Document zQ1yjGM9Jk1g16yrr10v1zKmR

Vo l . IV. Th e S. W. P. Published, monthly by Th e Sh e r w in -Wil l ia ms Co . m the interests of their Agents. Printed on Th e Sh r r w in -Wil u a ms Pr e s s , 31 Michigan St., Cleveland, where all communieationc for the Editor should be sent. OCTOBER, 1902. No. 10 THE LARGEST AND BEST IN THE WORLD. Ji . /..'Ml HERE can be only one largest, there can be only one best in u -3: any line of business or in any line of work. Tt should be the aim of every concern and every individual to reach that exalted and enviable position. The "greatest and best" in the world signifies much. It stands for merit and superiority. It indicates great enterprise, great energy, and great perseverance. It's a proud position, well worth the struggle. In the paint trade of the world The Sherwin-Williams Co. from the very be ginning had an eye on the prize at the top. We entered the lists to win. We trained for first place. We trained patiently, carefully, thoroughly, with great persistence. Two things we kept ever before us, quality and push--good goods and good methods. Nothing could turn us from these two things. Making the goods good and pushing them with all our might and main, have become the very motive power of our great organization. These simple principles, intelligently worked out, have won us our suprem acy. They have placed us at the top and have entitled us to style ourselves the largest and best paint and varnish makers in the world--by far. The place we know is assumed by others. We challenge all who may dis pute our statement, to a proof of the title. Our field is not confined to any locality, any state, any country, or any continent--it's world wide. Our goods are known as well on the Atlantic as on the Pacific coast. They are as popular in all of Canada as in the United States. They are sold and used with as much satisfaction in England, Ireland, Continental Europe, India, the Australasian colonies, South Africa, and on the continent of South America, as they are at home. Nor are our efforts limited to any particular class of goods. We are as supreme in the sale of Railway Paints, Marine Paints, and paints for Carriage Builders' and Manufacturers' uses as wc arc in the sale of house paints. We make paints specially adapted for all purposes and we make them of the highest grade and of the best value for all. Our position as leaders in the paint trade of the world means a great deal to our agents as well as Lo ourselves. By reason of our Immense "turn over", we are able to provide facilities for manufacturing on a large scale that in sure the best possible results in quality and economy. We are able to manufacture most of our important raw materials; we are able to distribute our products economically and promptly to all parts of the world: we are able to attract and employ the highest ability in all departments, making strong the greatest factor in any business--the great human force; we are able to provide methods for marketing our products that are unequaled--in ^r,-. 146 THE s . w . p . a word, we are able to give the best faint value and the best selling value in the paint world. We have made onr reputation and attained our position by the practice of the principles of quality and push, and we expectin the future far to outstrip the past by adhering to them. We aim always to be the greatest by being the best. General Manager. S. W. P. TALKS OVER THE COUNTER. Talk No. 8--With the man who has used "cheap" mixed paint and who is prejudiced against prepared paint. The Agent--You're the man I want also have saved money in the the cost to see, Mr. Customer; Mr. Ashley of the job. your neighbor, tells me you've decided The Customer--I'm always open to to paint your house and outbuildings, conviction, but after the trouble I've and I want to sell you S. W. P. for had, to use a slang expression, them. "you'll have to show me." The Customer--S.W.P. is one of The Agent--It won't be hard to do those "mixed" paints, I suppose, that. First, I want to give a few reaVVell, I want to tell you that I'll use sons why a good prepared paint pays no more of them. A little over a year better than lead and oil: Paint must ago, I painted my house with a paint, be thoroughly mixed and finely ground I paid $1.25 the gallon for, and you order to give maximum covering ought to see the house now! The capacity and wearing qualities. Hand color is all faded, the gloss gone, and -work can't accomplish this.' Ma tte paint is coming off in large flakes. chineTy is necessary and machine No. sir! lead and oil are good grinding and mixing are obtained enough for me. only in prepared paint. If you insist The Agent--I don't blame you lor on using lead and oil, you always get being "sore". I would be if I had hand mixing. had the' same experience. But The Customer--Oh, well; but that "cheap" paint always gives just such isn>t all of it. You've got to have results. good material, and I know lead and The Customer--Cheap I Why I oil are good, don't call it cheap. It cost me more The Agent--How do you know that to paint my house with it than it did the lead and oil you buy are good ? when I used lead and oil. Have you any way of testing them? The Agent--That's it exactly, it's The lead may not be pure, the oil "cheap" by the gallon but dear by may be adulterated, the turpentine or the job. Now with good prepared dryer not right. If any one of them paint like The Sherwin-Williams Paint, is wrong, poor paint is certain, and you would have been able not only to you'll get just as bad results as get satisfactory results, but you would with "cheap" paint. THE $. W. P. 147 The Customer--Yes, but I depend upon my painter's experience, and he'll buy the materials for me. The Agent--He hasn't any better way of telling whether the materials are pure or not than you or I have. He hasn't the facilities, and he's not a chemist. The Customer--How do you know that the ingredients in The SherwinWilliams Paint are pure? Have you any way of telling that? The Agent--Yes, sir, I have the reputation of The Sherwin-Williams Company. They've been making good paint--the very best paint it is possible to make--for the last thirty years, and they're responsible for every gallon they send out. Their success depends on it. They have never made "cheap" paint, for they believe that best paint pays user, dealer, and manufacturer best, and the success they've made with S.W.P. proves they are right. From a small beginning they have built up their business on good quality, until today they are the largest paint and varnishmakers in the world. The Customer--What way have they of knowing that the materials they use are pure ? The Agent--They test them. They buy their goods in immense quantities and for their own protection are com pelled to test carefully everything they use. They employ competent chem ists for the purpose and test both chemically and practically all the in gredients that enter into their pro ducts. The Customer--Is that so? The Agent--Yes, indeed. Besides they have entirely too much capital at stake and their reputation is too wide and of too good standing to take any risks with "cheap" paint. They couldn't afford to sell paint that would start people talking about it the way you've talked about that Si.25 paint. They can't afford to make promises and not fulfill them. They're looking to the future all the time. The Customer--Well my experience certainly shows that the "cheap' ' paint idea doesn't succeed. You may be sure that I'll never again buy the "mixed" paint I used before, and what's more, I'll not let my friends buy it, if I can help it. I can see the "cheap" paint policy is a poor one. The Agent--You're right. I might say also that I hare a reputation, too, that I must maintain, and I couldn't afford to recommend S. W. P. if I wasn't sure that it will do exactly what you want it to do and what I say it will do. Take my word for it-- you'll never regret using S.'W.P. The Customer--Well, give me a color card, and I'll talk the matter over with my family. If they're willing to use it, and you'll stand back of S.W.P., I'll use it. The Agent--I'll stand back of it every time, and what's more, The Sherwin-Williams Company will stand back of it. Opportunity knocks at the door of every man at least once in a life time, and if seized by the forelock may be held, but if suffered to escape cannot be caught again. The fall campaign offers a splendid opportunity to every hustling agent to "cinch" the trade and to place insurmountable obstacles in the way of the opposition. Seize your opportunity by the forelock by using all the helps mentioned in the September issue of The S. W. P. and you'll win prestige that'll help you not only now but in the spring as well. 148 THE S. w. P. SUCCESSFUL S. W. P. AGENCIES. Mr. E. 1. Torrens, Tilsonburg. Ont., Canada. T is the man -with a positive ' nature, the man who believes that he is equal to the emer gency, who believes he can A short time ago a man came into the store and wanted to know howmucb S.W.P. it would require to paint his house. I ex plained to him how much more surface S. W. P. would cover than other paints, do the thing he attempts, who has confidence in his business, who goes in to win, who usually mentioned several fine jobs on which S.W.P. had been used, and gave him all the neces sary infunnation about spreading it, etc., with the result that I sold wins and gets ahead in him Outside Gloss White. business. It is just that spirit of belief in himself, of faith After he had ordered the paint he asked the price. I told him and he re marked, "Isn't that a little in his business and ab- high?" I replied that tak solute confidence in S.W.P. that have won for Mr. E. t. Torrens, Tilsonburg, Ont., ing into consideration the quality of the paint, cover ingcapacity, wearing qual ities, etc., S. W. P. was far more economical than Canada, the biggest paint business in his locality, and a success that is truly creditable any paint he could buy. I could see that he wanted S.W.P. all right, but the price was a sticker. He said he would call for the when it is considered paint after dinner. that Tilsonburg is a town of but 3000 pop ulation and that three different paint stocks Inthe afternoon he called, asl supposed for the paint, so I was a little surprised when he told me that else where in town he could are carried there. One of the principal things that have built up Mr. Torrens5 paint Mr. E. I. Torrens buy paint that the dealer guaranteed would cover just as much, last as long, and look just as good as S. W. P., for twenty-five business is his willingness to attest his confidence in S.W.P. whenever there is the least doubt in a customer's mind about its good qualities. He believes cents a gallon less. He remarked fur ther, nl don't see how one paint will not coyer as much surface as another, and as it will take a large quantity to paint my house, twenty-five cents a gallon is a big thoroughly in the good old maxim, item to me." "The proof of the pudding is the eat I saw I was "up against it," and as the ing thereof,'' and is prove to "a doubting ever ready to Thomas" that order was a big one, I wanted it. So 1 said to my man, <' MV. Jones, if I can prove to you that S. W. P. is more economical than S. W. P, is the best paint made. the other paint, will you buy it?" He re We could not illustrate in a better way the strength of his confidence in S.W.P., and the arguments he uses plied, "Certainly." So I bought a can of the other paint, and asked him to spread it side by side with the same size can of S.W.P., and if S. W. P. did not cover more to instill the same confidence into' surface, and look better, I would give him, his customers than to tell in his own words how he sold recently a big- bill of S.W.P. to a skeptical customer: free of charge, enough of S. W. P. to paint his house. Tn about two weeks he came back, and when I asked him how he liked S. W, P., TH S. W. P. 149 he said that he would swear by it if be had a hundred houses to paint. He told me that he had tried the paints side by side and that S. W. P. covered one quarter more surface, and that he could tell the difference in the two brands from the back part of his farm. Mr. Torrens follows the same tactics with the painters. He is never afraid to go after them on S. W. P., and as. a consequence he has the support of the best painters in Tilsonburg. Whenever a new painter comes to town, he instantly interviews him, asks him if he has ever used S. W. P. and if not gives him a can of S. W. P. for a test. This plan invariably wins the painter and makes him a friend of Mr. Torrens from the very beginning. In order to make a success with any article, one must keep everlast ingly pushing it, and the inside of Mr. Torrens' store is so arranged that particularly noteworthy. An usually attractive display was made by placing in the window a large cannon fire cracker, a can of S. W. P. and a soda cracker with the sign, "Three Crackers." Outside advertising also forms a very essential part of his S. W. P. campaign. He never misses an opportunity to advertise the paint, and in the spring when his stock order arrived, he allowed the shipment to stand outside his store for a day with signs tacked on it to tell what it was. This advertisement was so effective that mention was made of it next day in the papers. But after all, it is not any one thing in particular that has made Mr. Tor rens so successful. His present large business is due to watching little 3.W.P. is always prominently before details, taking advantage of everything his trade. The paint is splendidly that will bring him orders, using intel- displayed, and so that atten tion be more readily at tracted to the goods, a spec ial table is provided where there is always a taste ful display of color cards, counter cards, etc. Like all other successful mer- chants, Mr. . Torrens never fails to have his windows well dressed. Some of his most recent windows are Mr. Torrens' model paint stock, prominently and con veniently arranged. IS ligently every ad v ertising help he can get, and to that spirit of energy and push al ways found in the prosperous business man. Mr. Torrens is a good ex ample of what an enterprising clerk can do. He used to clerk in the store he now owns, and has succeeded by hard work in building up a better business than his prede cessor enjoyed. THE S. W. P. " Three Crackers"--a splendid window dressed by Mr. Torrens. KOPAL AND THE PAINTER. K have never yet heard of a When spring arrived in place offind H painter who used Kopal who didn't like it and swear by it ever after. Kopal is the ing the varnish perished, as he expected, he was agreeably surprised to see the sur face in good condition and the varnish shining as if it had just been applied. sort of vamish that gets "underNothwe he wont use any other varnish ,painter's skin," and touches hihmutnKeoapral. C. H. HOWARD, the heart. It's a varnish that suits him, that works just as he wants it to S.W.P. Agent, Anamosa, Iowa. Comanche, Texas. It gives us great pleasure in expressing work, that satisfies his customers, that our opinion of Kopal. It certainly is the makes him stand up and admire his best general purpose varnish we ever used. job with justifiable pride. Kopal is gaining in favor with paint We recently finished all the counters> desks, etein the Comanche National Dank with tt, and to-day there is not a scratch on the ers everywhere. We are constant desks although they have had exceedingly ly receiving splendid letters of en heavy hooks dragged over them for more dorsement of it both from our agents than three months. and practical painters. Here are We find Kopal very satisfactory for front doors and any outside exposure. It two recently received: comes up to any spar varnish we've ever A fainter here last fall applied Kopal used. to a small cart be uses for transferring his Kopal does all you claim for it, and platforms, ladders, etc. The cart was left more. G. A. DODSON, in a yard all winter exposed to rain, snow, l. S. POWERS. and alt kinds of winter weather. Practical Painters. 0007-SWP-000118769 Th e S. W. P- I5I It will pay each and every agent to push Kopal--to bring it to the atten tion oi the painters in his town. There's no other varnish at anywhere near the price that gives such satis faction and wins the painter so quickly. We are ready to give all possible help to agents who will take hold of Kopal with ns. As explained in the September issue oi Th e S. W. P., it is one of the varnishes included in our Six Big Specialties, which we are now so strongly pushing. The advertising we are doing in this respect will give the sale of Kopal added impetus. We are prepared to give special help wherever needed. Besides the above, we have a plan for free distribution of samples to painters that will prove a big help to win them, and if you have not yet taken advantage of it, you would better write us for particulars by early mail. Let's push Kopal together. It's worth all the energy we can put into it, and it will make money for ns. AD POINTERS AND WINDOW POINTERS FROM WARD. F your large iron "cover the earth" sign or your agency sign has become dirty and dingy looking, wash it well with ivory soap, rinse it with clear water, let it dry thoroughly, and then give it a coat of Kopal Varnish. You'll be surprised how much it will be improved. the color of the spot at least once every week. The shape as well as the color could be changed. The spot could be round, square, diamond, heart, spade, stars, crescent, or a shape suggesting the article adver tised. This would make the ads more effective. Use bright colors, red, blue, green, yellow, etc. As the paint is mixed with water it can be washed off easily. Good advertising can be secured by painting on the sidewalk a round spot eighteen or twenty inches in diameter. Use dry colors mixed with water and enough glue to bind the mixture. With whiting mixed as above letter on the spot. "This is the spot for S. W. P.", or 1 pure drugs", or "try our ping-pong soda." Change the color of the spot every time you change the lettering. If the sidewalk in front of the store is not smooth, paint the spot on the inside of your window pane. ADd put the lettering on the outside. By doing this you could change the let tering without changing the color of the spot. I would suggest, however, changing Another good way to attract atten tion to your window is to attach a round piece of tin about the size of a half dollar near the center of the win dow. Then take a fine brush or a coarse pen and make black lines in all directions from the piece of tin to represent cracks in the glass. The black lines look well, but the decep tion is complete if you follow the black lines with a light green line about one quarter of an inch wide. The green represents the thickness of the glass, while the black lines represent the cracks. Practice on some small piece of glass before you try it on youT window. 0007-SWP-000118770 152 THE s. W. P. THE S-W. ALUMINUM PAINT THE BEST MADE. HERE'S no more adapt able paint for general household decoration than The Sherwin- Williams Aluminum Paint. It's the best aluminum paint made. These are some of its uses: For painting gas, steam, and water pipes, gas stoves, cook stoves, heating stoves, picture frames, picture mould ing, iron fur niture, gas fix tures, orna mental iron, hot water boil ers. and in fact any place where a bright, silver finish is desired. Thc S-Jfr. Aluminum It outranks Paint. all similar pro- ducts in so many respects as to stand practically alone in its field. Its main points of superiority are: appearing counter card, convincing newspaper electrotypes, and an in closing slip which we are using in all letters written to property-owners this fall. We are putting extra push into the paint just now,and it's sure to have an increased sale. It is put up in quarter pint, half pint, pint, quart, and gallon tin cans, attractively labeled. It's the best aluminum paint in the market today,. It gives satisfaction and sells well. If The Sherwin-Williams Aluminum Paint is not on your shelves, you are missing a good opportunity to create a demand for a specialty that sells readily, and it will pay you either to write for prices or to send us a trial Velvety lustre. No nauseating odor. Doesn't discolor. Withstands high temperature ana ex treme cold. Wotit blistet, scale or crack. Great durability. Large covering capacity. Easyparking qualities. Tendency to settle reduced to a mintmum. The S-W. Aluminum Paint selling helps comprise a well printed and good For painting hot mater boilers, etc. ! i 0007-SWP-000118771 THE S. W. P. 15 3 order at an early date. Pat it in stock be A Valuable Taint fore the fall housecleaning is on, then TM iHtn-WULHMt push it hard for use Attmttr* Piter on heating stoves i 4 talutbfe "paial f*r bsew Mkt wo. * i * *?*** * oik? uniUr paint. Ii ttvtr tour: dom'tditcoka: *p#S Mbit , o r*3. as* bt4t. ItUXKVtWKaUn Oder. r & kio4t ai dw*h* WOtt. Xp MO lk 1"> ic nlMtli U)tM| that idl brijhleain*. Viy roimfe>l Order by No. ryJ and steam pipes. It will back up every statement you make about it. Please use the postal card enclosed with this issue of Th e S. YV. P. if you want us to quote you prices. sary, one being to drop 480. On the new folders to be issued in No vember, shade number 480 willnotappear. Our stocks of the shade, however, i s large enough to enable us to fill all orders for it for some time at least. VAir Aluminum, Paint Hhonv Card. THE ONLY WAY. Truthfulness in dealing with the public outweighs all other considera tions. Why should I be the less careful about the statements I make in talking to the public through the press than when speaking face to face? I speak to each individual who reads my advertisement; my relation to him is a personal one. I must win his confidence. I can only do it by tell ing him the truth. Not only must I take good care that I do not deceive him, but I must so word my adver tisement that he cannot be selfdeceived by it.--Dean Alvord, before the New York Sphinx Club. IMPROVEMENTS IN THE S. W. P. COLOR CARO. We wish to announce a few changes that are to be made in the list of colors shown on our regular S.W.P. color card (the"C"). We recently decid ed to add four new colors for which there has been an incr easing demand, and which will make a decided im provement in the line. In order to find room for them on the present card some slight changes are neces- CHANQES IN I. F. P. COLORS. In order to meet the demand of the trade in the United States we have found it necessary to drop Light Yel low (449) from our Inside Floor Paint Colors, and add in its place an Orange (452)This change applies only to the United States. In Canada the de mand still continues for the Light Yel low, with none at all for an Orange. Our stock of Light Yellow is large enough to take care of your orders for some time. SiwiI I i 11 i 1 & Bright as Silver On gas. steam, and wate*j;ipcy gas stoves, oil stoves.cook strums, heating stoves, picture frames, picture moulding, iron, fcti water boilers, etc. r smmhwmm /twite pa tut Jives a finish as wight as silver, t's the most convener* ami sat isfactory paint of its kind. Very decorative. It has large cover ing capacity and wears well i & l ill ill Order by No. 172. fi A SEASONABLE WINDOW. HE above window is very easily dressed. Drape your window with white cheese T cloth, arranges small assortment of S.W.P., a neat display of color cards, one of the tin "cover the earth" signs, and a "cover the earth" poster hung up as in dicated. Write the signs with pen and ink or blue pencil on white cardboard or paper. Suspend a Rugby or Association football and a gallon can of S.W.P. from the topjsf the window with ribbon (better use your school colors) and the window is complete. j 0007-SWP-000118773 THE S. W. P. 15 5 S. W. P. ADVERTISERS. What the Agents Are Doing in the Way of Special Advertising. T is mighty encouraging to us to know that our efforts to increase the sale of S.W.P. are being ably seconded by the agents. Co-operation is a stimulus to increased effort, and whenever we receive a batch of sample advertisements originated by the agents, we are impelled to extend greater help to those agents and to work with them more vigorously. The number of contributions received during the last month for this page was exceptionally large. We hope that the coming month will bring an equal number, We should be particularly glad to have samples of fall advertising. Mr. Jas. Si O'Neill, Fredericton, N.B., Canada, is always full of enthusiasm for S. W. P. and is making a success of it through hard work and by constantly keep ing it before the people of Fredericton. He is a great believer in good window dressing and is so successful with his win dows that his local newspapers invariably take notice of them in their columns. Two of his windows which attracted moTe than ordinary attention were the "Pushing Paint" window, and one with the card, **Four quarts of The SherwinWilliams Paint will cover a space seventyfive times the size of this, two coats.** Mt . O'Neill has our congratulations for the good work he is doing. were much pleased at the showing made by Representative Ketchum, of The SherwinWilliams Co, The indications now are that much of this paint will be used on the new houses this year." Ping Pong Paint is the beading of a newspaper advertisement used by Sherman McConnell Drug Co., Omaha, Neb., in which they recommend the dark green shades of S.W.P. for painting Ping Pong boards. The ad is very cleverly worked up and is sure to attract a great deal of at tention on account of its striking originality. There's nothing like being up-to-date in your advertising. Cole Sc Mathews a short time ago sent us a copy of a pamphlet they used in their spring campaign. It describes a number of specialties needed for the spring housecleaning, and you mav be sure S. W. P. and the other -\V. lines are prominently displayed. It would he a good idea to work up a similar pamphlet for the fall. Good lines to call attention to are, S. W. P., Enameloid, The S-W. Com monwealth Barn Red, Stove Pipe Enamel, and like products. The "locals" below used by Mr. L, J. Griffin, in Barre, Vt., show how advertis ing can be turned into news, "The house, sign, and decoration paint ers are invited to make the acquaintance of Mr. Ketchum, representative of The Sher win-Williams Co., at L. J. Griffin's store, in Worthen's block, Wednesday evening, March 26. He has something of interest to all painters in the city, also those who con template painting their houses this season. All are invited." "The exhibition of The Sherwin-Wil liams Paint last evening at L. J. Griffin's was attended by many painters, all of whom "Advertise a!) the time," is what J. H. Trippe's Sons, Canton, Pa., thoroughly believe in. One of their latest S. W. P. ads is a number of board "cover-theearth" signs. 4x8 feet. They are using the signs all over Canton, and although they have that part of the earth pretty well covered with S. W. P. they believe in keeping at it. "The proof of the pudding is the eating thereof." A statement backed up by logical proof always convinces, and when you are arguing in favor of S. W. P., the best "cliudier" you could have is a list of names of those who used S.W.P. in your locality --actual examples of the good work S. W. P. does. Mitchell & Park, S. W. P. agents. Big Springs, Texas, are fully alive to the above as is evidenced by a recent circular letter they mailed to their trade. The circular is headed "Persons to whom we have sold the celebrated Sherwin-Williams Paint since May, 1902." Then follows a long list of S.W.P. buyers together with the names of the property they painted with S.W.P. The letter is good advertising and vre congratulate Mitchell & Park. IWM'"*1I!I if 156 THE S. W. P. KEEP UP THE FIGHT. HE fall season has opened unusually welt, and if we keep up the fight with the same vigor and the same earnestness with which it was started the season is sure to be a big one. We are highly pleased with the way $10.00; and not only that, it secured him some very good publicity. If you have not ordered any of the fall electrotypes, refer to page 136 of the September issue of Th e S. W. P., pick out those you want, and send us your order by early mail. the agents have taken hold with us, and the manner in which they are availing themselves of the helps out lined in the September issue of Th e S. W. P. is particularly gratifying. From every part of the United States and Canada, we are dailv t o If you have not sent us any names for "personal letter" work, don't delay any longer. T.ist the names of ali property owners in your local ity whose property needs painting, or whom you think could be in duced to paint. We'll go after them for you in a way that's sure to get you their business. If you haven't written for prices on En ameloid or The S-W. Barn Red, it will pay you to do it now. These are splendid specialties for fall trade, and Fourth of July float used by Mr. J. II. Steves, St. Helena, Cal. are good sellers. ceiving orders for the fall newspaper We have never placed any other lines electrotypes: the property owner in the market that took hold so readily blanks are coming in steadily; the as these two. They are winners. new goods--Enameloid and The S-W. Barn Red--are being pushed with energy; Six Big Varnish specialties have gone to the front with a dash; the painters' names are being given us freely, and, altogether, the agents are making the best use of our helps. In addition to the plans we have outlined, it would be a splendid idea to inaugurate a selling campaign of your own. Go after the property own ers with special letters, postal cards, or some like plans. Last Spring Mr. . - --- It pays to do so. It's bound to F.J.Hawn,S.VV.P. bring increased business and to have agent in Worthing- . a good influence on general sales. As ton, S. D. .did work / an example: Mr. J. H. Steves, S. W. P. of this sort, and it agent in St. Helena, Mont., adopted paid him big. His '' for his last Fourth of July float the own words best de design shown in the June issue of The scribe what he did. S.-W. P., and it won him first prize, He says: "As soon 0007-SWP-000118775 I iin h iil i m m*i*n*bttiiKimmu /I I M il I I i I THE S. W. P. *57 as I learned that a house was to be painted, I immediately sent the name of the owner to The Sherwin-Williams Company with the request that `per sonal letters' be written. Then at about a week intervals, I followed The S.-W. letters with my mailing cards, and kept after the property owner until he was willing to buy S. W. P. to get rid of me." There were five postal cards in the series, each one splendidly written and nicely printed, and from the re sults we understand Mr. Hawn secured from his good foresight, we urge each and every agent to adopt his plan for the fall work. "All's well that ends well," So let's keep up the fight to the end, and we're sure to close the season with the biggest fall business we've ever had. If you want any special help, we'll be glad to give it to you. Follow-up postal cards used by P. J Hawn, Worthington, S. D. PORTRAITS OF S. W. P. MAKERS. Mr. Geo. A. Martin, Manager Divisions West. O matter what line of busi ness a man may be in, no matter what his work may consist of, whether he be a grocery clerk or a bank president, he must hate love for his work, unbound ed faith in his chosen field, and above all must be an enthusiast, if he expects to make headway. Enthusiasm of the highest order, in tense interest in his work, and untir ing energy are marked characteristics of Mr. Geo. A. Martin Manager Div isions West. He belongs to that class of men who can never do things by halves, who are not contented with mediocre work, who through their very nature must throw themselves into their undertakings with all the spirit and energy at their command. He is the sort of man who would win suc cess in whatever he undertook.to do, Mr. Martin entered business life early in 1878, his first position being that of office boy with The Chicago Packing and Provision Co. and a little later in the same year he took a simi lar position with The Adams Express Co. in Chicago. 1880 found him in the manufactur ing line, he having accepted a position in the office of the Union Brass Man ufacturing Co., also of Chicago. -His work here was very successful and he was promoted successively through the positions of under office clerk, ship ping clerk, and price and invoice clerk. He was not satisfied however with his work in the office ami de cided that the manufacturing end of the business offered the best chance for advancement, and consequently entered the mechanical department of the company where his good work and soon won him a foremanship. In 1888 he was approached by , a Chicago business man interested in tite making of paint specialties and took up the manufacture of paints in a small way. This gave him his first exper- 0007-SWP-000118776 `5* THE S. W. f>. ience in paint making, and it was an ex perience that well fitted him for the suc cess in the paint line he was to make lat er on. He was chemist, mixer, grinder, b ook-keeper, and salesman. He man ufactured the goods and he sold them. His experience in selling the paint he made threw him into competition with The Sherwin-Williams Co., and as he says himself, "Wherever I went, I found that the man I was trying to sell was using The Sherwin-Williams Products and could not be induced to change." After a few years exper ience in that sort of thing, he decided that The Sherwin-Williams Co. was the paint company he wanted to be with, and in 1892 he secured the ap pointment of superintendent of Plant Number Two, in Chicago. Under his superintendency many improvements and additions were made in the Chicago factory, indeed he developed such marked executive abil ity that in 1898 he was appointed manager of the Western Division with headquarters in Chicago. He man aged the affairs of the division so well that in the three years he held the pos ition, the business of the Company there was almost doubled. In July 1901 he was promoted to the position of Manager General Trade Sales De partment with headquarters in Clev eland and recently when the business of the Company grew to such an ex tent that it became necessary to create the position of Manager Divisions West, embracing all the territory west of and including Chicago, Mr. Martin succeeded to that important post. Mr. Martin is of a very genial na ture and has the knack of drawing men to him in a bond of friendship that is rarely broken. "It's not in the time or the place or in the circumstances that success lies; it's in the man." If one sets out determined to get ahead in the world, and never loses sight of the place at the top, he's sure to succeed if he works patiently and earnestly. 0007-SWP-000118777 V ,1 I i THE S. W. P. STOVE PIPE ENAMEL. A GOOD FALL AND WINTER SPECIALTY. THE Sherwin- is allowed to go oat and Williams Stove while ihe pipes are Pipe Enamel is a pawr arm. ticularly good specialty If applied in this way to advertise at this time and allowed to cool of the year. People thoroughly before the are beginning to fire is started ' think of putting again, it will not* 1 up their heating smoke or blister, stoves now, and if rightly ad and will then give best satis vertised and pushed there can faction. be a big sale worked up on Put up in quarter pint and Stove Pipe Enamel, half pint penny-lever cans. Unlike other similar enamels, if It's a good specialty to have on your properly used, The S-W. Stove Pipe shelves just now. Enamel will not smoke or blister. It If you are not car- stands a high degree of heat, spreads rying.it, write us for I very easily, covers the maximum prices aud further in-1 amount of surface, and wears well. formation, using the 1 It's a splendid thing for brightening postal inclosed for up old stove pipes. the puiposewiththis It makes them issue of Th e S.W.P. look bright and new If you have it on and gives a dressy on yout shelves and appearance to the it is not moving as entire stove. fast as you would Good advertising helps accompany it. The counter display card reproduced on this page is very at tractive, stands out well, and tells in- I stantly what the _, . ,, paiatis and what it r er y a. 175. joes_ The news like it to, order the two electrotypes Order No. 174. shown on this page and begin adver tising it in your newspapers. It would be a good plan, too, to mail a postal card to all your trade calling atten tion to it. paper electrotypes aTe strong and will help to make the goods known in a short time. The package is nicely labeled and makes a good display on the shelves. It's the best Stove Pipe En amel in the market today, and it will pay The S-W. Stove Pipe Enamel A display card tha, sells 70U biSt0 PUSh should be put on just aiter the fire paint. 0007-SWP-000118778 160 THE S. W. P. PLAIN FACTS. No gains without pains. The foolish man is wise too late. Plough deep while sluggards sleep. It's too late to exercise discretion after the paint has been applied. A bad article is dear at any price --"cheap" is dear in the long run. A good paint makes a quick market. He pays double who lives upon trust. Failure follows shirk ; business fol lows work. S.W.P. surely will please. S.W.V. steadily wins victory. It's a good pair to bet on. All paint factories may make good paint sometimes but S.W.P. is good paint at all times. The foolish man says, "I can't;" the wise, "I'll try!" Cheap paint means early failure, complaint, and trouble. Every house painted with S.W.P. helps you to another job. S.W.P. is better and cheaper than any hand made paint which can pos sibly be put together--better for the customer and better for tbe seller. Do it Now is the watchivord of the wise and the banner of the prudent. One today is worth ten tomorrows. Good management will succeed where a good income fails. Always sell such goods that your customers will come again. There are no greater promisers than they who have nothing to give. Every day is a little life and our whole life is but a day repeated. Wise men learn from other men's mistakes--the fool insists on making his own. A wise selection lays the foundation for a business, good methods build it up, and persistent hustle enlarges and beautifies the structure. Always keep busy--enjoyment stops where indolence begins and they must hunger in frost that will not work in heat. "A man must keep his mouth open a long w'hile before a roast pigeon flies into it." If you want the best business go after it with all the ability and help you can command. WHEN YOU .HAVE BEAD THE S.W.P. HAND IT OVER TO YOUR ASSISTANTS. IT IS FULL OF SUGGESTIONS AND ENTHUSIASM THAT CANNOT FAIL TO HELP EVERY ONE CONNECTED IN ANY WAY WITH AN S.W.P. AGENCY. "DO IT NOW." 1 1 I 1 J 0007-SWP-000118775 Th e Sh e h w in -Wi l Ua ms Pa in t s t o r al l k in d s o f GOOD PAIN.TINd . ' tan eUlL'PINaU; ..,r, ln*ioc. n HCOfffc. iiA THE SHURWlfi-Xn.UAMS Pi1ST (Prepared): Jet (fia 'jivriaft c(>ai- tu* x jv be'i-j-Piivia. . _ ran iNTEfHOBfe,: WSLLS, ere. \ l'"ra I'.iili '.'i .* tfs ESAMELBIO. : ' V pL' r.n ftpViiiMflsw lijiii!: UsuVrSS.ft^PEOAL JKTEgiOH COLORS,- P;*r nil tvialwt .Ivivil * - Pj j. Tk sHHVfiH- SVtfj.JAMS PA(NT: . FpI'-u vMf* '. #** finiisJi 1 , vAzmu whn^. ; mn FLOORS* - -.y tfc^nte sWf l o o r FW-SfifN, " lFort JiisMar^k Tut. vy /njjVoik fitova P4*Vfc k'r i!'1'?-1 - Ti e f.*-farzi > Ft*I*i*1t' Ti'rritxr:a*itvj,tl^* * ****--/*fc $li G'.S'E-A-.fYyJt);E,/^*t,ti|W ' l *. w F.>r uu&t&yy .' Mn.fiARNS, flO.OFS, FENCES, f^e. ' , r' '5 ft?f*chJ*^,hi,^e-<j}<van^>)m:iraiouwEAL t h: aytri *#>, . "t u b s*w c/teoaitfe war. ' ,, ' ;' ' ia,'* *' V we *pQr>Anb:*ki$s* hr*i.' ran c(jpeo -a b iis, s b ev .v c 9. Eve. . .the r/4T 5-(' rAX-Ilf P.Wtt. \ ` j^^ar^Wis oji l<e v mi.c *, J \. ran BSKMilEU, BOATS. JMIRCH CHAfRS, Ct , ,, ; wr 'ft- w su&tiy wftr. . < . - '*- . .A --I'.i't. -i;.!VTnyll :'i:r*MT.I^e ton CHAIRS ''TAALES^Et o ' '; ' : : ,w riii ft- ir wn ' .. ; 'IjMililii'-l'wT'ir:; : n rcitui. uutiii . ' -; ton STAININ'? an * VAfiNlS.HIKO nr '' :' SANTC 6-?RATlOM' Fta-i.r^m.-VVorniwonn,'ac, * ' > (he THE ft>W fi$>7$H STAIN. ;". " ion T7-ERS!-'AAlN"i#9i.ESi TINTBpOrSVETe: \. -AV-fcM->E.T7: AL4ST16' ; .. !!.,'*.. - Th e S&ERMN-Mkuxm C& |a-> niskes P4T. . ' - **" S7W PMF4WW4#C1 L ' | il-"AYCf*irT^!tioft}/ r. r ' .; r.iuujliT every lfi* t>T!ivJ\. ...... ' \ ^ Th e Sh e * w n - WtiiiA ms C,c.' 'i ; WjliMT AffQ: AS:3M'jNHkRS^ V Cfchnf^iiA*, lf*.V4^ *4.' tv,, t#V. i ' i'^-r'Sv.rl-t-tnio. - ' . tUlfr-'PrjnvHsoj Ay^.w . f .