Document jB5om4M07gKKj0qkJ4gQrZyap

0007-SWP-000131204 I I ii ! ! i i t I 1 0007-SWP-000131205 0007-SWP-000131206 t. The Chameleon. vou nu FuUisbed on lb* Fifteenth 4mj or *%ch month by Tn s Sn u mk -Wil u a mi P**m. n MickUrw* St., Cltntni for the interest mad neurit of Th e S***w in -Wu .u a Co.*i toyel rteff. JANUARY, 1900. No. 1 NEW YEAR'S REFLECTIONS. | HE New Year affords a good opportunity for every individual, whether serious or otherwise, to coll a halt amid the wild rush and whirl of the busy world, for sober, earnest reflection. It's an appropriate occasion to take an in ventory, not only of ones material possessions, but also of ones immaterial possessions, those qualifications which have a higher value than the greatest material wealth. It's of infinately greater importance that our inventory should show the balance to be on the right side in the latter case than the former. We have had one more year of experience, one : year of opportunity. What have we done with it? Which way have we op or down? It'B certain we have grown one way or the other. 1 has it been? Be honest about it. It's important that you should knot*!. Reflect upon it before you enter on another year, for each year has its in fluence on the next. Face the situation squarely not*-, and decide at once which army yon shall grow in the year before you--forward or backward. Will you advance on the road of life, of success, or will you fall back? Think ahmtt ii. You have the power to do which you choose. Very likely our inventory. If carefully taken, will show we have grown up in some ways and down in others. Some accounts will show a gain, some a low. Then let us learn the lesson which the statement shows, and take precaution to strengthen the weak sides and fortify still further the strong ones. That's the purpose of an inventory. life it a struggle. It's a continual warfare from start to finish. The strife is constant. A man needs to be a fighter, a bold, fearless fighter, and a hard hitter. Hemustdevelop a strangarm. an iron will and a level head, or he'll go down in the contest. He must drill himself constantly, every day. He must keep his uniform and armour ever bright, ever ready- There's danger lurking on every side, and at the most unsuspecting moment you may he called upon to defend yourself. Be irmly. F.very defeat is a handicap, every victory an advantage. The future of our Company depends upon, the individuals working for it. Our interests are all bound up together. The actions of each one have an Influence on the whole. We can't escape this responsibility* It's not on the machinery, or the product which it turns out that our success depends--but ! 0007-SWP-000131207 0007-SWP-000131208 THE CHAMELEON. upon om people the "living machinery." Therein lies out making or un making. vTh^Company will grow up or down; will go forward or backward, just as the individuals about it incline. Is it n6t2*irmsfpi--o----r--t--a---n--.t7, t*h*"e---n--7, th..~aVt w.VVe rsuhrovuuilud reflect VoJn1 tUhJeC tthilrleCs&hUoUltdU to> f another year, and beT|j}ie that our influence is growing in the right direction? K- ^ Jtrtfryrz. ^ CCV. _____ _______________________ Gene* at Manager, Great Gains for the First Two Months, ORM0 US is not too strong a word to express the magnifi cent gams we have made m the first two months of this great year. It is simply wonderful the pace we have set__it's gettingfaster andfaster, andsteady, too, with all. Full steam is up in every Division, in all Departments and on all territories, and the powerful engine of our mighty organization is throbbing and pulsing as it never did before. Everything makes way for this lightning express, and beholders look on with admiration and applause for our achievements. The gainfor the two months is almost one hundred per cent. The business has nearly doubled that of last yearfor the same period. The Central Division has more than doubled, the Western Division has more than doubled, the Eastern Division is well ahead and New England has more than doubled. Canada has made a handsome advance. The Trades Sales Department, Railway Sales Department and C. & M. Department show about equally in the general gain. We congratulate and thank allfor the splendid efforts being putforth. Our anticipations have been surpassed. The Oil in S. W. P. V i. C. R,,,DSLEt DURING the convention I took ing a sample of Linseed Oil as we are occasion to call the attention of now preparing it for use in S. W. P. the representatives to some work that Since that time some of the rep we had been doing in the way of resentatives have asked for sample preparing oil specially for use in bottles, thinking to use them for the special ways, and particularly in show purpose of interesting customers and t THE CHAME prospective-customers.. They certainly can be made a strong talking point to show how we are doing things better .than the other fellow, and in as much as what was said with reference to the oil at the convention may easily have become obscured in the minds of those who were trying to assimilate and remember a large amount of information, it seems well to go over the matter again. In preparing this oil we take pure, old, well settled Linseed oil; the same article that used to b"thf> purest and very best linseed oil that was known. As a matter of fact, however, such oil without special preparation does con tain quite a percentage of ingredients : which are really not part of linseed . oil. Oil, even the oldest oil, contains ; a percentage of water,' It always contains a varying percentage of - mucilaginous matter and quite a number of unsuitable compounds that ; help to make the linseed less durable than it otherwise would be. All these defects our process of preparation . overcome. It is not necessary to attempt to describe the exact process here, as it would be quite difficult to make it clear and free from tecnicaiities, and there would hardly be sufficient gain to justify it. Suffice it to say that the * oil is subjected to treatment that results in is is so o ex ci tr ne " m d e in co a e w p o a p c e s S it re e o th Manufacturing Trade a vemo * PORTION Of t. 9. OUINN'S ADDRES HE average manufacturer's buyer, th T as I find him, is a very pleasant im gentleman to meet; but he is a verJy busy one. He is very friendly, how th ever. , To use the expression of one whom I called on, all paint men look alike s to s to them. I soon came to the con f clusion, since such was the case, that 0007-SWP-000131209 4 THE CHAMELEON. stands in the front rank today in original business methods. I told the buyer about ite ' I explained to him our system of branch houses; I told him about our conventions and our lunch rooms. I acquainted him with the careful and systematic manner in which our goods are manufactured, and with our ability to give him uni form goods always. Personally, I have always found that a detailed ac count of our Company's modern busi ness methods has been listened to with unfeigned interest. These buyers have a habit of grasping your hand in a cordial manner, and thinking of something entirely foreign. To get them thinking about you and in terested in you is a point well gained and it's an easy step from that to your goods. In asking for samples, and that is what we have tu do in the manufactur ing business in order to match up what he has been using, I impressed him with the fact that it was not our desire to secure a match from a manufacturing point of view and pro duce similar goods, but to enable us to understand what he was using, and to improve on it. This brought me to the painter. The better side of every man, irrespective of what his walk -in life may be, is seen in his home, and per sonally, I think that the best place to cultivate the painter. I am free to confess that social duties along this line are not always attractive after a hard day's work; but when we re member that this man is in a position to make or mar our other efforts, I don't know that I can do more or better work than that done with the painter. After you have secured the manu facturer's attention, you should hold it. A systematic correspondence will show you good results. I' have found a carbon copy of my reports, to which 1 attach all papers and memoranda, a great aid. It is impossible to charge yow mind with the small things which arc bound to come up, and which you will in time find very useful. An oc casional letter will hardly show you results. I think it best to set aside a certain time, say one day each week for going through these papers. Com mence taking up such matters as these memoranda suggest. For this reason, I also attach a blank slip to my re ports. I make a note of the date, and the next week I go over the re port; if, in the meantime, 1 have re ceived an answer, I check it off. In this way one keeps in touch with the trade and holds the attention, and that, gentlemen, is the secret of success in the manufacturing business. Buy S. W. P. When other paints are shown to you, Their virtues loud extolled, In terms and discourse oft untrue, With preteuce bluff and bold, It may perhaps be wiser theu To pause betimes and see If the guerdon be not greater, when You buy S. W. P. Whew summer suns do bake and burn And cause your tints to fade And render hopeless each new turn, Each effort that you've made; When skilled endeavor ends in waste And lost your labor be, (Through other paint procured in haste). Then buy S. W. P, J. H. Wil l ia ms . TILE CHAMEL An Advertising Display R. E. S. Blanchard uses a hotel tion M display for our advertising that eas must certainly prove a strong paint " seller. The illustrations shown here tell the story pretty well and give a fair idea of what a new dealer's im pressions must be when he sees the array for the first time. The arrangement is so advantage ously made that every individual ad vertising feature is increased in value. One-half the effect of any attractive thing may be easily lost by displaying. it badly, and all know that a store counter or the bed, chairs and tables of a hotel-room are very poor display racks. If you are after a strong argument and want to make our advertising count for all there is in it, we advise coyping Mr. Blanchard's method. With the illustrations and Mr. Blanchard's descrip- ho tab ing up tac by ho tha 6 TIJE CHAMELEON. TIIE CHA | can also arrange the display tack lor the inside measurements of which are side. Learned tacts are keys for | the cans and. counter display cards, n in. high, 19^ in. wide and 34 m. future facts. L. W. Ba r n e y . j leaving yo,u< only the work of setting long. It has a partition that is re I up the ^dyisttising. movable, running through the centre " What impressed me most on my I "The' sign should be cut in of trunk lengthwise, on one side of first trip out this year ' ' was the anxiety | two and hinged for convenience in which the four nests of cans fit nicely which the customers felt in buying j packing. 'It can be hung by having and on the other the " F " with an goods. They all seemed to want to I two screw eyes inserted in the cleats at Enamel Paint case to keep it from get aboard before another advance I each end, about t *4 inch from the top, sliding and marring. The pint varnish took place. | these screws should go in on the can goes nicely inside this small case. New people were pleased with the j side of the cleat so as not to interfere "The tray flllsthe entire trunk above general line of advertising. The old I with "F" folding together. The the tops of the cans and affords room trade rejoiced whqj,tljey saw the new j 1900 "F" should be packed in can- for all the rest of the tjisplay and some " E " and withoufan exception were I ton flannel or cheese cloth to prevent stock of advertising '.for distribution. greatly pleased and felt it was going to ; tubbing, and the slats should be pack The "F" boards and curtain fit in be a big paint seller. Varnish comes : ed in cheese cloth, with strong that part of the trunk above "F' ' sign, in for considerable notice. The paper outside. helping to make everything nice and Kopal assortments seem to fit exactly-- This entire outfit packs in a trunk snug." just the very thing and quite a num ber placed their orders early. More, many more, are coming. As Seen on the First Trip Out. Ma t t . M. Smit h . LAST month a letter was sent to the representatives of the Company asking them to tell us what "impressed them most on their first trip out this year." With new lines of goods, new advertising features, new enthusiasm and a new year before them the representatives must often receive impressions on the first trip out that later in the year seem less significant and pass without special remark. If we could bring all these various impressions to a focus in Th f . Ch ame l eo n they would make valuable reading. VVe have but a few to present, yet they ate an interesting collection. Let us have more of them next month. We fear om letter was not sent out early enough to give all a fait chance to reply, and we want to hear from every man on the road. Fifty words will give us the facts. What do the new men think ? With convention echos ringing, it the Prodigal Son, and as to the entire seemed as though no influence could advertising I can best express the add to the confidence already instilled general comment by quoting the words that this was to be a greater "banner of a new S. W. P. agent: " Well if year" for the S-AV. Co, It was when you do all this for us we will just do I tried our ammunition for 1900 that I the rest." knew I had not missed the mark- and Allow me one word for our varnish I am only waiting to have done with and I am done: "Cin c h !" The the counting. C , trade have long looked for a reliable All along the line our agent friend^ |i^h i ; bind "X;-can tell you that my declare that they are going to beat out fiSt 'oraer ^15 6 gallons) was because their record in S. W. P. for 1899. The S-W. Co. label on the outside is a The new " E" is welcomed as was sufficient guarantee for the quality in- The new advertising makes a great hit in No. 6 and has helped me out several times. Kopal is sure to be a winner. The agents seem to think they will be right in it this year. C. H. Ric k e t t s . November and December have been very satisfactory. More than pleased - with the business so far. Feel quite confident the business will be very large this year. New agents coming in and now is the time to push. "Do it now." Work while the day is dawning and we'll get the business while the other fellow's yawning. D. E. Fis h e r . Business is certainly good in Florida and the people are beginning to find out that the best is always the cheap est. Those who have already had a taste of S.W.P. are now asking for more and telling others about it, there fore I am selling paint. The East and West Coast of Florida 0007-SWP-000131210 0 0 0 7 -S W P -0 0 0 131211 8 THE CHAMELEON. with; qiy tjrade. I try to work them all. and generally where I get one I get all or nearly all of them in. Th$ n|fy "E" is the best feature of our. advertising line this year in my opinion ^atad 1 believe it will largely increase business. The new fence signs are very well thought of, every one pronouncing them fine. The quality of our goods, backed up by our advertising are the best arguments I have found with which to secure new agents. I have had verylittle complaint about advance in prices: in fact only one case that caused me any apprehension and that was way back in August. I have since secured that agency's stock order for this year, and have the satisfaction of having heard them say `-the advance is all right." M. B. Mil l s p a u g h . Spring orders two to four times larger than last year in most cases. Everyone delighted with the new "E". Most everyone has bought Kopal or some other varnish of our make and much pleased to buy of us. C'arraenta is wanted, but no large demand. Almost no kicks on prices and many compliments on the few changes on shelf goods. L. J. Fa s q u e l l e. "What impressed me most on my first trip out," was the cordial greet ing given me by our agents and dealers. While in our line, as in all others, occasionally I went against a dealer who was a little frosty, he always got in line after a better acquaintance. Occasionally 1 would find a dealer who was a little sore on account of the advance in prices, but when they were asked which they would rather see, the price advanced, or the quality of our goods lowered, they always said, "Keep the quality up." VV. F. Ga l l in g e r . Our unique method of advertising as well as the high quality of our goods does two-thirds of the talking with the new agent. I find all our old agents very enthusiastic and anxious to see thfe painting season opening. So far nine new agencies open. P. Z. R. Vin c e n t . The 1900 advertising impresses all agents most favorably. All welcome the new shades of S. W. P., many saying it completes our line. The 1900 "E" seems to excite more general approval than any other one feature. When all are so good it is most difficult to particularise. The new "MM-4" also pleases all who see it. Ed w . S. Bl a n c h a r d . Agents on my territory are enthusi astic about S. W. P. and are putting heart in the work to make 1900 the banner year. The new advertising features, are an inspiration to many to become more active advertisers, for they see the possibility of increasing trade. Speaking of the AA-4 sign one agent said, "I must have that," and this is the opinion shared by many as evi denced by the fact that nearly every agent called on has purchased one. I note the most successful agents are those who advertise and take ad vantage of every suggestion to attract and reach the people. W. S. Fa l l is . THE CHA A Prize-Winning HE photograph which we repro- T dnee here was sent us by The Lawrence Paint Co., of Binghamt N. Y. It represents their "float" in the Labor Day parade of last year. The idea is splendidly worked out and The Lawrence Paint Co. deserves great credit for originating so unique a display. Mr. F.. J. Iawrence, >4 The Lawrence Paint C Manager, writes as follows in regard to it! "Four milk white horses were bitched to a break, in which sat six painters dressed in white suits and black caps, with a gallon pail of S.W.P. held on the knee with one hand, and a large paint brush in the other to keep the flies off the fellows ahead o them. We also had a bugler to sound the call to arms. "The writer sat with the drive bolding a large white streamer with the letters "S.W.P." in red that he kep swinging to the breeze. On each side of the break we bad a banne reading, "The Sherwin-Williams Pain 0007-SWP-000131212 10 THE CHAMELEON. Salesroom of The Lawrence Paint Co., Binghamton, N. Y. advertising us in that part of New York State. The interior of their well-arranged store, shown here, speaks for the character of their business and their methods. ' T hey do the largest paint business by all odds in Binghamton, and their steadily increasing trade in our pro ducts tor several years past is con clusive evidence that they are getting full returns for the push and enter prise which they show in advertising our products. Their genial Manager, Mr. E. J. Lawrence, is a thorough believer in handling only the best, and his success in building up a large paint business in Binghamton he at tributes in no small degree to the as sistance which we have given him. Keep Posted On Our Literature. TT'S important that every representa- j, tsve should keep himself thoroughly familiar with all of our advertising literature. . No doubt you have all read it once. This is not enough. You'll miss a great deal of its helpfulness unless you read and re-read it frequently. Think, h&rci shout it you rss.u. Study it. Get it off by heart, so you can bring up the points and arguments at the right time and in the right place. Remember this literature is meant THE CHAM for your good as well as for the prob able buyer of our products. One of the oldest and most success ful of our representatives told the writer recently, that it was his habit when traveling on the train to get out some of our booklets or other adver tising matter and study them and get their contents off by heart. Here is a man who has been with us a long time and is familiar with all our pro ducts and arguments, vet he says he can find new ideas ^5na get fresh in spiration by constantly studying our printed matter. It's just such pains taking, interested attention as this that has made him successful. It'll do the same for you. Unless you are very intimate with all we publish you will neglect to g b j Getting A ALL'S well that ends well." The Railway Department fin ished the year of 1899 by entering orders as follows on the last two days: Oec. 29, Oae. 30, Liquid Galls. 2,130 9,609 Q. D. Paste Pounds Pounds 2,500 1,250 2,215 5,660 That ends well. "A good beginning makes a good ending." Orders entered in the same depart ment from Nov. 1st to Jan. 1st cover 0007-SWP-000131213 12 THE CHAMELEON. EDITORIAL How, not'Wfckt. The hurrjCpf American life is re sponsible ;for i great deal that is un desirable. It robs us of sleep and recreation, it racks our nerves and wears out the brain tissues, it impairs our digestion and makes us careless of the courtesies of life. But as sad as any of these in its influ ence on the general trend and tone of our living is the fact that we become more intent upon what we do than on how we do it. We make mere bulk and volume the measures of our achieve ment. Our standards are all quan titative. It's the highest building, the biggest ship or the richest man that commands our admiration. We rush on at such a mad rate that we pass over a hundred things better worth the getting than anything we'll have in the end, and though at times we are quite sanely conscious of this fact, we go on rushing just the same. The crowd hurries and we hurry with it, almost in spite of ourselves. Once in a while some man leaves the race and shows us what can be done by living slowly. And here and there some failure shows us the folly of living in haste and putting quantity above quality. The other day a man became bank rupt who manufactured books on probably the largest scale ever known. In the size of output and the rapidity of work he undoubtedly held the palm. His "factory" was in the largest city in the country. He printed, bound and placed on the market a large edition of a new book every week. He set his type by machinery, ran the sheets off on high speed press es, and had the books in the .shops before the paste was fairly dry on the bindings. Tt would be-interesting to say how rapidly they were sold, but the record doesn't go that far. But there is another book maker in America who is winning fame and wealth by doing things in just the opposite way. His shop is in about the smallest town he could find; the human hand does all the work there; he brings out only a fqw books each year, always in very lirrtited editions. There's no hurry with him and no feverish desire to do a hundred things where there's only time for one, if it's done well. " Life without industry is guilt," he says, "but industry with out art is brutality," and art isq't ex pressed in figures, you know. We are too apt to forget, in this rush of ours, that the mere doing of things is not enough. It's the " how " and not the "what" or "how much" that puts the true value on achievements, and constitutes great ness. Always Learning, Life, from beginning to end, is an education in living. The whole world is a school, and experience (not past, but present) is the teacher. The wisest men, from Socrates to Emerson, have been those who frankly confessed their ignorance, and their willingness to learn from everything and every body; and they maintained this at titude to the last. The man who says. "I know it all," or "You can't teach me," is already a back number, and will soon be left hope lessly behind. This truth applies to each one of us individually, and in our business as sociation as a company. We must learn, as well as grow. We are con stantly being confronted by new duties, THE CHAM new trade conditions, new emergen cies, all of which must be met in new and different ways. Past experience is not even a guide, in the sense of being a leader, it is often no more than a mile-stone, or at best a finger-post showing the right direction, but which we must leave behind in our onward and upward progress. It would be a greafji^jstake to look upon our Annual Conventions, and our monthly issues of Th e Ch a me l e o n , as institutions for mutual admiration. They must be educational, or nothing. What do our rivals know that we do not ? . What do our customers want, that we haven't ? OU cannot keep a determin stumbling-blocks in his w ping-stones, and on them will cl his money, and he makes spurs Cripple ititu, and he writes the W in a dungeon, and he composes gress." Put him in a cradle in of America, and in a few years yo at the head uf the greatest nation Would it were possible to co of today that all that is great and of the world is the result of infinit ding of common every-day industr M THE CHAMELEON. THE CHAMELE > BRUSH MARKS this that Central Division Notes. month the Box. Factory and the have Mr, Fasqueilrpjias been taking or P. St A. Department were inspected ders up in Michigan for rst Quality on the regular day. The day follow Oil Colors in barrel and half barrels. ing, the Factory and G. O. were in | One of these orders of his is probably spected by Mr. E. P. Williams, Mr. j the largest fur that line of goods ever J. C. Beardslee and Mr. A. M. Parks. | received at this office from one con I cern. A very interesting letter has been received from Mr. C. F. Pratt that of e to b T an u seas larg forc 1 Mr. Matt M. Smith spent Christmas seems to show he is in gpod health larg I with his family and worked territory and spirits. He has a splertdid faculty add No. 3 from the office for a day or two. of observation, and filled his letter so full of entertaining information that rese out December 28th, over the signature bus We were very glad to have Mr. F,. S, Blanchard run in to see us for a day. Mr. B. reports the prospects for business on territory No. i un usually bright. Mr. Clarence H. Ricketts spent a day at the office and is enthusi astic over the possibilities which have thus far presented themselves on ter ritory No. 6. we regret there is not space to print it in Th e Ch a mel e o n . Mr. Pratt wishes to be remembered to all the staff. The General Manager left for New York on the 7th. After a few days in the Eastern Division he will go to Montreal, returning to Cleveland about the middle of January. Western Division Notes. Mr. Wcare left in December for an of the salesmen, requesting stock orders to be sent in direct from those agents desiring to take advantage of the discount in spring orders. Re sponses are received in about the same proportion as in the past, but there is a tendency on the part of the buyer to purchase liberally and to embrace the general line of products in his order. This is at the same time both gratifying and encouraging and is indicative of the appreciation of the condition of form diff asid M 14t Kan suc T Var bee On December 15th the meeting of stockholders of the Company was held at this office and on l)ec. 30th the meeting of Directors. At the latter meeting Mr. E. M. Richardson was extended trip through Old Mexico. We have every reason to believe that by January 20th we will be in position to fill orders from the new the market on the part of the dealer. Mr. Eames has returned to Chicago after an extensive visit to the Pacific Coast and the South. terr our tha to b from appointed Director. The congratula tions of the entire staff are extended to Mr. Richardson. Kansas City house. Goods to the extent of several carloads are in transit at this writing. Mr. J. '`Worker" Ward is still in this Division devoting his time to some of the new representatives. He M hol Sp Mr. A'. B. Albright was at the office on December 30, in attendance at the meeting of Directors. Inspection day comes regularly the fust Tuesday of each month. This Miss Clark was called home De cember 17th through the serious illness of her mother. We are pleased to say that the invalid is now convalescent. Our usual annual letter was sent is at present with Mr. Gallinger having finished with Mr. Yearsley January 1st. At this early date we have received numerous inquiries from agencies re garding features and the extent of the advertising we propose to follow out Ea W str and eve con 0007-SWP-000131214 ,Work for new agents Push Ko 16 THK Cl [AM ELKON, encouragement. : YVe have secured nearly double , the number of direct orders we difl ijr'the same time a year ago, anti our representatives on every single territory;. >vrite of good pros pects. Our increased number of new S.YV.P, agencies is a most hopeful feature, and we believe that the other Divisions of The S-YV. Co. are meet ing with the same success to even a more libeial degree. Our quarter-pints Family Paint seem to ire taking well. We put in what seemed to be a fair supply, but already have had to re-order a second time. Our new Q. i). Century Red prom ises to be popular. YVe find it fits in a good many places. Dry Vermilions seem to have started on a boom with our dealers' trade, and our new Carmenta takes well. Mr. Soverel is laid up w ith a sprained knee, but we hope he will be about again in a few days, YVe cannot help being full at this time of good New Year resolutions, although we have never believed in carrying more mortgages of this kiml than results would be likely to war rant. YYre do, however, regard the year 1900, which, by the way, is a part of the present century, as big with promise as well as opportunity, and we believe the successful man must be in it, as well as of it. YVe must make larger sales. Expansion is our rule. We must far exceed the past and set high models for the future. Canadian Division Notes. Our General Superintendent spent a few days with us last month, and re turned home via New York. He found it necessary to purchase a pair of rubbers when here owing to the wintery weather! We were pleased to receive a short visit from Mr. Richardson again, the first time since his illness, and we were glad to see him so much improved. His visits are always looked forward to with great pleasure by all, not only for his genial personality but also for the nice railway orders he always hands us before leaving. Messrs 1 .acasse and Vincent were both here and remained until after the first week in January. They have both made a splendid beginning, and feel very enthusiastic about 1900 beat ing all previous records. Mr. Ballantyne left for Halifax and St. John, N.B., about the 10th of Jan uary, to meet Mr. Donnison, and will be absent for about ten days. Business keeps up well for this sea son of the year. YVe received a letter from Pte Jos. F. Gorman, written on board the SS "Sardinian" on the way to South Africa. Mr. Gorman was formerly one of our packers, but left with the Canadian contingent for South Africa. There is also with this same con tingent W. Wilken and R. Price, both How many new agents have you secured? THE CHAMEL S. W. P. Covers th Professor Glasses--Give me that Now, as I swing mv pail of S.W.P., J*mca, and I'll will observe that wh give you an illustration of that e* it's highest poi wonderful principle we call wilt be upside down "centrifugal force." drop of ine paint ivi of whom were formerly in our Packing Department. Mr. Gorman reports that all are well, and looking forward with a great deal of interest to their arrival in Cape Colony, as they are eager to get to the front. YVe received an inquiry for "Paint Points" taken from a paper published over two years ago. It's pretty hard to limit the life of a good ad. One of our Christmas turkeys went to Mr, YVm. L, Ross, brother of our Mr. Ben. D. Ross. The following letter was received in acknowledg ment: Hamilton, Ont,, Dec. 17, '99, The Sherwin-YYilliams Co., Montreal. I have the pleasure of acknowledg ing receipt of your kind letter of 20th inst., and the safe arrival of one of the pr (w the mo bu "l ho ho eff fro tin Ne it pr fo th How many cases /Cop 0007-SWP-000131216 iK THE CHAMELEON. Business good. The old year cloned with a rush, the last week showing a gain of 161 per cent over correspond ing week last year. We are now busy getting our new quarters in order and are pretty well settled. One of our painter friends reports that with one gallon Gloss White he covered over 800 sq. feet, one coat. Vamish business coming. One of our best S.W.P. agents pat in an order for the full line. It was a nice one. Pacific Division Notea. Our stockkeeper. Mr. Angell. went out the other day to buy some hard ware which we required for the ware house and landed a customer. This Division is to be known as the Pacific Division hereafter instead of PacificCoast Division." We do not intend to limit the field of our opera tions as the old name would seem to indicate. Our first carload of stock, shipped from Cleveland on December 9th, arrived here December 28th. 'The second and third cars shipped have also arrived and are being promptly transferred to our warehouse. a Big nit. We have made a big hit with "Kopal." It has "caught on." We expected a ready sale for it. but so far the results are beyond our anticipation. Mr. Parsons who sold in almost every place visited on his way to the Pacific Coast says, ``It's. The accompanying photograph of the re sults of the recent earth quake at San Jacinto, Cal., shows the hard ware store ofourS.W.P. agency there, E. Mead & Co. While badly shaken up. as you can see.they recovered their poise and equinimity, and gave us a good order for The SherwinWilliams Products. E. T. Par s o n x i 1.08 Angeles, Cal. Kopal, SELL IT. New agents. GET THEM. THE CHAMELEON. the easiest thing 1 ever sold and is a splendid wedge for introducing the other lines of varnish. ' ' Mr. Fasquelle leads in sales and had up to the 1st of January placed 24 assortments. Mr. Fasquelle has always been very suc cessful in introducing a new line, be cause he himself gets interested in it and has the ability of imparting his own enthusiasm and confidence to others. There is no article we however put on the market that better deserves your confidence, that better deserves your attention, than Kopal. Do not lose an opportunity of getting it placed m every town you call .at. If you haven't placed much yet go at it again. It'll prove a winner to you and your agents, help your sales and theirs: help our reputation and theirs. Let us have larger and larger sales as the season advances. Record of New S.W.P. Agents. The great efforts being put forth for securing new agents have bo far met with most encouraging results. We have never had anything like the number of new agents on our books at this time of year. The new men are doing good work in this direction and the *`old fellows" will find themselves hard pressed to keep in the lead. On some territories there are still blanks, but the year is young and we expect when another month passes, every territory will show a goodly number of new agencies. Now is the time to get them in line, so they will be posted when the s The firs up to Jan. and we off these gent Canadian R. Vinc Western D E. S. D Central Di L. J. Fa Eastern D M. B. M New Engl F,. H. W Pacific Co ------------ A (load T There a of salesme call, beca talking--is argues tha do justice house whi veteran ma it is worse call. The of the que right, how In orde to do is to cure for th a copy of to read. no equal, something being up. he has fini A Happ to Th e C Every new agent means 0007-SWP-000131217 90 TIIK CHAMELEON. whom we have to thank for its exist ence. Le w is M. Wil l ia ms . Visitor* to the Clsvolaad Plant. December 18, 1899.--Wra. T. Ful ton, Secretary and Treasurer of The Richland Buggy Co., Mansfield, Ohio. Mr. Fulton expressed himself as very much surprised with the extent of our plant, and complimented us highly on the evidence everywhere of thorough organization and system in our work. December 27. 1899.--Mr. Max. Pooler, Austin. Minn s Rev. F. W. Smithand his son, Boston, Mass. The Rev. Mr. Smith, who was conducted through the plant by Mr. Sherwin, after making several remarks indicat ing his surprise at the immense size of the plant and the general condition of cleanliness everywhere manifest, said that what really impressed him the most was the fact that each and every one of oui employes whom he saw dur ing his trip, was busy. Not an idle man, woman or boy in the whole place." December 98, 1899.--Mr. Waite, connected with H. J. Willment, our agent at Plymouth, O. Mr. Clark of Clark & Binell. Kins man, O. Mr. Pooler, of Austin, Minn., who is attending Case Scool of.Applied Science of Cleveland. January 3, 1900.--Fred H. A. Hahn, a dealer in paint in Toledo, O. ` Will come again and bring my friends." C. D. Morck, manager Twin City Paint Co.. Minneapolis, Minn. Mr. A good window by T. W. Davis, Riplay, Ont. Morck. who is a native of Nor way, has been selling our paint in Minnesota for several years. A more enthusiastic agent never favored us with a call. He has been a careful reader of "The S. W. P." and was therefore familiar with many parts of die plant. It is needless to add that he was intensely interested in all we had to show him and that he believes he is now better- .prepared than ever to sound the praises " of S. W. P. New Yean Oreetlegs Appreciated. The Sherwin-Williams Co. Gentlemen:--I wish to thank you for your very land New Year's Greeting and I sincerely trust your wishes will Kopal is a good thing--Push it along. THE CHAMELEON. be carried out. far beyond your ex pectations. Returning to you all the compli ments of the season and the wish for further prosperity. I remain Yours very respectfully, VY. B. Wis e. The Sherwin-Williams Co. Gentlemen:--It is with great pleas ure that I embrace the opportunity to wish you all " A Merry Christmas and a Happy New Year," and also add the wish that " may a bountiful suc cess attend your efforts for the new century." Yours very truly. J. H. Van c e . The Sherwin-Williams Co. Gentlemen:--I beg to thank you for your very cordial New Year's Greet ing and wishes received a few days ago, and kind gree It has g associated family, an faithful to Hoping perity this Ve In view business interestin Departme 1900 in th a big grow Printin Nov. 1st Nov. 1s Nor. 1s A Drummer's Dre V JACK". YOU know, boys. Convention week territory. cannot be called a picnic. With of being sessions commencing at 9.30 o'clockand was in the morning and lasting until 5 in astonishm the evening, with only one short in which the termission for lunch, it is constant gate was c work all the time. It is hard work, fortunatel too, and when Saturday evening ar did not t rive* and the farewells have been admittanc Baid, a tired, but jolly, lot of men take soon lea their seats in the Pullmans. while it Is it any wonder, then, that I. anew get in. it man and utterly worn out in body and sible to g mind, should fall asleep and dream of answer to Cleveland. S.W.P.. Varnish and all a mas the other things relating to our busi whom of ness? r am not ashamed to say I did did not k dream, and I want to relate one part some vag in aa few words as possible. ' seen his f I thought I had just started out on He was my spring trip and had arrived at a a man o city which I did not know was on my evident h A hite-lr THE CHAMELEON. /he world. In the course of onr con versation he informed me. among other things, that he was horn in San Francisco and raised in Chicago. He bad traveled all over the United States, but knew nothing of Canada, in fact, had never heard of such a country, which I thought strange. He asked me in a most polite and courteous manner my name and business, and I told him I waa selling paint, and showed him my convention button. I natnrally asked him what my pros pects were of getting an order, and he smiled and replied. "Young man, yon are all right, you have nerve, you represent a fine house, but T must tell you that your goods art ton goodfor this flai c. The only paint ray people clamor for is water paint, and I hope to see my way clear to buy some soon." 1 thanked him for the interview, gave him a cigar and continued my journey, consoling myself with the thought, that there was oah onr place where S.W.F. could not be sold. Shortly afterwards I arrived at another city, much larger and more important in every respect than the other. At the gate I met an old man. evidently from the Province of Quebec, who knew me at once. He told me he had been waiting for me many years, and waa glad 1 had. come at last. He had heard of S.W.P. through some of the people who had used it in other days so successfully. "We use only the best here," he said, "and I will give you an order to start with of io,ooo gallons Gloss White." 1 was just about to show him our new ``Coven the Earth" sign when the brakeman went through the car shouting, '"Buffalo", and 1 woke up. What a come-down! I tell you. boys, it was tough. Dreaming of heaven, only to find Buffalo! I felt like asking someone to let me off. I vowed then and there, to keep "wide awake' ' in future: and the nest time such an oeder is offered me, 1 hope it won't be "a dream". Montreal. Dec. ao, 1899. *1 The Characteristics and Uses of Zinc White.* BY BLANC DC NIlU. ZINC White, whether produced by weighing about 60 pounds, as com the French or the American pro pared with 180 pounds for the latter. cess, is a snowy white, impalpable Under the microscope it proves to powder, with a specific gravity of be composed of very small particles, 5.6, thus being specifically much while the ultimate particles of white lighter than white lead, of which the lead are comparatively large. This gravity is ahout 6.47. It is also much fact accounts both for its great volume bulkier than white lead, a cubic foot and for its excessive capacity for ab * This U tbs last of two articles on sine white written specially for Th e Ch a v ik i EOS. "Blanc de-Neige" is the nom de plume of a well known writer who has given particular sorbing linseed oil. To grind zinc white into the paste form it requires about zi pet cent by weight of oil, while to reduce white lead to the same attention to the study of sine and ita naea. "The Manufacture of Zinc White" ap peared In the idle of December, 1899-- Editor. condition requires only about 8 per cent of oil. When reduced to the form of liquid paint ready for the THE CHAMELEON. brush, the zinc white ]jaint will con tain about 45 per cent of oil. the white lead about 30 per cent. The volume of the zinc paint will also be very much greater. Furthermore, since white lead consists of a varying pro portion of the hydrated oxide of lead {from 15 to 40 per cent) combined with lead carbonate, and since all hydrated oxides of metals act as caustic alkalies, the white lead con tains an ingredient which strongly attacks the linseed oil and formB a lead soap therewith. This accounts both for the easy working qualities of white lead and for its lack of dur ability--the oil, on which the dur ability of any paint hugely depends, is saponified and destroyed by it. Zinc white, on the other hand, is a stable oxide, which at ordinary tem peratures, is incapable of combining with oil to form a soap. Zinc white, in other words, is practically an inert pigment, and owing to its finely divided condition, is a voluminous absorbent of oil. This oil-carrying capacity may be illustrated in another way. White lead in the condition of prepared paint will cover less than half as many square feet of surface as an equal quantity ziuc white in the same con dition. Zinc white is also quite aa stable in the presence of the chemical colors as in the presence of oil, while white lead, owing to the fact that carbonates are easily decomposable and to the additional fact that hydrated oxides are active chemical reagents, is prone to combine chemically with almost anything subject to decomposition. Thus while zinc white remains un affected by the acids in water, by sulphuretted hydrogen, the products of combustion, etc., white lead is very sensitive to them, and as such emanation pure lead lead in generally them. T and spee end of a b blue or u lead, and tint in wh of white le to the we tint will be the zinc ti freshness A fam lead is its the surfac ing. As saponifies which it of moistur cess contin disappears washed or underlying in their tu integration paratively entirely g other han tenacity, a gloss for y ways to ap tions. pur ideal pain turer cann takes adva of zinc wh risk of its It is al white lead poison, wh It is true, poisonous centage of noxious qu point whic 0007-SWP-000131218 3* THE CHAMELEON. about by the wind; but if a paint containing lead (such ax the better class oi combinations) is not subject to chalking, the danger is minimized. In view oi the foregoing, the use of zinc white in paints is readily under stood--to increase the percentage of oil and reduce saponification; to give purity and permanence of color; to increase the durability of the paint, and further economy by increasing its spreading capacity. For it should he remembered that a properly com pounded paint containing a correct (and correct here means "large") proportion of zinc white, will hold its color, will not lose its gloss nor chalk off, and will cover more surface per pound of pigment used than any paint without it (except the carbon blacks). .The real value of lead lies in its two characteristic defects, saponifica tion and opacity. The latter is a de fect because due to low oil carrying capacity. A slight saponification aids in spreading the paint, and the reduc tion of the excessive oil carrying ca pacity of zinc reduces the number of coats necessary for obscuring surfaces. From long experience paint manu facturers have learned that pure white lead cannot be made into a good paint, and from the results of practice they have generally agreed upon zinc white as the best known pigment for remedying its defect. The particular formula adopted by any given manu facturer depends upon the extent of bis own knowledge of pigments and the extent of his own experimenting. One combination paint is better than another in proportion to the superior information and equipment of the manufacturer: but it can be laid down as a comprehensive fact that most combination paints contain zinc white, and that such as are ground in pure linseed oil are more durable, more economical and in every way more satisfactory than ` straight" lead. A Factor in Success. T is suprising how small a matter The incident is significant. The I may help or hinder a man's pro agent took his order and went out, gress. No matter where a man is. or little realizing that it was his actions whether it be during office hours or out of business hours that were respon not, he Lx watched, and his actions sible for the sale. may mean much to him one way or There may be a touch of sentiment another. in this action: but. notwithstanding The writer was in the office of a pro the remark attributed to a prominent gressive commission merchant yester politician, that "businessis business." day when an agent called. The there is more or less sentiment in merchant treated him in the ordinary every business man. business way, and gave him an order. Front the standpoint of business The transaction seemed quite ordinary principles alone, however, it is the until after the man had gone out. then best policy always to remember that the merchant turned to his partner one is judged, and that as success is and said: "I didn't particularly want due, to a considerable extent, to the to buy that------- . but I- saw that man opinion in which we are held by our three or four times in places that I fellows, our lives should at all times liked to see him. and felt when he be such as to commend ourselves as came in that I should give him an trustworthy, able and energetic.-- order." Canadian Hardatare and AfrhtJ. ' . ' \ i 0007-SWP-000131219 0007-SWP-000131220