Document x5L6djq2BZ7vjjbRQLebXj71J

EDWARD J CORNISH XWIIPfM Chairman of the Board Na t io n a l Le a d Co mp a n y III BROADWAY Ne w Yo r k October IS, 1853. Mr. F. M. Carter, President National Lead Company Dear Mr. Carter: There are many reasons why the National Lead Company should oonserve its oommunity of interests with the miners and smelters of the United States interested in lead. There are also many reasons why it should reoognize oertain fundamental differences in interest between the Paint and Varnish Industry and itself. First. The paint industry quite generally establishes agencies in the several cities, through whom it oan advertise and sell its products. The National Lead Company sells to everyone. Second. There is a custom, more or less prevalent among pre pared paint manufacturers, to give rebates at the end of the year, as a means of encouraging retail dealers to distribute more of their goods. To the extent that is effective, it ie an inducement to the retailer dealers to sell less of our goods. Third. The National Lead Company and its predecessors, for a century or more, have claimed and advertised that white lead-in-oil, sold by it in paste form, oould be. ^i^ed with^i^seed oil -end colors by the painter and produce ySpsfc&L paints- common ly--eohd; This claim is resistea by jraiint manufacturers and- they attempt to Influence donl nrs t.o deery products 'itt'TaYOT~of'the ready-to-uee produot. Fourth. It is our policy to encourage painters. It is the polioy of prepared paint manufacturers to ore&te a demand from the general publioj rfcnemtigattRtrpointers olaim that their knowledge of how to mix paste white lea<^ in the form we sell it, with other ingredients makes it more desirable to hire painters to mix the necessary colors with jyje<'*whits lead-in-oil and thinnere than to apply it themselves, , >/ / it J/<^ o cLi //; // 0000-NLI-000020436 Mr. F. M, Carter October 19, 1953 (2) fa?'*' trf* f t Fifth. The established custom o/t making quantity ices.*, so that each class of distributor will be corcpe^WBted in proportiojy`'as they render service, is occasionally made use of b^p^ople buying mo^e\han they should, in order to get the cheapest quantit^rprice^v. and thers&fterXttempt to sell it in remoter territory at a low o/Ice, in orSffer to Continue tBeir custom of buying more than they want. Sixth. This last temptation has not infrequently resulted in people contracting credits with us far in excess of that to which they would ordinarily be entitled, but of which we have no knowledge in advanoe suffic ient to put us on our guard. Seventh. It has long been known in the National Lead Company that when customers (both of ourselves and others) buy excessive quantities of lead-ir.-oil, they are probably preparing to fail; because, in case of fail ure, lead-in-oil is always worth its cost and more; and the more lead-in-oil they can have ir. their stocks, the more they will have to repay to the pre pared paint industry whose goods in the failed store are unmarketable and rap idly deteriorate. X* There are a greet many more reasons why we must insist that the white lead industry shall be associated with the miners, smelters and lead producers of the United States whose interests are in common with us, rather than the paint manufacturers of the United States, whose interests are an tagonistic in a great measure. Very respectfully, Chairman of the Board. 0000-NLI-000020437