Era. They will talk it I know, if they only knew* there was such a paint on the market. This is my experience, and my Consomme De Volatile Midget Pickles Sailed Almonds method of covering a territory has always beer to work fast but sure. Always take your time at least in every new town you Bailed Jack Salmon, Drawn Butter New Potatoes Florida Tomaiues Demi ked Claret visit, size up all the dealers, select the one you thtnk is the most desirable; open up a can of New Era High-Grade Prepared Paint Tenderloin of Beef, Larded, au Jus Baked Grant Potatoes French Peas j and demonstrate to him that you have the [ best paint that it is possible to make. Call Bull Frog Green Punch on all the painters and demonstrate to them Broiled Quail, Crabapple Jelly Due de Montebello Cka-rpag ne Chicken Salad also. Hunt up a few jobs and sell New Era to the consumers, and transfer this business to the dealer you have selected. Whatever Acme Ice Cream Assorted Cakes Cigars Cafe Nolr Music you do, work a town thoroughly before you leave it. The chances are, where you have a new customer, and one who does not sell " Ta k e Ho l d a n d Lif t " much paint, should be more often visited Following is the Ust of gentlemen whose than In towns where you have a good cus names appear on the menu card, a few of tomer. By making these towns more often whom, however, were unavoidably absent; and by the persistent work that you will do, W P. Colburn, president, Henry Simoneau, you will succeed in getting a customer in the vice-president. John Birks, secretary and towns where you have not one, and you will treasurer: C. F Reichardt, manager of also succeed in building up the dealer's trade order department, F. M Birks, manager who has the paint m stock and is not able to sundry department, S. G Grant, pricing, sell the quantity he should. A. E. B. A. Beseman, manager of city department; ; J. D Carey, head book-keeper, and Sales- | Replies to bulletin regarding coach color men F. W Dudley, W. D. Chase, Herman 1 cans nearly all in. Ninety per cent of the Pelz, Albert Lemon, W. C. Wade, Ghas. replies are favorable to the discontinuance Juelg, John Brush, Jr , John W. Bowe, S of the screw cap and the use of the gate, P. Fitzgerald, E C. Pierce, John M. 1 consequently the screw cap will be discon Thornton. tinued after our present stock is used up. 0007-SWP-000128173 THOUGHTS February 8. ig02 ffifo Holdmw S Lift, Best Method of Covering a Territory. with a first-class house, visions of walking They Know Kelly* By Wilhe Wggn> and a snovball eating conlestwilh yourself Concerning above was jusl congratulating are not far off. In conclusion will say 1 myself on not having to speak or write or. don't consider this the only proper way of same when our worthy manager began covering a territory (every man has a way pumping in letters, wanting to know when of his own), but to sum it all up you have the big sho v was coming off, got to hustle all the time, and never think I always make it a point when working in you can't get the biz because there are two or a territory tributary to a jobber, to first get j three men m front of you. because if you acquainted with the jobber's salesman s'op a day or two and go back you will see Fnd out if he objects to you making a trip there are about two or three hundred behind over the territory with him (some of them you and mo-e starting out, so if you don't do), and if he don't, go out with him. and hustle some of them will catch up with you when he is through with his "spiel" get and then you have more in front again So Introduced and start in on yours. You will keep on "plugging" and "Tak e Ho l d an d most always find the salesman will stand Lif t ." W. P. W\ We quote the following clipping from the Official Bulletin Pacific Coast Commercial Travelers' Association, which indicates that that organ is familiar with Kelly's pecul iarities Alf R Kelly will be at the annual convention, after twelve mouths of hard work selling Michigan seal lead to every dealer on the Coast We are always glad to meet Friend Kelly, as his ideas are good and his explanations logically explained by him. All is a very popular, genial gentleman. Mileage Tickets* Following newspaper clipping will be of interest to our representatives around and listen, and now is the time to New York, Feb 4--The trunk line association has. get in ycur work with him, because he will listen when you tell someone else, but This Is Important. it is understood, virtually decided upon the establish | ment of ati interchangeable mileage bureau, to have Hereafter, in addition to giving us on the j charge of the preparation and accounting of 2.000 nine times out of ten will get all swelled up regulation b'.ank name and address of pro- i mile tickets Interchangeable on any road in the as f you try and tell them what to do. especial ly if they are old men. Tell the prospective elective purchasers of New Era High-Grade Prepared Paint, and filling out space allotted sociation This action is in response 10 a petition of more than an.ooo merchants in trunk line territory submitted to the association through the New York customer that Bill " gets credit for all you for "rating," to facihlaie matters please board of trade and transportation sell, and that as long as ho has known provide us with references, unless you have " Bill." How long did you say you had reasons for knowing that same will not be , been peddling goods down here--twenty required. Attach memorandum containing A New Friend, and a Painter* years ^ Why, of course, you will help him this information to each blank. Our credit 1 On December 6th we entertained about out on this deal Here "Bill" generally department can then decide if we are willing ] 250 painters at our factory, who were in ge s "chesty" and "buts" in, and in to extend a line of credit, and if not, we will Detroit attending their annual convention. almost every case you will find "Bill" is refrain from soliciting. We cannot very j They came from every state in the Union, doing all the talking before you get consistently ask for references in a general 1 and were enthusiastic in their praise of our through, and he don't know what soliciting letter, but you can while on the j methods and facilities. Many had never started him When he finds you are ground, and without causing any frtction, | seen a paint factory, although they had helping him out and swelling his sales, etc , he will fif the house is carrying two or more lines) always specify your goods on open orders The only trouble is that you have secure information which will be of assist ance to us 111 deciding what to do. Kindly bear this in mind. spread p^int all their lives. Following is a letter just received from one of them. Oswego, N Y., January >th, 1902 Anne Whitehead and Color Works, to keep continually after the trade, because drug men and hardware men have so The "Opening Shot" in the New Era. many items to keep m their mind that when Varnish Campaign. you are not with them or continually help i To Mr. R. S, Gebhart belongs the honor ing them they are very apt to lose sight of of sending in the first order for Neoteric the fact that their house carries paint, and Dryer, the fust of the line of New Era Detroit. Mich . Gentlemen.--I received your favors of late date in due time, and it is with pleasure 1 read ihe copyof Sp a t t e r s , font brought back many pleasant mem ories of my visit to Detroit in December last, and more especially my visit to your works. That was the first time 1 ever had an opportunity of seeing how never think of it unless same is brought to their notice by the dealer. Of course this is only one of the things a man has to do. varnishes ready to market He is followed closely by Mr. F. R. Dougall Next1 lead and colors were made, and t assure you it was very interesting to me l have never seen Acme lead used around here ns yet, but hope to have the pleasure of putting it on You can't expect the business to come to you, and if you don't get out and hustle some up for the jobber, and yourself also, you will very soon find out that some other 4t Errors in Cash Accounts." Twenty of our men were exceedingly careless in making up their cash accoun s truck and rubbing it out Ihm, so as to give the man plenty of his own." as the saying goes, in the future So with best wishes for your success, and thanking you for courtesies during my visit. I remain, Vin c e n t Ma l o n e y . house has put m a line with the same jobber last week. Some of the mistakes are almost you have and is out to get the goods About inexousable, as you have been advised of all this time you think you should have an , charges made against your account, con order from Mr. Jobber. You tell him so^ ! sequently upon receipt of these debits pro and he says How much have you sold for per entries should have been made in ycur * us? Well that isn't much. Smith & Co. expense book and cash account have sold three times as much of their s:uff 1 It is necessary for these matters to be and their goods seem to have the run, so I 1 kept straight. We have wniten the men February Plug Hat Club Competition is on Davies' j 1st gave their man an order yesterday. j individually, who are at fault, and we hope Varnish Stains. . . No.v right there is where you want to be they will kindly make special note of the Smith & Co.'s man If you are not, and fact, and iry and have those cash accounts can't get the biz back, especially if you are . right in future. & 0007-SWP-000128174 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT MICH. Devoted to Mailers of Interest to Our Representatives VOL. 111. DETROIT, MICHIGAN, FEBRUARY 15, 1902. No. 17 Varnotile Floor Finish* Mr. Kelly, Please Note* The Varnish department takes pleasure in ainouncmg that Varnotile, our new floor finish, is now in a marketable condition, and ask that you make every possible effort to place this article wiih your trade, Varnotile is without question the toughest and most durable finish for floors ever offered the public. Don't be afraid of talkmgstrong I know a first-class paint man who is arxious to get a position managing a paint store in far west, or south. He knows our lire thoroughly and will help us out if Messrs. Kelly, Newell or Elliott can find him an opening. The west preferred. Ad dress me. W C. N on ths article, as it wjll stand as firmly behind you as the rocks of Gibraltar, as far as quality and durability goes. The price on Varnotile will be as follows, Neal's Interior Enamel. Interolite, The Varnish department are pleased to in the following sized packages 5 gallon cans . 1 " ** $? io per gallon a so *' " H' " Quart " Ptni * A Pmt " .... . a 65 " ... a 3 00 " 3 1 ' " " " 2 Discount, 25 per cent to the tradean additional 20 per cent to the jobber Varnotile cannot be bought m bulk, but only m sealed cans, as designated above In our bulletin No. 31. concerning Neoteric Liquid Dryer, we outlined to you the number of cans packed to a case for all of our new line of varnishes. The boys have just placed their shoulders offer you for sale Interohte. for general to (he wheels and the Neal's Interior En* \york on interior decorations where an ideal amei vehiole Is in the first "creaking" brush ta desired to withstand most exlreme stage of the starting process. Shove it itsage, as m bath-rooms, where soap and along f AH together] It will be " easy Jl)t water, steam, etc., are constantly work moving " in a very short time, and you can ing devastation. Window casings and in jump in the wagon and "all take a ride side blinds are constantly exposed to ravages This line of goods ;s ail right, and will do of frosted window panes, which, when the more to swe'.l your sales on Neal's Enamels sun strikes them, causes the ice to melt and than you possibly realize just at the present ; run down on the casings and window sills. time. Instead of pints, you are selling Such exposure as this is intense, and must gallons, and instead of enameling chairs you have an extra fine piece of goods, which a*e enameling walls. Competition is nothing you will find in Interohte This varnish has rn be afraid of You have two talking superb working qualities, and if desired can fa $ Do a Little Squeezing* points to every cubic inch of enamel, where be rubbed to a dead finish, leaving a tough, the " other fellow " has nothing to say or durable surface. It is also an exceptionally s Try to squeeze in a few gallons imagine. His war cry is "Cheap! Cheap1 * good article for manufacturers of mantels, jjjJ of Neoteric Dryer with other goods, Cheap !f,M And our's ts, "Quality, first, bar fixtures, tops, etc. just as a starter. When you re- last and all the tlme,', The slight differ We will soon have fer you lo offer the 5 member that ihese goods will go ence m price between ours and the other is Irade brands that will be cheaper m price, SJ about twice as far as ordinary dryers ^ not half what it ought to be, based on the but not nearly as lasting m wearing qualities sold at a little lower price per gal- ifc real value of the goods. There'$ more and durability. To all customers desiring $ Ion. and think of alt the other " good a money for Ike dealer and jobber in this an A 1 interior finish, offer them Interohte, |j points " listed in the ten sent you, it j fine than any simitar line on the with the conscientious feeling that you are will be evident that you have plenty 3 market Figure it for yourself. There's selling an article of rare merit. E to talk about, The goods, like New & more satisfaction to the consumer than See if you cannot interest large contract 5 Era Faint, are built to make and re with any other similar line on the market. ing hardwood finishers on both Varnotile A tain friends, and build business. You * Any enamel with " Neal's " on the label l and Interohte, as they are both " winners " fj cannot commence the building pro- $ must be right. Prices as follows m the various sized H cess any too soon. We should like n Certainly you ought to be able to sell it * packages A to see a more liberal sprinkling of W 5 gallon cans * 40 pr gallon Neoteric Dryer in your orders to us a { and to our distributors It's easy to jt Your scheme for pushing the enamels is A get in a sample case or so of each w a dandy, and cannot but result in success. u size wiih your distributor, ifyou try, $ I have been writing the jobbers in the J and just as easy to sell the gooJs to JR different territories from which mquuies are A your distributors' customers. * received, asking them to follow tc up. i" A" Quart Pint A Pint " " * ' 14 2 50 " '* 2 65 " '* * 7p " " 3 00 ` " 3 30 " Discount to the trade, 25 per cent, to the jobber, an additional 20 per cent. "Tak e A. R. K. Ho l d an d Lif t " hard on this. 0007-SWP-000128175 THOUGHTS February is, 1902 Neoteric Liquid Dryer* <r* about to isvue a bulletin announcing the good thoroughly dried We have sent her another The Varnish department is in receipt cf an inquiry from our genial friend, Mr. Kelly, qualities of Varnotile. our new floor finish, which is j can and asked her to try again, being care now ready for the market. This peice of goods is a "corker" and the ready j ful to see that the surface is dry, and then asking " What is the color of Neoteric : sale you will obtain on it after you once introduce invite her fnends in once more. Liquid Dryer ?" and he also expresses his ! [1, will be a great source of gratification to you. 1 will mail you a sample of this article next week, and I appreciation of the thorough manner m I would like to have you give it a personal test, by Our General Distributors. which we explained the good points of the pouring some un a piece of glass, let it get good and California dryer in the little price list we issued at the dry, and then try to pick it up wilh your nail Don't Bohan Pdint Co , lime we bulletined the dryer. Mr. Kelly ' pour it un too heavy, and let \\ stand four 01 five j Domestic Oil Co. sayS--" i think which [ note on that new idea of yours, that little price list circula** | days. ! Weare tanking goods very fast now, and will have a large stock in process of maturity m the nearluture. Colorado Humphrev-Jones Merc. Co of Neoteric Liquid Dryer you sent us, of giving us talking points on the goods is an It is out intention, as you suggest, to explicitly designate the good qualities and talking points on KJonda The S B Hubbard Co Tampa Hardware Co all of the goods as fast as they are marketable ; excellent one, and one that you should follow | Georgia Los Angeles San Diego Denver Jacksonville Tampa out on all the different lines of varnishes Wfaa.1 "NeotericM Means. 1 Columbus Hardware Co . jas you issue (hem. It gives us good talk- ing points ar.d we can then easily elaborate To thole of our representatives who pos sibly may not be familiar with the word Illinois Geo E Watson Co , Colburn, Birks& Co., Columbus Chicago Peoria on them, and use our imagination for what Neoteric, which we use in connection with Indiana further we need. [ would advise that when our rev dryer, we present herewith both 1 Johnso'i-Woodtndge Co , Induuiapcll > you complete your line of varnishes, tha* Webster's and the Standard dictionaries , Iowa you issue special catalogue of same, with definition of the word, which is defined as j talking points on the different lines, for the follows Sickels. Preston & Nulling Co , Davenpon J W Edeerly 8: Go , Ottumwa Hormck. Hess &. More, Sioux City education of your salesmen and the repre St a n d a r d --Ne^o-ter'ic, recent in origin , , Kansas sentatives of jobbing houses." Mr. Kelly's suggestion is just the way we j new. " In the neotenc fashion ' honeymoonon a railway G ", '* A B Whiting Paint & Kentucky Co .Topeka intend to handie ail of our new line, and theegotlst.cn 19. p it s (R. Ne-o-ler'tc, oneof modem time's, a you will receive full instructions on every j modern ' We 1ve seen a landscape of a justly article we send out, excepting some of the I ' admired neotenc. In which he aimed at de miscellaneous cheap varnishes, which you lineating a fiction, one of the most severely beautiful m antiquity--the * of the will find in our new catalogue, where I Hesperides "--Lamb's Last Productions of Mod Art, p. of Elia, . . & Co.) R H McFarland : j Louisiana j L N. Brunswig & Co , Maryland Carl/n & Fulton, Massachusetts Henderson New Orlej ns. Baltirrore descriptive matter is provided for every ' WHESTER--Nc-o-ter'ic. young, new. re E & F King & Co , Boston piece of goods we list cent in origin, modem, One ofmodern times 1 1 Minnesota In answering Mr. Kelly's question as to In choosing the word ** Neoteric " for our C W H.icketi Hardware Cu St Paul the color of Neotenc Liquid Dryer, (which dryer we thought it very appropriate, and ! Mississippi b/ the way is a rich wine color) we think the briefest explanation we can make is to think it will prove a winner, and we sincere ly hope you will a)' have a nroferic fashion Lee Richardson & Co , Montana Ellis P.unt Co , Vicksburg Butte print our reply to Mr. Kelly, and we will of burdening the railways with exceptional- 1 New Yoik say right here to those of our representa tives who desire samples at any time of any of our goods, that we will be pleased ly heavy orders. Sharpen your pencils and ge: busy Buffalo Glass Co , Buffalo Burhans & Black G>, Syracuse Jno L Thompson. Sens & Co , Troy North Carolina .0 mail you a 2 oz. bottle, the same as in Mr Kelly's case. My dear Mr Kelly.--In response to your inquiry ' The Power of Advertising. Lives of great men all remind us. We can make our lives sublime, And departing leave behind us, H.irt-Ward Hdwe Ccj , Burwcll & Dunn Co j Ohio ! Loew Filter & Mfg Co , Raleigh Charlotte Cleveland relative to the color uf Neotenc Liquid Dryer, will Foot-prmts on the sands of lime j say, that the best way 10 answer that question wi:i The following postal from a lady who has be to mail you a sample of the goods, which we are tried Neal's Enamels, as a result cf our doing to-day. In one of our new standard bottles and mailing cases for varnishes. a ounce j , advertising, finds that they are unsatisfactory There is no strength to white dryers, as they ti.?ve j for reasons stated: Steln-Vogeler Drug G>, Smith Bros Hdwe Co , Norton Paint & Hardware Co Oklahoma Territory Alexander Drug Co . Pennsylvania Cincinnati Columbus Toledo Oklahoma City to be made in such a manner as not to admit of j Dear Sit s --So many of your advertisements came proper ingredients to make a strong dryer When to toe house by mnt that I began to think that Neal's Enamels were just about what they were advertised, enough of Neoteric is used to discolor any shade of so ! purchased one dollars' worth and followed direc any paint, too much is used for the benefit of the tions to the letter--only let it stand six days before using. Weil, It surely looked like a decided success, paint. [ so I called in all my fnends and neighbors, and they This dryer will do just exactly what we claim for ; too were of the same opinion, and all who had zinc it in the litlle card we sent out. stating its good 't tubs decided to try the Enamel. but will have to call all points. We claim the dryer will go twice as far as t my friends back again-- entirely different scene Since we bathed in the tub we have " toot-prints on the sands . 1 any cheap dryer, and will not injure the palm, where ' of ume " Luke-warm water in the bottom of the tub cheap dryers will A man may say to you, your dryer is high m price, but when he takes Into con- softens it so you can push it all eft. and I surely wish I it was Mr s ----------- , Pittsburg. Pa j sideratioi the quality and the effect on lies ptum, 1 We assume, as the lady only refers to foot- j also the proportion he has to use. we claim that in the long run Neoteric is the cheapest and will give prints, shs failed to complete her bath. But j H B Semple & Son, _ Logan-Gregg Hardware Cm . Bard, Schioit 8c Co , Phelps-Straw 8c Co . \\o> er Bros , Tennessee Fritts & Wiehl Van Vleet-Mansfield Drug Co Texas Gremer-Kelly Dj u e Co . Houston Drug Co , Utah G F Culmer&Bro, Virginia Barker-Jennitigs Hdwe Co , Easton Pittsburg Reading Wilkesbarre Blooms burg Chattanooga Memphis Sherman Houston Sait Lake Cuv Lynchburg the best satisfaction. Don't be afraid to expatiate j seriously, the trouble in this case is undoubt Washington the effluent qualities of Neotenc - j edly due to the fact that ihere was moisture Baum & Co,. Spokane We will soon have a number of cheaper dryers for you to offer, but you will be better pleased, your customers will be better pleased, and we will be better pleased to let this be your " leader " n dryers We 111 the bottom of ihe lub when the enamel ( West Virginia was applied. It may be due to a leaky j The Hubbard-Williants Co , Charleston The Williams & Davisson Co , Clarksburg fawcet, or the tub may not have been | W H Chapman & Sons. Wheeling 0007-SWP Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, FEBRUARY 22, 1902. NO. 18 Kelly Was Quickest, If He Wasn't First. I rote in Th o u g h t s , February 8th, that "Gobby" and Frank made first sales of Neoteric Dryer. Now l received your bulletin on this line Sunday, Feb 9th, and Monday, Feb. 10th, before noon. I made sale to Smythe, of Ogden, Utah. Couldn't well be quicker, could 1 ? Could have sold some of your new floor varnish, if I had had price, also white enamel varnish. A. R. K. ** That's the Way We Like lo Have Them Talk." The following letter was received in re sponse to our letters following up a sample Gf Neal's Enamel, sent in compliance with a request, due to our magazine advertising We trust that all of cur representatives will make good use of the original letters sent them, together with copies of our letters to the dealers Davenport, Neb . Feb ia, loon Acme White Lead and Color Works, Detroit, Mich Gentlemen,--In reply to vour favor of the toth will siy that Ihe samples sent me for Mrs Matthias were duly received and delivered to her. [ have stocked Neal's Enamel and in future will be ihle to supply ar.y demand that your extensive ad vertising will create With best wishes tor your success, l am. Yours very truly, C C Mc LeeSk . I am in receipt of your letter of February 1st to our representatives. This certainly gives me much pleasure to note the increase of business and is inspiring. 1 trust that the coming months will show better results than the past, and speaking for myself, I shall put forth every effort wiihin my judgment to bring about this result. Wishing you success, 1 am one who will Lif t all I can. W. J. S Members Acme Plug Hat Club. Admitted Conte-t Mr Alf R Kelly . March j , 1901 .Mich Seal Lead Mr A E Barron June 15. *901 . Neal's Alum En Mr 1 D Wilson Oct t , t q c i ,W and I Paint Mr H L Wilson Nov i.t q o i. Liquid Wood Filler W C Neal. Dec t.xgox. New Era H G SECOND DEGREE A1EMDERS Alf R Kelly .. Sept 1.1901 Master PVrs` Col H L Wilson . . . Feb 1, 1902 Household Paints mmmmm Paste This In Your Hat. Which way would you vest your money Neal's Interior Enamel Cost to jobber, per gal..St aa Price to dealer, per gal., r ^ rather in Cheap C*) So-Callrd Enamel Jr 10 1 45 % Jobbers'profit, per gal. Jobbers' profit............ p 15 213 7-irJ Cost to dealer, per gel 15a Pricelo consumer, per g. a 00 1 *5 t 50 Dealers' profit, per gal 50 ag Dealers' profit .............. 31/#' On an investment of |t o o in Neal's Interior Enamel,jobber makes $25. On an investment of Jroo in Cheap (?) So- Called Enamel, jobber makes - On an investment oi J100 in Neal's Interior Enamel, dealer makes j j On an investment of $100 in Oieap {>) So- Called Enamel, dealer makes 20 * i An investment of $54.56 in Neal's Interior Enam&l will net the jobber the same profit as $100.00 invested in the "Cheap (7) So-Called." An invest ment of $60 CO in Neal's In:enor Enamel will net the dealer the same proftt as $100 00 Invested in the " Cheap (">) So-Called." This is saying nothing about satis factory goods that will build business thal will stay and keep on growing. Our General Distributors* California Bohan Paint Co , Domestic Oil Co. Lcs Angeles San Diego Colorado Humphrey-Jones Merc Co . Denver Florida The S B HubbaidCo Tampa H irdware Co Jacksonville Tampa Georgia Columbus Hardware Co , Illinois Geo E Watson Co . Colburn, Birks & Co , Chicago Peoria Indiana Johnson-Woodbndge Co , Indianapolis Iowa Sickels, Preston 8c Nutting Co , Davenport J W fdgerly & Co . Ottumwa Hornick, Hess & More, Sioux City Kansas A.B WhiungPaint&GLiss Co . Topeka Kentucky R H McFarland Henderson Louisiana L N Brunswig & Co . New Orleans Maryland Carlin & Fulton, Baltimore Massachusetts E & F King & Co , Boston Minnesota C W Hackett Hardware Co , St Paul Mississippi Lee Richardson & Co . Vicksburg Montana Ellis Paint Co . Butte New York Buffalo Glass Co . Buffalo Burhans & Black Co , Syracuse Jno L Thompson, Sons Sc Co , Troy North Carolina Hart-Ward Hdwe Co . Burwell & Dunn Co Raleigh Charlotte Ohio Loew Filter & Mfg Co , Stein-Vogeler Drug Co , Smith Bros Hdwe Co , Norton Paint & Hardware Co , Cleveland Cincinnati Columbus Toledo Oklahoma Territory Alexander Drug Co , Oklahoma Citv Pennsylvania H B Semple & Son, _ Logan-Gregg Hardware Co Bard, Schlott & Co , Pheips-Siraw & Co . Moyer Bros , Easton Pittsburg Reading Wilkesbarre Blocmsburg Tennessee FriUs fle Wfehl Chattanooga Van Vleet-Mansfield Drug Co . Memphis Gremer-Kelly Drug Co Houston Drug Co , Sherman Houston Utah G F. Culmer 8c Bro , Salt Lake City Virginia Barker-Jetimngs Hdwe Co , Lynchburg Washington Bauin ScCo,, Spokane West. Virginia The Hubbard-Williams Co . Charleston The Williams 8c Davisson Co , Clarksburg W H Chapman 8t Sons,, Wheeling 0007-SWP-000128177 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. VOL. III. Devoted to Matters of Interest to Our Representatives. DETROIT, MICHIGAN, MARCH i, 1902. NO. 19 `New Era.'' High-Grade Varnishes. " find little paster labels, one for the bottle Travelers' Fair. * A simple style forms the best vehicle of thought to a popular assembly "--li'iri. and one for the outside of the case. If you will let us know how many of these cases Mr. I. D. Wilson sends us the following report of exhibit made by our distributers, The words '`New Era," in connection with high class varnishes, should term a vehicle of thought to every thinking con sumer of varnishes and dryers, and make 'New Era" High-Grade Varnishes the you want we will express them to your ad dress as directed. These sample bottles are intended more for large manufacturing trade, and salesmen, traveling in territories where they see but little of this trade, will have very little use for sample bottles. In using Messrs. John L. Thompson, Sons & Go., of Troy, N. Y,, during the week of the Travelers' Fair recently held there: Booth No. :io. Thai of John I. Thompson, Sons Sc Co., wholesale druggists, occupied a large space m about the centre most popular line in America sample bottles, see that no moisture gets of east aisle This booth with its decorations of They deserve to be popular. They are full of popular merits and every salesman should do his utmost to push these goods to the front We can build a reputation on "New Era" Varnishes for superiority and into the bottle prior to filling it with varnish. [ orange and white, was a very busy part of the ex position. About a dozen people were on hand to as moisture spoils the sample. | answer questions and show the goods exhibited, We are receiving some very handsome orders on Varnotile, lnterolite and Neoteric which were numerous. Including pateni medicines, essences, perfumes, paints, oils and varnishes. The display of the Acme White Lead and Color durability that will make us envied by com Dryer from some of the boys, and we sincere Works,of Detroit, Mich., at ;hls. booth attracted con petition and sought after by the trade Get after this architectural business with the de termination that you are going to win ouK. ly hope we will hear m a substantial manner ; siderable attention. This pumt company manufac from all delinquents in the very near future tures varnishes, dry colors and in fact everything m on these goods, Let it be your constant i the paint line They are Hie mamifai-lurers of the NestEsa High-Grade Paint," and are also makers and don't let anything stop you. Send for aim to'get people, wherever possible, to use of tire Neal's Enamels, Neal's Carriage Paints and sample cans, of say a pint or quart, of our T1-K1 Specialties, like our Interohtft and Varnohle, whenever you think it will pay to good goods. Make it plain to them how ( Davies' Varnish Stains The Acme is one of the foolish it is to put on cheap inferior products i largest paintworksin thecountry Mr. I D. Wilson, that only last a few weeks and leave the i the eastern representative, was on hand, and cheer fully showed and explained his goods These paints test it beside any other Don't be afraid of woodwork in terrible condilion A great and varnishes have a high reputation all over ihe it, and don't send for samples unless it is absolutely necessary, for it means a tre mendous expense with the army of men we many dealers ate looking for the goods that there is the largest profit in, irrespective of results and quality, and expect us and other country, giving the best satisfaction wherever used, either for indoor or outdoor work On Saturday. 12T prizes were given away Souvenir boxes of cough drops were given away daily to large numbers, also have representing us. reputable houses to put our name on abomin numerous other things. Good judgment and horse " sense should able cheap goods that will blow off if you The above closed Saturday, Feb. 22, and be exercised m giving away a sample. U look at them, and do our good name and was a big success in every way, and I think you do give one. try and see it put on and reputation serious harm and injury. it was one of the best ads for our line that fellow it up. Don't give away a sample Let us all "Take Hold and Lift" as one we could possibly have. I had the best that will be thrown up on a shelf or Jacked man to educate the irade as far as it lies in place in the booth to exhibit the goods, and around indefinitely. It is better to let the our poweT, to abstain from using cheap had a very large display of them. huyer ask you to send a small sample than goods. If we all lift hard we can, and will The only firms giving prizes were a furni to suggest it yourself, fer it is no trouble to be just as successful in marketing "New ture company and ourselves, and it made give away samples cf anything When we Era," Ti-Ki specialties and miscellaneous such a hit ihat we had to keep a policeman send a sample we expect results from it, and varnishes as we have been in placing the on hand to keep the crowd moving. After if ail our representatives would explicitly best paint there is on earth to-day, "New the doors had been open three hours it was state, on any miscellaneous goods, just ex Era." Impossible to get the names on the tickets, so actly what is required of the goods, drying, am golngto publish the numbers in the papers. body, color, etc., also the price a consumer ' The enclosed slock order was result of the is paying whenever possible, we could then fair, and I have more on the string to go more intelligently get at the matter and after now, I. D. W submit a sample that will, nine times out of I ten, bring prope' results for you. ; We now have mailing cases containing . 2-oz. bottles, which we are prepared to send you for the purpose of obtaining samples of competitors' goods, which you can mail us with all necessary information. In these Read carefully bulletins sent you this week on the two new varnishes--Exterolite and Neptulitc* . . . . . John W Masury & Son have sent out a postal notice to ihe trace, advancing prices as follows * Oil colors .. .... J^c perfb $I Liquid house pamls Floor painK .. . . tsk 1 Bjrn and roof patius 5c per gallon giving as their reason for such action the cans, wrapped around the bottles, you will i heavy advance in price of hi seed oil. 0007-SWP-000128178 THOUGHTS March i iqoz VARNOTILE. How to Use Varnotile; Good For You, '* Wixic." ' Episodes, taken separately, finish nothing "--Bioome ist,--Be sure lo buy thoroughly Win dried flooring. If it Is not properly cured, cracking will occur, thus making a badly disfigured surface, Varnotile, the kir.g of all floor finishes, taken in connection with hardwood floors, intelligent ap plication and proper care thereafter, creates an almost mdeslruciible, lustrous hard finish for the various woods nature provides with their beautiful and,--Be sure your flooring has a mcesmooth surface before applying anything In the way cf finishes 3rd.--Be sure you use on open-grained woods a good paste filler, prelerably Davies' Color any filler you may use to match your wood. so it will not show white In the grains of the wood Close grained woods do not require fillers, two coats of Varnotile toelne sufficient soft, rich colorings and delicate shades, which Varnctiie brings out to great advantage. Too much caution cannot he exercised when you con. template building your house, or doing over Ho o t s you probably are having trouble with, from taking advice from parties not properly versed on so im- 1 portant a subject. Varnotile is an article of rare j value for the purpose required of it, and has been . prepared and is now offered as the best floor finish ; made by a strictly reliable company of experience, I whose life-long work has been to diligently and | studiously study the proper requisites for both ` 4th.--Be sure lo allow your filler to thoroughly harden, wipe off clean and apply two coats of Varnotile. taking care that the first coat Is thoroughly hard before applying the second Bub the first coat with curled hair or pumice stone and water (preferably the laiter, asa smooth and more even surface results). The secondcoat may be left in the gloss, or can be rvbbed with pulverized pumice scone and water or oil If oil is used, care should be taken to wipe off every trace of it, as dirt and dust readily adhere to it. 5th --Be sure not to use shellac for floors, as It Is non-elastic and cracks and mars easily. Neither should liquid wood filler be used, as the prices custom has established on this article will not admit of proper materials suitable for the wear and tear floors are subjected to. 'Waxed Floors. I To Mr. I. D. Wilsor. belongs Ihe glory of sending In the f:rst order for an assortment of the new varnishes, comprising all the lines we have ready for the market. The order was exterior and interior wood finish. j Where occasions require the refinishing of floors from our distributor at Troy, How do we know this, you ask. We reply by that have been waxed (which is a frequent occur N Y., and was for all sizes of asking you just three questions rence) it will be strictly necessary to remove every Varnotile. Interohte and Neo DiJ you ever use or hear of anyone using tetter Enamels than Neal's celebrated enamels > Did yovieveryseor hear of anyone uslngbetter Stains than Davies* Varnish Stains * j trace of wax by using benzine and a stiff brush. After the floor has had a good scrubbing wtth the brush and benzine, wipe up dry and clean, and pro teric. We wish all our dis tributors had their stock orders in, and that the boys were Did you ever use or learof anyone uiing better Paint than New Era " High-Grade '* No. you never did. ceed to finish with Varnotile as previously directed. \ getting back of the stocks. Notice. The Acme Varnish Works and Acme White Lead | Do not scrub a finished floor with soap or water ' and Color Works are both under one ownership . or any compound of a lye or ammonia nature, as Permit me to compliment and management, both under the careful super- | such treatment will destroy your finish. Wipe off the Varnish department on the vision of talented experts in their respective lines, 1 with a damp cloth or sponge and clean water. For new varnish label. It's a who, with a keen and intelligent appreciation of sweeping a finished floor a hair broom will be dandy, and looks as though the scientific principles involved, wiih a thorough found the most suitable and convenient. their might be some " good knowledge of every technical process, offer you m After floors have been properly finished with stuff'' inside the can. I'll Varnotile. a floor finish, just as reliable, made in Varnotile and require freshening up, a mixture of try and place a gallon o t two the same careful manner and consideration that equal parts of raw linseed oil and turpentine may be used to good advantage--the turpentine cuts wheiever ! can. placed the famous brands enumerated above on the dirt and grease, and the oil brightens and H. H H. the highest pinnacle of fame, as recognized leaders creates a polish. Rub thoroughly and dry ^ell. m the manufacture of High-Grade varnishes, Varnotile, with very little care, as herein before paints, enamels, etc. Can we say more^ Yes, we can. but we do not think it necessary, as a hint to the wise is sufficient. * There's many a slip *twm the <nj> and the lip,' Isa proverb ot ancient style mentioned, will give you splendid service for a year without renewing, which, of course, is some what governed by the use u is subjected to. As a stone or iron will wear out by constant traffic on it, it could not be expected that anything of a varnish nature would withstand heavy traffic, k~ "`New Cra" Ti KiSpecialties Then: s many a slip un floors fin.shed with wax. But there's no slip on Varuoule. unless some protection is afforded by rugs, etc.. In ' places exposed to extreme and constant usage. We do not want to impress you as being manufac Hardwood floors are, without question, the es turers of rhyme, but we do want :o impress you with i sence of perfection, and are far preferable to stuffy the fact that Varnonle is far superior to wax finishes j germ-breeding carpets Rugs can be readily taken out and beaten, your floors wiped up, your decora- . which are really dangerous to life and limb, owing 1 tions dusted, and your house is sweet and clean, to the slippery glaze imparted by these polished with very htttle time and labor, to say nothing of the wax surfaces, which require constant attention by rubbing with cloths, heavy floor brushes, restorers, revivers, polishes, etc. Varnotile does not require this constant care, it is elastic and durable, and does not mar or turn white when subjected to the most extreme usage. Ii is not affected by hot or cold water, dries with a beautiful condition and appearance of your floors. Samples of the various woods grown, finished with Varnotile. will be mailed to you on application and alt necessary information relative to the proper treatment and finishing of any class of work wi l be cheerfully given to interested and prospective buyers. Our line of special interior finishes are I unexcelled. If you contemplate building, write us and we will mail you special Instructions and . hard, permanent gioss. that may be rubbed or polished as desired, h is also especially adapted for preserving the life of linoleum or oil cloth, giving them a fresh, glossy finish and adding to their durability. literature relative to this matter. We are the | originators and sole manufacturers of Varnotile, and it is our most earnest desire that you obtain the genuine article. Varnotile can only be pur chased m scaled cans up lo five gallons, each can j bearing our label and trade mark. j hi i 1 0 0007-SWP-000128179 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives VOL. Ill DETROIT, MICHIGAN, MARCH 8, 1902. NO. 20 mmsm Contest For February. On the other hand, there are a number of Ti-Ki Club No. 5, the men who are almost passing on their customers* credit, that is. we bank heavy on V their reports. Why? Because we have found by investigation that they are reliable. '-- \ L_____ _ Now Is the Time* If you wish our assistance In backing up your work with "New Era*' High-Grade prospective purchasers, advise us promptly who they are. Use our regulation blank in giving us name and address, and do not forget to attach to each blank memorandum covering references, if you think same are H. F WHITAKER. required. We take pleasure in announcing the fact that Mr. H. F. Whitaker is now a member of the Acme Plug Hat Club, winning the Ti-Kt Club No. 4. contest on sales of Davies' Varnish-Stains Messrs. H. L. Wilson. H. P. Torrance, E. by nearly double the number of points of , R. Hoagg and A. M. Woodward organized his closest competitor. Mr. Whitaker must ; T1-K1 Club No. 4, composed of officers, have buckled down to business In good ' representatives and heads of departments of shape, and with the firm determination of Messrs. Smith Bros. Hardware Co , of winning out. We congratulate him, and Columbus, Ohio, on Friday evening, Feb know that other members of the Plug Hat 26th. An extract from the column notice Club wilt receive him as a member most received in the Ohio State Journal regard- cordially. Total number of points crcdi ed | mg the affair will serve to indicate the Mr. Whitaker was S3 | pleasant auspices under which the new club was formed. S A HUNTER. The following communication just re ceived from Mr. Hunter indicates that he has formed a Ti-Ki Club in St. P&al: -T't Ki Club No* 4 *"as formod Saturday -afternoon. March ist. in the office of the C. W Hackett Hard ware Co., with twenty-five members in line Full particulars later. Mr. Hunter was just a day too late to properly designate the new organization as Ti-Ki No. 4, as Ihe new club at Columbus had been formed the evening before. We congratulate Mr. Hunter and the C. W. Hackett Hardware Company upon the formation of the new club, and shall await Regarding Credit. The banquet, which was served In the ordinary of the Chittenden hotel, was elegant In all Its appoint The representative who carefully and con ments, the table being decorated with pink roses and scientiously investigates the credit and local I other flowers. Mr. A. M Woodward, superintendent with considerable Interest Mr. Hunter's further report. standing of new customers, and sends us | of the traveling men's department of the Acme White A Word For ** New Era." full detailed information in connection with > Lead and Color Works, was toastmaster, and by his , clever hits contributed no small amount to the jollity Mr. Ben Weil, of Ralston, Okl. Ter, the order, is the man who is going to make j of the rcasfcm. Next to Mr Woodward sat Mr. J I writes us in part as follows. the best showing in this business at the end of the year. We appreciate what is being done by you, and fully realize how much more you can do. If you will satisfy your self fully before you mail in the order that | ' H. Smith, general manager of the Smith Brothers, and Mr. W. C, Jones, secretary. Other members of the firm and traveling men to occupy seats at the table were Mr. D. E Mooney, vice president , Mr O L Davis, treasurer, Messrs H C. Laurlmore, John Gordon, Charles Wachter. Fred Hamilton, Charles I ; " Am using lots of * New Era ' Have been In the paint business In Kansas City and St Louis for twenty years, and have never found Its equal in covering surface and durability. 1 expect to use five hundred gallons, or more, this season." the party Is all right, then put your credit Robinson, Owen Jones, Charles Fravei and Charles information in writing, m such a complete and emphatic way that the credit depart Sthoenberger. The representatives of the Acme I landed a customer on Neal's Enamels White Lead and Color Works present, besides Mr. Woodward, were Messrs H. L. Wilson, H. P : clear down the line, because of our mag ment will feel confident that you have con j Torrance and E R Hoagg. i azine advertising and the scheme we work scientiously and carefully considered the I We congratulate Ti Ki No. 1 and other j with it. This scheme is bound to be a big matter. This is good advice , good for ycu, , Ti-Ki's upon the very desirable acquisition 5 winner. The dealer can't get away from it, good for the house and good for your I to their ranks in the form of Ti-Ki No. 4. if the representative does his part. I carry customers. two or three of these ads that appear in the Our men are doing much better than The watch fob received 0. K Many different magazines to show them that we formerly in this direction. Some of them thanks. It will always be a pleasure to the are doing all we claim. Most of the dealers are very lax. It is not necessary to men writer to wear so unique and handsome a are beginning to know that the goods are tion the names, You know how you stand. 1 gift. H L W. well advertised. H. H. H. 0007-SWP-00012818C THOUGHTS Mar*, h g. ic.ot Sell Varnish By Discount to Dealers and Jobbers--Not By Cut Net Prices* We do not want to assume an independent manner in the marketing of our varnishes, but we have outlined a policy on discounts :o the dealer and jobber, which we shall strictly adhere to, and no order will be accepted from any of our representatives at a net cut price. One of our representatives recently sent an order for Neoteric at the net price of $1 00 peT gallon. This is a cut. The net price at 25 per cent would be $1.01 X- We wish the goods sold at the proper discount and not on the basis of net prices, whether they represent a cut or not. You have received instructions on our new discounts as fast as an article has been in marketable condition, and It Is absolutely impossible for us to deviate from the terms you are already familiar with through our bulletins We have started with this new line of *' New Era " varnishes with the idea that they are going to win out on quality and merit, but we cannol do this by accept ing orders at cut prices and maintain our quality. We have carefully figured our goods, and have put alt the value that is possible into them and make a living profit. A successful firm is not produced by chance, but by intelligence persistently ap plied, and this successful firm has made its success fully as much by orders which it has not accepted, as by orders it has ac cepted. We endeavor to figure out where profit ends, and where loss begins, we prefer to let the other manufacturers have the privilege of paying a customer to do his husiness The competition hardest to meet .s not usually that of successful firms who know what they are doing, but from unin telligent competition who do not know what they are doing. The manufacturer's en deavor is to reduce the cost of production, but there are two mighty forces at work all the time to reduce the price just a little faster than the manufacturer can reduce the cost They are the buyer and the traveling salesman. The manufacturer who is ignorant of cost will usually be ignorant of other cendiions connected with his business, and both he and his salesmen will be at the mercy of the unscrupulous buyer. AH buyers are not unscrupulous, and there is something to be said in behalf of the salesman. The repre sentative's burden is anything but an easy one to bear. From one week's end to another he hears the same story from the buyer, "you are not sn it at all, your prices are off, what are you giving us?" "We have received quotations from so-and-so `hit leave you way in the shade, and soand-so has agreed to deliver and give three BRISTOL DISPLAY STANDS. Following we again produce an illustration of your old-time friend--the Bristol display stand. We have been trying to relegate him among the things of the past for a long while, and really believe that it is your fault that he is not buried long before this time. We have 95 in stock, just about two each for our representatives. We make it as easy as possible for you to dispose of them. Give them as an inducement to make the order five or ten dollars greater than the dealer has given you. Offer them with orders for five dollars' worth of specialties of any kind that the dealer may not have in stock. But don't forget that we have the stands and want to place them where they will do the most good. months' dating," but everything being goods are offered for. After testing this equal they prefer to give you their business. article well, we find that it will not meet the This may be true and it may not. A great requirements claimed for it, and we are wondering what the trade will say and do many buyers are "out and out bluffers," when they find out what we have. You can who claim to have quotations and special very readily guess what they will do. They terms, which exist only in their foxy brain, will throw the line down, and it will be hard and the manufacturer who accepts business for Mr. Manufacturer to gain the confidence on the basis of these monumental bluffs are of his trade again. generally the concerns who, sooner or later, There is another point where cutting prices go to the wall or make poor inferior goods. makes it possible, and leaves an opening for The demands of the present century will great injury to us m this way. You sell A. not permit of guesswork. The management P. & G Go a bill of goods at our regular of the future must have a definite knowledge discount, which is satisfactory to them, then of the cost of production, not in a vague and you go to the next town and sell the C. P. general way. but in a technical and specific & G. Co. a bill at a cut rate price. Now way. Success by " rule and thumb '' has let us further suppose that the buyers for gone forever, and in the years to come suc each of these concerns met by chance cess will be only through exact and definite (which is not at all unlikely) and talk over knowledge. When a buyer tells you how business, and should possibly talk over much better he can do. ask him if quality prices, and one of them finds out that he was cuts no figure, or if he wants to "saddle" not in it on prices Here is where the injury his customer with a cheap inferior article in comes 1o you and to us. The buyer, who order to reap a tnfle more profit Re has been paying long prices, feels sore at member that a customer pleased is a cus us. and we lose his business, and receive tomer gamed, and it is our constant aim to the name of cutters and selling goods at please. " any old " price. We have just completed a test of a varnish Gentlemen, "Take Hold and Lift" with which a certain manufacturer has been us and lend us your hearty co-operation in making big clains for -larger claims than maintaining quality and price on our new we Ihought could be met, with the price the I standard line, which will soon be ready. 0007-SWP-000128181 mr-y-- Thoughts \l PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. 111. DETROIT, MICHIGAN, MARCH 15, 1902. No. 21 Mrnrnrmm The Proper Method of Covering a [ strongly advocate the sending out of The Unfortunate. Territory. advance postal cards, notifying your cus tomers about when you will call upon them, they then cannot have the excusecf saying: "Oh, well, I did not know you were coming, so I mailed my order into the house,'* or " 1 gave it to Sam Jones' man.'' My plan in regard to advance notices is to mail same shortly before I start upon a trip, and then to give them a second dose about two weeks before l make the town. I am perfectly well aware of the fact that a large number of the traveling fraternity are opposed to advance notices, arguing The above is a correct illustration cf B. that their competitors are apt to see same. ; E. Brown, referred to as "the unfortunate" ALF R KELLY or that no notice, is taken of them; that they m the story of the outing of the T1-K1 Club The proper method of covering a territory are thrown m the waste basket, but 1 am of last summer. This is a correct picture of 13 probably one of the most important of all positive that the advantages accruing from Ben at his best. It was taken in mid lake the problems the traveling man has 10 con their use far and away offset the dis- - while becalmed. He had just crawled out tend with, and one requiring the most care advantages. of the cubby hole under the bow of the boat, ful consideration, as, if we cover our Many towns located in my territory I find and Frank Pulfer is administering chastise territory m a careless, slipshod manner, our it impossible (not being ubiquitous) to ment for the purpose of waking him up. competitors, who are always on the alert, make, but I try and find out, generally Ben always wore white gloves, a Stanley are apt to step m and " do us up." through traveling friends of mine, the names hat and a silk cravat, so as to save his hair As to what is the proper or best method of of the dealers located m these towns carry and complexion. covering our territory is one that will de- . ing paints. I make a memorandum of their pend very largely upon circumstances; the names, and whenever 1 have a little spare Screen Enamels, nature of the country itself, its topography, ttme upon my hands drop them a hne, its industries, its agricultural or other re sources, and last but not least, its climates, its seasons. The oflener a territory is covered the belter, This again will depend largely upon the scope or extent of country covered. In my case, for example, it is a physical im possibility to get over the ground more than twice a year, but I would advise those that are m a position to do so to cover their territory every sixty days. Regularity is an essential feature, tram your customers to expect you at a certain quoting them a few prices, and 1 find that it has resulted in great good, and l have to-day the names of a number of customers whom I have never met. I keep an exaci list of all the dealers in my territory, whether they are trading with us or not, and [ find same very handy and convenient for reference If they are cus tomers l have a list of exactly what they are buying, and once in a while drop them a line upon some specialty or another which Now is the time to commence to think they are not handling, and which method about pushing sale of Neal's Screen Enamel. very oflen assists me upon my next trip. A. R. K. 1 The fly season is not so very far off. and time or period; they will soon learn that you you should commence to urge the goods have a habit of visiting them about a certain season of the year, and will await your Members Acme Plug Hat Club. coming, but if you vary the time of your Admitted Conte*r Mr Alf R Kelly March i, xtjoi Mich.Seal Lead. visits they will not know what to do, and Mr A E Bandn June 15. 1001 .Neal's Alum En. will either give their order to your com- ! Mr. Mr ) DWilson . H L Wilson Oct 1,1901 Nov 1. iqoi .W and 1 Paint Liquid Wood Filler petit or or mail it in to the house, and we all W C. Neal H. F Whitaker . Dec. 1,1901. New Era H G March 1, icoa .... Davies' V. S know that a mail order is only for their SECOND DEGREE MEMBERS. absolute needs, that a dealer is not apt to i Alf R Kelly.........Sept j, rgox- Masler P't'rs' Col. include any new line in same. | H L Wilson ... Feb i, 190*....Household Paints upon the jobber and distributor m anticipa tion of the demand that will exist a little later on. The consumer will enamel his window and door screens the latter part of this month or during next month, and it is none too early to order stock. Lay special stress, also, upon Screen Green and Screen Black in the Household line 0007-SWP-000128182 THOUGHTS Match 15. :goa Details Regarding Organization of Ti-Ki Club No. 5. tionofthe club, and the evident enthusiasm and interest evinced. Wcaie cet tain that if the arms and objects of (lie club aie followed out in the same Our General Distributers* California way lhat they ate at Detioit with No 1 youi menr hers will be pleased and benefitted with lesulle. Bohan Paint Co , Domestic Oil Co Los Angeles San Diego There can be nothing men e beneficial than ibe Colorado getting togethei of a numbei engaged inasimilai Hurnphrey-Jones Merc. Co . Denver calling, fm iliepurposeof discussing topics relative Florida to same It strengthens every member taking part, and rieales a mote coidjal feeling. Yom The S B Hubbard Co. Tampa Hardware Co. Jacksonville Tampa interests aie all identical--what is good for one is Georgia good foi another. You can undoubtedly all teach and learn We shall watch proceedings with great mteiest, feud ftum time to time send you repoifs of what we ourselves accomplish, advising you topics that have been discussed, etc , etc. Columbus Hardware Co , Illinois Geo. E. Watson Co . Colburn, Birks 8c Co , Columbus Chicago Peona Yon will note we lefer to >oit as T1-K1 Club No. Indiana 5 On the evening of Feb. 28th, just the night Johnson-Woodbridge Co., Indianapolis S A. HUNTER befoie yout club was formed, a I t-Ki Club was Iowa founed at Columbus, Ohio, consist) ng of the Tluotitth (be effoits oT Mi. S A Hunter, wlio officeis and lepresentatives of Smith Bios. Hard- Sickels, Preston & Nutting Co , Davenport J W Edgerly & Co.. Ottumwa 1 (.prevents the Auue White Ltcul and Coloi wale Co, amt in the otdet of piecedence they are Hormck, Hess 8c More, Sioux City Works in tins territorj, Ti-Kt Club No, 4, St. entitled to be called No. 4. Kansa Paul, Minn., was foimed Satunlay p. m., Match is(, 1902. Mr Huutei ciiculnted tile followiug petition " We, the imdeisigned nfficets, heads of rlepoit- meuts and traveling salesmen of the C W. Hacked Il.itdwate Co , believing in We ate glad to note that you were pleased with 1 the marinei 111 which Mr. Hunter explained the aims and ntijects of our organization, and will state that he is just as much pleased at lieing able to mteiest you lo the extent of forming the club A. B. Whiting Paint & Glass Co.. Topeka Kentucky R H. McFarland Henderson Louisiana The dissemination of knowledge pertaining to W-mess liiaUeis of mutual interest and Uie pla With best wishes for your futuie success, we aie- L. N Brunswig & Co , New Orleans inon on of good fellowship ami coidia.hu among its Fraternally yours, Maryland nicnibeis, Ami the advancement of the inteiests of the C Ti-K Cl u b No. 1. Carlin & Fulton, Baltimore W Hacked lUidvvare Co. and tlve membets of this club, lesulmig flora interchange of ideas ou busmess topics, Per A M. Wo o d w a r d , President. Massachusetts E & F. King & Co , Boston L)o hereby agree to ioim Ti-Ki Club No. 4, at SU Paul, Mum It being Satuiday afternoon and veiy few of out salesmen being m the house, sve could not get as many membeis as we vrdl haielatn on, butlhmy- Little Tilings* Referring to the matter of increased ex pense for representation, which was covered Minnesota C. W. Hackett Hardware Co . Mississippi Lee Richardson 8c Co., St Paul Vicksburg one signed the ciicul.u, and of these twenty attend* particularly in last monthly bulletin, it must Montana ed tin* first meeting. be apparent to ail our representatives that Mi. Hunter called ihe meeting lo ordet. Mt Frank Maley wits chosen tempoiaiy chairman, great care should be exercised so as to de- \nd Mi B. F Miller tempouin secietnty. Mi j; crease this item of expense in our business tliuitet stated the objects of the club and gave |j as much as possible. V/e know that none tills Paint Co . Butte New York Buffalo Glass Co., Buffalo Burhans 8c Black Co , Syracuse Jno. L Thompson, Sons & Co . Troy foil details as juried out in Detiuit, Mich., ma of our men mean to be careless about these veiv nice manner. matters, but at the same lime we believe I'he election of officers followed and lesulted as follows: Mi H B. Gates, secretary and lieasuiet i there are many instances where little things North Carolina Hart-Ward Hdwe. Co , Burwell 8c Dunn Co. Raleigh Charlotte of the C. W Hacked Hardware Co., was elected honorary president, Ml Frank Malev, president, Mr. E. A Learned, vice-president, Mr. R. F. Miller, secietarj-Leasmci. I he chan man appointed Messrs. G. W Wolbeit, Geo. King and N- F- Miller ns a Lomiritiee to draw up and submit rules and hj.laws for the club, to provide a place foi meeting, also to provide fieshments for next meeting The last Finlay in each m*nth was chosen foi the time of meeting, in the way of expense are not considered as seriously as they might be. For Instance, take the item of copper plate cards alone These will cost several hundred dollars a year. They make a very handsome card and produce a right impression upon certain classes of trade, but there is other trade with whom printed cards cculd be used just ?Ohio . .... Co ! Co, , Co.. Norton Patnt & Hardware Co , Cleveland Cincinnati Columbus Toledo Oklahoma Territory Alexander Drug Co.. Oklahoma City Oregon F E Beach & Co., Portland Pennsylvania I he topic chosen foi discussion foi our next meet as well. Incidentals, such as tips, cigars, H. B Semple & Son Easton ing was, 4` What con>iituies a good and valuable emploje*" It was also voted that all salesmen not pie-ieut be sent a copy of these minutes and asked to become a membei of the club. Mi. Uuatet is deseivmgof gieat ctedit for the marnei >11 which he car tied this through, a*> he wa-. very enthusiastic and met with hearty 1 espouse ami eirlhusiasm. We expect our membership to tun into the fifties b> the next meeting, and expect much enthusiasm andvciy good results from the etc., etc., do net perhaps in each instance aggregate a large amount, bul we believe that all our representatives might be able to save quite a few dollars each year by think ing twice before making such expenses, and Logan-Gregg Hardware Co , Bard, Schlott 8c Co , Phelps-Straw 8t Co , Moyer Bros , Pittsburg Reading WiJkesbarre Bloomsburg Tennessee Fntts & Wielil Chattanooga Van Vleet-Mansfield Drug Co , Memphis the aggregate would be quite a large sum. \ Texas It is the little things of this kind about which we are all apt to be somewhat careless, and Grelner-Kelly Drug Co.. Houston Drug Co , Sherman Houston Cub B F. lllri.iRR, we wish you would all bear this in mind Utah SecieUuy-rreasuiet Ti Ki No. 4. carefully. We know that all of you wish to ( F. Culrner & Bro . Salt Lake City Detioit, Mich., March 12th, 1902. make your expense account as reasonable Virginia Barker-Jenmngs Hdwe Co , Lynchburg Mi h. F. Miliei, Sccretarv-Ticasurer T1-K1 Club as possible, but it is very easy to let nickels, Washington No. 5, St Paul, Mmo Dear S11.--'This will acknowledge your camimmtcalion advising us nr detail of the manner in which your club was founed on the evening of Match 1st We congialul.ite\ou upon lire foima- dimes and quarters slip through our fingers, and while they are going they seem very trifling, but really represent a big volume In the end Baum 8c Co,, Spokane West Virginia. The Hubbard-Williams Co . Charleston The Williams & Davisson Co , Clarksburg W. H. Chapman & Sons, Wheeling -- * --y 0007-SWP-000128183 Thoughts ' ~~ PUBLISHED WEEKLY RY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. __ Devoted to Matters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, MARCH 22, 1902. NO. 22 pamat/mm How to Sell New Era High-Grade Prepared Paint* . Ah'* iMr A 1 Hirrrm's prize article embraces *0 many j j o o U points that v c ai>aui produce it, auil shall prepare il is booklet form and send to all of our own representatives and those of sur distributers 1 In c>rdtr to sell mixed paint successfully, a salesman should take plenty of time to make the first sale at least, that is, when he has a line of paint Lke the New Era High-Grade l believe m carrying a gallon can of 0. W. and a few half pints of same, and make it a point to never be without them. By doing this you are in position to prove ar.y claim you make, and can show up the package to the best possible advantage, as well as compare the size of same with that of the ``other fellow.'' You are also m a position to compare the weight of same, and note the difference by simply placing each oackage on the scales. You may say * Is it not possible to gam the same results without being bothered with carrying the can of paint My answer is " No1" It is not possible, for the simple reason that there is not one out of fifty that will grasp your meaning as quickly as they do if you have the can to demonstrate with, as you are in a position to prove what you claim then and there. If you did not have the can your prospective customer perhaps would not fully realize the difference in the weight, and even if he did, it would not have the same effect on him, in fact the difference is tar more striking when you have the can and can make a practical illustration You will find occasionally other paints that will weigh as much, and sometimes even more than New Era High-Grade, but as you have the analysts of all the different brands in your territory, you are m a position to know at once of what they are composed, and to quote the weight, etc With this informa tion it will take but a few minutes to explain lo ycur customer the reason why the other paint weighsas much as yours Now is the time to open up one of your half-pint cans. Open it and also open a can of the other paint. Have your customer examine them together. Secure boards and demonstrate to him the vast difference in your favor by applying each paint on ar. unpatnted board, and also on one that has been painted You will come out ahead every time Do not be afraid to show up your goods. When you strike a town pick out the best dealer in the place, show him what you have and give him a good pamt talk. Talk the quality of your goods, the amount of adver tising matter your house sends and how nicely it is gotten up, how you solicit trade and sell the pamt for him, and what a large paint business you will work up, etc. Re member while you are talking m this way to always be dignified, gentlemanly, and courteous, and never take any discourteous treatment from anyone. You will demand respect and more than your share of at tention if you dress nicely and make a good appearance. Keep your shoes polished nicely and a nice clean collar on aLl the ume. Do not dress loud, but modestly and with good taste Do not approach a cus tomer with tobacco m your mouth, or even smoking a cigar, unless you are well ac quainted with your man It Is impossible to tell when you will be turned down with out a hearing, and you may go away wondering why it is, and saying to yourself that 4 he is no gentleman, anyway," when it is a-1 your own fault, for had you called without the tobacco, cigar, pipe or cigarette :n your mouth, your reception might have been altogether different, and perhaps by doing so you have lost a good customer. Now. after you have selected the cus tomer you want, and have " sung your little song," just say to him that you will call on him again in a short time, that you wish to give him plenty of time to think the matter c/er. Find out from him the names of the be'st painters in town and the ones that deal with him. then hunt them up, tell them what you have in your paint. You will find at first they may not believe you. and then, to convince them open a half-pint can, have the painter examine :t, have him apply it on bare wood and a surface that has been painted. After he has done this, ask him honestly if he ever saw a. better pamt, or if he could mix a better article from lead and oil or zinc, lead and oil. When you call on a painter always remember that he can do you more good and do more for your paint than anyone else. He can assist you and will assist you if he is handled tit the Proper manner. Bring yourself right down to his position, treat him well, always have a cigar with you lo give him, not one for him only, but one for all his men that may happen to be around at the time, in fact make yourself a M good fellow " m his eyes and also in ihe eyes of his men. Have him give you a list of all the houses he knows of in the town that are going to be painted. Get him to go along wnh you, if possible, pay him for his trouble . do not have him do anything for you for nothing. Then cal! on all the names you have and sell the paint yourself. You will find il: an easy matter to interest people m paint when they intend to pamt their homes. After this return to Mr. Customer. Tell him you have sold so many gallons of New Era High-Grade and you wish to have it come through him. I never saw the man that would not accept this business. This will start ycur paint and perhaps land your customer right there. If you should not land him then, just wait unul there are a few more houses to pamt. You will know this if you keep m dose touch with the fainter^. When conditions are right run back to that town again and sell some mere paint for your customer Keep this up and you will secure a dealer all right. If you do not get the man you started after first, you will get someone else that will be glad to have your pamt when he sees what woik you are doing . After you get your customer do not stop there, for you know there is " no rest for the wicked *' (no. not wicked) pamt sales- 0007-SWP-000128184 THOUGHTS itVWkWisua ffiSSBBEEEBB tShsiB^Mks man. Ju$t keep on working your trade m the same way every time you make a town , Regarding Approximate Amount of Orders. Our General Distributers* hunt up all the houses that are to be painted, call on them yourself and sell your paint and you will find that it will not be long before you are selling the most paint that is sold in the town, and you will find in place cf the town being a "lead and oil" town it will be a "mixed paint town." Salesmen will greatly oblige the credit department if they will remember to put the approximate amount of orders m the place provided for that purpose in the upper left hand corner of the order sheet. A few cf the salesmen neglect to do this. Bohan Pnrnl Co , Domestic Oil Co Colorado Humphrey-Jones Merc Co, Florida The S B Hubbard Co Tampa Hardware Co Georgia Columbus Hardware Co . Los Angelo San Diego Denver Jacksonville Tampa Columbus It is not the number of mixed paint cus Mr. R A. Irvin ceased to be m our Illinois tomers you have, but the number of gallons they sell. Is it not better to have one customer that will sell one thousand gallons a year than to have ten customers that will employ or. March 6lh. The Accounting de partment is desirous of learning his present address, or for whom he may be working Wc would like our representatives to keep Geo E Watson Co . Colburn, Birks & Co . Indiana Johnson-Woodbndge Co . Iowa Chicago Peona Indianapolis sell about fifty gallons a year each> Make it a point to call on alt architects. Make them your friends and they will assis, this m mind. Our last letter from him was from Cincinnati. 1 Stckels. Preston & Nulling Co , Davenport J W Edgerly & Co, Ottumwa Hormck. Hess & More. Sioux Ck > W H. Torbert, Dubuque 1 Kansas you by specifying your paint Do not be afraid to try to knock out any ^rand of paint It does not make any difference how long it has been handled in the town. Do not be afraid because it is one of the best known on the market and Portland, Ore . March toth, 190a | A B Whiling Paint & Glass Co , Topeka Acme While Lead and Color Works. ! Kentucky Detroit, Mich | R H McFarland Henderson Louisiana Gentlemen.--We are in receipt of price list and catalogue which you kindly >ert us for Mr Coffey. L N Brunswig & Co . New Orleurs He is out on the road, but as soon as he returns will Maryland sec that he recuvcs It All our men are very much Carlin & rulton, Baltimore bears the besl reputation, and has mvari- pleased with these catalogues and are making con Massachusetts ably given satisfaction Go after it just as energetically as if it was the poorest paint stant use of them We think it is one of the cleverest advertising ideas we have seen It renamly works, that way with o u t men. By working m loose leaves E & F King & Co , Minnesota Boston made. they have been able to make it a general price 11st C W Hackett Hardware Co . St Paul ] honestly believe there is not a town in the United States you cannot put in New for nearly everything in the paint line Very truly yours, F, E Be a c h & Co. Era High-Grade Prepared Paint, if the town I Mississippi Lee Richardson & Co . Montana Ellis Paint Co . Vicksburg Butte is worked property Tt depends on tke New Yoik salesman at first and then upon the Acme White Lead and Color Works to back him up with good goods.1 Members Acme Plug Hat Qub. Mr Alf R Kelly Mr A E Barron Mr 1 D Wilson Vduutled (.onie-t March a, 1931 Mich Sea) Lead June 15. rguj .Neal's Alun En Oct i, 1901 ,W. and I Paint Buffalo Glass Co , Buffalo Burhans & Black Co . Syracuse Jno L. Thompson, So> & Cn . Troy North Carolina Hmt-Ward Hdwe Co , Burwell & Dunn Co Raleigh Charlotte Mr H L Wilson Nov 1. 1001 Liquid Wood Filler 1 am aware that ihe duties of your repre W C Nea: Dec i, if)rtr New Era H G sentatives do not call for weather reports, H. V Whitaker March x. xooa Davies' V S hut the conditions are such this winter ihat 1 SECOND DEGREE MEMBERS one can hardly refrain from making a few j < Alf R Kelly H L Wilson . Sept 1.1901 Master PYrs' Col . Feb 1,1902 Household Paints remarks on the subject. Every railroad m Loew Filter & Mfg Co, Cleveland Stein-Vcgeler Drug Co , Cincinnati Smith Bros Hdwe Co . Columbus NorLcm Painl & Hardware Co . Toledo Oklahoma Territory A exunder Drug Co . Oregon Oklahoma Citv New York. Pennsylvania, New Jersey and New England are out of business to a greater or less extent. We have had blizzards, cloud bursts, thunder storms and floods to beat the band, and just when the poor suffering traveling man had com menced to think that his troubles were over, along comes the worst blizzard of the year. It is not doing a thing at the present time but snowing One cannot see a foot in front Df him. When you leave one town i ft 1 ft $ | ft March Plug Hat Club Competition is on Granite Floor Paints. . . F. E Beach & Co , Portland Pennsylvania H B Semple & Son Easton Logan-Gregg Hardware Co , Pittsburg * Bard, Schlotr & Co , Phelps-Straw & Co , Reading WiJkesbarre 3 Moyer Bt o s . Blonmcburg 1 Tennessee Fntts&Wiehl Chattanooga ^ Van Vleet-Mansfield Drag Co , Memphis. & Texas Gremer-Xelly Drug Co , Houston Drue Co . Sherman Houston Utah * G F. Culmer & Bro . Salt Like Otv Virginia you are never sure you will ever be able to reach the next, and taking everything into consideration he who travels by land or otherwise certainly has his troubles these days. F. R. D. Barker-Jennings Hdwe Co . Lynchburg Washington Baum Sr Co,. West Virginia Spokane The Hubbard Williams Co . Charleston The Williams & Davisson Co , ClaTksburg W H Chapman & Sons. Wheeling I J i 0007-SWP-000128185 Thoughts 1 V------ -- PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. 111. DETROIT, MICHIGAN, MARCH 29, 1902. NO. 23 Patton's Master Painters' San-Proof I The Tendency of the Times in Regard to Finishing "White. Ready-Mixed Paint* Executive Committee The following article indicates very clear Gentlemen,--As per your Instructions of tbe ist, I ly the " tendency of the times " as regards against mixed paints What this means to tbe trade at large we have not space to detail here. It means, however, a distinct gain to ail concerned, for the Interests of all are bound up In the integrity of all, which requires the best goods at fair prices --J^atnl, have secured :oo lb, kejf of Patton's Master Painters' Sun-Proof Finishing: White and reduced same to proper working consistency Following: Is my find ing relative to the above mentioned article 100 lb keg. weighed to; lbs gross Tare, 10 lbs Net weight. 9; lbs. This was reduced with 4 gallons of boiled oil and lA gallon of turpentine, and the paint was then about the proper body and consistency for finishing coat I then added 1 gallon more of oil, with the result that the opacity or covering capacity of the paint was decviediy wanting. The lead, when ihinned In this proportion gallons oil and turpentine), gives a yield of exactly 9 gallons of paint. Following Is copy of directions from their label, manufactured, or ready-for-use paints The Oil and Drug Review ideas expressed on this subject only go to confirm our own opinion that "honesty is the best policy," and that good goods must appeal to both painter and consumer from the standpoints of economy and results, and to the extent that we can make it to their advantage to use our product, they are bound to support us more and more, as they realize by experiment and expedience that our claims are well founded and honestly carried out; Davies' Paste "Wood Filler. Our representatives will note that the price for Davies' Paste Wood Filler is higher than for our old line of '* Perfection " This is rendered necessary owing1 to the greatly improved quality of the goods and the large ly Increased cost The lme is veil worlh the difference that we ask, and is now the equal of anything on the market. We feel that it is better to offer the best that can be made in thus* line and maintain Large Sates of Pure Paints. a fair price, rather than to present only a which was taken from the keg All indirAtions point tn a big year in 1902 for mixed This paint contains only pure Oxide of Zinc ard paints. The sales thus far have been larger than la st Carbonate of Lead, ground In pure Linseed OH, with a small percent of Silica to obtain porosity and fora year. We are told that painters are becoming edu filler, and is guaranteed to out-wear any pure White cated to the use of mixed goods, that they are losing Lead their distrust, and are finding It both easy and profit Patton's Sun-Proof Lead Is not like pure lead, which only requires ; or 6 gallons ot oil to 100 lbs . (ua yon able to use the best grades of the ready-mixed article. alt know, pure lead will only take about 4 gallons Large orders are cited as evidence of the growing of Ihuating. Acme), as Patton's Sun-Proof Lead must be reduced for priming coat on new work with $ gallons of pure raw and 5 gallons of pure boiled popularity of mixed paints. Emphasis must be placed, however, on the import Unseed oil, anJ 2 gallons of turpentine We recom ance of using nothing but the best m this line of mend three-coat work on new houses. goods. There never was nor ever will be any excuse For two-coat work on old houses, or for second and third coats after priming as above, Patton's Sun for a cheap line of mixed palms. No one has any use Proof Lead must be reduced with 8 gallons of pure for such an article. The property owner does not boiled linseed oil and 1 gallon of turpentine for each want it on his house. the painter can not afford the coat Be sure one . oat is hard before next is applied Wa r n in g --It less oil is used than the above, you reputation of using it, the dealer ran tint nng stand do U at your risk ^ the dissatisfaction of the painter and houseowner, and Measureyou* ot! and tutpenttnc Yours, Fr a n k Nb a l . Inasmuch as we found, through a fair and the manufacturer would not make H were he not com pelled to do so. We venture to say that there is no satisfaction to any manufacturer who values his impartial test, that this While would only reputation In sending out a paint that contains a large stand AVz gallons of thinners and make a paint of proper body and consistency for finishing coat work, and that the use of percentage of water and naphtha, and the only reason that such a paint is ever sent out Is that the trade demands it Right here is the secret of the distrust of mixed gallons of thinners made a paint unsatisfac paints. The dealer demands a cheap article, so that tory as regards opacity or covering capa city, the 41 Patton" claim, as set forth in their literature and directions in respect to amount of thinning this White wilt stand, he can compete with his neighbor, who is also selling a cheap article The manufacturer produces the lower grades of paints to meet this demand. He finds that while an intelligent ponton of rhe trade ap preciates his best goods and buys them nt the higher is simply ridiculous. It should be also noted that after the White had been thinned down with 5Yz gallons of thinners. with the result lhat the paint would not cover property, price because of their genuine value, yet there are many dealers who want something cheap, and to meet this demand he makes a cheap paint--not because he wants to lower his standards a particle, but because he finds It necessary to give the dealer what he wants fair quality that will not give satisfaction to the most criticat trade, as in the end we believe the policy of good goods and right price will be the winning one. Sell the New Line of Flew Era Varnishes. You have all been provided with bulletins advising you that the new line of architec tural varnishes are ready, and have also been posted regarding brands on the new line that correspond to the old, as nearly as possible. We wish m future to replace the old brands entuely with the new. and ask you to take orders accordingly, making the necessary explanation to customers. We are now engaged in shaping up new lines for the general manufacturing, carriage, furniture and railroad trades, and will notify you as soon as ready to present. In the meantime offer the old lines. It wilt not be long, however, before the new lines are completed. Make use of the blanks upon which dealers send us the names of prospective customers. You have, or should have, a supply of these. We are always willing to write to prospects to help back up the dealer in making sales of !l New Era." that the quantity obtained was only 9 gal- or lose his trade And so, cheap, cheaper, cheapest 1 have just received a letter from my ions. instead of about 11 gallons of paint, as --worthless paints have been put on the market, to little girl, who is attending the Ursuline they claim. Tomakea pain; of proper body, opaeny or covering capacity, this White should not be thinned with more than 4j4 gallons of oil and turps., making, say, 8 the damage of the entire mixed paint business, for % Academy, Santa Rosa, Cal., in which she single Instance of dissatisfaction caused by poor paint has resulted tn the loss of many sales of the better goods writes: 4t Mother is delighted with the paint. the buildings look beair.iful, and only the The remedy lies with the dealers very largely. If second coal is on , " also " Mr. Wilson told they will buy and sell only a mixed paint of standard : her (the mother) he never used a better gallons of paint. Our "Michigan Seal" ) quality and known reputation, there will be no cause | paint, and will try to get the agenoy of it m Lead will make 1% gallons of better paint. 1 for complaint by consumers and no further prejudice | this town." A. R. K. 0007-SWP-000128186 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH Devoted to Matters of Interest to Our Representatives VOL. HI DETROIT, MICHIGAN, APRIL 5, 1902. NO. 24 smmm iMimm New Era Varnishes* that can be secured by the distribution of advertising > matter such as we referred to above, have Instructed 1 Contest For March* our representatives, when In your vicinity, to turn in all business that you can secure. We trust that you will join issue with us m placing these goods before the trade, and feel assured lhat we in turn will do everything In our power to assist you in building business in yourterritoryupcn same We should very much appreciate a smalt stock order for such specialties in the line as you feel lhat you can start with, A uniform discount of 25 per cent will be allowed to the regular trade, from list prices, and we n ime you a discount of 25 and 20 per cent. , We attach hereto a half-tone cut made from photo of west aisle in our man tank room, which has a capacity of about 250,000 gallons of varnish, and is. We are now ready to push the above lme j without question, one of the finest equipped, and most of goods that has been preoared for archi- I perfect m every detail of any varnish plant up to date, tectural purposes. Thjs week we commence and represents the character upon which the entire plant has been organized and equipped. sending letters to all our distributers asking Yours truly. them tc permit us to furnish envelopes and Ac me Wh it e Le a d a n d Co l o r Wo r k s . S A. HUNTER S A. Hunter, our Minnesota representa tive. has the honor of winningm the March advertising matter bearing their business card , also to supply them with catalogs, and assuring them that our representatives will co-operate with them in every way in build** mg us business in their respective terri tories Following is copy of the letter that we are writing * W< send you herewith catalog showing our line of New Era Varnishes, and also samples of mailing .hps pertaining to these goods that we are ready to supply you in such quantity as you believe you can It is perhaps unnecessary to state that In accordance with our well established policy no deviation from prices of these foods will be permitted, with the possible exception of such territories in which extremely high freight rates prevail. This, however, is confined to the intermediate points and the far west. We are offering a line of high-grade goods contest for membership in the Acme Plug Hat Club. He has a total of 33 points to his credit on sales of Granite Floor Paint. We think Mr. Hunter ought to make a credit able appearance beneath the insignia of his membership in the Plug Hat organization, and congratulate him upon the energy dis played and the successful issue of his efforts. use (o advantage. that we know must give satisfaction to dis- | We should like the privilege of supp'ying you with 1 envelopes, as per enclosure, with your name printed tributer. dealer and consumer, and the policy upon same, and will enclose a set of mailing slips, or of strictly maintaining prices on same is Competition For April. it> many of the set as you may select, each slip bear- j one that is mutually beneficial. Competition for April will be upon Neal s mg your name. We should also like to send you a number of our I We certainly do not propose to permit any Enamels and Neal's Bath-Tub Enamels. Varnish catalogs, with your name printed upon same | of our representatives to make exceptional We hope that our representatives will Tak e Will you kindly fill out attached blank and return ; figures that would set a bad example to our Ho l d an d Lif t with vigor that will outdo to us promptly, so that we may know just what you j can use to advantage, and prepare and forward jobbers who would feel it necessary to follow. any previous attempt m this direction. Through the medium of our magazine ad promptly' , Get back of this tine good and hard, and The line of New Era varnish Is the produci of o u t new Varnish Works. This department of our busi vertising and follow-up system, and the let us see how quickly we can build up a inquiries that we are sending you so con ness has been thoroughly reorganized for th* purpose good, clean business m varnishes on the stantly, there is an opportunity to make a of enabling us to cater to the trade on a much Urge* scale than has been possible heretofore. We have had with us since last fail, a complete corps of expert varnish makers under ihe manage- . 1 : basis of quality, and push same along the same lines we are woikirtg 14 New Era** Prepared Paint. I better record in this line, perhaps, than any other in our list, in any event, we should tike to see this month lest the ability of the mem of o thoroughly experienced and skilled super- , it Is an undisputed fact that consumers ' advertising to help the representative and Interdent want goad goods and are willing to pay the the representative to help the advertising. The plant Itself Is perfect in every detail, the latest right price for the right article. appliances and facilities being provided for the manu- I We shall watch returns with the greatest ftetureand thorough testing of every article listed in We are not attempting, in this line, to possible interest, and hope that you will our catalog The goods we are now offering you compete with everything that everybody " buckle to " and make a special attempt to have been tanked for some time, and weare in a posi else offers, but we are giving better value, prove to your own and to our satisfaction that tion to assert positively, are of a quality that cannot fall to please your most critical trade. We propose to ' we believe, than can be obtained elsewhere. the expense which we are bearing to afford push rhe line vigorously, and In addition to results j Ta k e Ho l d a n d Lif t . , the advertising help Is well invested. 0007-SWP-000128187 THOUGHTS April 190^ NeaFs Enamel Assortment* Quite a number of our representatives have acted upon a suggestion conveyed in Noting Points in Your Expense Book. Some of our representatives seem to have gamed the impression that it is unnecessary Our General Distributers. California Bohan Paint Co , Domestic Oil Co Los Angeles San Diego circular we are sending dealers, suggesting assortments of Enamels of the various kinds as sample orders. This is a good idea, as when you car. represent to the dealer in a definite manner the exact number cf pack ages of each size and each shade, the exact cost to him, and the exact profit that he makes, it places the matter m such tangible to note in their expense books the names of places that they have made by livery. This is a mistake. Names of all points should be invariably written, in order that we can keep our records properly. Th.2 Effect of Advertising. This letter tells our magazine advertising Colorado Humpbrey-Jones Merc Co , Florida The S D I lubbnrj Co Tampa Hardware Co Georgia Columbus Hardware Co . Illinois Geo E Watson Cq_, Colburn. Birks & Co , Denver Jacksonville Tampa Columbus Chicago Peoria shape that if followed up with the represen story briefly, but to the point. Indiana tation regarding the general advertising we aie doing for the goods, the advertising material we furnish the dealer, it will bring an order in many instances, where one could not be secured simply by representa tions of a general character. We have sent each of our representatives this week a supply of these 4` Sample Orders '* circulars, and would suggest that in addition to talking along the lines repre sented in same, they leave one with each prospective customer who seems to be in terested St Albans, Vt , March 17.19C2 Acme White Lead and Color Works. Detroit, Mich Gentlemen,--Please find enclosed New York draft for S 20, for which send me to Swanton, Vermont 1 Gallon Snow White. Neal's Interior Enamel r Ptrt Pure White. Neal s Bath-Tub Enamel 1 " Light Drab, Neal s Radiator Enamel.. x " Neal s Florentine Black Enamel 00 00 00 60 <4 30 I have looked for your enamels in the stores in tins town and some other towns in this vicinity, but can not find them The answer to d v inquiry has been something like this 44 They are loo high price, have something just as good, etc " Hoping that 1 am getting what Is best tr. the markel, I remain, Youis, very truly. K D Ho l c o mb Johnson-Woodbridge Co . Inwa Sickets. Preston & Nutting Co J W Edgeriy & Co . Hcirnlck, Hess & More, W. H Torbert. Indianapolis Davenport Ottumwa Sioux City Dubuque Kansas A B Whiting Paint & Glass Co .Topeka Kentucky R H McFarland 1 lenderson Louisiana L N. Brunswig & Co , New Orleans Maryland Carlin & Fultor. Balturorc Massachusetts E &F King & Co. Boslon Minnesota C W Hnckett Hardware Co . St Paul Please note carefully name cf jobber New Era High-Grade Varnishes. Mississippi whose assistance we have requested in fol T am much pleased with the new descrip Lee Richardson & Co . Vicksburg lowing up mail order inquiries on Neal's tive price list of Ti-Kt Specialties. It looks Montana Enamels. as though what I have long desired has Ellis Paint Co , Butte We give you this jobber's name on the bottom of carbon copy of our letter to dealer, which we send you with the original n- been accomplished, namely, the production of a line of high class varnishes with names distinctively our own. and of such quality as New Yoik Buffalo Glass Co . Burhans & Black Co . Jno L Thompson, Sons & Co Buffalo Syracuse Troy quliy. This jobber is not always our dis tributer for that particular section. to enable us to present them as the equal of, North Carolina if not superior, to any other goods of like Hart-Word Hdwe Co , Burwell & Dunn Co Raleigh Charlotte character in this country Goods upon Ohio A representative recently sent ui an older for five barrels of goods to be shipped to a which we can place our price without stopping to find out what price other makers are giving on similar goods. The sooner *" Co . Cleveland Co . Cincinnati Co . Columbus Norton Paint & Hardware Co , Toledo concern at a certain address. We did not the words New Era come to mean to others Oklahoma Territory find them rated, and after holding the order j as they do to us, superiority in qualify, the > Alexander Drug Co . Oklahoma City six or seven days accidentally discovered | sooner shall we see m varnish and other t Oregon that the place was a suburb of a large city, lines, as we are seeing in house paint, the and the concern was well rated in the city. I fruits of earnest, persistent endeavor to F. E. Beach & Co , Pennsylvania H B Semple & Son Portland Easton We mention this to emphasize the neces sity of being careful as to address, and whenever possible attach printed matter :o the order when you send it m , also report for Credit department in every instance. We are not mind-readers, and m this m educaie ihe consuming public up to better things, and be glad we took hold and lifted. S. H. H. Members Acme Plug Hat Club. Logan-Gregg Hardware C> , Bard, Schiott & Co . Phelps-Straw & Co , Moyer Bros , Pittsburg Reading Wtlkesbnrre Btoomsburg Tennessee Frills & Wieh! Chattanooga Van Vleet-Mansfield Drug Co , Memphis Texas stance did not know that the address on the order was a little suburb of the large city, MrAlf R Kelly Mr A E Darren Minified Contest March 1, 1901 Mich Seal Lead June ns. io c i Neal's Alum En Greiner-Kelly Drug Co , Houston Drug Co , Utah Sherman Houston but discovered it purely by accident Mr 1 DWilson Oct 1. iyoi .W. and I Paint G F Culmer& Bro,, Salt Lake Cit\ The salesman m this case was directly to j Mr H LWilson Nov r. j q o i Liquid Wood Filler Virginia blame, as he had ignored our instructions in j W C Neal H F. Whitaker two respects, viz , printed matter and report S A Hunter Dec 1, iq u i . New Era H G March r, 1902 .. Davies'V S April 1, 1902 Granite Floor Paint for Credit department. Delays of this kind StCONLI DtOHKIs MEMBERS Barker-Jenmngs Hdwe Co , Washington Baum & Co,. W esu Virginia Lynchburg Spvkane with good customers are liable to cause Alf R Kelly ...........Sept 1. 1901 Master P't'rs' Col cancellation of order. H. L. Wilson Feb. i, 1902 .. Household Pair ts The HubOard-Wilhams Co . Charleston The Williams & Davisson Co , Clarksburg W H Chapman & Sons. Wheeling Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR'WORKS. DETROIT. MICH. r Devoted to Matters of Interest to Our Representatives,, VOL. IIL __ DETROIT, MICHIGAN, APRIL 12, 19Q2 No. 2^ ! The letters which the members of No. I have written to the new Ti-Ki Clubs have been ve^y much appreciated. We have received acknowledgments from No. 4 at Columbus, O., and No. .5 at St. Paul, Minn , MR C F M'CAULLV. MR. H. H HALLADAY. which will be read at the next meeting of No. 1. which occurs on April 19. These Two ^ew Distributers. letters will be embodied in next issue of Tf-Kt Tidings. By-the-way how do you On Saturday, thz 5th instant,v the following poetical telegram was received: lie the new Ti-Ki organ ? Don't forget that " Six competitor* knocked skt hi , Murray haa |omd the great Ti-Ki " afiyTi-Kt is eligible as a contributor to its columns. The various clubs have taken up ' --McCauley and Halladay. Tft-Ki work in dead earnest, and we will It is evident that Messrs. McCauley and lialladky were, feeling very jubilant at ' $5ive~to mind our P*s and Q*s*If we expect the time wire was forwarded, and we certainly congratulate them upon their suc to set the pace in future. A quartet at St. cess in securing the co-operation of the Murray Drug Company, of Columbia, Paul, and Ti-Ki Bowling Clubs at Peoria S. C.f to act as our distributers. will materialize before we realize what has Ve are not sure as yet whether they really mean that the new distributer has decided to form a Ti-Ki Club or not. This may have been poetic license easily forgiven, in view of the exuberant spirits resulting from the successful issue of happened. #9 "The Maintenance of Prices" is the topic for discussion at the next meeting of their efforts. No. 1. This is a subject upon which ail On Thursday, the 10th, we received the following telegram: members have ideas. If you cannot be on " Ti-Ki wins Neal-Millard, 1 Savannah, Ga.M hand to contribute these ideas orally, don't The above is not exactly the way telegram read, but it means the same thing. fail to send us a paper. This means two distributers in one week to the credit of Messrs. McCauley and Halladay. There is not much territory left now in which we have not secured the co-operation of the best house in the section to assist us in distributing "New Era" and our specialties. Good Points for Those Looking for " Points ** in April Contest. Last week I put in ten stocks of Neal's Enamels to new retail trade for Buffalo Glass Company m $10 assortments. 1 worked it m this way Upon going in l first showed the dealer our advertising in the different magazines, spread it ail out and told them 1 was there to interest some dealer m his town on a sample order of Neal's Enamels. I explained our system of giving away the samples, and that his name would more than likely be given to us if he had our advertising matter displayed, etc. Then they generally ask how much do we want to send ? This is where I get in my work. 1 replied a $10 assortment--nothing more, nothing less, all white--12 pints, 24 % pints and 24 % pints. Total, $10. Ab solutely staple. I found that by stating a definite amount and having some apparent system that it counted, and made the dealer think that we really were making our play on a $10 assortment to s'art on. 1 believe that it pays to go in with some definite proposition to present, and l think you can get in a $10 shot in nearly every town. Try it and see. Mr. Woodward asked me how I happened to sell so many exactly SIO assortments. This is my reply. H. H. H. No 4, of Columbus, 0., have just added five of the young ladies m the office to their membership list. They are entitled to con gratulations *# - No. 5 at St. Paul accepted eleven appli cations for membership. Their total membership now numbers 42. When you start a new customer on lines upon which competition is based this month, don't forget to write the words 44 new customer " on your order sheet in connection with the goods. Otherwise you may not be credited with the correct number of points. 0007-SWP-000128189 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH Devoted to Matters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, APRIL 19, 1902. No. 26 THE campaign on New Era Varnishes is now on in dead earnest. For a long time our representatives were handicapped m the sale of this class of goods, owing to our facilities being inadequate to take care of our own req Jiremen*s, and also permit us to make an earnest effort to place the line with the trade Yo j are all familiar with the history of the building and the equipment of the new varnish plant, and understand that we are now in position to care for alt the business in architectural varmshes that you can send us, and when you couple with this the fact that as regards quality and actual value for the prices asked by us, there is not a single line upon the market that possesses any advantage over New Era, it should give you the confidence and incentive necessary to build business in the goods to the very best of your ability. What better running mate to New Era Paint could you secure ihan New Era Varnish. That latter line in its sphere is equal to the former in every respect. It is used by the same class of trade. The prestige of the former should enable you to place the latter quickly. They go hand in hand. We know that a Inal of the goods is all that is necessary to inspire absolute confidence on the part o: the trade, and establish a business that is bound to grow from the standpoint of merit alone. Get after the trade yourself, urge your jobbers and distributers to do so. and help them by setting a good example. Study the line and present your arguments as carefully, thoroughly and conscientiously as you do for New Era Paint. Get after the painter and consumer as often as you are able. We don't object to furnishing half-pint samples to good painters to test against anything in the market We are sure of their approval. Ask your distributers and jobbers to distubute the catalogs and mailing slips, and to use the envelopes we are furnishing. Take hold and lift quickly and altogether, and the line has got to go The sales department has been told that the new line would start off slowly, and has taken exception to the statement. Will you help prove that it was erroneous ? Mr. Hull has put his shoulder to the wheel by starting on a trip to meet and thoroughly post some of the boys traveling nearest to Detroit, and to call upon the larger distributers and jobbers. He stands ready to give you any assistance you may need in the way of information. Keep him busy, and keep us busy filling your orders. The Moil Modern and Best Equipped Varnish Works in America. 0007-SWP-000128190 THOUGHTS April 10, 19* Mmmmm Cater Has Developed Into An Orator* Hunter's Thanks* Our General Distributers* I thank you for the honor of electing me a member of the Plug Hat Club. I will endeavor tc take the second degree at an early date. Please see that it has ear laps on it. S. A. H. ; Carnegie Library Painted With New Era. California Bohan Paint Co , Domestic Oil Co Colorado Humphrey-Jones Merc G Florida The S B Hubbard Co Tampa Hardware Co I.us Angeles Sar Diego Denver Jacksonville Tampa I beg to advise you that the new Carnegie library building at Charlotte, N. C , is being painted with New Era. They looked all over for the best paint they could buy and 1 decided on New Era. This is a big ad. for us in this city. Mr. McCauley is guilty of having them do this. H. H. H. " 1 made an address before the Painters' Union, of Lowell, last nigh!. There were about 150 present. I talked to them on the Please note that the April competition is on Neal's Enamels and Neal's Bath-Tub Georgia Columbus Hardware Co . Neal-Millard Co , Columbus Savannah Illinois Geo. E Watson Co . Colburn. Birks & Co . Chicago Peona Indiana Johnson-Woodbndge Co town Indianapolis Sickels, Preston & Nutting Co . Davenport J W Edgerly & Co . Ottumwa Hormck, Hess 3c More, Sioux City W H Torbert, Dubuque lines on which our factory is run, occasion ally bringing in a point on ` New Era ' and Oil Colors, and wound up by telling them a little about Detroit." Enamels only. This does not include the other lines of enamels, such as Neal's In terior Enamels, etc. Kansas A B Whiting Paint & Glass Co .Topeka Kentucky R H McFarland Henderson Louisiana [Any man who can stand up before 150 painters, Our Coach Color department complains, without temp phased, should be down for at least a ibree-quarter-of-an-hour talk at our annua! T1-K1 and rather emphatically too, and we dc not meeting --EJ. | blame them, about samples of color sent in to be matched, that are simply spread out L N Brunswig Sc Co , Maryland Carlm & Fulton, Massachusetts E & F King: & Co, New Orleans Balturore Boston [ have received the catalogs containing our tine of I on a piece of cardboard. These samples Minnesota New Era Varnish and Ti Kl Specialties, and I am much pleaded with them, besides 1 am making a special effort to push the goods 1 have also the become soiled and dirty from fingering and C. W. Hjckett Hardware Co , exposure, and it is absolutely impossible to 1 Mississippi Lee Richardson & Co , St. P*tul Vicksburg bulletins noting the discontinuance of the old line get at the accurate shades. ' Montana of varnish, but 1 find that our distributers'salesmen U is very easy, it seems to us, when nur tills Paint Co , Butte are still selling the old line, for the reason they still representatives are on the ground, to secure New Yoik have them In their general catalogs, which they use dally , therefore, In my judgment, tt is very irapoitur.t that the Acme Company print leaves with a bottle or vehicle of some sort that will hold say ar. ounce of the color itself, and Buffalo Glass Co . Ruffalo Burhons & Black Co , Syracuse Jno L. Thompson, Son;. & Co , Troy list prices of out New Era line of varnishes the same I send it in to us in proper shape, so that we ; North Carolina size as our general catalogs and send them to dis | can examine it and know exactly what we Hart-Ward Hdwe Co , Burwell & Dunn Cn Raleigh Charlotte tributers, requesting them to insert the new for the old . also give them the retail discounts. , have to duplicate, and leave out any ele Ohio Yours very truly. ment of guess work that would result m dis Loew Filter & Mfg Co . Stem-Vogeler Drug Co . Cleveland Cincinnati C. F. Mc Ca u l e y content on the part of the customer. Smith Bros Hdwe. Co . Columbus Norton Paint & Hardware Co . Toledo We are now printing leaves covering the Oklahoma Territory new line to be sent to distributers' and jobbers' salesmen to replace the old pages. It will naturally take a little while to ob literate the cld line and replace with the r.ew goods. We wish all our representa tives to work in conjunction with dis;ributers ttS ** Push Chloride of Lime and Push it Hard*" * , Alexander Drug Co , Oregon F E Beach & Co., Pennsylvania H B Semple & Son Logan-Gregg Hardware' Co Bard. Schlott & Co . Phelps-Straw & Co . Moyer Bros , Oklahoma City Portland Easton Pittsburg Reading Wilkesbarre Bloomsburg m disposing of the old goods. Do not send them back to us. Ascertain exactly what the distributers or jobbers may have on hand of the old line, and make it a point to place them as quickly as possible Other wise. same time m the future Ihe distributer is apt to write m slating that there is no de mand for the goods which he has on his shelves, and expect us to leheve him of South Carolina Murray Drug Co . Columbia Tennessee Members Acme Plug Hat Club. Fntts & Wiebl Chattanooga Van Vleet-Mansfield Drug Co . Memphis Texas Admitted Contest Mr Alf R Kelly .March 1. 19^1 Mtch Seal Lead ! Gremer-Kelly Drug Co . Houston Drug Co . Sherman Housion Mr A E Barron . June i^or .Neal's Alum En | Utah Mr l D Wilson . Oct r. 1901 .W and I Paint | G F. Culmer & Bro . Salt Like Citv Mr H L Wilson Nov j .1001 .Liquid Wood Filler Virginia W C Neal. Dec t. *901. New Era H G Barker-Jenmngs Hdwe Co . Lynchburg same. We cannot blame distributers for taking this position, and what we should do is to help him out at the start before the new line becomes thoroughly established. H. F Whuaker March r. 1902 ... Davies'V. S S A Hunter .. .April 1. 190a Granite Floor Paint SECOND DEGREE JVEMBCRS Alf R Kelly .... Sepl t, rgoi MasterPVrs' Col H, L Wilson . . Feb 1.1902 Household Paints , Washington Baum & Co.. Spokane West Virginia Tne Hubbard-Wilbams Co , Charleston The Williams & Davisson Co . Clarksburg W H Chapman & Sons. Wheeling 0007-SWP-000128191 Thoughts FURLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT MICH Devoted to Matters of Interest to Our Representatives. VOL. 111. DETROIT, MICHIGAN, APRIL 26, 1902. No. 27 'Notber Distributer. $ Bristol Display Stands. % m C f- LLLIOTT The following telegram startled us about four o'clock on Saturday the 19th ** Robinson Bros have joined the Ti-Ki Wh<it k wrone with Old Kentucky C F ELLIOTT Since then we have received details from Mr. Elliott and the fact has developed that he has made an arrangement with Robinson Bj o s . & Co . of Louisville, to act as our distributers for ' New Era" and specialties. "Ti-Ki " seems to figure quite prominent ly m the recent telegrams concerning distri buters. and we assume that the representa tives who are responsible for making the arrangements will also see that their work ts completed by organizing T1-K1 Clubs among the representatives, officers, and heads of departments of the various houses with whom we are co-operating lnterolite is Even Better. Mr. McCauley took me around Charlotte, N. C , to view the cuy. We walked into the new mammoth buildings of the D. A. Tompkins Engineering Co., the interior being finished with our Intenor Finish They first bought fifty gallons Berry Bros. Hard Oil and six gallons of our goods for one room, but after using up the six gallons took Berry Bros, goods back and exchanged them for ours. H. H H. Everett and Monte Christo Railway. Mr. Whnmarsh, superintendent Everett and Monte Christo Railway. Everett Wash , says that your goods are the best he has ever met with, and that he will continue to use same altogether. A. R. K. m * A m w V * at * <* * w We still have about fifty of these on hand. We made it ' awfully easy " for you to place them, but note that your efforts in this direction seem to have lagged recently. Try it again. We trust that you will respond promptly and effectively 1c this request and then tt will be a case of " 'nough said." 4t w at Ot Ot Ot at at Of at 1 at at A Chance for Thought and Action. The sales department, and that means every representative on the road, has been told that the line of New Era Varnishes would move slowly at the start. H'kat do yon think of that1 Mr Hull, himself, has sent in orders during the past week amount ing ;o over twelve hundred gallons. This is something to think about, too Let us see if we cannot have that " move slowly " statement retracted. Members Acme Pllug Hat Club. Mr AIf R Kelly Mr A E Burton Mr. 1 D. Wilson Mr H L Wilson W C Neal . . H F Whitaker . S A Hunter AdmulfM Contest March i, njor Mich Seal Lead June 15. iooi..Nea!`s Alum En Oct j . ii03i .W anil Paint Nov i tool Liquid Wood Fillet Dec i. tQor. New Era H Ci March s.cao9 . Davits'V S April *, j:gca Granite Floor Paint SECtD DLGKLP MKMBLRS Air R Kelly. H L Wilson Sept r. tgoi Master P't'rs" Col het\ t , ijc2 Household Painis. 0007-SWP-000128192 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. 111. DETROIT, MICHIGAN, MAY 3, 1902. No. 28 smwmm mmmw Don't Leave our Rapid-Sellers to Take replacing the stock with the "best paint on Master Painters' Colors in OIL Care of Themselves* It has occasionally occurred to us that our representatives feel that our line of RapidSelter Specialties are so well established that they need no attention, or very little. This is not the right position to assume. They need constant attention. We recognize the fact that " New Era" is the basis of a paint stock with the dealer, and that our specialties are very apt to follow where " New Era " leads, but at the same time you must not overlook the fact that the other fellow has specialties and is pushing them actively. You cannot depend entirely upon the belief that specialties are always bound to follow " New Era." It is only consistent that the dealer with whom wc establish a first class line of goods Uke " New Era " should have specialties that are its equal in quality and general popular ity. but don't leave him to assume that our earth, New Era*' and is going to push it hard, something he never did before. This is one of a number of such cases in Indiana this year, and stick a pin in it there are more to follow. This is a cheap paint state, ss a rule, and has been m the past, but iswaking up gradually, and in another yearis going to be one of our banner states on not only "New Era" but the full line. It's hard work to get them, but we are doing the hard work, and are bound to win. W. C. N. Some time since you informed me through bulletin that the Superfine would be discon tinued as fast as possible. In accordance with this information, 1 have placed special effort on these lines with the result that 1 have sold to the small trade about 850 pounds. In placing this line 1 have tried to convince my trade that the quality was so superior to superfine that the cost was not increased, but on the contrary. I have covered the part of the state assigned to me and am now going over same for the second time, and 1 am Another Second Degree Member of the Acme Ping Hat Club. glad to inform you that the trade who pur chased on my first visit are more than , pleased with the high-grade of Master Painters' Colors in Oil. Now don't all get - scared and sell so- many-of these goods that the factory will be compelled to double the capacity of the department. Just for fun lets see how many of these goods we can sell m May, 1902. W. J. S. specialties embody these qualifications. Tell him so. fmftressihe fact upon his mind. It is comparatively easy to place the Members Acme Plug Hat Club, Rapid-Seller line after you have initiated a dealer into handling our 41 New Era." It doesn't require one-half the amount of talk Admitted Conte;! Mr. Alf R Kelly March *, 1901 .Mich Seal Lead Mr A. E Bnrron .. June x*;. 190c..Neat's Alum En at this stage of the game that it would if your house paint was not in, and this is another reason why you should give RapidSellers careful attention whenever establish ing "New Era." Don't assume that the specialties should be left to take care of themselves. 1. D. WILSON " Wixie " is r.ow entitled to wear, in addition to the shiny plug hat that he won last October, as a result of contest on Wagon and Implement Paint, a glittering watch fob--insignia of second degree membership m the Plug Hat Club, and bearing our well Mr 1 D. Wilson ...Oct 1.1901 . ..W. and I. Paint Mr H L. Wilson Nov j .t q o j Liquid Wood Filter W C Neal . . ..Dec 1,1901. . New Era H G H. F. Whitaker ... March :c. 1903. . Davies'V. S. S A Hunter ....... April 1, igox Granite Floor Paln^ SECOND DEGREE MEMBERS. Alf R. Kelly...........Sept.x, 1901 .Master PYrs' Col. known legend, "Take Hold and Lift." He The first order I got in 1902 was from did this tn good shape during April, evident Geo. D. Cook, Covington. Ind., for an ly making up his mind that there were plenty assortment of specialties. He had handled of dealers who needed Neal's Enamels, and Heath 8c Milligan's best p-tnt for a great had not been provided for. many years and when I talked " New Era" | He had one competitor m the way of start- it was a case of " Oh, the H. Sc M. is good j ing new customers on these goods, whose paint; as good as yours. But this is a | name, of course, we shall not divulge, who lead town and patnters won't use anything gave him a very close call, but as points are else." However, by a long argument and a what determine these contests "Wixie" is good deal of persuasion he consented to take entitled to the fob. Wc congratulate him, twelve gallons of Outside White. Mr. Sel | and hope that he will be able to add many vage was there during the week and reports bars to it in the future. Following is his painters stuck on "New Era," Mr. Cook I record; One hundred and thirty - seven delighted and is closing out H. & M. and ! points. 0007-SWP-000128193 NOW'S YOUR CHANCE Competition is on Neal's Carriage Paints (The Old Original) and Neal's Carriage Top Dressing this month. Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH, Devoted to Matters of Merest to Oar Representatives. VOL. III. DETROIT, MICHIGAN, MAY 10, 1902. No. 29 mmmm MJMfnPiw Cincinnati Northern. Mr, Williams, chief engineer, is well pleased with our New Era Depot Paint and in future it will be used entirely on all their depots and buildings. He has fourteen new bridges to pilnt and w.ll use our Karbonet Black Paint on them, at $1 25. This fs the result of quality. He said, `T have gone into the matter of bridge painting very thoroughly and have settled on a special mixture of graphite and red lead made by Lowe Bros. Your New Era is all right, and 1 believe you can make as good a bridge paint as you can a depot paint. 1 will order paint for our fourteen new bridges of you, when we reach them. The bridge com pany gives the bridges a coat of oil and we give Ihem two coats of paint, and we want the best that can be made, regardless of cost." B. E. B. Some of our representatives seem to fail to realize that we have discontinued making the old line of " New Era " tinting colors. This hne is obsolete and we will not accept or fill orders for same. Members Acme Plug Hat Club. Admitted Contest Mr Alf R Kelly March 1.1901 .Mich Seal Lead Mr. A E Barron .. June 15. run..Neal's Alum En Mr T D Wilson . Oft. t . ron ..W.andl Paint Mr. H. L. Wilson Nov. 1. x q o j .. Liquid Wood Fillet W C Neal . Dec 1,1901 .. .New Era H G H. F. Whitaker . . March x.tjoa. ...Davies'V S S A Hunter . .April 1, *g< Granite Door Point SECOND DEGREE MEMBERS. Alt R Kelly ... Sept 1.1901. Master PYrs'Col H. L. Wilson...........Feb. x. 190a. ...Household Paints tI. nD Wilson ... May 1. igoa.. K( NNeeaal)''ss EBn_aTmeElnss. Our General Distributers* California A well known corroding concern received the following from a disgruntled consumer: M Dear Sir --1 read in one of your adver tisements that pure white lead and pure linseed oil make the most durable paint that can be put on a building. I painted my Bohan Paint Co. Domestic Oil Co Colorado W. A Hover & Co , Florida The S. B. Hubbard Co Tampa Hardware Co Los Angeles San Diego Denver Jacksonville Tampa house with the only genuine last year, but it is chalking off very badly. I thinkyou ought to furnish the stuff for repainting, don't Georgia Columbus Hardware Co Neal-Milkrd Co., Columbus Savannah you ? " Illinois To which response was made as follows: Geo C Watson Co , Colburn, Birks & Co , Chicago Peons "The fact that lead chalks off is its chief virtue , it makes repainting so easy. Sup Indiana Johnson-WoodbrldgeCo . Indianapolis pose your paint came off in a solid sheet all at once, where would you be if you should Iowa Sickels, Preston & Nulling Co . Davenport happen to be standing under it. You should \ J.W Edcerly & Co , Ottumwa be thankful that you did not use one of these Homlck. Hess & More, W H. Torberi, Sioux City Dubuque adulterated paints that require nailing to be Kansas safe. You might have overlooked the nails, j A B Whiling Paint&Glass Co ,Topeka Paint again with pure lead and be happy." ' Kentucky Moral. Use * New Era.'' R H McFarland Henderson Louisiana L. N. Brunswig & Co . Ge n t l e me n --1 used your Neal's Enamel Maryland on an iron bed and like it very much. ! Carlin & Fulton, Mr s . E. L Do r o u g h , Massachusetts May 2, 1902. Grand Saline, Texas j E. & F King & Co , New Orleans Ballm.ore Boston Minnesota C. W Hnckett Hardware: Co , St Paul Mississippi Lee Richardson & Co . Vicksburg Montana Ellis Palm Co , Butte New York Buffalo Glass Co . Buffalo Burhnns & Black Co , S>racuse Jno L Thompson. Sons & Co . Troy North Carolina Hart-Ward Hdwe Co . Burwell & Dunn Co Raleigh Charlotte Ohio Loew Filter & Mfg Co , Alfred-Vogeler Drug Co , Smith Bros Hdwe Co . Norton Palm & Hardware Co , Cleveland Cincinnati Columbus Toledo Oklahoma Territory Alexander Drug Co , Oklahoma City Oregon F. E. Beach & Co , Portland Pennsylvania H B Semple St Son. Logan-Gregg Hardware Co . Raid, Schlott Sc Co , Phelps-Straw & Co , Mojer Bros . Easton Pittsburg Reading Wilkesharre Blooms burg South Carolina Murray Drug Co , Columbia Tennessee Fritts&Wtehl. Chattanooga Van Vleet-Mansfield Drug Co , Memphis Texas Greiner-Kelly Drug Co , Houvton Drug Co , Sherman Houston Utah G F. Culmer & Bro , Salt Lake City Virginia Barker-Jenmngs Hdwe Co . Lynchburg Washington Baum & Co.. Spokane W esi Virginia The Hubbard-WtUiams Co . Charleston The Williams & Davisson Co , Clarksburg W. H. Chapman Sc Sons. Wheeling | Competition is on Neal's Carriage 1 Paints (The Old Original) and Neal's Carriage Top Dressing this 1 $ month* 0007-SWP-000128195 Thoughts Pl'BUSHKD YVKKKLY BY THE ACMF. WHITE LEAD AMO COLOR WORKS. DETROIT. MICH. Devoted to Natters of Interest to Onr Representatives VOL. ill. DETROIT, MICHIGAN, MAY 17, 1902. No. 30 Seasonable Goods. NEAL'S CAR- This goes hand ** Push Chloride of Lime, m $ and push it hard/' . . * m 1 NEW ERA This is the time RIAGE TOP DRESSING, in hand with Car nage Pamt The $ p r e pa r e d p a in t , these goods are be 9 ing used, and every j| dealer handling them should be thor top has to be made to look as good as the body and gear. One Line sells the other There is not a better Carriage oughly equipped with information as to , their quality, so as to be able to talk | Top Dressing on the market, and our goods never fail to give satisfaction. intelligently and enthusiastically to Good For You, Mr. Selvage, I made two new customers for New Era High-Grade this week. Two nice new houses that will take probably 25 gallons. 1 painted my own home "prime and first coat/ early this spring and she is a dandy. 1 took these people out and showed them my home, and they were very much pleased, so much so that they gave me ihsir orders. 1 will have more of this kind before [ leave Ihisburg. W. J. S. "Willie Wiggins, Press Agent. prospective purchasers. People who intend to paint their houses are asking NEAL'S House-cleaning season al- questions about paint. Fortify your ENAMELS. ways brings a heavy demand dealers with lr.formalion that will help for these goods, They were them sell the goods. Tel! them why never more advertised or better known they are so much better and more eco- < than they are to-day Our sales are nomical than white lead paint both for ! rapidly increasing, and consumers consumer and painter. If you fill them everywhere are expressing the highest up with points on the goods, It would satisfaclion with results secured. Keep give them greater coulidence ai d cause after the dealers, jobbers and distribu their arguments to have more weight ters. urging each to jam hands with you with the consumer. m keeping the goods before the dealer and consumer. See that advertising malter and goods are displayed. The following item from Shawnee Herald, of Shawnee. Okla., explains why we call Willie a press agent. "Mr W P Wiggins. rvpiesentmg die Acme White Le.iJ .\ml Color Works Detroit. Mkh .was a ciller at the Hh t al d office in company with Druggist Remington Mr Wiggins. is a wide-awake young man uho look*, well to the interest of hU emplovers " Members Acme Plug Hat Club. Mr Alt R Keit.v Mr A E ftannn Mr I f> Wilson Mr H L Wilson W. C Neal H. F Whitaker S A Hunter Wnutteil Clinks" Match i. iooi Mich Seal Lead June t? t q it .NmI's Alum En Oct t. j q o x .W and t P.nnt Nov i jt>oiLiquid Wood Fillei Dec i t q o s - New Era H G March i, iooa . Davies' V S April t, ipos Gi.imte Fluor Paint JhCONO DfcGRbE iHE/nDEfrS Alf R Kelly H L Wilson ! D Wilson . Sept i.iq o * Master P't'rs* Col Feb r. mo* .. Household Paints May i, iq o * i Neal's Enamels i Neal's B-T Ens NEAL'S The most active c a r r ia g e PAINTS, demand for Neat's Carriage Paint ex ists from this time until about July. As condition of the roads improves and NEAL'S It is time now to SCREEN ENAMELS, push these goods hard with the trade. Fly time is here, or nearly so. fair weather makes driving a pleasure, it is the most natural thing in the world , DAVIES' These goods arc to make the old buggy look as present VARNISH STAINS, forging ahead rapidly. able as possible. This means thous and the great increase ands upon thousands of cans of Neal's in sales we attribute almost solely to the Carnage Paint, and the more emphati superior quality of the goods themselves. cally you call this fact to the attention 1 There is not a Varnish Stain on the of the dealer the better for our goods. market, which, in our opinion, compares Urge every dealer to replenish his m quality with Davies' Varnish S*ams stook See that his advertising matter i in the way of producing correct imi is displayed and also that stock of goods ^ tations of expensive woods, ease of is brought to the front. Don't fail to no- ' application and durability. If the dealer tify your jobbers of their customers who is thoroughly posted on the line so thai are Interested In the line. Don't fail to , he can talk it intelligently to his trade, it let the dealer fully understandthatNeal's would increase sales wonderfully See Carnage Paint is not alone useful for ve that he does not lack the information A 41 Competition is on Nea/s Carriage J T Paints (The Old Original) and jjj ^ft Neal's Carriage Top Dressing this % month. W *: l66ftftCft<^ hicles, but is the best kind of a finish that ; that it is m your power to impart. can be procured for outdoor exposure, j particularly for such articles as porch J ACME These goods and lawn chairs and settees, iron fences, i HOUSEHOLD PAINT, should sell like hot boats, and a thousand-and-one other ar cakes for the next ticles that need fixing up each season. month and a half. Every housewife It is very important that you should fully has use for a can or two of the different educate the dealer and consumer to the shades, resulting from the desire to fix up fact that Neal's Carriage Paint is not the old things about the house which all alone for use on carnages, buggies, etc. receive attention at house-cleaning time. 0007-SWP-000128196 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. Ill DETROIT, MICHIGAN, MAY 24, 1902. No. 31 Emsrn mmmrn New Era. Varnishes--The Standard of We are very proud of our varnishes for Excellence. one particular reason, they dry reasonably The Varnish Department is receiving fast and still are very durable, but should daily, from all parts of the country, very be made from good hard gum, properly satisfactory reports on our new line of var manipulated, and should have sufficient nishes, and we are fully satisfied that we hardness to rub well without crumbling to have one of the strongest and best lines of pieces, as varnishes will that are made varnishes ever offered the trade. We have where the product of our Southern yellow placed some handsome stock orders with ! pine forest predominates as the principal our various distributers and jobbers, and we ingredient in their make-up. want every one of our men to get behind If a man will and must have a oheap var these goods with a will and determination nish to finish the hard wood work of a that will surprise our competitors, especially house, or piece of furniture, his wishes strictly varnish houses, who are of the opin musf, of course, be gratified, as he pays ion that paint makers do not amount to any the "fiddler", but such an economy comes thing as varnish makers. Let's open their very high priced In Ihe end. The cost of eyes and make them talk, for there is no taking it off and refimshing remains within better advertising on earth than having competitors and their representatives talk, about you. Our department has just received a letter from Mr. W. C Patterson whom all our `boys" will remember meeting at the Con vention. We think a good deal of this letter and report from Mr. Patterson, as he Is a first-class finisher by trade, having learned his tiade with the Vose Piano Company, Boston, makers of high-grade pianos, and the writer wishes to say right here, that there is no better schooling for a pros pective hard wood finisher than learning the art of hard wood finishing, as Mr. Patterson did, in a first-class piano works. The following is a copy of Mr. Patterson's letter. him the rest of his days as an object les son. Many . finishers, knowing that cer tain quick-drying varnishes are unfit to use for certain exposures, at least, will use them simply because they are advantageous to them m time-saying. When these cheap virnishes are used, when there is no neces sity for doing so, as when they are not specified, there is no excuse whatever for it. This greed for saving a few cents has caused architects to take the matter into their own hands, and to specify the kinds of varnishes, which in their practice and experience, they have found worthy and reliable. Dishonest finishers are partially the cause of this, but honest ones (and they are by far in the majority) have much to gain from it in that It relieves their responsi Mr FREDERICK C HUM.. De t r o it . Mic h Dear Sir --I wish to state that the varnishes you benl to me last February have received my bility, and the same is " saddled " on the architects. Dishonest men will always bear watching, and as honest ones can lese noth attention. When last In Denver, 1 put them ing by It, they should encourage the prac through a tough examination. The Exterollte and the NepWlue are excellent, possessing excep tional heavy boly. lustre and good quilny I found lhat the Varnottte, although a little slow in drying, is very elastic, a good quality for tice rather than discountenance it. They have everything to gam in haying a dis honest contractor detected in the crime (for it is nothing less) of substituting a poor floor goods. Interolite is a little light In body, al though of a fine lustre, and very free working and durable As far as ray knowledge will permit, 1 am fu ly satisfied in my own mind that the varnishes you sent me are as good as any l have ever tested. No grade of varnish for one that has been specified. The practice is too frequent and it should be stopped. It is not receiving the scorn and abhorrence that it should. one should have any trouble In selling these goods, where good varnish Is wanted. Wishing you all the success In the world, I beg to remain. Very truly yours. W. C Pa t t er s o n Even high-toned supply stores "wmk" ai it, afraid to say anything when some of these "wormy" customers of theirs openly come to their places to buy some cheap hard 01J, and have their labeled cans of high* grade varnish filled up with cheap sniff. Sometimes their customers make no "bones" of it, and tell them right out, usually laying the blame upon having had to take the work too cheap, and of course that they must come out ahead somehow. If what has been said in this instance is true, it is our duty to do everything in our power m order to stop this nefarious practice. It is not just to the honest bidder or home builder, nor is it just to the var nish manufacturer, whose reputation is made to suffer unjustly by this substitution practice. Gentlemen, when some man tells you how much cheaper he can buy something than the fair prices which we offer our new line, wake up and give him a rousing good argument on quality at a fair price. Sell them our New Era Ti-K.i Specialties and Extra Pale Hard Oil Finish, if you want to work up a permanent varnish trade. Special Notice. Again we remind our representatives that all orders for direct shipment, to be charged to a distributer or jobber's account, must be approved by distributer or jobber before it is sent in to us. otherwise the order will not be shipped until that written approval is obtained. Within the past month three of our oldest men have ignored these instructions and in each case their orders were held-up. We have called your attention to this so often that it is surprising to us that our represen tatives find fault with us when we delay the shipment of those orders. One of the com ments on a delay of this character was As follows "They wanted their goods quick, ----------------'a traveler said they were 0. K. and discounted their bills." The 0. K. of a traveling man for any distributer or jobber is not satisfactory to us Send your orders to the distributer or jobber, ask them to put their 0. K. on it m writing and send the order on to us, and you can rest assured there will be no delay on our part. We sincerely hope that It will be unneces sary to again complain about this matter. 0007-SWP-000128197 THOUGHTS May 24. 190? mamma The G. R. 8c E. R. R. advised me that Our General Distributers. they have just completed tests made of our Solvene and " find it the best for the pur pose they ever used." This might interest the boys. H. N. T. Competition is on Neal's Carriage California Bohan Paint Co , Domestic Oil Co. Colorado W A Hover & Co, Florida Los Angeles Snn Diego Denver We would like our representatives to keep on the lookout for M. J. Engle, formerly in our employ as a salesman of Confectioners' Colors, whtch line we only offered for a short time. He is probably representing seme Eastern concern and traveling in the East. Paints (Tie Old Original) and Neal's Carriage Top Dressing this month. I The S B Hubbard Co Tampa Hardware Co Georgia Columbus Hardware Co , Neal-Millard Co . Illinois Geo E Watson Co . Colburn, Birks & Co.. Jacksonville Tampa Columbus Savannah Chicago Peona Indiana Mo n t g o mer y , Al a ., May 13t h , 1902. Ac me Wh it e Le a d & Co l o r Wo r k s . Gentlemen:--1 am most pleased to stale that your "New Era" Paint is all that you claim for it. I am proud of it as well as you. Ja me s R. Wa d e. Noting that some of the salesmen have been paying exchange on the New York Johnson-Woodfcndge Co Iowa Indianapolis Sickels. Preston & Nutting Co . Davenport A System of interchangeable mileage for | J W Edgerly & Co , Hornick. Hess & Afore, Ottumwa Sioux City use on Ihe railroads in the territory west of W. H. Torbert, Dubuque Kansas the Missouri and Mississippi rivers, east of A R Whiting Paint & Gl; isCn .Topeka Ihe Rocky Mountains, and from the Canadtan Kentucky line south to the Gulf of Mexico, has been agreed upon at a meetiog of general passen ger agents. R H McFarland Rubin sou Bios. Louisiana L N. Brunswig & Co , Henderson Louisville New Orleans Maryland checks we are sending them, we desire to say that they are practically the same as the Du b u q u e, Io w a., Ma y 12t h . 1902. Carlin & Fulton. Massachusetts Baltimore New York drafts we used to send. It is possible that some of the banks at which you cash those checks do not look at it in that way but that argument might be used Ac me Wh it e Le a d & Co l o r Wo r k s . De t r o it , Mic h . Gentlemen.-- Your favor of the 10th re ceived enclosing your catalogue of Coach E. & F. King & Co . Minnesota C. W. Hackett Hardware Co , Mississippi Lee Rn.Iiar.boii & Co.. Boston St. Paul Vicksburg by you when required to pay exchange. ' & Car Colors, and it is the neatest color Montana card of its kind on the market. I have Ellis Paint Co . Butte written Mr. J. A. Tucker of Coggon, Iowa, New York He r n d o n . Ka n s ., Ma y 15t h , 1902 naming him the discount to the trade, and Buffalo Glass Co , 3urhans & Black Co , Buffalo Syracuse Ac me Wh it e Le a d 8c Co l o r Wo r k s . De t r o it , Mic h . will also make an effort to have some re1 sponsible and energetic party at Coggon Jno L. Thompson, Sons 81 Co , Troy North Carolina Hart-Ward Hdwe Co., Raleigh JGentlemen :--Some time ago my wife take hold of your goods, house paints, got a sample of your Enamel and has been varnishes, etc., knowing it will be mutpushing me to get some In stock. We have | uaUy advantageous to ali. Burwell & Dunn Co Ohio Loew Filter 8e Mfg Co , Alfred-VcigelerDmg Co . Charlotte Cleveland Cincinnati a small town, and very few appreciate a good thing m this line. However, you With regard to Wm. C. Leik, 1 believe, as j Smnh Bros Hdwe Co , Columbus he has a pretty fair stock of Ihe other goods ` Norton Paint 8c Hardware Co , Oklahoma Territory Toledo may send me what is listed on the enclosed on hand, it will be advisable to delay for Alexander Drug Co . Oklahoma City cut card, and 1 will remit upon receipt of in warding him advertising matter to such a Oregon voice. If 1 can handle the larger packages, will be only too glad to do so. Yours truly, He r n d o n Dr u g Go ., C R. St e p h en s o n , Pr o p. time when he will sec it is to his interest to F. E Beach & Co., handle your paints. My brother-in-law has Pennsylvania just painted his house with the New Era H B Semple & Son Logan-Gregg Hardware Co Paint, and the painter who did the work Rare!, Schlotr St Cn . Phelps-Straw & Co , claims that it is the best mixed paint that i Moyer Bros . he ever used, and I believe Mr. Needham, > South Carolina Portland Easton Pittsburg Reading Wilkesbarre BloomiHurg my brother-in-law. has the prettiest painted Murray Drug Co , Columbia Members Acme Plug Hat Club. house in Dubuque to-day. Mr. Needham Tennessee FnW.s & Wiehl Chattanooga informed me that at least five persons will Van Vleet-Mansfield Drug Co , Memphis Admitted Contest Mr Alf R Kelly March 1.1901 .Mich Ser.l Lead Mr A E Barron .. June 15. 1901. .Meal's Alum En paint their houses with this paint tn his Texas locality, and this will be a great hit for Greiner-Kelly Drug Cr>, Houston Drug Co , Sherman Houston Mr I D Wilson . Oct 1,1901 ..W.andl P<n;r. your paint in this locality, and when we are Utah Mr H L Wilson Nov 1. tooi..Liquid Wood FiMei W C Ne.i! Dec t , iq o i ,, New Era H. G. H. F Whitaker . March 1.1:902 ..Davies'V S S A Hunter ...April t . rora Granite Floor Puirv. sucessfull in doing likewise in other parts of the city. I think the majority of handlers of m xed paints will see, that it is to Ibeir inte G F. Culmer & Bro , Virginia Barker-.femungs lldwe Co , Washington Salt Lake Citv Lynchburg SECOND DEGREE MEMBERS. rest to handle the New Era Paint. It will Baum & Co,. Spokane Alt R Kelly .........Sept 1, :qox Master PVrs' Col need no talking, as the paint will show for West Virginia H L Wilson . Feb. 1, 1902 . Household Paints itself. . D Wits-jn, .. Yours truly. G. A. SCHENKC-WlTZ. The Hubbard-Williams Co Charleston The Williams St Davisson Co , Clarksburg W H Chapman fit Sons, Wheeling I 0007-SWP-0001281 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT MICH Devoted to Matters of Interest to Our Representatives VOL. III. DETROIT, MICHIGAN, MAY 31, 1902. No. 32 mmmm Closing up Spring Season's Work* Mr. Robert Ingie, Princeton, Indiana, is It is time row for oar representatives to meeting with success in the sale of New Era realize that they are nearly at the finishing Prepared Pamt, and says that it is the only point as far as this season's work is con paint he ever handled that was better than cerned, and to carefully considei what re the salesman represented. He thinks that mains to be done, and if impossible to do as next year will find a very largely increased much as they would like to do in the limited trade time remaining, select the most important W. J. S. work and see that it receives attention. It is impossible at this rime to state what date you should close your season's work. This will depend upon business conditions during June. Ordinarily, however, it has been about the third week m the month, and we assume that that time will be about right this season. New Era Varnishes, I called on Mr. Rivard and he informed me that our pamt was not any good. I asked him what was the matter, and he told me that he sold a customer 8 gallons cf our outside white and it was returned to him, claiming that the pamt was hard on the bottom, and he said that he and one of the clerks opened one of the cans and tried to stir it up. We already have ample proof that our After breaking four or five sticks they gave line of New Era Architectural Varnishes will be a winner. What we mean by ample ! proof is repeat business and favorable com- < Keep on pushing Chloride of Lime. We are especially it up as a bad job. 1 asked him if he had any of the paint there, and he said he had a can 111 the cellar that mendalions. This is certainly very gratify- *1 mg, and we wish you all tc devote special j anxious to place a large quan they had tried to stir and could not. 1 asked him to get the can and let me see it. He attention to getting the goods started with tity of these goods, and the said there was not any use to get it as [ your trade. New Era Varnishes is a line that is a fit running mate for "New Era" time in which you will have could not do anything with it. ] told him I would like to see the can of pamt. After Prepared Paints. The varnish line cannot be considered in the light of a side issue ! to wort is getting short. prevailing on him to get it, he finally did so. I took hold of the paddle and in five minutes The volume of these goods consumed per- j stirring had it all nicely dissolved. I then mils the prediction that a business far in I excess of what we enjoy on any of our | Wixie Wants More Bars. asked Mr. Rivard to take hold of the s lek and stir it, and to his surprise it all moved specialties, and in fact upon several of them I Am m receipt of watch fob and think it freely under the paddle ! then explained to combined, can readily be secured if you co- I very fine, but believe by the addition of a him the cause of the pamt seitling, and told operate with us in pushing the goods, (t ' will certainly mean a handsome increase in j few more "bars" it will improve in looks ] him how to overcome any such trouble in the future. I told him to go and see the the volume of your sales, and wilt give us j However, I am wearing it with a great deal customer that returned the pamt and explain an even stronger position with the trade of pride, and wish to thank you very much ! to him the cause, and assure him that it was than we now occupy. Any successful line for same. 1. D. W. not due to any adulteration of any kind m leads to business m other tines. Do plenty the pamt Mr Rivard said he would go at of missionary work for the goods. Tell Members Acme Plug Hat Club* once and see him. I do wish you could your jobbers ail about them, Get them to overcome the hardening of the paint in cans, A<liiiitttfrl Conltst use the envelopes and mailing slips that we Mr Aif R Kelly March 1.1901 Mich Seal L&1 as it is so liable to cause trouble. arc willing to provide, and don't fail to in- ; Mr. A E Barron June 15. iq o i Neal's Alum En , Mr Rivard was so mad at our goods at form their representatives about the line. ' Mr 1 t) Wilson Oct 1.19*1 .W anj l Paint ! first, he told me that he intended to put in Ask them to accept orders that you may secure from the trade, and at the same time, Mr H L Wilson Nov j 1901Liquid Wood Fillei another paint. After I got through explain W. C Neal Dec. t, 1901 . New Era H G ' H. R Whitaker March 1,190a Davies'V S ing to him our stand on pure pamt he cooled get an order from them for as much stock S A Hunter ..Apnl r, iqoa Granite Floor Paint off, and gave me an order for 76 gallons paint. as conditions will justify There are a SECOND DEGREE MEMBERS This man was hard to handle, but in taking thousand and one ways in which you can j Alt R Kelly . work these goods in if you keep at tt persist- j H L Wilson .. ently and thoughtfully j I D. Wilson Sept 1. root Master PYrs' Col a firm but cool stand l won his confidence, Feb. 1, 190a .. Household Paints and now he will take hold again with more May 1. iso, ) Neal's B-Tn|.ns i vigor than ever. C. M. Thoughts PUBLISHED WEEKLY RY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT. MICH. Jievoted to Matters of Interest to Our Representatives. VOL. HI. DETROIT, MICHIGAN, JUNE 7, 1902. No. 33 snmmrnimrm mmmmw Competition For June. the length of time the pafr.t stands upon a The Prize Winner in May CompetitionI man's flooi. The wish expressed by brother M , that we might do away with that condition is to ask for a paint that contains other material than such as we use in the manufacture cf the New Era High-Grade Paint, or in other words, to ask us to use an adulterant. I trust the time will never come when the Acme White Lead and Color Works will be willing to do other than they are now doing, namely, making the best paint in the United States. The above illustration represents the line i S H H. of goods upon which the fight will be made for membership in the Plug Hat Club during the month of June. These goods are hot i * Closing the Springcakes when considered in the light of supply |ing hungry consumers with Varnishes that they arc actually looking for and that fulfil Campaign. every requirement in a perfect, up-to-date manner--quality of goods, convenience of package, etc., etc. We trust o u t repre sentatives will "Take Hold and Lift" in a As stated in last issue of vigorous manner. Thoughts, the third week in H P TORRANCE It gives us pleasure to announce that Mr. H P. Torrance is the latest member to the Acme Plug Hat Club, he having earned his spurs as result of hard and persistent work in the way of making sales of Neal's Carnage Paint and Neal's Carnage Top Dressing during the month of May. We congratulate Mr. Toirance as we are especi ally pleased to see new names added to the list of members of the aforesaid club. We trust that Mr. Torrance's usually happy smile Detroit, Mich June 3d, 1902. [ note a communication m Th o u g h t s of May 30, from " C. M.," setting forth a complaint of a customer in reference to New Era High-Grade Paint pigments settling hard in the bottom of the can. I am a little surprised that there should be such a com plaint, when it is a fact which should be known to all that pure lead, 2inc and hnseed oil paint left for any considerable length of time, will not remain in suspension, and the fact that it will not remain is an indication of its purity. It seems quite hard for mer chants in some sections to get away from June is about the time the work of the store trade repre sentative is finished. This does not mean that it is neces * sary to come in at that time if business is still good, and an active demand exists. But if dealers are stocked and the ' will be broadened, lengthened and intensified by receipt of the news that he is now a | member of the "select" among the Acme ! representatives, and that his success will be | an incentive for others to make an extra effort to join their ranks. We know of no one of our representatives whose style of beauty can be set off to better advantage by a silk tile than that of Mr. Torrance. We are hooking for quite an array of plug hats at our convention next winter, and do not propose to accept bashfulness as an ex cuse upon the part of the members of the i Plug Hat Club, for not wearing the insignia | which their position entitles them to. the belief that a prepared paint should be found upon opening all ready for the brush demand is becoming lighter, | Mr. Torrance's record was 101 points. Such a condition, it is well known, has been expense of remaining out is The Ohphant Drug Co., of Petersburgh, brought about by the manufacture and sale of emulsion mixed paints. In my territory not warranted. Regulate your Indiana, has concluded to place iheir busi ness m the hands of the Acme for safe keep I use the fact of the paint settling somewhat as a proof of its absolute purity, and its actions in regard to discon ing. This house has tried many different brands of paint, but says that New Era Pre containing no other materials whatever, ex cepting lead and zinc as the base which pigments combined with linseed oil, will invariably settle somewhat, depending upon tinuing accordingly. * m pared is the best, and they believe in pushing a good thing along. Their recent order given me for over 100 gallons confirms their j opinion. W. J. S. 0007-SWP-00012820C THOUGHTS June 7, 1902 imwmm smmrnm Prominent Fairs of 1902. California, Sacramento, September 8-20 Connecticut, Danbury, October 6-11. Georgia, Valdosta, October 29-November 8 Illinois, Springfield, September 29`Octo- ber 4. Indiana, Indianapolis, September 15-19. Iowa, Des Moines, August 22-30. Kentucky, Louisville, dates not fixed. Maine (Eastern), Bangor, August 26-29. Maine (State), Lewiston, September 1-5. Maryland, Ttmonium, September 2-6. Maryland, Hagerstown, October 14-17. Massachusetts, Worcester, September 1 4. Michigan, Pontiac. September 22-26 Minnesota, Hamline, September 1-6. Missouri. Sedaha, August 18-23, Missouri. St. Louts, October 6-11. Nebraska, Lincoln, August 28-Septem- ber 5. New Hampshire, Concord, August 26-29. New Jersey (Interstate), Trenton. Sep tember 29-October 3. New York. Syracuse, September 8-13. North Carolina. Raleigh, October 27-31. Ohio, (Tri-State), Toledo, September 15-20. Ohio. Columbus, September 1-5. Oregon, Salem, September 15-20. Pennsylvania, Ml. Gretna, August 18-22. Pennsylvania, Williams Grove, August 25-30. Pennsylvania, Allentown, September 23 26. South Dakota. Yankton, September 8-12. Texas. Dallas, September 27-October 12. Utah, Salt Lake City, September 30-Octo- ber 4. Vermont, Rutland, September 9-11. Washington, North Yakima, September 29-October 4. West Virginia, Wheeling. September 8-12. Wisconsin, Milwaukee, September 8-13. A 95 mfftt *fffttt Push Chloride of Lime (V su * I * and Push it Hard. & V V * Ift Changes in our system of keeping records Our General Distributers* make it especially important that the ap proximate amount of the order be put on all duplicates sent in ot orders turned in to dis tributers. Please bear this in mind, as your compliance with this request will greatly facilitate the work of keeping our records. California Bohan Paint Co . Domestic Oil Co. Colorado W, A Hover & Co . Florida The S. B. Hubbard Co. Tampa Hardware Co Georgia Los Angeles San Diego Jacksonville Tamps T1-K1 Club No. 6 was organized in Pitts burg, Pa., or. Saturday evening, May 31st, Messrs. F. R. Dougali, H. A. Groskoph and A. M. Woodward representing T1-K1 Club No l of Detroit. It was a very pleasant affair, banquet and smoker being given at Hotel Henry to full representation of sales men and heads of departments of the LoganGregg Hardware Company. T1-K1 princi ples were heartily approved, and No. 6, wc predict, will do excellent work. Mr. Geo. B. Logan, President of Logan-Gregg Hard ware Company was elected president of the Ti K3 organization, and Mr. W. F. Kennedy was elected secretary. At the conclusion of the banquet, a vote of thanks was tendered to the Acme White Columbus Hardware Co , Neal-Millard Co , Columbus Savannah Illinois Geo E Watson Co , Colburn, Birks& Co , Chicago Peona Indiana Johnson-Woodbndge Co , Iowa Indianapolis Sickels. Preston & Nutting Co , Ddvenport J W Edgerly & Co , Ottumwa Hornick, Hess & More, Sion* City W H. Torbert. Dubuque Kansas A B Whiting Paint & Glass Co .Topeka Kentucky R H McFarland Robinson Bros. Henderson Louisville Louisiana L N. Brunswig 3c Co , Maryland Carlin & Fulton, New Orleans Balhirore Massachusetts Lead and Color Works, and to Ti-Ki's of No. L The representatives present ac knowledged same to the best of their ability, but we think if members of No. 1 will per sonally send in congratulations and best wishes, addressed to The Logan-Gregg Hard E. & F King & Co , Minnesota C W Hackett Hardware Co , Mississippi Lee Richardson & Co., Montana Elhs Paint Co Boston St Paul Vicksburg Butte ware Company, it will be very much appre New York ciated. Following is list of members Geo B Logan, P L, Logan. W H Parke. Robi M Repp, Arch H Logan, Cyrus Lewis, Jacob Lang, FredG Alsbach. D D Lewis. J C Kepler. A F Bauer. N M Hooker. Buffalo Class Co.. Buffalo Burhans & Black O , Syracuse Jno L Thompson, Sons 4k Co , Troy North Carolina Hart-Ward Hdwe Co., Burweil & Dunn Co. Raleigh Charlotte Ohio Loew Filter & Mfg Co , Cleveland Alfred-Vogeler Drug Co , Cincinnati Smith Bros. Hdwe Co . Columbus Norton Paint & Hardware Co , Toledo W F Kennedy, Earl C, Mann, Oklahoma Territory John M. Pardee, Edward Gregg-. Alexander Drug Co , OklabomaCity Rob? W Power, Willis P. Stair, Bruce E. Kountz, Frank F. Suhade, Ira L Hodil, Proctor E. Seas. A F Sparks, WJliard E Alter, Arch H Stevenson. O F Sweltzer, Thos P Fleeson Oregon F. E. Beach & Co., Pennsylvania H B Semple & Son T-ngan-Gregg Hardware Co . BaTd, Sciilott & Co , Phelps-Straw & Co . Muyer Bros , South Carolina Portland Easton Pitlshurg Reading Wilkesbarre Bloomsburg Murray Drug Co , Columbia Members Acme Plug Hit Club. Tennessee Admitted Conies- Fncts & Wiehl Chattanooga Van Vleet-Mausfield Drug Cu . Memphis MrAlf R Kelly Mr A EBarron .March x.igcx June 15, tijot .Mteh Seal Lead .Neal'sAlum En , j Texas Mr I DWilson Oct 1,1901 . ,W and I Paint Gremer-Kelly Drug Co , Houston Drug Co , Sherman Houston Mr H LWilson Nov j zq o i .Liquid Wood Fillet Utah W C Neal Dec 1,1901 . New Era H. G G F Calmer & Bro , Salt Lake Citv H. F. Whitaker. .. March r. 190*. .. Davies' V. S S A Hunter. .Aprilx, 190a Granite F.oorPaint Virginia H P. Torrance. .June i, *90*. .N CP and T D, Barker-Jennmg3 Hdwe Co , Lynchburg Washington SECOND DEGREE MEMBERS. : Baum & Co,, Spokane Alf R. Kelly . Sept 1.1901. .Master PYrs'Coi West Virginia H L Wilson . Feb. x, 1909 ...Household Points The Hubbard-Williatns Co , Charleston I D Wilson . May r. 190* < Neal's Enamels ! 1 Neal's B-T Ens. | The Williams & Davisson Co., Clarksburg W H. Chapman & Sons, Wheeling 0007-SWP-000128201 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, JUNE 28, 1902. NO. 35 The Organization of Ti-Ki Gab No. 9. Closing of the Spring Campaign With the Store Trade. By the time that this issue of Th o u g h t s reaches those of our representatives whose special business it is to call upon the general store trade, the Spring season of 1902 will be closed. In reviewing results for this season's work, we feel that most satisfactory progress has been made, and take occasion to congratulate our representatives upon the result that has been accomplished. This statement is general. There are. of course, some who have not been so successful as others, and a few who have occasion to feel disappointed, but in nearly all these cases, W P WIGGINS cause for disappointment is directly trace Willie Wiggins has been responsible for able to conditions over which they and our the organization of Ti-Kt Club No. 9. at selves have no control, and they are of a Oklahoma City, Oklahoma. It comprises temporary character only, m our estimation. the officers, representatives, and heads of We have added liberally to our kst of dis departments of the Alexander Drug Com tributers, and without exception, they have pany- We have not as yet received all been pleasantly surprised at the possibilities details. The following is Willie's report in the paint line, as developed by our organi "Ti-Ki Club No. 9 was organized last zation, and through our methods of co night (June 21s1) and same went off m fine operating. These distributers are still in shape, 1 am coming to Detroit and will their infancy as regards the paint business. bring the full proceedings with me. 1 have They are all. however, willing students and mailed you under separate cover, two pro enthusiastic, and we anticipate that the real grams." volume of business will come and continue We congratulate him and ourselves upon to grow as they become more familiar with the new acquisition to our ranks. the proposition, and they are better ac I called on Ohnger Bros., Franklin, 111., who accepted the agency for New Era High-Grade Paint about five weeks ago, and am pleased to report that during this short period of time they have furnished New Era High-Grade Paint for 15 dwellings and the band stand in the park, besides other small jobs. How's that for a record? ______________ R. S G. quainted with our line, oausing them to feel more and more confident that it is adapted to secure, retain and build business. We trust our representatives will enjoy the rest which they will have during the month of July, and will start out this fall with a new vigor and determination to win further successes, and that those of them who have occasion to feel disappointed at results from the Spring work will not become despondent, Members Acme Plug Hat Club. but realize that conditions must change, and Admitted Contest take hold with enthusiasm and a posiuve Mr All R Kelly . March i, 1901..Mich Seal Lead Mr A E Barron .. June 15. r^oz..Neal's Alum En Mr I D Wilson . Oct 1. 1901 ...,W and I Paint Mr H L Wilson Nov i, 1901.-Liquid Wood Filler conviction that they will more than balance the old score by the record they will make for the remainder of the year, W C Neal . Dec. x. 1901. . New Era H G. H. F. Whitaker . March 1.190a.......Davies' V S. S A Hunter . .....April t. 190a. Granite Floor Paint Last week while in Orland, Indiana, one of the painters told me their motto was H P Torrance.........June 1. iyoa. .N C.P.amlT.D , "Take Hold and Lift," 1 asked him where SECOND DEGREE MEMBERS. j they got it, and he told me New Era was so Alf R. Kelly .........Sept x, 1901. .Master P't'rs' Col ; heavy they had to do it. Strange to say, he H L. Wilson............Leb. 1,190*,.. Household Paints1 ! did not know that was the Acme motto. 1 D-W-"......... W. C. N. This will be the last issue of THOUGHTS be fore August JtSth. % This Speaks Volumes. Pellston, Mich., June 19, 1902. 1 wish to say a few words in favor of your paints: First--It is the only good mixed paint on the market. Second--\\ is more durable. Thtrd--It covers more surface per gallon. Fourth--It makes a better finish. Fifth--It is cheaper in the end to use a good article than a poor one, especially paint. We are using your paint here and will use no other when yours can be obtained. J. R. Wil l e t t . Mr. Torrance's Acknowledgements. Your kind favor oif the 12th inst. to hand with congratulations upon my winning last month's competition. I assure you it gives me great pleasure in having my name added to the list of members of the Acme Plug Hat Club. Will secure a good silk tile, and you may possibly see me "shining brightly," with a smile that will reach from Toledo to Detroit, in the near future H. P. T. m s G B PUI FJiK c F F.l.UOTT Organization of Ti-Ki Club No* 8t at Louisville, Kentucky. No. 8 was farmed at Louisville, Kentucky, on Saturday, June 14th, and is composed of the officers, heads of departments and representatives of Messrs. Robinson Bros. & Company. Mr. Robinson writes us that Mr, Pulfer, as toastmaster, did the honors I in a way that not only reflected credit on himself and Ti-Ki Club No. 1, but was highly satisfactory to the members of the new club. The following members from the home organization were on hand to assist him Messrs. C. F. Elliott. F. Matheson, R. M. Billings and E. R. Hoag, and they all did themselves proud :n speeches that fully explained Ti-Ki views and sentiments. The banquet which marked the organization of the new club was held *> at Seeibach's Hotel. Mr. E. H. Massie was elected President, a Mr. Jos Wanless, Vice-President and Mr, H, E. Pfingst, Secretary- Treasurer. We congratulate Mr. Pulfer and our representatives who were on the ground, as well as all members of No. 1, and are certain that the new c'.ub will prove an impoitant factor in our organiza l tion. We suggest that the members write congratulatory letters, addressing them to Ti-Ki Club No 8, care of Messrs. Robmscn Bros. & Company, Louisville, Kentucky, j: R 1IOAO R M BIT l.INGS 0007-SWP-000128203 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. HI. DETROIT, MICHIGAN, AUGUST 16, 1902. NO. 36 Sammy Is Now A Married Man* SPECIAL COMPETITION June Competition. On Sales of Architectural Line of New Era Varnish. S, A Ht'NTBK In future when addressing our erstwhile " Sammy'* do not forget that while he was christened ''Sammy" for the convenience of his friends, the dignity of changed conditions entailed upon assuming the re sponsibilities of a married man. demands that his Christian name be prefixed with the title " Mr.'* We members of the Acme House of Representatives and Ti-Ki's know that he will bear his new honors with dignity and becoming modesty, and to the question of "Those in favor of voting Mr. and Mrs. Samuel A. Hunter a long, happy and pros perous married life," wilt vote unanimously "Aye, T1-K11" The following is the notice that gives full details of this interesting event Mr. arid Mrs. Arthur Doweii request the honor of your presence at the marriage of their daughter Kathleen M to Samuel Alexander Hunter, on Wednesday. July twenty-third, nineteen hundred and two. at half after two o'clock, at 5G3 Adelaide St., London. Ontario. At Home August rst. St Paul. Minn. Members Acme Plug Hit Club. Admitted Contest Mr Aif R Kelly. ..March 1. ujoi-.Mlch Seal Lead Mr. A E Barron .June 15. 1901..Neal's Alum En. Mr. T. D Wilson . Oct 1. iqoi...... W and I Paint Mr H L Wilson . .Nov. 1, j q o i. .Liquid Wood Filler W C Neal ............ Dec. 1, igo:.... New Era H. G H. F. Whitaker .. . March t. 190a ....Davies'V. S S A Hunter.............Aprils, *90 Granite Floor Paint H. P. Torrance.... June 1,190a. .N C.P.andT.D. ( Highest number H C. Cater.............. June t. *90*.. / of points for ( six months. F B. Sangster......... July j . 1902. ..Utility Varnishes. SECOfsD DEGREE MEMBERS. Alf R. Kelly......... Sept j , 1901. .Master P't'rs'Col H. L. Wilson .......... Feb. r, 190* . ..Household Paints w'i-.......... 4fi Ve offer three prizes for the repre- 2 sentatives selling the largest quantity j erf New Era Varnishes (architectural ' line) between August 18th, and November 29th. "Duplicate" 2 orders from auxiliary representatives, * who do not receive credit for goods J supplied jobbers or distributers, to j whom their orders are turned in, will $ be counted the same as others* We a shall publish in "Thoughts" twice J a month the names of the three $ representatives who stand highest on 2 the list, but will not indicate the $ amount of the goods sold until the A competition is dosed* The followI ing prizes will be offered: First Prize, - - - $20.00 Second Prize, - - 10.00 Third Prize, - - 5.00 The winner of the first prize will also he entitled to membership in the Acme Plug Hat Club, or may win a second or third degree membership. Orders will be counted in accordance with date received by us. First Shots. Car load orders have been received during the first week of the fall campaign as follows: From St, Paul, Mr. S. A. Hunter. " Los Angeles, Mr. A. R. Kelly " Louisville, Mr. C. F. Elliott. " Indianapolis, Messrs. Halladay and Selvage. We expect a bombardment of big business within the next week or ten days, and know of several heavy guns that are pointed in our direction. The above, however, are the first shots of the fall campaign. r B SA.NOSiTHK F. B Sangster won membership m the ranks of the Acme Plug Hat Club as result of making the highest record of points in the June competition covering sales of Utility Varnishes. Mr. Sangster's record was twenty-two points. We are certain that Mr. Sangster will receive a hearty welcome from the exclusive set known as the " Acme Plug Hal Club." and as a member will maintain the dignity of that organization in a worthy manner. We extend hearty congratulations. Youf Traveling Expense Account. We have requested our representatives to travel as economically as possible con sistent with securing the proper results. To put it in another way, this really means that wherever you can see an opportunity of saving a dollar, or less, do so. In prosperous times the natural tendency is to loosen up somewhat sc far as the purse strings are concerned. It is an easy habit to get into and a mighty hard one to get out of. To a certain extent, we believe that our representatives have been afflicted in this way. If business has been good, which it has, it is equally true that expenses have been high--higher than they ever were before. Please remember that when you are about to spend that dollar, fifty cents or quarter that it is not really essential to part with, that you are one man :n about fifty who, if they all regarded the matter as you were about to do, would entail us in an expenditure not absolutely needed, amount ing to thousands of dollars m the course of a year. Invest your money in traveling expenses as carefully and conservatively as you would in anything else. 0007-SWP-000128204 THOUGHTS August 16, JQC2 Greatest Number of Points up to June 1st, and we are certain if the trade thoroughly We arc offering a line of goods of excep in Monthly Competetion. understood the practical value of the goods, tionally good quality, and at prices that are they would be sold much more freely than fair tc distributer, dealer and consumer. they are. You are thoroughly familiar with We must maintain these prices, and expect their points of excellence, and we trust that our distributing friends, with whom we have during this month you will make the line a made special arrangement, to regard us not special issue, introducing and placing them merely in the light of a manufacturing in such a manner as to get them started so house from whom supplies of this character freely that the volume of regular business may be secured, but rather as a house with will be swelled very materially as a result of j whom they are allied from ihe standpoint of your efforts. We shall walch this contest a mutually profitable business proposition, with particular Interest. and that it will be of benefit to them, as it will to us, to have them work with us Fall Campaign. consistently and persistently, and not ask us If o Ca t k r The publication of Th o u g h t s was sus pended for the summer before we had an By the time this issue of Th o u g h t s reaches you, you will be fairly started out on the fail campaign. We do not recall to make concessions in price to meet competition of makers whose goods are not of the same quality, and who are not m any opportunely of announcing through its the opening of a'fall season where the way willing to furnish them the same co columns that H C. Cater had won member prospects for big business were brighter, operation that we have been and are doing. ship in the Acme Plug Hat Club as result where the chances for the keenest kind of They should help us consistently in every of having secured the greatest number of competition were more certain, nor where way, from issuing positive instructions to pomls to his credit during the previous six the opportunities for us to succeed were as 1 their representatives to push our line, 1o the months CATER S ACKNOWLEDGMENT I ra ju&i in icceipi of Bulletin No. 97. and am glad to nole that 1 have been elected a member of Acme Plug Hat Club ` { more than pleased to be a member of this organization, nod ] assure you l will take great pleasure in wearing my Jmt to the next convention Yours truly. H. C Ca t e r evident as they are this year. This has . keeping on hand a sufficient stock to supply been a year of straightforward, unwavering their trade promptly and to see that goods progression up to date. We have estab are shipped without delay, and above all lished more distributing agencies than were things, to avoid the injustice to us of ever established ta twice the length of lime substituting other brands for our goods. before. With these agencies back of you, A few words about our line of New Era pushing the goods through the medium of Varnishes will not be amiss. This line is as their representatives in every four-corner perfect as perfect materials, facilities, skill You will recall that in addition to winning town in the country, you certainly have a and a thorough understanding of require membership in this club, as result of winning foundation upon which to build up a mag ments can possibly make it. The goods are any single month's competition, the member nificent trade, if you watch the situation offered with the knowledge that they cannot having the highest number of points during closely and take advantage of all your disappoint the most exacting trade. What any six months previous to June 1st and opportunities. We believe that just now we New Era Prepared Pamt is to the house December 1st also wins membership in the are in the hardest stage of the period of paint line, our New Era Varnishes are tc organization. Record of ihe three standing progression that we predict for our goods the line of standard goods of this description. the highest up to June 1st as follows* in the future. It can properly be termed We wish you to "Take Hold and Lift " with I. D. Wilson............... 192 Points. H. P. Torrance ........ 172 " H. C. Cater .................164 " As Messrs. Wilson and Torrance were already members, the plug hat and mem bership were accorded to Mr. Cater. Con gratulations are in order. the educational period, and upon you de volves the duty of educating our distributers. First--As regards the quality of our goods, so that they and their representatives will have implicit faith m their adaptability to give perfect satisfaction. Second--In the ways and means of pre us on this varnish proposition during the coming fall, with a vigor that will be certain to bring gratifying results. There is a vest volume of trade that can be secured in goods of this description. We have made the goods so that they are right. We have the right kind of an organization to sell August Competition, senting them properly and forcefully. them, and all that remains to be done is for The competition for membership in the Your distributers should understand that our representatatives 10 make a special Acme Plug Hat Club for the present month their interests are our interests, and that i feature of the line to bring it to the front will be upon Master Painters' Oil Colors* what is good for them is good for us They | without delay. We shall send you, in the Last year Mr. Kelly won a second degree should realize, as well, that considerable 1 course of a few days, wood samples that membership based on his success in placing depends upon themselves as well as upon 1 will be of assistance in making sales. We these goods. There aTe a larger number us, and that If they do not do their part we shall also be in position to offer, within a this year who have an opportunity of doing cannot do ours. We must puli together in very short time, a handsome metal lithe- what he has accomplished, and there are perfect harmony and with perfect faith in graphed agency sign. We are ready to back still quite a number who have yet to take each other. We cannot do all the intro you up by means of correspondence and in their first degree in this organization. We ducing, establishing of the trade and the , special ways wherever an opportunity of trust that each of our representatives will maintaining of same. We can and must securing a good customer exists By per compete energetically, and after the rest work with them regularly and consistently sistent and careful work you can add to the that they have had, it seems to us that m the building up of business m our goods, volume of business from your territory considerably more than the usual amount and indicate clearly, by our efforts and ! from ten to twenty-five per cent., by of energy should be shown. example, that we mean business when we pushing this line, and once started we are Master Painters' Oil Colors, like all other undertake to build trade through the certain the trade will grow. Our distributers Acme goods, are "top notchers " from the medium of their services, and recognize j should all be stocked with the line and their standpoint of quality and general excellence, , and appreciate their hearty co-operation. j representatives should be offering the goods. 0007-SWP-000128205 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS. DETROIT', MICH. Devoted to Matters of Interest to Our Representatives, VOL. III. DETROIT, MICHIGAN. AUGUST 23, 1902. NO. 37 mmm Miking Allowances and Furnishing Goods to build up a most satisfactory business, Keeping Your List of jobbers' Representa "Gratis." which means to us no small outlay, and tives Up To Date. Allowances are almost invariably made for policy'3 sake ar.d not in consequence of the goods furnished by us being m any way at fault. This being true, you are natura!ly expected to protect our best interests, and when any allowance is made see that we are involved m the least possible expense. In Instances where it is deemed desirable there we should, in justice to ourselves, stop There may possibly be cases where going beyond this may be considered as good business judgment and, while we do not seriously object when occasionally little extra favors are shown the trade, when the best of reasons can be advanced, too great liberality must be guarded against, and you must realize that our margin. even at the best, is by no means wide Do not overlook the fact that we are send ing our monthly Rapid-Seller Booklets, and also Spatters to representatives of our dis tributers. In order to avoid waste m this conr.ecuon, and accomplish the most good, the lists of names should be kept accurately revised up to date. This entails upon you the necessity of advising us promptly when ever any change is made in representatives. Please see that this feature is not overlooked. to grant some concession, we being in no enough to admit of expensive concessions We are inclined to believe sometimes that way responsible, our local agent, if the case of this character. the importance of caring for same properly . is laid properly before him. from a co If a wish is expressed for a compli does not always occur to our representatives. operative standpoint should share the burden mentary package of some line, of which with us and may be willing to do so. There is certainly no harm in approaching him on the subject and appertaining how he feels about it. Do not make allowances unless you are absolutely obliged to do so. We cite an instance where we were re quested by one of our representatives to furnish a certain amount of paint "gratis/' same being to make good a loss owing to leakage. It developed that careless hand ling or. part of the transportation company was responsible. We advised our customer that we would make credit upon receipt of paid expense bill. It was not forthcoming because it had been u&d in filing claim against the railroad company, which claim was honored. Nevertheless, the customer insisted on our making the credit because it had been promised. Rather than cause a rupture, but naturally against our will, we allowed it. This will illustrate what care and discretion should be exercised in making promises. If this customer had been informed that his recourse was on the earners, this would have settled it as far as we were concerned. Should a customer in such a case refuse to take the matter in hand and endeavor to effect settlement, we are willing to do so from this end upon receipt of full particulars and paid expense bill indicating that goods reached destination m damaged condition. we are making a special feature, would not the feeling engendered for our product be just as favorable if, instead of agreeing to contribute one gallon, say of Varnotile, we made it a quart or not to exceed one half gallon ? We think so, This is not written in a complaining spirit, because we realize that you have our best interests at heart, but these little matters taken as a whole during the course of a year mean an item of considerable magnitude, and should be held down to the greatest possible extent We trust that you will endorse our views and do your best to keep such items of expense withm bounds. We trust that each and every one of our representatives will not fail to improve every opportunity that presents itself, to post up the salesmen of the various jobbing houses whom they are constantly meeting, in regard to our goods, making it a point to seeure their favorable consideration for our product and creating as good an Impression as possible. Endeavor to induce them to interest them selves in our lines, and Push the goods. Such work cannot fail to produce good re sults, and we urge upon our men the neces sity of following same up closely, seeing to it that these salesmen, whose friendliness Competition. Salesmen see and hear more of competi tion than those of us who stay at home, and Us vital touch is more impressive than its hearsay. In reporting it the salesman usually conveys by the tone of his letter the wish that it was not there. But competition has its good side, even for the salesman. He would not be half the man he is if he were not continually "up against" a foeman worthy of his steel. The competition reported makes his house generally strive the harder to produce better goods. Competition makes taut all the lines and improves all who feel its influence. By competition we mean strife over quality of wares, because we should take no notice of competition m price. When the day comes that Acme goods are not the best in the market, we will not cut prices but will im prove the goods. We would like to receive a sample letter on New Era Prepared Paint from each of our representatives, such as they would like to have us write to any prospective customer for New Era. We want your ideas and arguments on this important line of letter writing. Please write this letter as soon as possible, addressing same to an Imaginary customer, say John Smith (dealer) and send it in, to us. These letters will be published We are giving exceptional value for the and assistance would prove of material with comments by us in future issues of money in every line we manufacture, benefit, are provided with sample cards, Th o u g h t s helping our friends in every possible way advertising matter, etc. Please give this the attention It deserves. 0007-SWP-000128206 THOUGHTS Augusl 23, 1902 Following: is a copy of invitation to a Sr Louis, Mo , Ju l y 9,1903 smoker and lecture issued by the W, E. Little Paint Co., of Los Angeles, Cal. As a new feature in enterprising, up-todate paint advertising this certainly deserves a place at the top. Mr. Kelly was present Ac me Wh it e Le a d a n d Co l o r w o r k s , De t r o it Mic h Gentlemen --Have used your Granite Floor Paint far several years Plrast matt we sample card 0/ colors and let me know who is now handling li here. Ido not wan! to use any other brand if I can get it at the smoker, and delivered one of his re nowned orations on New Era. Dear Sir --The pleasure of your company and Ibat of >our employees is particularly requested at a here, as it is the best floor paint 1 have ever used. Yours, etc , Mr s . Wm Ne a v e . r4 N. Market St Smoker ' and * Lecture *' to be given by Prof. P M Nelson in the new building, No 624 South Broad way. on the evening of Saturday, July 26th, 1902,at 8pm sharp Mr Nelson has occupied the poslilon of Professor f SPECIAL COMPETITION 1 of Decorative Art at the Royal Polytechnlcun School ' of Technology, at Stockholm, Sweden.and Decnraiive Al t at the Pratt Institute of Brooklyn. N, Y. He will touch upon many up-to-date features con nected with painting and decorating, and there is peihaps no person In the country better qualified to On Sales of Architectural Line of New Bra Varnishes. give more valuable information on these subjects. We aTe satisfied this lecture will both entertain and interest you. and we trust you will make it a point to be present, together with those In yuur employ who would be interested Respectfully yours, ; w E. Lit t l e Pa in t Co mp an y ; P S If you are unable to come yourselves, send We offer three prizes for the repre sentatives selling the largest quantity of New Era Varnishes (architectural line) between August 18th, and November 29th* "Duplicaten orders from auxiliary representatives, your employees who do not receive credit for goods Wfcsi MiuuLtTowN. Pa .Ju n e to, 3902. Ac me Wh it e Le ad a n d Co l o r Wo r k s , De t r o it . Mic h Gentlemen --Please forward to me the very lowest figures on Carnage Paints, White Lead, Varnish (No. 1 Coach). etc. * 1 am a coach painter by trade 1 had the pleasure of using your paints on a coach for a customer a few days ago. and It gave the very best of satisfaction The gentleman bought the paint and asked me <0 test supplied jobbers or distributers, to whom their orders are turned in, will be counted the same as others* We shall publish in "Thoughts" twice a month thz names of the three representatives who stand highest on the list, but will not indicate the amount of the goods sold until the competition is closed. The follow its meats on his coach. U surpassed all prepared . carnage paints I ever used. I have been in the busi ing prizes will be offered: ness for 2} years Yours truly, Ja s T Ed w a r d s First Prize, Second Prize* Third Prize, - $20.00 - 10.00 - 5.00 Representatives will please not buy and send In competitors mixed paint for analysis without specific instructions frem the home office, or first ascertaining whether analysis is on file or the paint on hand being analyzed. 1 In other words, get specific instructions from us before you buy and send in any paint. ? The winner of the first prize will ft also be entitled to membership in the ft Acme Plug Hat Club, or may win f a second or third degree membership* ft Orders will be counted in accordance ft with date received by us, Members Acme Plug Hat Club* %6fttti!teececteet' Admitted Contest Mr Alf R Kelly. March 1. iqai Mich Seal Lead Mr A E Barron June 15. njot Neal's Alum En Mr 1 D Wilson Oct 1. 1901 ..W and I Paint Mr H L Wilson Novj. ioor Liquid Wood Fille, W C Neal. Dec 1,1901 New Era H G H. F Whitaker March 1.19c* Davies' V. S SA Hunter ...April 1. 1002 Granite Floor Paint H P Torrance June 1.190a N C. P and T. D H C Cater f Highest number . June 1,1902 . j of points for ( six months. F B Sangster . .July x, 1902.. Utility Varnishes SECOND DEGREE MEMBERS. Alf R Kelly ....... Sept 1,190* .Master PYrs' Col H L Wilson ... Feb. 1. 190* Household Paints 1 D Wilson .Maiyv r, 1902 t Neal's Enamels ( Neal's B-T Ens Our General Distributers* California. W E Little Pain: Co , Domestic Oil Co. Los Angeles San Diego Colorado W A Hover & Co , Denver Florida The S B Hubbard Co. Tampa Hardware Co Jacksonville Tampa Georgia Bush Hardware Co , Neal-Millard Co.. Columbus Savannah Illinois Geo E Watson Co , Colbum. Birks & Co., Chicago Peoria Indiana Indianapolis Hardware Co . Indianapolis Iowa Sickels. Preston & Nutting Co . Davenport J W Edeerlv & Co , Ottumwa Hormck, Hess & More, Sioux City W H Torbert. Dubuque Kansas A B Whiling Paint & Glass Co .Topeka Kentucky R. M McFarland Robinson Bros. Co , Louisiana L N Brunswig & Co., Maryland Carlin & Fulton. Massachusetts E & F King & Co , Minnesota C W. Hackett Hardware Co . Mississippi Lee Richardson 8c Co . Montana Ellis Paint Co . Henderson Louisville New Orleans Balliirore Boston St. Paul Vicksburg Butte New York Buffalo Glass Co.. Buffalo Burhans & Black Co , Syracuse Jno L. Thompson, Sons ft Co . Troy North Carolina Hart-Ward Hdwe Co , BunveP Se Dunn Co Raleigh Charlotte Ohio ' Loew Filter Sc Mfg. Co , r r > \ .. N. s I* N * Cleveland Cincinnati Columbus Co , Toledo Oklahoma Territory Alexander Drug Co OklahomaCity Oregon F E Beach St Co,, Portland Pennsylvania H. B Semple & Son _ Lugan-Gregg Hardwire Co Bard, Schlott & Co , Phelps-Straw & Co . Mo n er Bros . Easton Pittsburg Reading Wilkesbarre Bloomsburg South Carolina Murray Drug Co . Columbia Tennessee Fntts & Wiehl Chattanooga Van Vleet-Mansfield Drujj Co , Memphis Texas Greiner-Kelly Drug Co . Houston Drug Co , Sherman Houston Utah G F. Culmerdc Bro , Salt Lake City Virginia Barker-Jennings Hdwe Co , Lynchburg Washington Baum & Co,, Spokane West Virginia The Hubbard-Willtams Co . Charleston The Wil'iams & Davisson Co , Clarksburg W H. Chapman & Sons, Wheeling m' # + 0007-SWP-000128207 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS, DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, AUGUST 30, 1902. NO. 38 Furnishing Goods for Sanitariums, this character. sources from which we derive the largest Asylums, Etc, You are so thoroughly conversant with portion of our store trade business. There ate thousands upon thousands of gallons of varnish used for woodwork and floors of asylums every year, as well as an the desirability of "New Era"' Prepared Paints for outside purposes that there ts r.o need of dwelling on it. We know that sometimes these institutions are located quite a distance from the center of the town, and it involves some extra time immense amount of enamel. The latter We think the principal reason that we in order to make them. It may not be goods are becoming possible to give all more and more pop ular each year with this class of insti tutions. Many of VARNISH CHAT PLUG HAT SEPIES No. J--GENERAL REMARKS. these institutions that are in your ter ritory the proper attention, but we the larger institu tions have men who The Varniih Planl has been busy all summer, and we now have a targe quantity of dll kinds of Varnishes on hand, so that prompt shipments may be made on receipt of the many tthink that you can all select several do nothing else but orders we expect from our representatives We are splendidly equipped with a full line of and make a deter attend to the re varnishing and re painting of build ings, inside and out side. It seems to us that, with the character of goods which we have to excellent goods, and there is no reason why we should not do a very large volume of Varnish business, as the goods will certainly back up every claim we make for them. We feel fully assured that you will have Varnish orders waiting for you when you cover your territories a second time, due to the good Impression made by goods you have previously sulJ your trade We now have for you samples of various woods finished with our goods, gotten up m an attractive and tasty manner, which will aid you greatly in your arguments regarding the appearance of the goods afler application and proper handling Remember we are doing a great deal in the way of advertising these goods, and are willing lo co-opeuite with mined effort to see what can be accom plished by getting after them right. We wish that you would do so. One or two calls will not accomplish this re offer for this pur pose, we should sell more to this class of trade. Take Varnotile. for in stance. There is not a better floor finish on the market jobbers in placing the line The beginning of the fall campaign finds us in a most satisfactory condition to meet all legitimate competition and fully satisfy the most critical handlers and consumers of Varnishes. There is no com petitor to-day who i* in a position lo offer better value for the money than we are Our prices are right, and our manner of advertising with the trade should assist you greatly You .should nol hesitate a moment In saying that we have the finest all-around line of Varnishes on the market to-day We want you to devote a great deal of your energy in placing the line, for when Ihe goods are once placed, they will always be placed sult, Keep after them. Make up your mir.d that you will keep after the particular ones that you select for at least a year. Get in samples of your to-day. We doubt Remembei the watch-word, "Take Hold and Lift." We consider it up to goods and follow that there is one to equal it. This trade wants good goods and is willing to pay a fair price for the right article. It only remains to demonstrate what Varnotile can do to you to test our claims by pointing them out tu others Study the Varnish lists Mote carefully what each article is for Pick up all the points you can by conversing wuh competent practical men. and it will not be long before yuu will gam a very accurate knowledge of the Var- msh bus 1- ness Don't go into it in a half-hearted manner Don't he afraid to put n d maich our goods against any thing made. There are no better Var- mshes made to-day than the "New Era line" The possibilities for Varnish business areas great as for New Era PamI New Era Architectural Varnishes go hand-n-hand with New Era Paint, not only from the standpoint of where they are used, but in quality and ability to compare favorably with goods offered by the ` other fellow * them up. If you do this, and do it right, in our opinion you must succeed. New Varnish Agency Signs* get an opening that will result in busi ness. This also ap plies to our line of Architectural Var nishes. Our Neal's One line will help to sell the other, and you can push them together to the very best advantage Unless the gray and blue label of New Era Paint is supplemented by the green and gold of New Era Varnish there is something missing In the stock, that should be supplied without delay. We consider the new hthograped metal agency sign for varnish as very handsome and effec tive, and one that Enamels or Neal's Interior Enamels iMMPiWWttiid should aid you ma terially In securing are ar. ideal finish on business in these account of the ease with which they can be have had very little business from this class goods, and then aid the dealer In disposing cleaned, and the non-absorbent property ot of trade is due to the fact that our represen of same. Don't fail to carry it with you the finish. These are strong arguments, tatives have side-tracked same, devoting and make the best possible use of it m and have great weight with institutions of their entire time to the dealer and regular connection with your arguments. We want 0007-SWP-000128208 THOUGHTS August 30. T902 a big varnish business this fall, and we trust you will take advantage of everything that will secure this result. Post your distributer's and jobbers representatives on same, and ask them to give you as much assistance as possible. Two Questions. Are your distributers using the varnish envelopes and mailing slips we sent them"* Are there any of your distributers who are not using this advertising material? If so, induce them to do so. It is to their advant age as well as our own. Huntington, Ind.. June 13, 1902 Acme White Lead and Color Works. Gentlemen!--I regard your New Era Paint to be just what you claim, firs* class in every respect. We have sold twice as much prepared pamt up to date as last year, and receive glowing reports of its merits mosl every day and figure that each bill l sell will bring in two more Our painters here say it is fine. This is pretty good considering it is my first year with your line. Your advertising is fine. Yours respectfully. E. G, He w it t . Garrett, Ind , June 17, 102 Acme White Lead and Color Works. Gentlemen --We tried several different brands of prepared paint last year before deciding on which brand to handle, among them were some of the leading paint firm's goods. We finally decided your 14 New Era" was the best for the reason it has the weight, body, covering capacity and is always uniform in consistency, will take twice as much linseed oil as other brands., and cover on an average twenty-five per cent more surface. As we are contracting builders as well as retail dealers we thought your goods would be best suited to our requirements. Yours truly. We l l s & Al l ma n . Hudson. Mich., Aug. 5, 1902. Acme White Lead and Color Works. After spreading paint sold at a little less money than "New Era" every day for a month or so, and then coming back tc "New Era" it makes me feel that I must try again, as I have just finished a house with "New Era," one coat work, right beside two houses that I painted with another brand, using two coats, and the one coat looks better than the two coat work. The party is highly pleased to think that he bought of me The house on which two coats were used is painted every three years, and the one on which I used "New Era" had not been painted in seven years. I have just sold twenty more gallons of your paint, so send me three fives and five ones of Outside White. Yours respectfully, H. C. Wo l c o t t . Bremen, Ohio, July 18, 1902. Acme White Lead and Color Works. Gentlemen .--We have yours of the 16th inst. before us and have carefully noled its contents. Iu reply will say that we are pushing the New Era. We think it is the best mixed paint made It has always been our aim to give our customers the best thing for their money that we could get. We have handled several different kinds of paint m the last 20 years and we honestly think we have the best of all we ever handled. We have furnished pamt th'S spring for thirteen buildings, all used New Era but one, and that one used Sherwin-Williams We bought a little bill of Sherwin-Williams before your agent saw us and we have it nearly all closed out New Era is good enough for us. If there is any painters you can give us on New Era let us have them. We want to know all about it, as it will help us to talk it better. The first house we put New Era on was close to three or four that had been painted with Patton Sun Proof, and some other kinds. They were all white, in fact everything is painted white m this town, and that house was the whitest of all and only had two coats. Well for fear you will worry of this will stop wishing you success, we are, Yours truly, G. A. St a k e r & Co. The August competition is upon Master Painters' Colors* * . * . Members Acme Plug Hat Club. Mr Alf R Kelly. Mr A E Barron Mr 1 D Wilson Mr H L Wilson W C Neal H F. Whitaker . S A Hunter . H P. Torrance H C Cater Admitted Contest March 1.1901 .Mich Seal Lead June 15. 1901 .Neal's Alum En .Oct x. iq o j ,.W. and I Paint Nov 1. t q o x Liquid Wood Filler Dec. 1. 190X. New Era H. G March 1.1902 ...Davies'V S .April 1, igoa Gramle Floor Pamt June 1,190a N C. P.andT. D r Highest number June r, 1902 < of points for i six months. F B Sangster .July 1. igo . Utility Varnishes SECOND DEGREE MEMBERS. Alf R Kelly Sept. 1.1901. .Master P't'rs' Col H L Wilson......... Feb 1,1900 . ..Household Paints 1 D Wilson May,. r.. _1_9_0_,l N(eaNl'ws |E.snaBm_eTls EnSi Our General Distributers. California W E Little Paint Co . Domestic Oii Co Los Angeles Snn Diego Colorado W. A Hover & Co . Denver Florida The S D Hubbard Co Tampa Hardware Co Jacksonville Tampa Georgia Bush Hardware Co , Neal-Millard Co , Columbus Savannah Illinois Geo E Watson Co , Colburn. Birks & Co . Chicago Peor.a Indiana Indianapolis Hardware Co . Indianapolis Iowa Sickels. Preston & Nutting Co , Davenport J W Edgerly & Co . Ottumwa Hormck, Hess & More. Sioux City W H. Torbert, Dubuque Kansas A B WhitmgPaint&GlaisCo .Topeka Kentucky R M McFarland Robinson Bros. Co . Henderson I.ouuville Louisiana L N Brunswig & Co , New Orleans Maryland Carlin & Fulton. Baltimore Massachusetts E & F. King & Co , Boston Minnesota C. W Hncketi Hardware (*o . St Paul Mississippi Lee Richardson & Co . Vicksburg Montana Ellis Palm Co , Butte New York Buffalo Glass Co , Buffalo Buihans & Black Co , Syracuse Jno L Thompson. Sons 8z Co , Troy North Carolina Hart-Wari Hdwe^ Co , Burwel! & Dunn Co Raleigh Charlotte Ohio * % Co. Co . > "o, Norton Pamt & Hardware Co . Cleveland Cincinnati Columbus Toledo Oklahoma Territory Alexander Drug Co, Oklahoma City Oregon F E. Beach & Co., Portland Pennsylvania H. B Semple & Son Logan-Gregg Hardware Co Bard, Schlott & Co , Phelps-Straw & Co . Moyer Bros.. South Carolina Murray Drug Co., Easton Pittsburg Reading Wilkesbarre Bloomsburg Columbia Tennessee Fntts & Wiehl Chattanooga Van Vteet-Mwnsfiekl Drug Co , Memphis Texas Gretner-Kelly Drug Co . Houston Drug Co . Sherman Houston Utah G F. Cutmer 81 Bro.. Salt Lake City Virginia Barker-Jennings Hdwe Co . Lynchburg Washington Baum & Co,. Spokane Wesi Virginia The Hubfcard-Willlams Co , Charleston The Williams & Davisson Co , Clarksburg W H Chapman & Sons. Wheeling 0007-SWP-000128209 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. Devoted, to Matters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, SEPTEMBER 6, 1902. NO. 39 Sample Letters on New Era. not the opacity nor body necessary to put a good body New Era High-Grade we employ only the most skilled In our issue of August 23d. we asked for sample letters from our representatives such as they would like to have us write to any prospective customers for New Era. The of paint upon a surface, but used to the proper pro porltons, as In New Era, we have avery heavy bodied goods, weighing pounds per gallon with sufficient 2mc to prevent the lead frum chalking and sufficient lead to prevent the zmc from cracking giving a heavy and proficient workmen, among others one of the best chemists to be obtained, whose dulies are to carefully test every ingredient entering Into New Era, thereby eliminating every feature of guess work, and estab lishing as a fact that everything used is absolutely following letter is by Mr. R M. Billings. bodied paint. and as a natural consequence great pure and correct Mr Jo h n Smit h , Me mp h is . Te n n . Dear Sir.--Some few VARNISH CHAT Naturally we are anx ious to secure an agent In every town, and we loiow that should you days ago our representa tive Mr-------- .in calling upon you In our interest, called your attention to our New Era High-Grade Prepared Paint, a pro duct of our manufacture m which we feel a great pride Thinking perhaps he may have overlooked some of the good points of the high quality of the goods, we wish lo ask your indulgence In writ ing this In the manufiuture of New Era HighGrade. we are placing upon the market not only an cbwlutety Pl,rr Pa,u* but a perfect />urA pos sessing all the require ments of a paint for the purpose for whlclj It used, viz To protect, to beautify and to be dur able The base of the paint is strictly pure car bonate of lead and oxide of Zinc The thinning vehicle, strictly pure re fined linseed oil. turpen tine and the vary best quality of turpentine dryer, which Is the sole ingredients entering into the manufacture of New Era. except In colors, where the highest grade of coloring material iu b* obtained is used, there by making an absolute pure paint, which is .old os per enclosed guarantee, subject to chemical analysis. There may be, perhaps PLUG HAT SERIES No. 2--VARNOTILE. Varnotile is notan accident in ibevamish line, with a name upon the distinctiveness of which we rely to make it " go " it is a carefully thought out. tried and proven piece of good" that is particularly adapted for finishing floors that must be beautified and remain beautified-- and be walked upon No ordinary combination or manipulation of materials will produce a satisfactory article to fulfill these requirements No cheap piece of goods will do It Rosin will rub up white in short order. A hard, quick varnish that does not contain a good por tion of quicklv oxidizing linseed oil will prove anything but satisfactory Varnotile w:i not rub up white It imparts a hard, durable, tough fimsh best adapted to withstand the " hard knocks" to which it must be subjected it embodies the necessaiy working, dry ing and rubbing properties to satisfy the critical practical finisher, and every quality necessary to produce the beauty and durability essential in a successful finivh .f this characo r For residences, hospitals, public buildings, as well as fur such surfacesjs Iv.r tops, It is `he finish par e rc.ellmce The following are some of the reasons thru should cause your custo"an eye of favor ' ist. made 2d. h is IransparIt is a splendid preserva- mers to look upon 11 with SBM It is the best floor finish em. tough and elastic jd five and beautifier of lino- leum or oil cloth floorcov- ertngs 4th It will suc- cessfully restore old floors to a good weiring condi- non and their former pnstine beauty 11 h Varnotile Is put up only in sealed cans See your list fm prices and packages And here are some pointers pertaining to the proper use of Vamolile, and to pre vent the nbu*>e of a Var- notile finish floor 1st Be sure to buy thor- ougbly dried flooring, ]f It is not properly cured tracking will oc- cur. thus making a badly disfigured svir- face 2d Be sure your flooring has a nice, smooth surface before applying any- thing in the way of fin- ishes jd fie sure you use on open-grained woods a good paste filler, p refera b I y Davies' Color any. filler you may use to much your wood, so it will not show white in the grains of the wood Close grained woods do not require filler, two coots of Varnotile being sufficient, xth Be sure 10 allow youi filler to thoroughly harden, wipe off clean and apply two coats of Varnotile, taking care that Ihe first coat is hard before applvmg Hie sec- ond. ter. Rub Ihe first coot with curled hair or pumice stone and water, preferably the as a smoother and more even surface results The second coat may be left in I a 4t he gloss, or can be rubbed with pulverized pumice stone and water or oil If oil is used, wipe off all trace of it, as dirt and dust readily adhere to it 5th Be sure not to use shellac for floors, .is it is non-elastic and cracks and mars easily Neither should liquid wood filler be used, as ihe prices custom has established on this article will not admit of proper materials, suitable for the wear and lew floors are subjected to 6th Do not scrub a finished floor with soap and water, or any compound of a lye or ammonia nature Wipe off with a damp cloth or sponge and clean water For sweeping a finished floor, a hair broom will be fvuiij the most suitable and convenient After floors have been properly finished with Varnotile and require freshening up. a mixture of equal parts of raw linseed oil and turpentine may be used to good advantage. Rub thoroughly and dry well We should like our repre sentatives to get right hack of this article Get m sample orders and the goods will make fast mends of dealer and consumer alike accept the agency you will never have cause to regret, because every time you sell a gallon of New Era, you have a standing advertisement for your paints We fur nish all our agents with an attractive up-to-date line of advertising, and have a system of letter writing which we will gladly tell you more about upon your request If you don't want more, try anyhow a house pattern io satisfy your self. Trusting to hear from youatanenrly date, we beg to remain, Yours very sincerely The following let ter is submitted by Mr. W, J. Selvage. Jo h n Br o w n & Co , Sw if t , !n d . Gentlemen --I hope to have the pleasure of call ing upon you about Sep tember 10th, at which time I shaU present to you a few facts on our high grade pure paints. As an introduction 1 wilt state that New Era HighGrade Paints are what the name implies, and they are so distinctly of tlie high grade that com ment and criticism alike fol low them by our manu facturing opponents. We regard this special other pure goods qn the feature one of our high market, but New1 Era, est recommendations for besides being absolutely our line In fact the pure, is mixed to the criticisms have pointed exact proportions to give you the essential qualities, covering capacity, or as before stated a perfect our line out so prominently that we are receiving durability and beauly As you no doubt know any paint in every detail, which, were we getting twice inquiry by almost every mail for our high grade strictly pure white lead, linseed oil paint chalks in a the price asked, we could not Improve upon products. In comparing oui piuducl with the high very short time, while oxide of zinc when used too Besides the fact that we use only the most powerful grade goods of other manufacturers, you will easily extensively has a tendency to crack or peel and has and most modem machinery In the manufacture of distinguish our qualities Quality as well as quantity 0007-SWP THOUGHTS September 6. io c o enter into our goods, uni when you can purchase a I much so in regard to extended spring dating, \ Sam Got Them. weii rounded gallon of the best paint imde^/or the price of inferior goods with short measure.'' we think as no doubt you d>,"tbat the matter is worthy of your first consideration Your trade wi'l appreciate our high gradeoutput and you can get the best price on I . ' j and with each order senl to us through our distributers a proper explanation should be made as to the reason for giving those datings. f 1 Sam Newell wrote us the other day follows. * Pl?ase &end at once, ie Moyer Bros, Bltiomsburg, Pa . fine aoren books of color as the market, because ihey receive the best the market [ August Competition. flaies Mr Gunter. Moyer Bros salesman, whom I am traveling with, says we vil! ne<*i affords, and the best is invariably the least expensive ihem before you can get them to us. and it Our lines of oil colors, dry colors, wood filers, var nishes jnd in fact all goods of our manufacture are of looks very much that way, as v.eare in a good territory for placing agencies I made four 10-day '* the highest possible degree of purity possible for any manufacturers to make l trust you will give this matter the consideration that these lines are worthy When a representative is making New Era i agents at the rate of four a day, we are net of The distinctive features of "true to color lines *' i inclined to be stingy about books of color will point us out to you as the proper people to connect plates. We congratulate Sam on being m a with in your business I shall be pleased to have the pleasure of proving cldims made when I call upon you Thanking you In advance for your esteemed district where New Era is so thoroughly appreciated. ____ ___ favors, and trusting that you will considei us your Irlends for building up a trade that will increase from New Era Varnish Competition* day 10 day, and one that will stay with you, 1 am, Respectfully youis, 1 I.i accordance with promise embodied in The foregoing letters are published for your [ notice of this competition appealing in our comments and criticism, and we again re 1 issue of August 16th, we print below the quest that each of our representatives send | WILLIAM P WlGf.lHs | names of the three representatives who at us a sample letter embodying the arguments j Mr. William P. Wiggins, chief executive present stand the highest that he believes to be the most effective. | of the department of Oklahoma and Indian Mr. A. R ECelly, Mr. Selvage has not confined himself strictly 1 Territory, in the western division of the Mr James Dougall, to New Era, and his communication is | department of representatives of the Acme Mr II. L. Wilson. written from the standpoint of what he him , White Lead and Color Works, and holding . The difference in the amounts of New Era self would write to a prospective customer. I the office of supreme relater of hot-air Varnish sold, however, Is not so great but It is, of course, impossible to get all the j anecdotes m T1-K1 Club No. lr has won his what every one of our representatives stand points pertaining to New Era in any single | spurs (or rather plug hat) by forcing the | a good show, and we shall continue to publish communication unless we make it so long as members of the Acme Plug Hat Club to I twice a month, names of the three that stand to tire the reader, but what we would like is 1 recognise him as a most desirable acquisi the highest in the competition. There is the combination of the most effective points tion. He did this by concentrating efforts ample time between now and November 29, in a letter of the ordinary length, that would on the line of Master Painters' Oil Colors, | for you to make an effort that will land you be read with interest by the recipient. result of which was that he received more ! on the top of the list, or so near It that you pouits to his credit than any of our other I will be able to win one of the three prizes Now is the Time. representatives offered, as well as first, second, or third ` ] The above illustration is a mighty poor representation ol what * Willie '* really looks 1 degree membership in the plug hat club. | like. One of his dearest lady friends wrote I us not many months ago, that she wished, if September Competition. 1 we had anything to say about "Willie," we would refrain from using the ova) out that appears with this article. "Willie" really 1 has no mustache, and its absence makes him j appear much younger and handsomer, As the lady friend never sent us a photograph from which to make another cut, we are forced to use the old one, and we are sadly This is the particular period at which you apprehensive that we may have to utilize it should concentrate to the greatest possible for his final appearance In print. extent your efforts on pushing sales of Neal's Plug hats do not agree with the climate of Florentine Enamel. The goods are in the Oklahoma, and stray bullets have a tendency | September competition is on Wagon and greatest demand at the time when stoves are , to bore holes in them, with the result that if Implement Paint. It affords an excellent put up, and consumers are getting into proper they aie displayed too frequently there is dan opportunity for effec'ive work on the part of shape everything that pertains to the heating ger of them being too thoroughly ventilated. our representatives. There has been an apparatus of their homes. Take advantage of the opportunity and let us see sales of this line boom. Datings. We hope to have "WUhe" with us at Convention time and that he and his hat will be minus perforations. Above remarks are offered merely in a cautionary sense. We don't know whether we should extend hearty apparently increasing demand for this line m the past seasons, and we believe that it will not be difficult to place the goods with many new customers by a little extra effort on the part of our representatives. Our In our last monthly letter we made refer congratulations, or not, in view of the risk goods and prices are right, and we feel that ence to the giving of datings to desirable he will run. but we sincerely hope that he the situation is ripe in every way for you all irade, where it was necessary to do so to put will pul! through safely The number of to put your shoulder to the wheel and give in a stock order. Considerable judgment points made by Mr. Wiggins was 13, a this line a good lift towards the front row of should be used m this particular, but very number which in itself brings sad forebodings. our specialties. 0007-SWP-000128211 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. III. DETROIT, MICHIGAN, SEPTEMBER 13, 1902. NO. 40 Hardware and Mixed Paints* floor space and shelving to devote a portion numerous brands on the market which are Mixed paints m the hardware store is a to a stock of paints, while merchants can not worth applying, and a considerable part text on which the hardware papers of the secure paint orders without consuming much of the expense in painting a building consists country are preaching a variety of sermons of their time, as customers are thoroughly in the labor. It is, therefore, particularly at present, but all pitched in the same key, interested when buying hardware for a house desirable to use paint of a good quality, and and advocating the judicious handling of and will also order the paint necessary for dealers contemplating adding a line of paint paints by the hard to their stock are ware dealer. While a considerable pro VARNISH CHAT advised to be sure they are getting a portion of the retail PLUO HAT SERIES reputable brand hardware trade now No. 3--INTEROLITE. under the manufac handle mixed paints with satisfactory re sults, yet in some Interohte, our Inferior finish. Is an article that you should keep right in front of you or rather In front of your trade, It is one of the best `Makers" of our seven Ti-Ki Varnish Specialties. Excuses are not In order for this piece of goods, and 11 only requires a thor turer's label, so that in case they should have trouble with sections of the ough. practical test by a first-class finisher to make him as enthusiastic as we are. customers they will country the paint trade is almost en tirely in the hands of the druggists, in other localities hard ware merchants con trol it, and in not a few towns it is divi ded between these Here are some of the things about Interoltta that we are proud of ist. It does not darken or discolor wood, but enhances and preserves Its beauty. aJ It Coes not mar or scratch with ordinary use, since Its surface is tough and elastic, not brittle like other interior finishes. 3d. That It needs renewing less often than any other finish. 4th. It is proof against ordinary changes of temperature 5th. The "hard and perfectly smooth surface permits no adhesion of dust or germs 6th Its resist- a nee to water gives it the sanitary advantage of being quickly and thor- [WTIWOUTS 1 oughiy cleansed. 7th. 1t has a lustrous and per- tranent gloss, which be reimbursed by the manufacturer for any expense they are put to for damages. Any reliable paint manu facturer will guaran tee his first quality of mixed paints, and a guarantee of this two classes of mer chants wnh little profit to either. Lum ber dealers also fre quently carry painls, often including them wnh builders' hard ware in their stocks. can not be surpassed, work on Intenor decoratimsh is desired For soap and hot water, stantly working devasoasings and inside stanlly exposed to the from frosted window Hirers of mantels, bar fix- pNI Interohte Is for general tions where an ideal bath rooms where steam, etc . are contation. For window blinds, which are conravages of moisture panes For manufac tures and tops n Is un kind to the Inexperi enced dealer puts him in the position of taking no chances. --Paint, Oil and Drug Review. The Objects and But the hardware excelled. as it imparts a finish that may be nibbed or polished, which for dura Methods of Doing store seems obvious ly the place in which paints would natur ally be expected by those who purchase paint as well as hard ware. bility, toughness, etc , has no equal. For an extraordinary high-class finish use In- terolite. Interohte tan be bought only in sealed cans. See your Varnish List. D1 - r e c - ham fo*-use For general work on interior work, where an Ideal finish is desir- ed. to with- stand most extreme usage On woods of open gram, such as oak. ash, walnut, mahog any. chestnut, butternut, eit , fust apply a cot of mineral paste filler (preferably Davies' Paste Filler) and ruh it well off Then apply a coat of Interohte. allowing 48 hours lo dry. Rub down with fine sandpaper, curled hair or moss, and follow with one or more coals as the nature 0/ (he woi k may require, allowing 48 hours between coals. If a dead, flat Auxiliary Work for Distributers. We don't wish the impression to prevail among those of our representatives who are doing auxiliary A prominent paint manufacturing com pany which disposes largely of its product to the wholesale and surface Is desired, allow three or four days for the last coat to harden, then rob down with fine pumice stone and water, if a glossy finish is desired use oil instead of water. If the work is to be pol ished, each coat of varnish must be freed from specks and brush marks by rubbing work In the territories of our various dis tributers that their chief duty is to " take orders." They are retail hardware trade 9 * there to establish, remarks that it knows of no related line immm business. The taking of orders from estab which should interest lished trade is by far hardware dealers as much as mixed paints, the building if it is so readily available and the least important part of their duty. The as they can be handled with practically no can be included in one bill. representatives of our distributers are in increase in expenses. The point is made Dealers are cautioned to use judgment in position to care for established business. that few hardware stores have not enough selecting a line of mixed paints, as there are What they want of you is 1o assist them 0007-SWP-000128212 THOUGHTS September r3, 1902 in establishing new business. You are ex pected to know considerably more about the patnt proposition than they are, and in the capacity of a special man for this class of We want an agent in your town We have picked you out because of your reputation for being the most up-to-date and hustling business man In your town We offer you Ihe exclusive sale In your town, and besides furnishing a liberal supply of the most atirac- work, can spend more time in developing business in this direction than they, with the manifold lines they handle, are able to do We have never as yet found a representative live adveruslng mailer, we have a system of letter writing that will reach every properly owner m your county, besides (his our representative has instruc tions to do everything in his power to help the sale of New Era, every' time he visits your town. of a distributing house who did not welcome We hope you will t5ke this matter under your care our representative as an assistant to help him build business, nor have we found one of these representatives who was not willing to help him in every possible manner to attain ful consideration and will decide to accept the agency of our goods Yours sincerely. Following is Mr. Hart's idea of letter the house should write a prospective New Era customer the object tba: he is sent there for. You are Gentlemen --We take the liberty of calling your supposed to keep in touch with your distribu attention to our New Era High-Grade Paint, and a ters' representatives and arrange matters so few reasons why we believe it would be toyour advan that when an "opportunity'' o c c u t s for developing a customer, and a regular repre sentative is unable to spare the time, or tage to handle it In the first place it is strictly firstclass, and we believe first-class goods in any and all lines to be the most desirable, for both the consumer and the dealer This can be shown to be emphatically thinks he needs the assistance of a special true of paint, viewed from any and ail standpoints man, you can help him out. This does not necessarily mean that you should be con tinually jumping hither and thither at the What we mean by first-class is a paint composed of the best materials known, and recognized as such by practical men the world over These materials we do not claim as a wonderful discovery of our own, or a beck and call of these representatives, but rather arrange your work so as to assist them m a methodical and systematic manner. Any of our men who may bs engaged chiefly profound secret, but simply carbonate of lead and oxide of zinc n proper proportion for the base, com bined with linseed 01! for the thinning vehicle with the addition of just sufficient turpentine japan dryer to facilitate the flowing of the paint, and hardening upon m taking orders from established trade, and a surface Nothing aside from the materials men paying comparatively little attention to the development of new business m the territory is wasting the greater part of h>s t'me. tioned above are used by us, excepting such cotuts as are necessary to produce (he various shades That is why we are gsad to have the contents of our paint known, and a copy of 1 lie same appear on every gallon can In the second place the paint is put up In attr&c* Suggestions From Representatives Regard tive, convenient sbape and Is sold to the trade at a ing New Era Letters to the Trade. We are receiving quite a number of valuable suggestions in this connection, and our representatives will note that no two of price commensurate with the cost of the materials from which It is made, and at the same time, at a price that will permit its sale by you to the consumer at a fair, reasonable margin of profit, while the consumer is served much more economically than were he to buy the letters are exactly alike, that is, while they agree on the main points, when each letter is analyzed you will find several lead and oil and have it mixed by the pair.ter, or any of the low priced mixtures. We do not claim to make a paint that in and of itself will overcome all abuses or improper handling, points brought out alone in that particular hut we do claim 10 make as perfect a paint as can be suggestion. Following ts Mr. F. R. Dougall's idea of letter the house should write a prospective produced by any man or set of men, for beauty of finish, protection and durability Our system of advertising >s such as to greatly assist you in building up a first-class trade upon a New Era customer. first class article, and If given an opportunity, we Mr John Smith. Philadelphia, Pa Dear Sir --Our Mr F R Dougall requested us to send you matter pertaining to our New Era HighGrade Paint In connection with same, we wish to say a few words In regard to the quality of our think we can easily convince you that our claims arc substantially correct, and that youi best interests will be served by joining with us and the fine array of dis tributers we already have on New Era paint Can we have the opportunity " Yours very truly, product A few years ago we arrived at the con- j elusion that there was nothing to be gamed by follow* 1 Sim Sttl! Szems to Be In It. mg in ihe footsteps of others and placing on the | Following communication from S. W. market a mixed or prepared paint of no particular merit, hut we sutw a future for the manufacturer who ! \ Newell indicates that Sam is going right would make the very best prepared paint possible and . along and keeping on sawing wood in the we determined to be that concern The outcome of 1 way of placing New Era agencies* this decision is our New Era High-Grade Prepared ' We have business going in the New Era paint line Paint, and to sav we are proud of results k placing I have placed is agencies this week so far and expect II very mildly \VV are offering you a prepared paint, ' lo land some more to-morrow [ have Mr Gunter, absolutely pure, of the best consistency, that will Moyers buyer, with me. and he gave me ihis order cover more surface, look better, last longer and give to keep from running out until he goes home on more general satisfaction than any other paint ever Saturday night offered As compared wi'h the general run of mixed ' I win send duplicate orders as soon a> I get time to paint we are actually Riving you golJ dollars fjv make them out ninety cents We enclose booklet *' When Yuui f Imy b also leceiveJ the fiisi u dcr /or New Era Var House is I'arued." \vh:Ji covers fully the ments of nish from them and will try and increase ihe tine ns /tut paint , fast as possib e S W N. Mr. Hart's Explanation. Grand Rapids, Mich , Sbpt. 4, 1902. Dear S.r - I wish to anlicipate a little the discussion that may come up at Ihe next meeting of Ti-Ki Club, should the substitute subject, instead of the subject first decided upon, be before us. which, by the way, as given by our secretary in report o: last meet ing was not quite what II intended it to be. My idea in suggesting the subject was based upon my belief that, in the manufac turing line we are often inclined to meet the buyer's views as to price, and then make goods to fit, and I am not sure but such a course is sometimes necessary, and it was for the purpose of bringing up discussion upon that point that the subject was sug gested, so that instead of the resolutions reading " Resolved^ Thai we continue our present policy of recommending and pushing only high-grade goods," the resolution to read "Resolved, That we recommend and push the sale of high-grade goods only," m all lines of our manufacture, would place the subject in better shape for discussion. I can give a little illustration of the point that might apply to the affirmative side. For some time past I have had the pleasure of selling Harrison Wagon Company, of this city, and it has ever been my aim to induce them to use first quality goods for all of their work. I have often been met with the remark, from the buyer, 14 Hart, we have you beaten out of sight upon this or that line of goods," and have as ofeen tried to impress upon them the necessity of looking closely to the quality of the goods offered. The last two lines that were brought to my attention were vermilion and ultramarine blue. The buyer was quite sure that he could obtain goods in each case of equal excellence at a much less price than ours, and showed me tests made. Upon my visit to them to-day. 1 was taken out and shown the result of the application of cheap goods, and was pleased to notice that while our goods were standing out, and holding color nicely, the "cheap" goods were gone out of sight. 1 had the privilege of "roasting'1 the buyer a little, who in reply said, "Shjt up, we've got enough of them, send us a cask each of green, vermilion, etc , such as we have had from you heretofore." Yet there are two distinctive sides to the question when placed before us as originally suggested, and it is discussion upon the two sides that 1 believe will be profitable to the club. Yours very truly, S K. Ha r t f Would not Hus be a belter way, Mr Hart, 10 stale the topic for debate, /fc-aoleetl That 11 would be a mis take to devtue in any manner from our presen t po'icy of filing tu st quality g>ods. and nothing- e)>e --Ed J 0007-SWP-000128213 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. IV.DETROIT, MICHIGAN, SEPTEMBER 20, 1902.______________ NO. 1 Neal's Carriage Paints. upon the dealer, first perplexity, then doubt, We want you to push New Era, first with (The Old 0m*1). and finally he takes a chance at the low the store trade, because, naturally, in its The first thought that is apt to occur to figures offered. You know as well as we do, wake follow our specialties, but there are our representatives on reading the above he doesn't get as good value for his money, many dealers to whom we cannot sell New heading can perhaps be expressed as follows: and that his trade is not so well satisfied, Era, and with these we must concentrate * N. C. P. is all right. What is the use 0/ but if you keep this information to yourself upon specialties, and in our line of Rapid- saying anything Sellers, Neal's Car about that?" N. C. P. is all right, but we hope that VARNISH CHAT P1.UG HAT SEMES riage Paint takes the toad every time. Don't let the " other what we say about No. 4-EXTEROUTE. fellows" catch you the N. C. P. situa tion will remain To make a piece of goods that will successfully withstand outside exposure is one of (he things dial tests Uie skill of the varnish makers. Tills country of ours lias a variety of cli napping on the car riage paint proposi fixed in your minds and crystallize in re newed efforts to maintain the popu larity and increase mates. for, as Mr. Kelly expresses it. "coming as [ do from the sun kissed shores and golden sands of the Pacific, from the land of sunshine, fruit and flowers, and meeting rep resentatives from the storm tossed coast of the Atlantic, from the balmy, silver waters of the Gulf, to the snow capped mountains of our Northern neighbor, I can not bul be im pressed by the marvellous, wonderful work and spirit of commerce, annihilating as it does all sections, all areas, at! climes, all distances. Illustrating so truly the motto ofour tion. Make this just as live an issue as it was years ago, and remember that we are supplying half of the sale of our old time friend. The chances are that there are too many of us who think that Neal's Carriage Paint has arrived at an age when it can take care of itself. This is not true. The possibilities for the growth and develop ment of business in this line are greater than most of us realize, and it cannot thrive on past history alone. There are so many (we were going to say hun dred) brands of car nage paint now on the market, and so many representa dearly beloved country--1 E pluribus unura,1" means all kinds of weather about every ' dav in th 'year. Exiero- Hie is adapted -not only to stand up '* against di ms tic conditions in this country, bat will wilh- stand the brunt of any kind of weather, at any time, >,.,,! ,HJ,it! and anywhere. Lei it be understood that our varhave arrived a* a right ^ ?4 nishes do not vary. We standard for everyone of them after long and costly pursuit of excel- lence for its particular place tn the set. That standard is absolute, We make mistakes. We are not above making mistakes or correcting them, but we let no vnrmsh go out, that is not up to its standard, We want you 10 call the attention of the trade to our Exterohte, a better varnish than which cannot be made for outside use. The points are 1st.--It is made expressly for durability. 2nd -- It dries hard m from it> to 12 hours, jrd.--It will stand the greatest exposure 4th--For durability, It cannot be excelled. 5th --It will make a dead or brilliant finish. 6th --It is the best finish for out- side doors 7th --It 13 the best finish for store fronts, 8th.--It is the best finish for all pur- poses, where gteat durability is required Exterohte can be bought only in sealed cars. For prices and packages, read your varnish list. Directionsfor use For exterior expo- sure on store fronts, \estibules. front doors, verandas and for all requirements where a pale, tough and elastic finish is desired, lls durability and free working qualities are its successful merits To finish store fionts and outside doors, and all exterior work, apply two or three coats of Ex- terohte.as the nature of the work may require, over properly filled surface, which may be obtained by using a good mineral filler (preferably Davies' Paste Wood Filler). Wipe off clean and apply Exterohte as direcled Rub between coats with fine sandpaper, curled hair or moss, allowing plenty of time be the demand that exists for a good car nage paint and it k the half that we haven't got that we want to get, and we want to get it as quickly as possible. You can't do it by keeping still about the best proposition in the carnage paint line that can be offered to the trade or consumer--Neal's Carriage Paint, the Old Original. Keep your thinking cap on pertaining to these goods. Pul your shoulder to the wheel, and keep the line moving. Don't go back on an old friend. tives presenting tween coats for drying If a dead finish is desired, the last them as equal to the old original, and so many houses urging their representatives coat should be lightly rubbed with pumice stone and oil. after it has become thoroughly hard. A gloss finish is considered the most desirable. A Good "Word For Spatters. I have called on W. T. S. Bartlett, of to get the goods in Lowell, Mass., for even at lower prices three years and have than we offer, that it behooves us to watch 1j it does not help the dealer to realize his not been able to interest him, but when [ the situation closely, and renew our efforts mistake any the sooner, nor does it prevent called this week he gave me a very nice re in behalf of our own line. This constant 1I hire from being affected by the arguments ception. Hts fust words were "How is nagging by the "o:ber fellows" produces j offered in favor of cheaper lines. Spat t er s ." He wanted to know all about 0007-SWP-000128214 THOUGHTS September 20, 190: how our factory was run, and I told him. Willie Wiggins' Acknowledgment. He was very much interested. He thinks Below you will note Willie's graceful Spat t er s a good thing ar.d hopes he will acknowledgment of the honor of becoming always get a copy as soon as they are out. a member of the Plug Hat Club. We He informed me that he used a few cf our j assume that the T1-K1 member on whose sayings in Sc at t er s , m his own advertise fishing prowess he casts a reflection, will ments m the looal papers. , deem him ' envious." We are glad that It helped me in this case and 1 started him ' Willie mentioned the subject as he has on New Era High-Grade Paint. J opened the way for a few remarks in this H. G. C. connection that will appear in next issue of Tt'Kt Tid in g s . Dubuque, Iowa. Sept 6, 1902. Nonce received ihat I have obtained membership irf Mr. D. E. Pepper, traveling salesman for the Plug Hat Club, also copy of THOUGHTS. I lake V/. H. Torbert, Dubuque, Iowa, recently had my " Hatoff to the Editor, and will say I don't see you ship 14 gallons New Eia to his mother | where 1 around come in as "hot-air slinger" when he Is l will brave The consequences and wear the at Aurora, Mo., to paint her house. He " plug " if a certain member will wear some of the fish read the following letter in my presence scales he bought at Avery s when the Ti-Kts were to-day " The pamt came all O. K. The fishing this summer He need only wear fifty cents house is painted and looks lovely. The s wo; iti. I guess there is no need to mention names to those who were there, and the nerve of the man, five painter said it was the best paint ever spread tor fifty cents. This beats fishing all day. Nothing on a home in Aurora, and if he had used \ like stealing off and buying them If be wears the white lead and oil. or any other brand he scales l will wear the plug. W. P W would have had to put on three coats We used only two coats and have 4 gallons left." H. H H. New Era Varnish Contest. Following are the names of the three A Handsome and Attractive Float. 1 representatives who stood highest in. above contest up to September 16th: We quote below notice appearing in local paper of Bleomsburg, Pa., and it refers to an example of enterprising work upon the | part of an agent, that cannot b* to highly 1 commended 1 "There were many beautiful floats m line during the Centennial c iv ic parade on Thursday last, but | <fc none were more striking In appearance or attracted * more sitenlion than that of tlie Acme White Lead and Color Works, of Detroit. Mich , advertising their New Era High-Grade Paint. Neal's Carilage Pahu, Davies' Varnish Stair and other specialties The fluat was constructed by Moyer Bros , iheir wholesale t agents in ibis section, and was m charge of Mr S W. 1 Newell, the manufacturers* representative, who was here in there interests during the Centennial The float was noi only very handsome, but was thoroughly in keeping with the high grade of goods manufac- ( :ured by the Acme people " Mr. A R. Kelly. Mr. A D. Hoagg, Mr. James Dougall. The Acme House of Repre sentatives wifi be in session this year during the week of December J5 to 20, Inclusive. ? W vk * * That Stock of Odds and Ends. Or W On September 4th, we sent you bulletin No 119, asking that a special effort be made to dispose of a miscellaneous stock of odds Members Acme Plug Hat Club. and ends We are disappointed al lack of . Admitted Conies: orders for these goods up to date, and believe Mr Alf R Kelly . March r. 1901. Mich Seal Lead that our representatives have not given the , Mr A E Barron . June 15. i9oi..NeaI'sAlam En matter the consideration we asked for. j Mr I D Wilson .. On r, n>m ..W and I Paint j Mr H L Wilson Nov 1. ioor .Liquid Wood Filler We know that stock can be moved quickly W C Ned Dec t. t q o t New Era H G if you will "Take Hold and Lift." and H F Whitaker . March 1.190a. . Davies'V S earnestly urge you to do so without further j S A Hunter ...April 1, ipo* Granite Floor Paint delay. H P Torrance j June 1, 190a N C. P and T. D r Highest number H C Cu-.er .........June j, 190*.. < of points for ( six months Letter on New Era For Publication in b B Sangster ..July 1,1503 . Utility Varnishes "Thoughts." W P Wiggins . Sept r, tc>o* . Master P't'rs' Col I'll have one for you as soon as I can get to it. E. R. H. [It has not come so far. hut we are looking for a good one --Ed } SECOND DEGREE MEMBERS. Alf R Kelly Sept 1. xyoi Master P't'rs'Col H L Wilson . . .Feb. 1,1902 Household Paints TMson............ May], iqoz j K iTInS Our General Distributers. California W E Little Paint Co , Domestic Oil Co. Los Angeles Son Diego Colorado W. A Hover & Co.. Florida The S ft Hubbard Cn Tampa Hardware Co Jacksonville Tampa Georgia Bush Hardware Co , Neal-Millard Co , Columbus Savannah Illinois Geo. E. Watson Co , Colburn, Birks & Co . Chicago Peona Indiana Indianapolis Hardware Co.. Indianapolis Iowa Sickels, Preston St Nutting Co , Davenport J W Edgerly&Co, Ottumwa Hortuck, Hess 8c More. Sioux City W H. Torbert, Dubuque Kansan A B Whiting Paint 8t Glass Co , Topeka Kentucky R M McFarland Robinson Bros. Co , Henderson Louisville Louisiana L N. Brunswig & Co , New Orleans Maryland Carlin & Fulton, . Baltirrore Massachusetts E & F King & Co , Minnesota Boston C W. Hnckett Hardware Co , St. Paul Mississippi Lee Richardson 8t Co., Vicksburg Montana Ellis Paint Co . Butte New York Buffalo Glass Co.. Buffalo Burlians & Black Co . Syracuse Jno. L. Thompson, Sons &. Co , Troy North Carolina Hart-Ward Hdwe Co , Riirweii & Dunn Co Raleigh Charlotte Ohio Loew Filter & Mfg Co , Cleveland Alfred-Vogeler Drug Co., Cincinnati Smith Bros Hdwe Co . Columbus Notion Paint & Hardware Co . Toledo Oklahoma Territory Alexander Drug Co . Oklalioma City Oregon. F E Beach & Co., Portend Pennsylvania H. B Semple & Son Joigan-Gregg Hardware Co Bard. Schlott & Co . Phelps-Straw & Co , Moyer Bros . Easton Pittsburg Reading Wilkesbane Blooms burg Souih Carolina Murray Drug Cu . Columbia Tennessee Fntts & Wieht Chattanooga Van VTeet-Mansfield Drug Co , Memphis Texas Gremer-Kelly Drug Co . Houston Drug Cu . Sherman Houston Utah G F Culmer & Bro , Salt Lake City Virginia Barker-Jenmngs Hdwe Co , Lynchburg Washington Uaum & Co,, Spokane Wesi Virginia The Hubbarj-Williatns Co . Charleston The Williams & Davisson Co , Clarksburg W H Chapman & Sons, Wheeling 0007-SWP-000128215 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. IV. DETROIT, MICHIGAN, SEPTEMBER 27, 1902. No. 2 Remember Those Miscellaneous Goods. This stock of odds and ends is not dis appearing as rapidly as we expee'ed. Per haps you do not know what sizes of cans to offer. Here they are: Bristol Enamel--% pints. Bristol Family Paint--lA pints. Bristol Varnish Stain--% pints. Wayne Enamel--% pints Handy Family Paint--14 pints. Neal's 'Cycle Enamel--|4 pints. Alpha Gold Paint is packed in boxes with the gold bronze and liquid separate so that consumers can mix them ihemselves. Slock of Black. White, Egyptian Green and Bright Red, Handy Family Paint, is all gone. Please send us some more orders. Just Ponder On This, 101 E. Wallace St , Joliet, 111. Gentlemen --Please advise me if you have an agent in Joliet for your Grani'-e Floor Paint. 1 have inquired for it in vain at several stores, and l do not want a substi tute if your paint is to be had. The Boston Store, which formerly carried your goods now sell " The Perfection," a paint which is anything but what the name implies, as I have learned to my great disappointment. I want a gallon of the Granite Paint, onehalf Golden Yellow, one half of a darker shade. If 1 can not get it here, please send me a cobr card and advise me what it will cost delivered from your factory. (Miss) A. L. O'Br ien . The captain of one of cur lake vessels, who has used Neptuhte, writes us as follows: " The Spar Varnish made an excellent finish." We knew that it would. It is a piece of goods that Is built to give satisfac tion under severe exposure. We trust our representatives will bear this carefully in mind whenever the opportunity presents itself to place goods of this character. An Every Day Affair. Prairievilie, Mich., Sept. 19, 1902. Gentlemen.--We have two large houses in view--are quite sure of the iobs for New Era. It is gainingfriends against all the rest. Ca ir n s & Br o w n . C, F. Pulfer's Second. C V P17LFER There was & father hail two sons. And these two sons were brothers, Richard was the name of one And we haven't learned the other We haven't learned the other for the reason that the event happened so recently that there hasn't been time to select a name for number two The sto'k brought a bouncing boy to the home cf Mr. and Mrs. C. F. Pulfer on Sunday last, the 2lst, and we are sure that our boys will ail jom wuh us m offering hearly congratulations. This is Something You Didn't Know. The following is clipped from the Detroit Journal of September 24th. Our boys will wonder why we did not give them the inside track of any up-to-date newspaper when it concerns a move such as we have just made in arranging to make our own cans. We were reserving this as a surprise, but you know how difficult it is to keep a secret of this kind, and since the newspaper has found us out we will give you its version. THE DETROIT JOURNAL September 24, 1902. FREE FROM TRUST Acme Folk To Make Their Own Cans* Plant of 3,000,000 Can Capacity Installed. At the Acme White Lead and Color Works yester day the first turn of machinery was made in ihe can factory that has been erected on the site of its plant The can factory hAS a capnrliy of 3.000.000 cans per year, and occupies a one-story building. 40X150 feet In dimensions, and wl'.l emp'oy at first a force of about 25 men It is equipped with all up-io-date labor saving devices In the way of machinery and will be run by electric power. This departure of the Acme Works brings up an Interesting situation with regard to Ihe can trust, which was organized three years ago The American Can Co . or the trust, at the time of its organization secured control of practically ail the patents on automatic can-making machinery, and this, together with Its close afiiliailon with the American Tin Plate Co , led the trade to the belief that It would be impossible for competitors to get can manufactur ing machinery and supplies or an abundance of tin plate In the course of the past three years, however, the trust has been met with numerous competing fac tories. the Michigan and National Can companies in Michigan, for Instance, and there seems to have been no indisposition on thepart of the American Tin Plate Co . to furnish them with the raw material. There was an increase In price of tin cans subsequent to the organization of the American Can Co., but whether or not this was due to the increase In the price of all metAis at that time, competition has since practicallyrouted any possibility of the American Can Co , dictat ing excessive prices as a trust. While its control of 'he automatic machinery devices is very valuable where cans of one particular size ate manufactured by the millions, there is yet plenty of room lor sharp business competition The Acme Company's tin enn plant is an example By Its establishment, the com pany does not increase its managerial expense and it is enabled to utilize power, save freight and cut ex penses down In many dirtctions that it would other wise have to stand for m the price it paid for its cans to an outside concern, and this, in a case where 3,000,000 cans Are used per year. Is no inconsiderable economy. The new plant of the Acme Company is consliucled with a view solely to manufacturing its own cans and none of its product will be put on the market, but it is an instance of huw impossible it is for trusts not hav ing a natural monopoly, to dictate to the trade. October Competition. The competition for membership in the Acme Plug Hat Club for October is on Davies* Liquid Wood Filler, and we trust that our boys will lake hold with a will and give this line the support that it deserves. The results of the September competition on Wagon and Implement will be announced in the next issue of Th o u g h t s Pushing New 'Era Varnish. My idea of one way to push the goods is to take twe kinds that you are sure are equal to ary other make m every respect for the money--say Exterolite and Interolite--and after interviewing ihe best painters in the towns we visit, send them free a liberal sample and ask ihem for a report on them. S. H. H. 0007-SWP-000128216 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. Devoted to Matters of Interest to Our Representatives, VOL. IV. DETROIT, MICHIGAN, OCTOBER 4, 1902. NO. 3 Suggestions From Representatives Regard ing New Era Letters to the Trade, Following is Mr. Hoag's idea of letter ating of Ingredients, afforded by heavy mills, give a degree of excellence not to be attained with a paddle and produce a piece of goods that will cover further and wear longer than any mixed-by-hand article. initial sale of so-called cheap mixed paints, but a dealer who continues to handle such goods finds u impossible to retain his Irade. Whereas an Initial sale of prepared paint such as ,rNcw Era, ' might house should write a prospective New Era Now as regards the so-called cheap mixed paints. require somb effort, but will sell itself the second time customer. Mr John Smith, Daytona, Fla. Dear Sir --We hare never had an agent for our New Era House Paint n Daytona, And, manu facturing as we do. a paint, the quality af which warrants an agent In every town of any consequence In the U S , feeling sure that you could handle the line to our mutual satisfaction, we wish to call your attention to a few of the good points of New Era, as well as advertising matter and schemes. tn offering you New Era, we are not offering anything new In the way of paint material. It is composedof strictly pure carbonate of lead, oxide of zinc, pure linseed oil, turpentine and turpentine dryer and absoluiely nothing else All of which are recognized as pure paint material. It Manufacturers, in order to put these goods on the Is it not more to be desired to sell a mixed paint market dt such prices as they do. have had to resort that you can stand up before a customer and ' to the use of cheap material. All of these cheap conscientiously guarantee as the best you could offer them Do you not con VARNISH CHAT sider good results to your customer the best adver PLUG MAT SERIES No. 5-NEPTULITE. tisement you can have> Now, a word as to our advertising In connec In No 4 we told you something about Exlerohte, a varnish especially adapted for outside exposure upon doors, vestibules, etc. This time it is Neptu.ite, tion with our " New Era " for the store we furnish a very attractive line of a varnish adapted for even more severe exposure than that referred to in connection with Exterolite. Neptuhte is, as its name implies, a marine advertising matter In addition to this we have a system of letterwntmg varnish. It is not only tough, elastic and water proof, but is extremely pale and perfectly fitted to "bring out" the natural beauties of the among property owners which is very effective in building up business most delicate woods, and will not discolor Ihe lightest tints, features Our representative, Mr E R. Hoag, will be which tn connection stand the rough be subjected when to the elements, ,,_ I-Ge Tuuref.' with, its ability to withusage to which it must continually exposed render it invaluable in Daytona soon and will call on you with a view to placing the line with you. ' Trusting that in the meantime, you will give for this class of work. It imparts a the proposition coreful consideration. brilliant lustre and surface that can lUffVaaaiti'Wo,.' full, well rounded only be obtained December Convention* from the use of the finest materials pro- We want to m ake is a very easy matter for me to make such state ments, any one could do that, but are the officers of their company going to back them up in these can perly manipulated. Recommend it strongly for spars, decks and cabins of vessels of every character, where a high quality finish is required, and remember, also, that it be utilized for any purpose where Exterolite might be used, such the convention this year the most suc cessful of any that we have ever held. a s We want it to be the statements * I shall en close a certificate of purity to which is at tached the signatures of the officers of our com pany, verifying my statements In offerings high grade paint such as New Era store fronts, front doors and vestibules. The most critical judges of good v ar* msh can take no exception to this piece of goods from any standpoint-- body, lustre, transparency, toughness, working properties or durability. It is some thing you can offer with the confidence born of a knowledge that it cannot fail to please. It is really a triumph in the art of varnish making, and one that could not possibly be best io both a busi ness and a social way. We hope our representatives will attend, with definite ideas to express in regard to matters to consumers, dealers very often have two propositions confronting them, lead and oil, mlxedby-hand goods and socalled cheap mixed paint. Let us deal with the first There can be no achieved without the complete and perfect facilities at our command. mmttmm that will tend to improve conditions where improvement can be be made. Don't come in with out ideas. Realize that you are dispute over the asser b expected to con tion that paints mixed ready for use are a natural materials or adulterations are detrimental to the tribute something to the common cause. development from needs of consumers. The large wearing and covering capacity of the paint and to Don't wait until you arrive to think of what manufacturer has the advantage of buying his such goods as these can be traced the common you want to aay or do, but prepare your material with better assurance os to quality and purity. prejudice against mixed paints. self in advance so that you can give full The mechanical advantages for guiding and Incorpor It Is oftentimes comparatively easy to make an value for the benefit you expect to receive. 0007-SWP-i THOUGHTS October a, 190 Bristol Display Stands. We are almost ashamed to advise you that we still have about forty of the old Bristol Display Stands on hand, as per illustration. You will remember that we have made it very easy for you to dispose of these by simply offering them as an inducement to the dealer to make his order a little larger. We hope that our boys will take hold of this proposition so earnestly that when they come to theCon* vention. we will not be in position to again remind them that "we still have someBnstol Display Stands on hand." Yes, this is meant for you. Result of September Contest on Wagon and Implement Paint. S W N SWELL Sam. Newell is winner in the race for membership in the Plug Hat Club distancing all competitors in a way that shows that while Sam is new material, he is built of the right kind of stuff. Twenty-six new customers on this line are what gave him his long lead. Sam will look just exactly as well m a plug hat as some of the other members of the Plug Hat Club, and we know they will welcome him enthusiastically to their ranks. We extend congratulations. October Competition. The competition this monlh is on Davies' Liquid Wood Filler. When we first started these competitive series, Liquid Wood Fillers, all brands, were set aside for Ocl- Our Genera! Distributers. California W. E. Utile Paint Co , Domestic Oil Co Colorado W. A Hover &. Co , Los Angeles San Diego Denver Florida The S. B Hubbard Co Tampa Hardware Co Jacksonville Tampa Georgia Bush Hardware Co , Neal-Millard Co., Columbus Savannah Illinois Geo. E. Watson Co , Colburn, Birks & Co , Chicago Peona Indiana Indianapolis Hardware Co. Indianapolis Iowa Slckels. Preston & Nulling Co , Davenport J. W. Eagerly & Co , Ottumwa Hormck, Hess & More, Sioux Cly W H. Torbert, Dubuque Kansas A B.WbitmgPamt&GlassCo .Topeka Kentucky R M McFarland Robinson Bros. Co . Henderson Louisville Louisiana L. N. Brunswig & Co . New Orleans Maryland Carlin & Fulton. Massachusetts E & F King & Co , Baltimore Boston Minnesota Hao.kett. Walther, Gates Hdwe Co . St Paul Mississippi .Lee Richardson & Co . Vicksburg Montana ober, but since then, second-grade wood fill Ellis Paint Co., ers, together with other second-grade goods, New York Buffalo Glass Co.. have been discarded so that you will please Burhans & Black Co , confine your efforts to " Davies" alone. Jno. L Thompson. Son*. & Co We should like to note an extraordinary \ North Carolina Harl-Ward Hdwe Co , effort to push sales on this hne hard during , Bunvell & Dunn Co the piesent month. We hope that the repre ` Ohio sentative who wins recognition will have ; 1 Loew Hardware Co , Alfred-Vogeter Drug Co . accomplished something in which he can , j Smith Bros Hdwe, Co , Norton Paint & Hardware Co , take more than an ordinary amount of pride. Oklahoma Territory The goods aTe a staple with your trade, l Alexander Drug Co . and it should not be so very difficult to start ! Oregon a great many new customers. When they | F E Beach & Co., start, we know they will continue. There is ' Pennsylvania not a liquid wood filler on the market that \ H B. Semple & Sons Loean-Gregg Hardware Co can in any way excel Davies, and there are , l Bard, Schlott & Co , Phelps-Straw & Co . very few, if any, that equal it. j Moyer Bros , Butte Buffalo Syracuse Troy Raleigh Charlotte Cleveland Cincinnati Columbus Toledo Oklahoma City Portland Ea ton Pittsburg Reading Wilkesbarre Bloomsburg ; South Carolina Vambh Contest to October hi* j Murray Drug Co , j Tennessee Columbia Messrs. A. R, Kelly, A. D. Hoagg and | j Fntts & Wiehl Chattanooga Van Vleet-Mnnsfield Drag Co , Memphis James Dougall are playing a sort of "pussy Texas wanls a corner" game in the New Era Gremer-Kelly Drug Co , Sherman Varnish contest. The following record - Houston Drug Co.. indicates that these gentlemen still lead m Utah this contesl: Mr. A. D. Hoagg has forced G F. Calmer & Bro . Houston Sa.t Lake City himself to the lop, while Mr. Kelly has ' Virginia taken second place, and Mr. James Dougall Barker-Jenmngs Hdwe Co , Lynchburg is holding his own at third. If they knew Washington how closely they were being pushed, and Baum & Co.. Spokane if some of the other boys knew how near West Virginia they are to the top, the scrimmage, we believe, would be even livelier than It is. The Hubbard-Williams Co , Charleston The Williams & Davisson Co., Clarksburg W H Chapman & Sons. Wheeling Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. IV. DETROIT, MICHIGAN, OCTOBER n, 1902. NO. 4 Spring Datings. of self-preservation, they think it is neces almost universal. Some of our representa This is not the time of the year that sary for them to do likewise, and there you tives became discouraged. We think from spring dating should be made. Some of are. [t has grown to be a custom to offer the datings made by way of Inducement, our representatives seem to be under the spring dating on goods sold late in the that a few of Ihem must have become impression that if they can get goods in season, say from after the middle of desperate. They took about the worst way by offering advance dating of March or November, on stocks for spring use, but they could, however, to actually remedy April, that they are the conditions, and justified in doing so even though the VARNISH CHAT simply laid up trouble for them orders are for small amounts. This method does not pay m the long run. Dealers can be induced quite readiiy PLUG HAT SCRIES No. 6-UNOILITE. Linoiiite is an article originated and made only by us, and is especially adapt ed fer general utility work on interiors not subjected to extreme usage, and is far superior to hard oil finishes, etc., in body, color, brilliancy, trans selves and us in the future by granting concessions that are unbusiness-like and that must be fought to a finish later on. to place an order on parency and working and drying qualities. It dries very hard, and can be Make up your mind terms of six or seven left in the gloss finish, or rubbed with water, or oil and pumice stone. It that you wiil not be months, but if a concession of that sort is made once it will be expected again. It creates a very bad precedent as indicating a willingness to make unreasonably libera) terms if we are is also susceptible to a polish. This varnish will rub under favorable conditions in from 36 to 48 hours. Linoihte is an article we would like to seil freely, as It is a fine, medium priced varnish, well worthy of favorable considera- tion by the trade, Lmoihte excels in body, color, bnlh- ancy, transparency and working and drying qualities. It is sold at a reason- able price. We have paler grades, but Linoihte is not ex a factor in increasing m any way an existing evil that should be overcome rather than pro moted. We are anxious to get new customers. We want to get them in a legitimate forced to it. There celled for general alt around work, business-like way, is no particular credit for the repre sentative who gets goods tft by holding forth unbusiness-hke inducements. No more goods are sold in the long run. and in a case of the kind referred to, it means that the dating habit which has grown on the paint and varnish business to an alarming extent, is Linoiiite can be bought only in sealed cans. Consult your varnish list for prices, packages, etc. On open-grained woods, a good mineral paste filler should be used, preferably Davies' Paste Wood Filler, which should be thoroughly rubbed off before applying Lin- oilite. On close-grained woods use Davies* Liquid Wood Filler, but on m a pie, birch, and sycamore, white shellac is preferable. Two or three coats ofLL- noilite (according to the nalure of the work in hand) should be used, allowing sufficient time for drying between coats. Rub down with fine sand paper, curled hair or moss, and follow with one or more coats as directed If a dead finish is desired, allow about three days for the last coat to dry, then rub down with powdered pumice stone and water. If a gloss or polished finish is desired, use oil instead of water. and we don't think that general business conditions demand any such radical measures as March and April datings at this time on sample orders. An Erroneous State ment Regarding Exterolite. In article No 4 of the "Plug Hat Series" we made the statement that given a further Exterolite will dry impetus. Our com hard in from ten to petitors learn of twelve hours. This deals of this kind, was an error. The and the first thing goods will dry free that some enterprising representative reports at this particular season, goods are bought from dust m from ten to twelve hours, but to his house is. "The Acme are giving for current requirements, and are usually require from four to live days to become spring dating on goods sold in October, sold before the end of the season. perfectly hard. Kindly bear this in mind and are doing it generally.'' As a matter September was a bad month. Rains were when offering the goods. \ < THOUGHTS October t \, rgo; Slips for Prospective New Era. Agents* Miscellaneous Stock* We attach to this issue of Th o u g h t s a We are glad to see some orders coming copy of slip which you should use when j in for the miscellaneous stock which we are requesting us to write to prospective agents trying to work off with your assistance, for New Era. Do not use them when but we still have left a large stock oE well asking us to write to consumers. assorted colors. Strange to say some of When the dealer you wish us to solicit is cur representatives, whom we considered not rated by the mercantile agencies it is strong on this class of trade, have not sent necessary for you to give us, in connection i In an order, as yet. We sincerely hope you j will do all you can to get rid of this stock with this slip, proper information regarding | promptly. It won't be wasting your time to his financial standing. ! spend half an hour occasionally in pushing This is especially necessary in cases these goods. where you are not sure that your distributer, who would handle the account if secured, ' This 13 the way the Augusta, Ga. would accept the risk. We do not wish to 14 Chronicle " announced the arrival of our solicit a man's trade before we know if the friend Mr. McCauley: distributer in that territory is willing to accept the credit risk. Also we ask that you mention the dis tributer's name, in whose territory the prospective dealer is, upon the bottom of the 4 Col C. F. MtCauley, of Detroit, Mich . is among the prominent arrivals at the Albion." Mr. McCauley must have an advance press agent. ______ slip so as to save us the trouble of locating the town on the map. This extra detail work amounts to a good deal at this end, when you consider that there are a good many slips coming in each day. Also make a point of notifying your distributer, or their representative, of this possibility, and ask their assistance in landing the Bethany, Mo., Oct. 6th, 1902. Acme White Lead and Color Works, Detroit, M.ch. Dear Sirs.--I have tried nearly every thing, and find that none of the so-called cleaners oome up with your Mazolene. J. W. Sh r o y er . business. Do not fail to use these slips. If you ; have not a supply, they will be sent you upon request. Please do not write upon the backs of them, but write any extra remarks or instructions on regular letter paper. The Acme House of Repre * Answering Correspondence, sentatives will be in session One of the most essential things, in order to prevent confusion and delay, is to answer this year during the week of your correspondence promptly. It don't save time to permit letters to remain unanswered, but increases your work as I ! ttoo welt as the correspondent at the other end December 15 to 20, inclusive* of the line. Here is a case m point: We | wrote one of our salesmen on the 5th, regarding a question raised by a customer, that needed immediate attention. On the I6:b he had not responded, and we had to write him again. We again wrote him on Members Acme Plug Hat Club. Admitted Conies' Mr Alf R Kelly.. March i, igui,, Mich Seal Lead Mr A E Barron ...June 15, jgot..Meal's Alum En the 26`.h, and finally received an answer, Mr l D Wilson Oct t. 1901........ W and I Paint which embodied about a dozen words, at the bottom of our letter. No excuse or explanation for delaying our business in the Mr H L Wilson Nov. 1. iq o t Liquid Wood Filler W C Neal . Dec 1,1901. New Era H G H. F. Whuaker .. March 1,1902 . Davies'V. S S A Hunter ...April 1, 190* Granite FloorPaint way that he had. It is a mastery io us why H P, Torrance .. .June r, 1902 .N C. P.andT. D that man failed 1o answer our first letter, i H. C Cater and his failure to answer our second, a still I c Highest number . June 1.390a < of points for t. six months. greater mystery. When he finally does , F B Songster . July 3, :90a . Utility Varnishes W P Wiggins Sept t , 790a Master P i`rs`Col answer, he makes no explanation whatever. S W. Newell ....... Oct 1,4902 ..W and l Paint He got his mail, we know, because he kept SECOND DEGREE MEMBERS. right on traveling, and he couldn't have AH R Kelly . Sept r, i9or .Master P't'rs'Col done it unless he received his remittance H. L Wilson ,, .. Feb. x, 190*. .Household Paints for expenses. . D. Wilson ... -May j JJ-jS Our General Distributers* Calttorma W E Little Paint Co . Domesiic Oil Co. Los Angeles San Diego Colorado W.A Hover & Co, Denver Florida The S B Hubbard Co Tampa Hardware Co Jacksonville Tampa Georgia Bush Hardware Co , Neal-Millard Co , Columbus Savannah Illinois Geo E Watson Co . Colburn, Btrks ft Co . Chicago Peoria Indiana Indianapolis Hardware Co . Indianapolis Iowa Sickels, Preston ft Nutting Co , Davenport J W Eagerly & Co , Ottumwa Homlck. Hess & More, Sioux City W H.Torbert. Dubuque Kansas A B Whiting Paint ft.Glass Co .Topeka Kentucky R M McFarland Robinson Bros. Co , Louisiana L. N. Brunswig & Co , Henderson Louisville New Orleans Maryland Carlin & Fuhor, Baltimore Massachusetts E & F'. King & Co . Boston Minnesota Hackett, Waltlier. Gates Co , Mississippi Lee Richardson & Co . Hdwe St. Paul Vicksburg Montana Ellis Paint Co . Buite New York Buffalo Glass Co., Buffalo Burhans & Black G* . Syracuse Jno L Thompson, Son* & Co . Troy North Carolina Hart-Ward Hdw Co , Burweii & Dunn Co, Raleigh Charlotte Ohio Loew Hardware Co , Cleveland Aifred-Vogeier Drug Co . Cincinnati Smith Bros Hdwe Co , Columbus Norton Paint & Hardware Co . Toledo Oklahoma Territory Alexander Drug Co . Oregon F. E Beach & Co , Pennsylvania H B Semple & Sons Logan-Gregg Hardware Co Bard, Schlott ft Co , Phelps-Straw ft Co . Moyer Bros . South Carolina Murray Drug Co , Oklahoma City Portlnd Enston Pittsburg Read) ng Wiikesbarre Bloomsburg Columbia Tennessee Frttis & Wiehl Chattanooga Van Vleet-Mansfield Drug Co , Memphis Texas Greiner-JCelly Drug Co . Houston Drug Co , Utah Sherman Houston G F. Culmer & Bro . Salt Lake City ViTgima Barker-Jennings Hdwe Co , Washington Lynchburg Baum & Co,, Spokane West Virginia The Hubbard-Williams Co . Charleston The Williams ft Davisson Co , Clarksburg W H Chapman ft Sons, Wheeling m- 0007-SWP-000128220 PROSPECTIVE PURCHASERS OP PClrda. GHirgahd'e Prepared Date 1 have interested dealer named below in above line of goods, and believe with proper co-operation from the house can succeed in placing the line. Please "follow up" my work carefully. Na me___ _... ...______________________________ Cit y --------------- ------------------ --------- St a t e ------------------ Handles about .------------------ gallons per year. Rating. ___ _______ Re p r e s en t a t iv e. 0007-SWP-000128221 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. Devoted to Matters of Interest to Our Representatives, VOL. IV. DETROIT, MICHIGAN, OCTOBER 18, 1902. NO. 5 Orders for Advertising Matter* passed, and we note, in many instances, publish a list of towns, representing the When you send us an order for advertis that our representatives do not seem to points at which you will be responsible for ing matter, with duplicate or direct order, realize the fact that their entire territory business, we naturally expect you to look desiring us to print customer's name, etc., should be covered before the close of the after those points. on booklets, business cards, etc., you would season. Almost every season we find that Look over your list of towns and figure be handling the matter in a strictly business quite a number of our representatives do not the number of same that have been made' like manner, if you this fall, and the would make a point of sending us a bill VARNISH CHAT number that remain to be made, and head, or other PLUG HAT SERIES then figure the printed matter, No. 7-SATINWOOD FINISH. length of time which showing the custom er's name. If you do not do this it is likely to result in our printing up a lot of booklets, etc., with a customer's name or address spelled incorrectly, which means a total waste of the litera ture so printed. We had a case in point recently, where a representa tive sent us a duplicate order, to which he attached an order for ,J ads," on which we were requested to print his name, etc. He had the n a me written as "T. J. Brant." whereas both Dun and Bradstreet gave his name as T. J B ry ant. We printed the latter, but are not sure -which is correct, although the chances are strongly in favor of Dun and Bradstreet. When the demand is for a specially good piece of varnish for intenor wood work, something light in color, tough and elastic, good body and fine work ing properties, recommend Satmwood Finish, ll is not so light in color as our White Maple Finish, but white maple is a wood that demands such special treatment in the way of lightness of color that its requirements are no crilenon of what is needed for woods used in interior finishing in a general way. With Satmwood Finish, either a dead finish cr brilliant polish, lasting and durable, may be produced, and is well adapted for work where is required We hearti- a varnish of light color &t3L ly recommend and urge its use for dwell- mgs. public buildings, cabinets, mantels ,etc It is a specially fine piece of goods for the money. It will rub easily in from 36 to 48 hours and may be polished to a high lustre. Put up onty in sealed cans. See your price lists for infor- mation relative to pnees, packages, etc. Directions for use: On open-gram- ed woods, such as oak. ash, etc., fill with a mineral filler (preferably Davies' Paste Wood Filler), wipe off clean and apply two or three coats of Satinwood Finish, according to the nature of the work in hand. Allow from 36 to 48 hours between coats and sand down each coat with fine sandpaper, or rub with curled hair or moss If a dead sur- face is de- sired, allow three or four days for the last coat to harden, then rub down with powdered pumice stone and water. If a polished finish is desired, use oil in stead of water. A light coal of oil rubbed with pumice stone and water may also be used for the final finish, but when oil is used the surface must be wiped off perfectly dry. To finish white pine, whitewood, cypress, hemlock, sycamore, birch and maple, Davies' Liquid Wood Filler may be used to good advant age, but on the three latter woods white shellac is preferable. * 3'ou have to work, and how you are going to do it: but don't come in at the cud of the season, sifter you have covered only onehalf to three-fourths of your towns and say you could not make any more We don't want you to have any more than you can make, and can make properly. Varnish Contest. 1--A. D. Ho ag g a--A R KELLV 3--E R Ho a g This contest is becoming decidedly interesting. There a.re so many near the top, and the difference between their sales is so slight that the positions are apt to vary about every day. This report indicates positions as they stood on Oot. 16th. A. D. A printed slip insures Hoagg still hangs on accuracy, and does to the top; Mr. Kelly away with any pos in holding on like sible loss in this direction. make good points that should be looked grim death, and E. R. Hoag is pushing him Covering Your Territory. after. We don't wan.!t to hurry you with self to the front with vigorous strides. There your work You must take sufficient time are several others just behind the scenes, About two-thirds of the fall season has to do it well, but when you authorize us to who, every once in a while, come to view. 0007-SWP-000128222 THOUGHTS Octohe'- 18, :c o j The Acme House of Representatives. fives if they could sell a gross of one inch Our General Distributers. The Acme House of Representatives will specialty brushes in a month's time, California convene from December 15th to 20th, in clusive. We warn this to be the best con vention that we have ever held, ft ou^ht to provided they gave it special attention, the answer would be an unqualified "yes This is just what we are asking you to do. W E Little Paint Co , Domestic Oi I Co Colorado W. A Hover & Co , Los Angeles San Diego Denver be. Practice makes perfect. On our part, The brushes are just an illustration that Florida by carefully considering the features of past conventions, we shall endeavor to eradicate feaiures that are the least valuable, and utilize those that will result In the most practical good, also introduce new features that we anticipate will result to the benefit of all. If co-operation is a good thing in our own business circle, it will be equally as good for those with whom we are closely allied. We believe that we shall have delegates from the nine T1-K.1 Clubs attend our convention. We have invited two delegates from each club, offering to pay the expenses of one if the house with whom the club is connected will pay the expenses cf the other. We have applies to all the goods listed m bulletin. We don't think you fully realize. Perhaps you think the other fellow will sell the goods. Never mind the oiher fellow. Think of the proposition as one that is up to you. When you realize this, the assorted overstock will commence to move. We are anxious to have it move. Please realize the proposi tion and "Take Hold and Lift." I received your letter, together with con gratulations, advising me that I have the honoT of becoming a member of the Plug Hat Club, which I appreciate very much. I think it rather dangerous for me to make The S B Hubbard Co Tampa Hardware Co Jacksonville Tampa Georgia Bush Hardware Co . Neal-Millard Co . Columbus Savannah Illinois Geo E Watson Co . Colburn. Birks & Co . Chicago Peoria Indiana Indianapolis Hardware Co Induinapoh** Iowa Sickels, Prestor. & Nutting Co , Davenport J W. Edgerly & Co . Ottumwa Hornick, Hess & More, Sioux Citv W H Torbert, Dubuque * Kansas A B Whiting Paint & Glass. Co , Topeka Kentucky R M McFarland Robinson Bros. Co . Henderson Louisville Louisiana also issued invitations to other distributers, my debut in this locality (Sam travels In L N. Brunswig & Co . New Orl&m who have not as yet formed these clubs, re Pennsylvania), as 3 might be taken for a Maryland questing them to organize same before our convention, and offering, as m the case of clubs that have already been established, to pay the expenses of one delegate if they will send another. We believe it will be a good thing for our distributers to meet each other, and to meet us at home. It will make them more familiar with our plans and methods, it will coal operator, and as a salesman is only entitled to one silk tile, I had better wait until I get in a safer place lo don the plug. CaTlin &. Fulton, Massachusetts K. & F King & Co , Minnesota ' Baltin ore Boston Thanking you for the honor. S W. N. 1 Hiickeit, Walther. Gates Hdwe j Co , St Paul Mississippi Lee Richardson & Co . Vicksburg Montana' Ellis Paint Co . Butte New York convince them that we are In dead earnest. and the faith which we have in our own organization, the confidence we have in our The Acme House of Repre Buffalo Glass Co , Buffalo Burhans & Black Co , Syracuse Jno L. Thompson, Sons & Co , Troy North Carolina goods, and methods of doing business, shall cause them to more clearly understand that we consider their interests and our own as mutual, that we depend upon their co-opera tion for best results, ar.d in turn, make every sentatives will be in session this year during the week of Hart-Ward Hdwe Co . Burwell & Dunn Co Ohio Loew Hardware Co . Alfred-Vogeler Diug Co . Smith Bros Hdwe Co . Norton Paint & Hardware Co , Raleigh Charlotte Cleveland Cincinnati Columbus Toledo effort not to cause them any disappointment in the fulfillment of the obligation we owe them. It will afford us an opportunity of showing our good-will and appreciation of their assistance. It will be pleasant to meet all these gentlemen m a social way, and let them see us as we actually are at work and at play. The social features of the convention will be ample to afford the necessary relaxation from the thorough and careful consideration of the business topics, and we trust that the knowledge that each and every one of us have "Taken Hold and Lifted" in the business of the convention will cause the December 15 to 20r inclusive. S Members Acme Plug Hat Club. Admitted Contest Mr Alf R. Kelly . March x, 1901 .Mich Seal Lead Mr A. E Barron .. June 15, 1901..Neal sAluir, En Mr l D Wilson Oct 1.1901 .W and I Paint Mr H L Wilson Nov. 1. i<ji Liquid Wood Filler W C Nea! , Dec i.iyoi.. .New Era H. G H. F. Whitaker ... March 1.1902 . Davies'V S. S A Hunter . ..April 1. 190a Granite Floor Paint H P Torrance . June 1.190a N C. P.andT. D. Oklahoma Territory Alexander Drug Co , Oregon F. E Beach & Co , Pennsylvania Oklahoma City Portlnd H. B. Semple & Sons Logan-Gregg Hardware Co . Bard, Schlott & Co , Phelps-Straw & Co . Moyer Bros , South Carolina Murray Drug Co . Easton Pittsburg Reading Wtlkesbarrp Bloomsburg Columbia Tennessee Fntts 8t Wiehl Chattanooga Van Vleet-Mansfield Drug Co , Memphis Texas Gremer-Kelly Drug Co . Houston Drug Co , Sherman Houston Utah social features to be the more thoroughly i Highest number G F. Culmer & Bro , H C Cater . . ..June 1,1902 < of points for enjoyed. ( six months Virginia Salt Lake City P B Sangster - . July t, r$oa.. Utility Vamtshes Barker-Jennings Hdwe Co . That Overstock of Jobbing Goods. W P Wiggins.... Sept 1,190a MasteT P't'rs'Col S W Newell ..... Oct. x, 1902 ,W and f. Paint , Washington We sent you another bulletin this week ' SECOND DEGREE MEMBERS. Baum & Co,. Lynchburg Spokane about those jobbing goods that have not Alf R. Kelly............ Sept.i. iq o x Master P'i'rs'Col West Virginia been sold. We are positive that if you , H. L Wilson . .. Feb. 1. 190a .Household Paints asked any one of our store-trade represents- I * * I NmI's l-T^Ens. The Hubbard-Wtlliams Co , Charleston The Williams St Davisson Co . Clarksburg W. H Chapman & Sons, Wheeling 0007-SWP-000128223 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. Devoted to Matters of Interest to Our Representatives VOL. IV. DETROIT, MICHIGAN* OCTOBER 25, 1902. NO. 6 Present Business Conditions. make a desperate splurge for spring business before, say the 10th or the middle of Novem We are now practically at a period lhat in November, particularly the latter part of ber, and even this advice must be taken with may be described as " between limes"--too November, and to grant spring datings on a grain of salt. Our competitors have met late to sell goods for current requirements, stocks sold at that time. The spring dating with the same conditions as ourselves. If and too early for spring trade. The fall sea habit has grown Into a crying evil. We ought they start the ball rolling by granting these son has been somewhat of a disappointment. not to encourage it. As a matter of self-pro- spring datings earlier than usual, we maybe The causes which obliged to meet them, contribute to this are more the result of VARNISH CHAT but do not let us pre cipitate matters. weather conditions than anything else. The prevalent rains during the spring, resulted m large quantities of stock being carried over into the fall season. The fall season itself, was sprinkled liberally with rainy weather. This was of no special assistance in the way of promoting busi ness resulting from outside painting. The consequence is that goods for cur rent requirements this fall moved slow ly, and at the present lime there Is very little doing. This has resulted in some of our representa tives "taking time by the forelock," and trying to urge the placing of business for next spring. We are not prepared to say that this is a mistake 1 n special cases, but we do re gard such a policy as dangerous if in dulged in generally. PLUG HAT SERIES No. S--WHITE MAPLE FINISH. There is a steady demand for a white varnish that will not discolor the most delicate shades of such woods as white mahogany, or bird's eye maple, nor destroy the purity of a pure white or the daintiest tints over which it may be applied. White Maple Finish is made for just such purposes. To produce such an artiole is a delicate undertaking that requires extra skill, accuracy and long experience, No novice can select and com bine the proper materials, nor superintend the process of transforming them from "crude stock " into a finished article of mechanical and artistic perfection, It requires time, as well as skill, for these goods must be well aged to be right, The gums must be right, and the 0 il specially and care- fully prepared. Con- ditions at each stage of the pro* cess from the time the gum is placed in the melt- ing kettle to the time the varnish is pumped into the stor- age tank mu9t be just right. White Maple Finish dries dust free in from 8 to 10 hours, and admits of rubbing in from 48 to 60 hours. If a beautiful polish is desired, let Jt stand another day or so. This varnish works very ft ee. Directions for use: For an egg-shell gloss on maple or light close-grained woods, use one coat of white shellac, sandpapered to a smooth surface, followed by two or three coats of our White Maple Finish. Rub first coat with hair cloth or curled hair, and the last coat with pulverized pumice stone and raw linseed oil. If a dull finish is desired, use water and pulverized pumice stone in stead of oil. To obtain a polished finish, the last coat should be rubbed, first with pulverized pumice stone and water and then with pulver ized rotten stone and oil. Don't make the error of supposing that the spring datm g mistake is a regularly estab lished custom that must grow in propor tion as the years ad vance. It is an evil, and should be recti fied. Confine your spring datings to in stances where they are granted for the sake of securing a newcustomer. There is no earthly use in granting a spring dating to an old cus tomer, whose busi ness Is established in our line and who does not want our goods before the time is ripe to sell them, and who will buy from us at that time. Some of our repre sentatives are evi dently so afraid that they will have a bad record that they have made some breaks in the way of spring dat ings m order to add a little extra business this fall, and in some of these cases, it will If dealers do not re quire goods before only re-act upon their spring showing. next spring, no material gain has been made by practically forcing them to place the goodsm stock at this time. Et Is a well-estab toction we are obliged to accord these datings, but don't let us stretch out the period to any greater extent than already prevails. Don't Nothing is gained by forcing goods upon established trade. Lei: the forcing be done, where it is, for the purpose of creating new lished custom, unfortunately, perhaps, to commence active work for spring business business for the future. 0007-SWP-000128224 THOUGHTS October 25. 1902 This Year's Convention Hall, Odds and Ends. There is no question but what the Acme House of Representatives will have all the room that they will require for the sessions We suppose you noted carefully article in last issue of Th o u g h t s pertaining to odds and ends which we wish you to dispose of. in December next. The new four-story warehouse is rapidly approaching comple tion. They are now putting in the sash. It will lake a comparatively short time for in We neglected to state that we should like to have these out of the way by November 1st, or at latest, a week after that date. What have you done? What will you do? terior decoration, as this will consist mainly of steam pipes, and such facilities as may be needed for the careful storage and rapid handling of stock. Each of the conventions of recent years have been held in a new building, commencing with the Advertising Department, varnish tank-room and now the new warehouse. Next year we prophesy One of the best painters in Detroit told me he used a gallon of Varnonle the other day. It was the first time he had ever used any of our varnish and that it was at least 60 per cent, better than Berry Bros. Liquid Granite. W. C. N. that the convention will have permanent j quarters in Convention Hall, to be included i in plans for our new oifice and advertising building. Bring your ideas with you to Ihis conven tion. Carry along your enthusiasm as well as your confidence m your ability to con The Acme House of Repre- t I tribute to the benefits to be derived by get ting together and discussing the business in $ which v/e are all interested from ail stand points, We don't want any bashful dele gates. Every member o: ourTi Ki Club is j 1an orator. Some of them have not as yet ' discovered the fact, but the germ of clo- | % quence is there, and a little probing in the right direction will bring it to the surface. Don't come in simply to absorb ideas, but be prepared to radiate the notions you entertain. sentatives will be in session this year during (he week of December 15 to 20, inclusive. No man can work a territory for a whole year, or even for a season, without " dis Members Acme Plug Hat Club. covering " something that we should all know. Admitted Contest Mr Alf R Kelly March i. ipox Mich Seal Lead Mr A E Barron .. June igoi.. Neal's Alum n Mi* I D Wilson Oct iT 1901 .W and 1 Paint Mr H L Wilson Nov. i iqoi .Ltqutd Wood Filler Site Up Your Territory, W C Neal . Dec. i, 1901 New Era H. G There are just about five week's work H. F. Whitaker . March 1,19cw ... .Davies' V. S before our representatives to the general S A Hunter . April 1. 1902 Granite Fluor Paint H P Torrance .. .June 1,1902..N C. P andT. D. trade close this season's business. A | c Highest number number of our representatives, it seems to H. C Cater. . .. June i, 1902 < of points for < six months us, have failed to realize that lime is slipping F B Sangster July r, 1902 Uhirty Varnishes by rapidly. Wc infer this from the fact that m these instances, not more than half of the points in their territory have been made. We assume that when you add the name of a town to your list, you are in position to see that the trade in that place is properly looked W P Wiggins Sept , 190* Master PYrs' Col S W Newell .... Oct 1,1902 . .W and 1 Paint SECOND DEGREE MEMBERS. Air R Kelly . .Sept 1. 1901 .Master PYrs' Col H L Wilson . Feb. 1, 1902 . ..Household Paints ">" ......IK&I. after. If you aTe not, it is best not to add it. We depend upon you to take care of all the towns on your list. We don't want you to work so rapidly that you can net secure the proper results. We depend upon you to Our General Distributes?, California W E Little Point Co , Domestic Oil Co. Los Angeles San Diego cover your terntoiy thoroughly. We know that sometimes it is not necessary to make a point more than once a year. The instances of this kind are in the minority, and upon all territories at this particular time, the trade in the majority of the towns upon your list should have been visited Colorado W. A Hover & Co , Florida The S B Hubbard Co Tampa Hardware Co. Georgia Bush Hardware Co , Neal-Millard Co., Denver Jacksonville Tampa Columbus Savannah Illinois Geo E Watson Co . Colbum, Birks & Co Chicago Peora Indiana Indianapolis Hardware Co , IndianapolK Iowa Sickels, Preston & Nutting Co , Davenport J W Edeerly & Co , Ottumwa Hurmck. Hess & More. Sioux City W H Torbert, Dubuque Kansas A B Whiting PaimfitGlass Co , Topeka Kentucky R. M McFarland Robinson Bros. Co . Henderson Louisville Louisiana L N. Brunswig & Co , Maryland Carlin &. Fulton. New Orlean Baltimore Massachusetts E & F. King & Co . Boston Minnesota Hackett, Walthcr, Gate> Hdwe Co , St Paul Mississippi Lee Richardson & Co . Vicksburg Montana E'.IJs Paint Co . Butte New York Buffalo Glass Co . B.ftalo Burhans & Black Co , Syracuse Jno. L Thompson. Sons & Co , Troy North Carolina Hart-Ward Hdwc Co . Burwell & Dunn Co Raleigh Charlotte Ohio Loew Hardware Co . Cleveland The Alfred Vogeler Drug Co , Cincinnati Smith Bros Hdwe Co , Columbus Norton Paint & Hardware Co . Toledo Oklahoma Territory Alexander Drug Co . Oklahoma City Oregon F. Beach & Co., Portland Pennsylvania H B Semple & Sons Logan-Gregg Hardware Co . Bard. Schiott & Co . Phelps-Slraw & Co , Moyer Bros . Easton Pittsburg Reading Wilkesbarre Bloomsburg South Carolina Murray Drug Co , Columbia Tennessee Fntts & Wiehl Chattanooga Van Vieet-Mansfield Drug Co , Memphis Texas Greiner-Kellv Drug Co Houston Drug Co , Sherman Houston Utah Ct F. Oilmer & Bro . Salt Lake City Virginia Barker-Jcnmngs Hdwe Ci>. Lynchburg Washington Baum & Co,. Spokane Wesx Virginia The Kanawha Drug Co . Charleston The Williams & Davisson Co . Clarksburg W H Chapman & Sons. Wheeling T Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. IV. DETROIT, MICHIGAN, NOVEMBER i, 1902. NO. 7 GOOD SALESMANSHIP. mind the mam points in the argument m typewriter or automobile works,'* and goes A Ffrat-CC&ss Salesman Doesn't Lei a Customer their proper order. ahead with his argument. If he stops to Throw Him Off the Track. Another thing. A first-class salesman answer every objection at the time it Is made Domestic Engineering says: Since doesn't let a customer interrupt him and he loses all the cumulative effect of his salesmanship is really a science and a pro throw him off the track. 'When a customer argument and quite possibly arouses a spirit fession and is fasi becoming: recognized as says, "Yes, but I think I can get a larger of antagonism in the mind of his customer such, salesman, as a which no amount of class, should go at their work more scientifically. Take, * VARNISH CHAT PLUG HAT SERIES argument will re move. If he puts off the customer for example, the No, 9-VUL-R-LAC. with the proper kind case of a man who is selling some highclass specialty. In* most cases when he calls on a customer Vul-K-Lac Is a perfect, high-grade, quick-drying first-coater. We claim a better surface can be obtained with this article for succeeding coats than with shellac or any other surfacer or first-coater on the market, at less than half the cost, as one gallon is equal to two of shellac in covering capacity. of an answer, it is more than probable that by ihe time he has completed his argument the cus he begins his story wherever he happens to and goes through in a sort of haphazard way. Not once in a hundred .. It flows evenly on large surfaces, dries harder and quicker than anything on the market. Although a quick dryer, it contains a proper proportion of oil to make it tough and elastic. Vul-K-Lac is a clear, transparent first-coating, made from a very hard fossil gum and prepared with great care to meet the demand for an "A" No. I surfacer or first- tomer will have for gotten his objections and the salesman will not be obliged to answer them at all. At any rate the cus times does he cover coater, at an economical price, and still meet the requirements tomer will have all all the strong points of his goods, and he is extremely likely to omit exactly ihe point which would expected of shellac. Directions for use * For open-grained woods, properly fill the wood with Davies' Paste Wood Filler of desired shade, and after the filler has thoroughly hardened, ap ply Vul-K-Lac. For close-grained woods, apply the surfacer on the strong points of the goods in his mind when the argu ment is completed, and minor objections have been the the bare wood, sandpaper well after it has thoroughly dried, and will not then look so strongest with the man he is talking 1o. There is only one logical and convinc ing way to tell any story cr make any argument, and many of the best salesmen 1 know have gone so faT as to write out exactly what they want to say to a cus tomer and commit it apply succeeding coats. Vul-K-Lac makes a very good finish alone, by applying two or three coats, rubbing with hair cloth or moss between coats. The third coat is susceptible of a very good poltfojs ish. Vul-K-Lac is a splendid article where dispatch is required. A trial article will readily substantiate our statements. For first coats on of fur- nit- ure, chairs and all interior work, Vul-K-Lac will be found invaluable, as It dries very hard and is extremely tenacious and well suited for the purpose intended. It dries so as to sandpaper or rub in about 8 hours, and if strictly neces sary, under favorable conditions, a second coat can be applied the same day, but this should not be done except in most urgent cases. If it is necessary to apply two coats large to him. What Else Could You Expect. A prospective cus tomer in Woodville, Mich, addressed a postal card to White Lead Works, Detroit, Mich., asking in formation covering price on lead and lin seed oil. The postmaster to memory. To some people this may seem like a parrot-like perform in one day, thin with turpentine, say 10 per cent- to amount of VulK-Lac used. wrote him to the effect that there were three in Detroit--the Detroit, the Acme ance, but it doesn't work that way i n vamsamm and the Peninsular, and asked which the practice. At any card should be de rate, every salesman would find it a good discount somewhere else,'* the up-to-date livered to. The answer was: " You can plan to write out his argument in the strong salesman answers: "Possibly. Well talk deliver it to the best." The postmaster in est way he can and then, if he does not about that in a minute. Just now I want to Detroit promptly sent the original order, with memorize it. at least get firmly fixed in his show you exactly how this gas engine or the prospective purchaser's response, to us. 0007-SWP-000128226 THOUGHTS November i, 1902 Competition For November, I | handling and pushing paint. We quote below two extracts from these letters: From a Western house: We have been contemplating adding a line of palms to our stock, as we find that nearly all retail hardware stores throughout the state are adding this line, and the only people In his section of the country who handle paints are the lumber dealers From a Southern house: Our information 15 that paints are handled pretty extensively by the retail hardware trade, and in fact the trade in general in this section, and the business bids fair to drift into the hands of the hardware trade exclusively IVx Pure. Every- Atom of It. We do not handle paints, but will perhaps do so later on The competition for this month is on New We have been unable to secure the names Era Prepared Paint. The article itself, upon frorr. the publishers of The Iron Age of the which you are to,compete this month, is two concerns responsible for above extracts, sufficient to inspire enthusiasm, and invite but trust our representatives in territories the most sirenuous efforts to make a credit referred to will keep their eyes wide open, able record. Aside from this fact, more and see if they can not locate proper parlies depends upon this line, so far as securing and secure the business, which it is evident business from the store trade is concerned, there is a chance for somebody in the paint than upon any other. line to get. It has become an established custom 1o Union, S. C.. October 21, 1902. offer spring daungs to new agencies that Gentlemen:--Please allow me to acknowl are created during November and December edge the book of colors sent me, and your for house pair.ts. As a matter of self-protec favor of the 16th. In reply, I had just bought tion we shall have to adopt the same policy. 23 gallons of New Era Mixed Pamt from Mr. Don't do it on established trade, where the George H. Oelzel, and as ! told him, for 30 business is secure, in any event, but the lee year s experience 1 had never used any paint way given you in the way of spring dating for that gave the satisfaction that the New Era new customers should be of vast assistance Paint gives. in creating business, and we look for one You may use my name at any time and of the liveliest months in our history in the place in connection with the New Era Paint way of placing this line of goods. that you may think best. I am. Make up your mind now, that you will be Yours most respectfully, at the top of the list, or exceedingly close to Ge o . W, Br o w n . it You can succeed m this just as well as any other representative Chances for plac ing these goods are about alike in all terri tories. In our estimation conditions are not more favorable for one representative than As a result of our magazine advertising, and following up with a series of letters, we have received advices from the Angus Drug Co., Prosser, Wash , reading as follows: for another. So much can be said in favor of New Era in comparison with other lines, We have purchased stock and have quite a tradealready on Neal's Enamel. It is entire ly satisfactory so much can be said upon *.he business we This is a "sample result" of our advertis have built on the goodsasthe result of merit, ing work in this line. and the satisfactory experience of thousands , cf dealers all over the country, thal the argu Members Acme Plug Hat Club. ments you can bring to bear upon this prop osition should convince the most skeptical Most of our representatives feel that they Mr Alf R kelly Mr A E Barron Mr f D Wilson \dnntted Contest March 1. J901 Mich Seal Lead June 15. *901..Neat's Alum En Oct 1, 1901 . W and 1 Pamt can secure any dealer upon this line when Mr H L Wilson Nov 1. 1001 .Liquid WoodFi'lei they make up their minds to do so. We suggest that all our representatives this month make up their minds to create W C Neal Dec c, 2901... New Era H G H. F. WlmakeT .. March 1,190? . Davies'V S S A Hunter..........April i, 190a Granite Floor Paint H P Torrance June r, 190a N CP and T. D. new agencies for New Era. f Highest nuraoer H C Cater . . June 2,1902 * of points for 1 six months. The bon Age. published in New York City, has recently been printing communica P B Sangster. . July 1.1902 Utility Varnishes W P Wiggins Sept r. 190* Master P't'rs' Col S. W Newell . .. Oct 1,1902........ W and I Pamt tions from the hardware jobbers, under the SECOND DECREE MEMBERS general head of " Paints in the hardware Alf R Kelly store." The drift of these letters is to indi- : H L Wilson . cate the advisability of the hardware trade i 1 D Wilson Sept 1,1901 Master P't'rs'Col . Peb 1. 1902 .. Household Paints j \ "s Our General Distributers* California W E Lillie Paint Co.. Domestic Oil Co Los Angeles San Diego Colorado W. A Hover & Co, Denver Florida The $ B Hubbard Co. Tampa Hardware Co. Jacksonville Tampa Georgia Bush HardwareCu , Neal-Millard Co . Columbus Savannah Illinois Geo E Watson Co . Colburn. Birks & Co , Chicago Peoria Indiana Indianapolis Hardware Co.. IiiUianapulis Iowa Sickels, Preston & Nutting Co , Davenport J W Edgeriy & Co , Ottumwa Homick. Hess & More. Sioux City W H. Torberi. Dubuque Kansas A B Whiting Paint & Glass; Co .Topeka Kentucky R M McFarland Robinson Bros. Co , Henderson Louisville Louisiana L. N Brunswig & Co , Maryland New Oriear Carlin & Fulton. Baltimore Massachusetts E &. F King & Co., Boston Minnesota. Hackett, Wnlther, Gates Hdwe Co . St. Paul Mississippi Lee Richardson & Co . Vicksburg Montana Ellis Paint Co.. Butte New York Ruffalo Glass Co . Buffalo Burhans & Black C* . Syracuse Jnc L Thompson, Sons & Co , Troy North Carolina Hart-Ward Udwe Co , Burwell & Dunn Co. Raleigh Charlotte Ohio Loew Hardware Co , Cleveland The Alfred Vogeler Drug Co , Cincinnati Smith Bros Hdwe Co . Columbus Norton Paint & Hardware Co , Toledo Oklahoma Territory Alexander Drug Co . Oklahoma City Oregon F E Beach & Co., Pennsylvania H B Semple & Sons Logan-Gregg Hardware GBard. Schlott & Co . Phelps-Straw & Co , Moyer Bros . Easton Pittsburg Reading Wilke sb.irrp Bloomsburg South Carolina Murray- Drug Co , Columbia Tennessee Fntts & Wtehl Chattanooga Van Vleel-Mansfield Drug Co , Memphis Texas Greiner-Keliy Drug Co . Houston Drug Co . Sherman Houston Utah G F. Culmer & Bro , Salt Lake C:tv Virginia Darket-Jennmgs Hdwe Co . Lynchburg Washington Baum & Co,, Spok-me West Virginia The Kanawha Drug Co . Charleston The Wiliiami & Davisson Co , Clarksburg W H Chapman & Sons, Wheelir.g 0007-SWP-00012822 Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. Devoted to Matters of Interest to Our Representatives. VOL. IV. DETROIT, MICHIGAN, NOVEMBER 8, 1902. NO. 8 No. 10 will appoint delegates to attend Kelley's, Antigo, Wisconsin. I told him I our Annual Representatives' Convention. was the man that did it. He said he was up Congratulations are in order, and commu there a few days ago and took quite an The Organization of Ti-Ki Club No. 10. nications should be addressed to Mr. Chas. E. Hurlburt. President of Ti-Ki No. 10, care of Indianapolis Hardware Co., Indianapolis, Ind. order from them and that he told Messrs. Laughlin & Kelley that he had just as good a paint as New Era, and he wanted 1o insti This interesting event occurred on Saturday evening, November 1st, at Hotel English, VARNISH CHAT PLUG HAT SERIES No. 10--DIAMOND WHITE ENAMEL VARNISH. tute a paint contest, and he would go up there and superin tend ihe contest. I told Mr. Drum that Indianapolis, Ind. No. 10 is composed of the officers, representatives and heads of departments of the Indianapolis Hardware Company. Diamond While Enamel Varnish is an article expressly designed to fill the large demand which exists for a high-class, transparent varnish for use in mixing with zinc or flake white for making while or delicate tints of enamel. For this purpose it is necessary to have a hard-gum varmsh which mixes readily with zinc or flake white, and which is perfectly colorless or trans parent, m order that it will not discolor the enamel. To produce such a if he would be kind enough to let me know when he want ed to hold such a contest I would be there, but if he knew which side his bread Twenty-eight mem varnish it is necessary to use the greatest care in the selection of the gum was buttered on he bers were enrolled. The indications are that No. 10 will be one of our most active and progres sive clubs. The and thumers used in Us manufacture, and to watch carefully the different steps In the process of making, in order that it will be absolutely right. Diamond White Enamel Varnish can be relied upon with perfect con fidence. as it is a beautiful, transparent, white, hard-gum varnish, which fills the requirements demanded in a perfect manner. It is extremely would stay out of such a contest, for he didn't have a ghost of a show to win, judging from the composition of both idea of practical elastic and will not allow the enamel to crack or turn yellow with paints. 0. M. co - operation, and working together in harmonious lines, is thoroughly appreciated by every member, and in fact, has been in force in their organization for a long time. Many good after dinner talks were given by those attending, and it is age. It will rub to an egg-shell or dead finish, or may be polished to produce the most beautiful and lasting piano finish. Keep Diamond White Enamel Varnish constantly before you, and recom mend it strongly to practical painters and dealers as an absolutely reliable and thoroughly tested and aged transparent varnish for use in making while or light shades of enamels. There is a good demand for a varnish of this character, and our price is very moderate for such a high-grade article. Directions for use: Every practical finisher understands how to build up an enamel surface with undercoats of white lead. Then two or more coats of zinc mixed with Diamond White Enamel Var nish. He should then apply a finishing coat of varmsh mixed with about Result of the Var nish Contest to November 1st. The names as they appear below in dicate t h e relative position of the Ihree highest in the var nish contest on November 1st: i--A R. Kel l y , *--A. D. Ho ag g , 3--F R DOt'GALL evident that it wili one pound of zinc to the gallon. If an egg-shell or flat finish is desired, Mr. F. R. Dougall not be a very rub with pumice stone and water. To obtain a high polished is a new develop difficult undertaking to promote oratory in the new club. Messrs. Uncle surface the last coat should be rubbed first with pumice stone and water, and then with rotten stone and water. ment in the top notchers in this con test. Mr. Kelly has climbed to the top, Henry Halladay and W. j. Selvage made speeches, and they imimmwm while Mr. A D. Ho agg is a very close second. Mr. F. R. made good ones Dougall will have to Members of No. I may well be proud of Not a Ghost of a Show* keep moving to hold his position as third, as these orators. A. M. Woodward was Last week Mr. Drum called my altention there are several right back of him ready to present, and in the capacity of toastmaster, to the fact that he presumed I was the man step mto his shoes the minute his gait shows did the honors for the house. that put some of our paint in at Laughlin & ihe least ird'cation of faltering. 0007-SWP-i THO LIGHTS November 3, 1902 Program. Acme House of Representatives. Georgia Bush Hardware Co , Neal-Mlllard Co, Illinois Columbus Savannah First Day. Geo E. Watson Co . Colburn, Birks & Co . Chicago Peona December 15th. Forenoon Reieplion nf Representatives--0 to 12 o'clock Lunch in Convenhon Hall at 12 Afternoon. G B Pu l f e r , Chairman Convention Called lo Order at 1 00. Indiana Indianapolis Hardware Co 1 ndiana polls Iowa Sickels. Preston & Nutting Co . Davenport W H. Torbert, Dubuque J W Edgerly & Co , Ottumwa Hornick, Hess & More, Sioux City Kansas A B Whiling Patnlflt Glass Cu . Topeka Kentucky R M McFarland Robinson Bros. Co., Henderson Louisville Roll Call. Greeting--1 05 - - Wm L. Davies. President. Responses North--z x.i - - L Mehtij Sooth 1 > Iat--i25 West--.j 3c C I' r.lhott --ID Wilson -AD Hoagif Rules of Convention--1 35 - - - Chairman Facts of 190a and Figures for 1903--r 40 Discussion--a 15 - A. M. Woodward -- ---- Complaints and Suggestions--2 4.5 Thomas Neal, Secretary. General Discussion--3 30 - - - - - Adjournment at 4-t30. Second Day* December 16th. a R. Ke l l y When you meet Mr. Kelly at the Conven tion in December, you may note that his usually bright and cheery smile will have expanded into a veritable sunburst. If you will look at his watch-fob the reason Louisiana L. N. Brunswig Sc Co , Maryland Carlin & Fulton, Massachusetts E & F King & Co , New Orlears Baltiirore Boston will be explained There will be two bars Minnesota there, and they will indicate that he is a third-degree member m the Acme Plug Hat Club. The record for sales of Davies' Liquid Wood Filler for the month of October shows that he has won the contest by having - Hackett, Walther, Gales Co . Mississippi Lee Rkhardson & Co.. Montana Ellis Paint Co , Hdwe St. Paul Vicksburg Butte twenty-eight points to his credit. He had New York two close competitors. Congratulations are m order. Buffalo Class Co , Buffalo Buxhans & Black Co , Syracuse Jno L. Thompson, Sons & Co , Troy R M Bil l in g s , Chairman Forenoon. Same Old Story. North Carolina Buiwell 3c Dunn Co Hart-Ward Hdwe Co . Charlotte Raleigh Convention Called 10 Order at 8 30. Roll Call. Business Conservatism--ft 35 - (> B Pulfer Discussion--9 00 Prices for 1903--9 1$ --AS Dougall. Discussion--945 ------ Advertising for 1903--10 co - - S A Jewell Discussion--10.30 ------ General Discussion--:o 4; --- - White City, Kans.. Ocl. 30, 1902 Acme While Lead and Color Works. Dear Sirs:--There are four firms hand ling pain* here, but the "New Era" heals them alL Yours respectfully, L. We e k s Ohio * Loew Hardware Co , Cleveland The Alfred Vogeler Drug Co . Cincinnati Smith Bros. Hdwe. Co , Columbus Norton Point & Hardware Co , Toledo Oklahoma Territory Alexander Drug Co . Oklahoma Ci ty Oregon F E. Beach & Co., Portland Adjournment at 11:30. Lunch in Convention Hall at it Afternoon. H, H HxLLADAV, Chairman Bristol Display Stands* Let each representative make up his m:nd to place at least one of those Bristol Display Stands, about which we have been notifying you for so long, and it will not be necessary to again call your attention to them. Convention Called lo order at x 00. Roll Call. My Territory--1 05 - - A M. Woodward Discussion--r jo ------ My Outfit--1 45 * - - - C. F Pulfer. Discussion--2 o? ------ We consider the new coach color labels, samples of which have been sent you this week, a great improvement over the old ones. They are neater, plainer, and give a stock of these goods a much handsomer The Pa Inter--720 - - - - A R Kelly and more attractive appearance. Discussion--a so.................................................... Criticisms-- 3 ro....................................W Joy Discussion--j 30 - -- --- Our General Distributers* Standard Goods and Standard Prices--3 45 H C Cnter. Discussion--4 o; ------ General Discussion--4.15 - - - - - California W E Little Paint Co., Domestic Otl Co Colorado Los Angeles San Diego Pennsylvania H B. Semple & Sons Moyer^Bros . . Co, i Hardware Co . & Co., Phelps-Straw & Co , Easton Bloomsburg Hanover Pittsburg Reading WiJkesbarre South Carolina Murray Drug Co., Columbia Tennessee Fmts & Wiehl Chattanooga Van Vleet-Mansfield Drug Co , Memphis Texas Houston Drug Co. Grelner-Kelly Drug Co . Houston Sherman Utah G F. Culmer & Bro. Sail Lake City Virginia , Barker-Jeimings Hdwe Co . Lynchburg Washington Baum & Co,, Spokane Adjournment at 45 30. W. A Hover & Co , Denver West Virginia The balance of the program will be pub lished in the next issue. Florida The S. B Hubbard Co. Tampa Hardware Co. Jacksonville Tampa The Kanawha Drug Co . Charleston The Williams & Davisson Co , Clarksburg W H. Chapman & Sons, Wheeling 0007-SWP Thoughts ? % *. PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR Wt)RKS DETROIT, MICH. Devoted to Matters of Interest to Our Representatives, VOL. IV. DETROIT, MICHIGAN, NOVEMBER 15, 1^02. NO. 9 Of Interest to the Ladies* has plenty of houses, but is not too free Ffbm One `Who is in Position to Know* Don't forget to tell your wife thit the with his tenant houses. Please ship the Bloomingdale, Mich , Nov, 4, 1902. Annual T1-K.1 Banquet, which will cflbur at above goods on Saturday so that they will dentlemen:--1 can honestly say that your the Cadillac Hotel on Thursday evening, reach me as soon as possible. He has been pailht is the veiy best prepared paint 1 December 18th. is not a stag affair. I! they growling about waiting, but since paint is evdV used. The first 1 ever used was on wish to become familiar with the becret hers he is highly pleased with the goods. Jarfies Rhode's house three years ago. workings of the order, this will afford < VARNISH CHAT used it on four jobs lhat season. They them an opportunity to do so, and they will be most wel come. i PLUG HAT SERIES ` No. J 1--EXTRA PALE HARD OIL FINISH. The term 44 Hard Oil Finish " has become, by virtue of long usage,! a perma all look exceedingly well yet. D. R. Tu c k e r . Don't wait until the last minute to send in any sugges tions you may want to have discussed at the Convention. The 'earlierihese are' In, the better opportunity we shall have to consider them pro perly. If left until too late, there may not be time to give them the attention that you may wish. nent brand with the trade. Every varnish maker offers one `or more qualities of Hard Oil Finish because there is a demand for v*rrjM|h under this name, which cannot be filled with goods bearing a- different designation. Our Extra Pate Hard Oil Finish Is an Ideal vaftllsh for inside use. We deserve to build an enviable reputation on this Kne, because m the many and severe tests which we have aaade with it, as agzEnst the leading br acids mi toe -market,' we `fart fsliJ 'gratifying-'' proof that our goods not only 44stood up" better, but were m every respect superior to the bcst'&z&ss of Hard Oil offered by our competitors. By this we mean just what we say. Extra Pale Hard CHI Finish is an article of superior merit, when compared with the best that the market affords. It flows better, dries harder, has more body, greater lustre and is very much lighter in color. In addition, it will rub and polish far Odds and Ends* We have still on hand the following stock of Specialty Brushes, Pumice, Rotten Stone and . -Reno's Umber FiUer which we would very much like to berid of: 75 dozen 1-tnch Specialty Brushes. 65 dozen lj-inch Specialty Brushes. 2715 lbs, Reno's Umber Filler. 400 lbs. Rotten better than any of the standard brands. This is important, as a Stone. We must Temind our representatives again that it is abso lutely necessary that the approximate left ing, rubbed or polished surface on woodwork, etc., is very popular, and in fine residences more Hard Oil is rubbed nowadays than is m the gloss. Extra Pale Hard Oil Finish will not "rub up" in nor will it crack or check. In fact, we know that we have in this rubvar 340 lbs. "A" Selected Lump Pumice. 75 lbs, B. C. Lump Pumice, amount of the order nish just as fine a Hard Oil as can possibly be made. We are proud of it, Remember that we be given on each duplicate of an order turned in to a dis tributer in the place on the order sheet provided for that purpose. but we wouldn't be if it had a peer. There being no peers, we hope that you will place a case or more of Extra Pale Hard Oil Finish with every dealer m your territory. They are not averse to buying good varnish at an induciye figure, and we offer this article at a price which is lower to both the jobber and retailer than that secured by some of our most active competitors for their must have a clean slate at Convention time. From Practical Painters. Saugatuck, Mich., Annviile, Pa., Oct. 31, 1902. Gent lemen,-- Please ship at once, to finish this job, l gallon each. No. 126 and No. I, New Era High-Grade Paint. This man is highly pleased with this paint and l expect to sell him another order for other houses. He best quality Hard Oil. Our quality is better and our price is lower. Please give this your immediate attention, and oblige, Respectfully yours, Jo e, A. Smit h . Nov. 6, 1902. Gentlemen: -- We received a can of your paint last fall and gave it a good trial. This season we obtained and painted two cottages, and have become convinced your "Acme" is close to perfection. J. Do u d Sc So n . 0007-SWP-000128230 THOUGHTS November 15, 4502 Program* Acme House of Representatives, Third Day. December J7th Fifth Day. December 19th. Forenoon. E. R, HOAG, Chairman. Convention Called to Order at 9 00. Indiaba Indianapolis Hardware Co.. Indianapolis _ Town Sickels. Preston & Nutting Co , Davenport W. H. Torbert, Dubuque J W. Edgerly & Co., Ottumwa Hormck, Hess fit More, Sioux City Forenoon. Roll CalL Kansas A D Ho aGG, Chairman. Convention Called to Order at 3 jo. Working With the Distributer--9 00 - F R. Dougall Discussion--9 30------. The Distributer's Stock--9 45 - - C F. Elliott A B Whiting Paint & Glass Co.. Topeka Kentucky + Roll Call. Development of Special Lines--8 35 Hie eneral Mfs; Trade--835 1 W Connor DIS.CU5SJOI1--9 <x- ......................................- * Discussion--1015 - - - - - - The Outluuk--10 30 - - Thomas Neal. Secretary. Comments ard Suggestions from Distributers Present--n 00.................................................... R M. McFarland Robinson Bros. Co , Louisiana L N Brunswig & Co , Henderson Louisville New Orleans ' IIic Railroad Trade--9, - B 1* Hn>n Adjournment at JI:30. lhv.ussjon--9 55 - - -* Maryland T lie Carnage Mfg Trade--9 30 - - K a ]lrv.n IhacusMon--10 ic .... -- Lunch in Convention Hall at 12. Carlin & Fulton. Baltimore The Furniture Mfg Frade--to 25 Disup'sum--1045 ... General Discussion--u co - - 1 rank Neal .. -- Afternoon. Massachusetts E & F King A Co , Boston Adjournment at 11:30. O. R. El l is , Chairman. Minnesota - Lunch In Convention Hall at 12. -- Afternoon. Representatives' Program--1 co to * 30 - - Factory Program--2 30 to 4 00 - - - - Closing Exercises--4.00 to 5 00 - -- - Employees Reception in the Evening. Hackett, Walther, Gates Hdwe, Co., St. Paul Mississippi Lee Richardson & Co , Vicksburg #> C F Mc Ca u l e y , Chairman. Convention Called to Order at > c Roll Call. Profits vs. Sales--1 05 - - - G B. Pulfer Discussion--130 ------ Slow Sellers--1 45 - Wm l Davies, President Discussion--2 15 ------- w Fra Varnishes--*> 30 - Winner of Contest Discussion-- 50 ------ Working on Saturday--305 - - Dan Davies Sixth Day. Forenoon. The officers and managers of the company will be at the general offices to meet representatives ct our distributers socially, or upon business matters, from 9 00 to 12 00, after which they will accompany dele gates to Cadillac Hotel, where a farewell luncheon will be served. Montana Elfis Paint Co,, Butte New york Buffalo Glass Co., Buffalo Burhans & Black Cn . Syracuse Jno. L. Thompson, Sons & Co. Troy North.'Carolina Burwell & Dunn Co Hart-Ward Hdwe Co.. Charlotte Raleigh Discussion-- 3 ac ------ General Discussion--340 - - - -- Demonstrations--4 00 ...... Members Acme Plug Hat Club. Admitted Contest Mr Alf R Kelly.. March 1, 1901..Mich Seal Lead Ohio Loev Hardware Co , Cleveland Smlib Bros. Hdwe Co . Columbus Norton Paint & Hardware Co , Toledo Adjournment at 4:30. Mr. A E Barron June 15. 1003. .Neal's Alum En Mr. I. D. Wilson ...Oct. 1.1901 ..W. and 1 Pam) Oklahoma Territory Mr H L Wilson Nov 1. t q o i.. Liquid Wood Filler Alexander Drug Co . Oklahoma City Fourth Day. December f6th. W. C Neal.......... Dec. 1,1901....... New Era H. G H. F. Whttaker . .March 1,190a Davies' V S S A Hunter . ...April 1, 190a Granite Floor Paint Oregofs F E Beach & Co., Portland Forenoon. H P Torrance......... June 1,1902 .N C. P and T. D. Pennsylvania t Highest number F R. Do u g a l l , Chairman H. C Cater.............. June 1. rgaa.. < ot points for H. B. Semple & Sons ( six months. ] Mover Bros., Convention Called to Order at g 00. P B. Sangster .. .July t, 1902 Utility Varnishes r t -*:-co.. 1 . Hardware Co . Roll Call. W P Wiggins..., Sept 1,1902 Master PYrs' Col j F \- & Co. S. W Newel!............Oct. i, 1902 ,.W and f Paint Phelps-Straw fit Co , Cieeting to Visitors--9 05 - Thomas Neal, Secretary Responses--9)0101000 - - - - - SECOND DEGREE MEMBERS. Alf R. Kelly . .. Sept. j . 1901..Master PYrs* Col South Carolina Trip Through Factories--10 00 lo 11 j - - , H L. Wilson ___Feb. 1.1902 .. Household Paints Murray Drug Co,, Easton Bloomsburg Hanover P* R. . V. Columbia : ' D W.lson.......... May 1, 190. jgftiT&a. TtonnsBee Lunch m Convention Hall at 12 I THIRD DEGREE MEMBERS 1 Alf R Kelly .... Nov. t . 1902......... Davies'L. F Fritts & Wiehl Chattanooga Van Vlcet Mansfield Drug Co., Memphis Texas C F. El l io t t . Chairirum Our General Distributers. Convention Called to Order at t 00 California RoD Cali. W E Little Paint Co , t Domestic Oil Co. JThe Plant and Products of AcmeviIIe--r 00 - - I he Plant-- 3 >1 'J boinas Neal, cwr<.r<'tarv Florida Ka\* Materials--1 30 - * Maiiufaituniitf t aulmes--200 G B Pulfer : - Trank Seal The S B Hubbard Co. Tampa Hardware Co. I tie 1 unshed I'tuduct--2 ^ W 1 Danes, Tjcsjdem Georgia Marketing the Product---t - AM Wood'iinl General Discussion--3 30 - - - - - Bush Hardware Co , Neal-Millard Co . Los Angeles San Diego Jacksonville Tampa Columbus Savannah Adjournment at 4:30. I Illinois I Ti Kl Banquet at the Cadillac in the Evening. I Geo. E. Watson Co . Culburn, Birks & Co., Chicago Peoria Houston Drug Co , Grsiner-Kelly Drug Co.. Houston Sherman Utah G F. Culmer & Bro , Salt Lake City Virginia Barkcr-Jennmgs Hdwe Co , Lynchburg Washington Baum & Co,, Spokane West Virginia The Kanawha Drug Co , Charleston The Williams & Davisson Co , Clarksburg W H. Chapman & Sons, Wheeling UKtattu 1 0007-SWP-000128231 ; Thoughts PUBLISHED WEEKLY BY THE ACME WHITE LEAD AND COLOR WORKS DETROIT. MICH. Devoted to Matters of Interest to Our Representatives. VOL. IV. DETROIT, MICHIGAN, NOVEMBER 22, 1902. No. 10 VARNISH CHAT PLUG HAT SERIES No. J2-PALE DURABLE COACH. Good varnish is made, not horn; and it requires a thorough knowledge of varnish oils and gums, and great care in their choice and preparation in order to produce varnish which is really good. Our varnish makers possess ;hs knowledge and exercise this c*re in the selection of raw materials. Besides this, each line is properly made, filtered, tested and aged before being sold. Do not assume that all varnish makers are equipped with modern and up-to-date facilities as extensively as ourselves, for we have one of the finest varnish plants in the country, [n our PaJe Durable Coach we offer the trade the advantages which modern appliances and skilled labor, combined with an intimate knowledge of the requirements demanded, naturally carry with them. Pale Durable Coach is a high-grade coach varnish. It is extremely brilliant, elastic and durable. It is for use on all exposed sur faces, such as front doors, store fronts, window sills and any or all surfaces subjected to moisture, or severe outside exposure. While not as pale fn color as Exterolilc or Neptulite, It Is an ex ceptionally good article for use under the same conditions where price is an object. Pale Durable Coach will please your trade. The question of mere satisfaction is not considered in this line. It is a ques tion of getting varnish for a popular price, and a varnish that will, under any and all conditions, give finer satisfaction to the dealer, painter, archi- t e c t and consumer than any other varnish of this character offered at the same price by any of our competitors. We make these claims with the knowledge that Pale Durable Coach wili have to bear them out. It will do it. Do not hesitate m recommending this varnish. There is an active demand for a good coach varnish in alt parts of the country. We hope to make Pale Durable Coach one of our best sellers, and naturally rely upon you to accomplish this result. 1 fflMtnuw 0007-SWP-000128232 THOUGHTS November iz. 1902 The Voes of the Voe-Be-Gone. (Or Troubles of \ Stock Clerk ) The stock clerk sat on his hieh-legged stool, His mind was clear, collected and cool, But not because he was free from care. How could he be while over there. Behind those cases and In his way, ** Miscellaneous goods " were there to stay. He leans on his desk and looks over the lists, Not a can sold this week, though each week he Insists Through the columns of THOUGHTS that this stock be reduced, Each salesman Is called on, hut what Is the jse > They don't seem to mind that these cans never shift, They fail m our motto to '* Take Hold and Lift " He has now come to hope In sheer desperation. That we'd offer a plug hat in a star competition. And thus put up a prize for some salesman tc win, Though to call on cheap trade 'tie surely a sin So here's his reward, it's proclaimed near and far, The man who setts most get's a Tl - Kl cigar. The stock of miscellaneous goods, as shown tn bulletin No. 148 sent you to-day, should be totally cleaned out before you come in to the Convention. The offer of the slock clerk is open to all. The man who sells the most of this stock (in dollars and cenls) before Convention time, smokes an elegant (?) T1-K1 cigar. 44Good for Spatters." I called on the Hubbell St Ward Com pany, Bridgeport, Conn,, last week and found Mr. Hubbell reading Spat t er s . As soon as 1 entered the door my reception was, " Hello I Spat t er s ." The result was, l had the pleasure of selling him Neal's Enamel, Neal's Bath Tub Enamel and Neal's Interior Enamel. Hope you will keep on distribut ing Sp a t t e r s , as it is doing lots ol good. H. C C. Varnish Contest to Nov* 19* Just one more week In which to decide this contest, and those at the top of the list are so close together that we would not venture a guess on the winner. The three top-notchers are . A. D Ho a g g , A R Ke l l y . F R Do u g a l l Suggestions for discussion at the Con vention are coming in fairly well. If you have anything you wish " aired " don't wait until the last minute to send it in. When you register at the Cadillac Hotel, where many of our representatives will stop during the Convention, place the word " Ti Ki '' after your name. Following are the names of delegates who will represent T1-K1 clubs at our Conven tion. We wish our representatives to note them carefully, and be prepared to join us m extending our guests a cordial welcome. Delegates will also be received from clubs not mentioned below, but as their names have not as yet come to hand, we are not prepared to announce them, but will do so in a subequent issue of Th o u g h t s : Ti-KL Club No. 2. Colburn, Birks&Co., Peoria, 111. Mr. C. F. Reichardt, Mr. W. D. Chase. Ti-Kt Club No. 4. Smith Bros'. Hardware Co., Colum bus, Ohio. Mr. W. C. Jaynes, Mr. D, E. Mooney. Tt-Ki Club No. 5. Hackett, Waltber, Gates Hardware Co , St, Paul, Minn Mr. W. C. Walther Mr Frank Maley. Tt-Kl Club No. 6 Logan-Gregg Hardware burg, Pa. Mr. Jacob Lang, Mr. W. H. Parke. Co., Pitts Tt-Ki Club No. 8. Robinson Bros. & Co., Louisville, Ky. Mr. H. E Pftngst, Mr. Joseph Wanless. Ti-Kt Club No. 10. Indianapolis Hardware Co., Indian apolis, lnd. Mr. Chas. E. Hurlbert, The Geo. E. Watson Co., Chicago. 111. Mr. C. W. Payne, Mr. C. W. Burdick. Members Acme Plug Hat Club. Admitted Contest Mr Alf R Kelly.. .March 1,1901., Mich. Seal Lead Mr A E. Barron ...June 15. 1001 .Neal'sAlum En Mr. I D Wilson ...Oct i.iq o x . ..W. and I Paint Mr. H L Wilson Nov t . i<xr..I.iquidWood Filler W.C.Neal... . Dec. 1,1901 ... .New Era H. G. H. F Whitaker . . March 1.190a.... DaVIes'V S. S A Hunter............ Apnli. iqoa Giamte Floor Paint H P Torrance. . June r, 1902,.N C. P aniT D. r Highest number H C. Cater............ June 1002.. < of points for ( six months F B Sangster.........fulyt, 190s . Utility Varnishes. W P Wiggins .. Sept 1. 1903 Master P't'rs'Col S. W Newell ... . Oct. 1, jguv . ..W and f. Paint SECOND DEGREE MEMBERS. Alf. R Kelly............ Sept t, T90E. .Master P't'rs' Col H. L Wilson...........Feb. t , r/yxt Household Paints I nD. \Wimils_o_n.............Mma,,,y. r, t.^oe.. I| NNeaall'ss Eqn.aj meElnss> THIRD DEGREE MEMBtRS Alf R. Kelly ....... Nov. 1.1902.......... Davies' L. F Out General Distributers. California W E. Little Paint Co , Domestic Oil Co. Florida The S B. Hubbard Co. Tampa Hardware Co. Los Angeles San Diego k* Jacksonville Georgia Bush Hardware Co.. Neal-Mlltard Co , Ittmoia Columbus Savannah Geo E Watson Co , Colburn, Birks & Co., Indiana Chicago Peoria Indianapolis Hardware Co.. Iowa Indianapolis Sirkels. Preston & Nutting Cn , Davenport W H. Torbert. Dubuque J W. Edgerly & Co., Ottumwa Homick, Hess & More, Sioux Citj' Kansas A B Whiting Paint & Glass Co , Topeka Kentucky R. M McFarland Robinson Bros. Co.. Henderson Louisville Louisiana L. N Brunswig & Co , New Orleam Maryland Carlin & Fulton, Baltimore Massachusetts E. & F King & Co , Boslon Minnesota Hackett, Walther, Gates Hdwe Co . St Paul Mississippi Lee Richardson & Co . Vicksburg Montana ElBs Paint Co.. Rune New York Buffalo Glass Co , Buffalo Burhans & Black Co., Syracuse Jno. L. Thompson, Sons & Co., Troy North'Caralma Burwel! & Dunn Cc Hart Ward Hdwe Co , Charlotte Raleigh Loew Hardware Co , Cleveland Smith Bros Hdwe Co , Columbus Norton Paint & Hardware Co.. Toledo Oklahoma Territory Alexander Drug Co., OklahomaCity Oregon F. E. Beach & Co., PortI rid Pennsylvania H B Semple & Sons Moyer Bros . :r~ Co., I . .. Hardwa re Co . i* - & Co. Phelps-Straw & Co , South Carolina Murray Drug Co., Easton Bloomsburg Hanover Pittsburg Reading Wilkesbarre Columbia Tennessee Fritts &. Wtchl Chattanooga Van Vieet-Mans-field Drug Co , Memphis Texas Houston Drug Co , Gretner-Kelly Drug Co.. Houston Sherman Utah G F Culmer & Bro , Virginia Bnrker-Jennmgs Hdwe Co Washington Baum & Co., Salt Lake City Lynchburg Spokane West Virginia The Kanawha Drug Co , Charleston The Wili ams & Davisson Co . Clarksburg W H Chapman & Sons, Wheeling # J 0007-SWP-00012823 Thoughts p u b l is h e d w e e k l y b y t h e a c me w h it e l e a d a n d c o l o r Wo r k s De t r o it , mic h . Devoted to Matters of Interest to Our Representatives. VOL. IV. DETROIT, MICHIGAN, NOVEMBER 29, 1902. No. 11 VARNISH CHAT PLUG HAT SERIES No. I 3--NEOTERIC LIQUID DRYER. The wbrd 14 Neoteric'1 means new, recent in origin, or modern. The name is therefore very appropriate for Neoteric Liquid Dryer, as this article is distinctly modern and up-to-date. We behevfc In economy. So 00 painters. If th^r can secure a dryer which possessed double the strength of any of the dryers earned by the local dealers, and the cost is not much higher, they are going to use tt. They can save money by it. One gallon of Neoteric to twenty gallons of oil is sufficient to dry the paint thor oughly. The proportion of ordinary dryer used is about onft .gallon to every ten gallons of oil. Neoteric Dryer is strong fust, last and all the time. It is the strongest, safest and most reliable dryer we or any other firm can make. Cheap dryers cause the paint to curdle or separate; often cause it to crack or peel, especially if very much is used, and it is necessary to use a good deal to produce the desired drying qualities. Neoteric Liquid Dryer, on the other hand, mixes readily with oil, will not cause cracking or peeling and aids the working properties of the paint. It is clear and absolutely free from harmful adulterants so injurious to good paint. It may be used under any climatic conditions and the painters can rely upon perfectly satisfactory results being obtained where it is used. It is absolutely uniform and suitable for drying oil, oil paints, varnishes or for painters' use generally. In short, Nec^eno is a Perfect dryer, and the many good points mentioned here should arm you with all the argu- meets necessary to place the goods very freely. We hope for a large increase in business on Neoteric Liquid Dryer during the coming year. You have a ** good thing " here, and if properly pushed there is no doubt but what the painters will take hold of this line and call for Neoteric in preference to any other dryer on the markel. A httle higher tn price, but much cheaper in the end. Read the attached slip with care. * mmmw THOUGHTS Some of the New Faces at Our Convention This Year. The gentlemen, whose portrait cuts appear below, are all acquisitions to the corps of Acme representatives made during the year of 1902. We feel assured that they will be extended a hearty welcome by their co workers. \V J SELVAOB, Indiana In answer to bulletin No. 139 allow me j to congratulate you upon your new coach | and car color label. It is a decided im- j provement, and one that, 1 think, will 1 result m an increased sale of the goods A. R. K. Members Acme Plug Hat Club. Admitted Contest Mr All R Kelly March 1,1901 Mich Seal Lead Mr A E Barron . June 15. 1901. .Neal's Alum En Mr I D Wilson ..Oct x, 1901 . ..W and I. Paint Mr H L Wilson Nov j . 1901 .Liquid Wood Fillet W C Neal .. Dec. r. 1901. .New Era H. G H. F. Whitaker .. March t, 1902 .. Davies' V. S S A Hunter .. .April i. 1902 Gianite floor Paint H P. Torrance ... June 1.1902. N CP.andT.D. r Highest number H C Cater............ June 1, r92 . < of points for ( six months F B Sangster ___July 1. 1902 ..Utility Varnishes W P Wiggins ....Sept 1,1902 Master P't'rs'Col S W Newell....... Oct. 1.1903........ W. and I Paint SECOND DEGREE MEMBERS. Alt R Kelly . .Sepi. 1.1901 Master P't'rs' Col H L Wilson.........Feb 1,19a* .Household Paints ,I. .D. Wilson............ Mayi. 190_2 . jl NNeeaa|l.'ss BEn.TamEerlss> THIRD DEGREE MEMBERS ATf R. Kelly. . . Nov. 1, 1902......... Davies'L. F GEO M WE(3, Assisting C P Elliott November ag, 1902 Our General Distributers. California W E Little Paint Co . Domestic Oil Co Florida The S B Hubbard Co Tam;w Hardware Co Georgia Bush Hardware Co , Neal-Millara Co . Los Angeles San Diego Jacksonvil'e Tampa Columbus Savannah Illinois Geo 5 Watson Co . Colburn. Birks Co , Chicago Peoria Indiana Indianapolis Hardware Co . Indianapolis Iowa Sickels, Preston & Nutting Co , Davenport W H Torbert. Dubuque J W Edgerly & Co.. Ottumwa Hormck, Hess & More, Sioux City Kansas A B Wincing Paint & Glass Co .Topeka Kentucky R M McFarland Robinson Bros. Co , Henderson Louisville Louisiana L. N Brunswig & Co , New Orleans Maryland Carlin & Fullon, Baltimore Massachusetts E &F King* Co, Boston Minnesota Hackett. Walther, Gates Hdwe Co , St Paul Mississippi Lee Richardson & Co , Vicksburg Montana Ellis Paint Co.. Butte New York Buffalo Glass Co , Buffalo Burhatis & Black Co , Syracuse Jno L Thompson, Sons & Co , Troy North Cardins Burwel! & Dunn Co. Hart-Ward Hdwe Co , Ohio Loew Hardware Co . Smuh Bros Hdwe Co , Norton Paint & Hardware Co Oklahoma. Territory Alexander Drug Co . Oregon F. E Beach & Co., Charlotte Raleigh Cleveland Columbus Toledo Oklahoma City PortUnd Pennsylvania H B. Semple fit Sons Moyer Bros , Co, 1 Hardware Co. 81 Co., Phelps-Straw & Co , Easton Bloomsburg Hanover ` South Carolina Murray Drug Cu , Columbia Tennessee Fruts & Wiehl. Chattanooga Van Vleet-Mansfield Drug Co , Memphis Texas Houston Drug Co., Grelner-Kelly Drug Co , Houston Sherman Utah G F. Culmer & Bro , Sail Lake City Virginia Barker-Jennings Hdwe Co.. Lynchburg Washington Baum & Co,. Spokane West Virginia The Kanawha Drug Co , Charleston The Williams & Davisson Co., Clarksburg W H. Chapman & Sons, Wheeling m d 0007-SWP-000128235 Thoughts PUBLISHED WEEKLY &Y THE ACME WHITE LEAD AND COLOR WORKS DETROIT, MICH. tievoted to Matters of Interest to Our Representatives. ' VOL. IV. DETROIT, MICHIGAN, DECEMBER 6, 1902. NO. 12 James Dougall VARNISH CHAT PLUG HAT SERIES i No. * ^-g e n e r a l r e ma r k s . We have how been making asd energetteally pushing New Era Architec tural Vafnishes since 1902. The results have been very satisfactory and encour&girigl Our sales during this period have proven that higb class varnishes, such as we are making, are prime faVbrites with the trade. This is because the quality of New Era Architectural Varmshds appeals to the heart of the first-class practical painter and finisher. Practical finishers know a great deal about the working . quailtldft of varnish, end are- in a position to judge of its merits. New Era Varnishes suit these men, and suit them, on the whole, far belter than any other line of varnishes on the market. A finisher knows that he cannot learn how to apply varnish to the best advantage in a week or a month, and he is quick to appreciate that it takes time to learn 4o nitke varnishes, to test them, age and npen them so that they will possess the richest tone, the best lustre, the greatest elas icity and durability. Our varnish makers have made this-a s*udy for years. They are thoroughly experienced and competent. Our factory, as you know, is justly claimed to be the best equipped m the country. We have taken up the varnish question w.th great care and given ihe subject a great deal of study. The result is a line of varnishes which holds the same relative position in the var- nish market that New Era. Prepared Paint holds in the paint market. We have the greatest confidence in this line, because we know that each item is all right If they were not right we would not rest until we had made them so We aim to mske and sell the best varnishes that can possibly be made at any pnce, We are selling them at prices which are very reasonable, quality considered. It is up to you to make New Era Archi tectural Varnishes the most papular line of varnishes in the market with the jobbers, retailers and consumers. In this we wish you great and unqualified success. Ralph H Neat J. W Berry G W. Jones. Some more new faces that will appear at our Convention. J V Stout THOUGHTS December 6. 1902 Result of Competition on New Era Architectural Varnishes, An Excellent Testimonial to Preserve. Jay B. Jenkins, a practical painter in Lest Nation, Iowa, advises us to the effect that his attention was called to our New Era Prepared Paint a short time ago by our dealer at that point, and, after giving the goods a thorough test, he has concluded that New Era is far superior in every respect to the goods he has been using for the past three years, vis., Heath &. Milligan's. The next issue of Th o u g h t s will appear January 10th, 1903, A D HOAG<,, "A inner of 1st prue A R KliLLV Winner oi 2<1 prize F R DOU&ALL, Winner of 3I prize Our records indicate as a result of this competition, which com menced on Aug. 18th and closed on Nov. 29th, that Mr. A. D, Hoagg is entitled to first prize, consisting of a membership in the Acme Plug Hat Club and a check for $20; Mr. A. R. Kelly, 2d prize, $J0 5 Mr, F. R. Dougall, 3d prize, $5. We congratulate these gentlemen upon their earnest and successful efforts, and the manner in which they have Taken Hold and Lifted on this proposition. 1 have received the gold link for watch fob, for which many thanks. I shall wear same with as much pride as though I were a battle-scarred veteran returning from the field of war, decorated with medals for bravery displayed. A. R. K. / The Acme House of Repre $ s $ C. Mehlig is Now a Member of the Acme Plug Hat Club. Competttkxr for November. sentatives will be in session this year during the week of I December J5 to 20, inclusive. # C VlBHLK. The representative making the highest number of points in monthly competition for the six months ending December 1st is entitled to a membership in the Acme Plug Hat Club, and in case that the one making such a record is already a member it is to go to the next highest. As a result of these conditions, Mr Mehlig is entitled to be represented in the ranks of our representa tives' exclusive association, and shall be expected to wear his silk tile at our Con vention. Mr. Mehhg has our congratulations, and will undoubtedly be welcomed heartily by his fellow members, ard we assume at the coming gathering will be properly initiated. S W Ne w b l i, Sam has been "putting his best foot for ward" at a pretty lively pace this fall in the matter of competitions. Our represen tatives will recall that he was admitted to membership m the Acme Plug Hat Club as result of the September competition on Wagon and Implement Paint Now he wins a second-degree membership as re sult of competition on New Era in Novem ber. This is certainly taking degrees at a. rapid rate. Sam was an " infant *' at our Convention m 101, but he evidently ab sorbed ideas at that time, which he has put into practice very successfully. We know he will bear his honors with becoming modesty.' Members Acme Plug Hat Club. Admitted Contest Mr.` Alt R Kelly. March j. 1901..Mich Seal Lead. Mr. A E. Barron ...June 15. 1901..Neal's Alum En. Mr. 1 D Wilson....Oct 1,1901 ...W.andl Paitrt Mr H L. Wilson . .Nov 1. ioox..LKjuidWoodFNler W.C. Neal .......... Dec. 1, *901.,...New Era H. G. H. F Whitaker. ...March 1,190a ....Davies* V. S S. A Hunter. ....April a, 1902 Granite Floor Paint H. f? Torrance June 1,1902 .N C. P. and T. D H. C Cater c Highest number . ...June 1, 1502.. < of points for ( six months. F B Sangsier . July 1, iqo.. Utility Varnishes W P Wiggins Sept 1,1902 Master P't'rs* Col S. W. Newell.......... Oct t, njoa .. .,W and I. Paint A. D Hoagg............ Dec. 1,190a..........New Era A. V r Highest number C. Mehlig................Dec. 1,1902 . < of points for ( six months. SECOND DECREE MEMBERS. Alf. R. Kelly . .....Sept 3,1931 Master P'l'ra'Col H L Wilson . .. Feb 1. 1902 . .Household Palms ' D W"s" ............ ** ' '* ! NS'S l-TEris. S W. S'ewcll. ... Dec t, 1902 . New Era H G. THIRD DEGREE MEMBERS Alf R Kelly .. -Nov 1,1902 ......... Davies* L F. 0007-SWP-000128237