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i I I The Chameleon *f , foi* slpril 1900 Volume Three Number Four Vor.. Ill The Chameleon. I'uhiishcd nti the fifteenth day of each month by Tim Smb k iv in .Wil l ia ms Ph h s s , 31 Michigan St., Cleveland, for the interest and benefit el Tu b Siie r w in AVii.i.ia ms Co .'s b-y.il staff. AFRIT., 1900. Mo. 4 KOPAL IS VICTORIOUS. OPAI. sweeps the country. K It has been an insftinfatieo/ts success. We have had first to double, then trebble our capacity for handling it. and vve are increasing still further our facilities for a larger output. We can see that our endeavors to make Kopal the S.W.P. of the varnish trade are to be fully and speedily realized. Wc are greatly encouraged with this quick and pronounced success of our varnish specialty, anti will not be slow to follow up this favorable introduc tion to the varnish field. We highly appreciate the splendid efforts of our representatives and the enthusiastic manner in which they have seized upon this new opportunity for the extension of our business. It is fresh proof of what we all feel--that this Company can make a conspicious success of anything it undertakes. Already we begin to receive compliments on the excellent quality of Kopal, which is an early indication of the highly satisfactory results that will undoubtedly follow its practical use. It is made for satisfaction. There is no varnish turned out today that will equal it at the price. No varnish concern has had the nerve to put on the market a varnish of such high quality at such a reasonable price. Mr. Fasquelle. who leads in Kopal sales, wrote a few days ago as follows: "I have been much interested today to note the use of Kopal which has been made by Geo. K. Paige & Bro.. at ITecken-ille. They are doing a portion of the finishing on their new store with it, part having been finished with Berry Bros.' bight Hard Oil, Kopal showing a finished job which as far as transparency is concerned cannot be distinguished on Yellow Pine from the Light Han! Oil. `-The finish is far superior and the painter states that Kopal works easier, anil in his opinion covers better. :`\Tr. Paige is so much pleased with Kopal that he ordered it to finish the woodwork in his opera hall, using it instead of an article made by a leading varnish house that had donated 2*sJ gallons toward the work. "It will be used on the ceiling, in this 0007-SWP-000131252 X h s'3 sl.r o~ tS: `-5l *>* 3 c t; " 5* g|J W l|W!M sj rt --* " "3 t j? " ig O re > -r\5stnC--625: *1 1>*~ c .e as -5 a-2* S i '* m tu 5* (C 2w* K G eM S u > -5 i J3 ili i f iK *3 IS '= 2 "'S.fc gC >Lrxwl bae crCt 2 `r* s b .>C vrt: . 11 a 5c O K < D w y J> - 3 P- I 'g B f* 5 ' : 73 c E g O rt = !=m? =" >*OVH ChOj; *_^> 7. 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I"? 1 g^ e &s 2 18 11 's 1 rs " t? *3 s Si5jo5BS mm0no g0 .5 g 2 55 d S^.SA^I 0M rs}. I| S * s rt -c 1; j: Oeb*"ctrJt u*-e3" S C -3 3 4J 5 u Ss _ -3 .g rt ~ S a Js *TJ C vi ti <o 93 V CO c x; pS ^ ; a *; k 0 i 3 c_ KK w*2 1" s so S S3 3 C j 2 5->*a S2 --5 S' 2US fi ^g jJnu2 2 co ^2 fc j g>1> c ^s t"t ^C 5 y- 2 c ?. S <. =5 J~ -3s y ao y bl3 :: ^c " */ B 3 54 O'^-e wH * g v: .w b= JJ g D rt S j ?; f ' J ^3: i3? r2 o : v SsS S' = ,. .13 = *. a H 5>v * M V, ^c B c ;1 HO ~3-cq -y< r- v ,my B, - StS bC ? * ', ll I: oAS^f3j,; ^5 s a ?o -- : d * <s U -- -3 8fig.S TB3 2i^O .Ut5 -5 J > J* o o 5 li * u = -i " 3 ' 3 a 0t w= i: r2wt sv* JZ V y> "3 f^ig*j u ,2 o ^ ~ hc-"i J3- "*S- -- = "d x iPgj; 5 Si _Bu3 5 3Z Mo S i S.? " x ?b b^ av .5 C s q 3 0 S ^ S " c S a >> ^,Sg| 3 0 S H; X 5T o cj 4XV y s _ Je=i : ' c nn.i..:: 9s s * C c *5 ; ? - 15 x 2 2 5-ag^ tgi 3 3 ^ 2<K*"*f(W3* c x a> *- ts -.bio' J2J,= c sp ^s? S ^u *a - -s x ^ '> 5 ^3 * C S5 u^ 1y5 foi CC -CJ S3 o e S ; '4 | 2 w &*5 "3 c .5 I != ^ P a -p?J>. 11 fi a s --nx--r -- ^~us --3x 1 ..Sii 5u c ay> ti w cc b 5 5 0 ,}y2 v0 0^3 i> o 2 ^ .a 3 s. s-i Era E a * r- 0007-SWP-000131263 96 TIIK CHAMELEON. who never sold varnish before and has never had any of its varnish tested in prac tical use. They may know how to make paint, but how do we know that this - Kopal* of theirs is going to turn out as they recommend it? I don't want to take the risk. Come around in a year or two." he said, turning to me, "after your varnish has been tested on the market and in use, and we'll talk to you." Now to some of you older men this might have been a very easy argu ment to answer, but it was not so to me. All that T might say about our reputation, our experience in making varnishes for Buggy Paint. Varnish Stain, etc., and our great care and study before entering upon the busi ness had no effect on him. Not only this, but his arguments began to make Tolies waver. I-ayton persisted in saying that with our best intentions and most conscientious effort our goods were more or less of an experi ment and that time was the only thing that could prove the real worth of the varnish. I was very much "up against it" and felt T should have to give up, when a fortunate incident occurred that gave me another chance. A woman came in for cough syrup, and I,ayton went to wait on her. He showed some four different brands and to each one she said that she had tried them and found them practically worthless. He had nothing else to offer her and she left without pur chasing. When he came back to us he said. "I wish we could get a cough syrup that people would ask for a second time. I'm going to get one up my self some of these days that's worth selling. ' ' This gave me mv "cue." and I tried to put things so they would see them from our standpoint. I said, in substance, something like this, "Sup pose you made up your mintl to make the best cough syrup you possibly could, and then got an old reliable family doctor in town and the best expert chemist you could find to help you. Then suppose you., Mr. Tolies, the doctor and the chemist got to gether, with samples of all the leading cough syrups before you. analyzed them carefully anti found where each one fell short of being effective. "Suppose you then went about to make up a formula that represented the best knowledge and experience that you, the doctor and the chemist possessed, and which if properly com pounded from pure materials would give a good, effective syrup, far ahead of any other on the market. Suppose you now went ahead, purchasing the very best of every ingredient, testing it all yourself to be certain of its pur ity. Suppose you watched every de tail of the making with scrupulous care, and when the preparation was finished gave it to a number of your ailing customers to try, and found it worked better than any cough syrup you'd ever been able to buy. In ad dition to this suppose you put such safeguards about yourself that every single bottle of the syrup was uniform ly good with every other bottle. * Wouldn't you feel pretty confident in placing it on the market and in stak ing your reputation on it? Would you feel you were running any risk in urging people to buy it? :iWel], all this is just an example of what we didin. making - Kopal', as what I told you about our going into the varnish business shows. It's a dead parallel every inch of the way." A few minutes later I took my first order for a 20.00 assortment. 0007-SWP-000131264