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White City News PUBLISHED BY Devoted to mai lers of interest to our Repre sentatives . . PAINTS.ENAMELS ,C> COLORS,VARNISHES VOL I NT> I Mav 9<), i;o3 DETROIT, MICH Department of General Trade. F R. DOUGALl. Sales Manager. The first edition of the WHITE CITY NEWS is , we hope, a step upward and onward. Progress is our motto. The mobile Trades, and the general trade, each under a separate heading, but should be of interest to all as showing what an exten sive business the Acme White Lead and Color Works is enjoying. name, "White City News," suggested itself to us from the frequent remarks nf tlie trade, whose members have at various times visited us, referring to the beauty, extensiveness and well kept con dition of our plant, comparing It with the World's Fair at Chicago in 1S93, all our buildings being painted white, and it being our intention to always keep them . painted white, we have decided that a NOTICE To all our representa tives and to our distributers and their representatives we wish to state that The Buffalo OiL Paint and 0 0 0 0 0 * s a 0 0 newspaper published by us for the benefit of our representatives and our distributers representatives, should bear a distinctive title. We think and feel that the WHITE 1 Cit y Ne w s will go forth on its mission from the white city of Acmeville, and be received by all representatives offering Acme goods to the trade all over this Vamtsh Co., of Buffalo, N. Y., has now signed the non-exchange agreement, and is entitled to all pro tection. Do not exchange their goods. a a A A A A A A A * A wonderful country with greater favor than Thoughts has been. If this is so, we will feel that the change has been a good one. Our object is to fill this little paper Salesmanship is that quality in a sales man which enables him within the shortest space of time to place in possession of Ins with good, interesting, instructive news; customer the greatest amount of satisfac not for the benefit of any one set of tory merchandise, and in the coffers of his representatives, but for all salesmen who employers the greatest amount of profits; while at the same time preserving the are offering Acme products, no matter ; lasting respect and good wail of the what class of trade they are handling. I customer. We want all our men and our distribters' men to send us along as many items of news, that will be instructive to their co workers as they can pick up, and we want to impress upon you the fact that A Good One. A friend told me last evening that he had started in to paint his house with New Era, and judging from his experience with the stuff, he did not think I would you are in a position every day to pick be able to sell much of it. 1 asked him up many items of interest that will help your brother representative. We intend having a section of this paper devoted to the Department of Manufacturing Trades, why, and he said the painter had taken home two gallons to start with, had worked a day and a half, had gotten over a large portion of the bouse, was still painting and had not yet opened the of Railway Trade, of Carriage and Auto second can. S. H. H Plug Hit Competition. Do not forget that a new customer on the line in competition each month, entitles you to credit for two points, whereas an order from an old customer entitles you to only one point. Do not forget also that unless you mark "new customer" on the margin of your order or duplicate order opposite the proper entry, we are unable to tell a new cus tomer from an old one, and you naturally receive credit for only one point. Please also put down In the margin the amount of goods sold under the competi tion. as, (N. C. P. $15 00) besides show, ing the total amount of your order in the upper left-hand comer. A careful observ ance of the above points will enable us to credit you with the proper number of points each month. New Era Panoramas. Acme representatives please read caiefully the following letter from Mr. C. F. Elliott: Do >ou want to save one-third of the panoramas that are sent out'* There is nut one out of every ten that tests more thun two or three days, and it is all duo to the fact thAt the rollers will not turn without being grvased when they ore put up I have to fix one or two of these things up everv day or two. And 1 notice *fter I once get them oiled up they never break. I sprite about this matier at the convention and was promised u would be looked after, but it has not. C F E To overcome this complaint we are going, in future, to attach a tag, containing the following notice, to one of the handles of each panorama. NOTICE II rollers m panorama do not turn Ireely, remove the back, which s fastened with four screws, and put a tew drops ot oil in each roller socket. Acwt Wh it e Le a l a n d Co io r Wo r k s We cannot oil very well before they leave the factory, as nine-tenths of them are shipped to our distributers and are stored by them for a certain length of time. So, you see, if we did oil, it would be per fectly dry again before the dealers received them. N23360 WHITE CITY NEWS Department of Manufacturing Trades. T. W CONNOR, Sales Manager. This being the initial number of the WHITE CITY NEWS it will perhaps not be amiss that the editor of this department should make his bow-to his co-laborers and colleagues and at the same time give a synopsis of the plan of procedure in hand ling and the object of same. We hope, by the liberal use of these columns, through clippings obtained from the leading weekly trade journals of the country, to keep those assisting us in building up manu facturing trade business, posted on all important changes in name, location or management of the concerns to whom we cater as well as views of the formation or projected formation of new concerns, and in addition thereto items of interest from our daily business that would be news to the majority of our readers, such as the installation of dipping plants, car load or large initial orders (occasionally only and then for the purpose of calling attention to some particular concern or line of goods) and all contracts will be published as received giving names of concerns and line of goods contracted for, and such other happenings as the editor may deem of interest to all. You are not expected to contribute to the columns of this paper, in any way; however, if you should happen to forget yourself and send in a clipping or write a little " skit ' ' it will be gladly received and the editor of this department will know you are interested. Address all such communications under personal cover to T. W. CONNOR. We are pleased to acknowledge receipt of contract covering complete line in White and Colors Neal's Bedstead En amels, including a Henderson Tank, from The Metal Bed Company of Tacoma, Wash., including order for twelve barrels of goods for immediate shipment. The St. Louis Well Machine and Tool Company, St. Louis, Mo., are mailing to the trade circulars E, G, H and K, hand somely printed on enameled paper and bound so that any circular can be removed and another substituted or an indefinite number added until the extensible cover is filled. The list includes, besides well drilling machines, the Warren oil well engine, profitable locomotive boilers, all kinds of well tools, casings, drilling cables, sand lines, etc. Prices and full specifica tions are given lor everything needed by the operator of a well-drilling outfit. The Shawd Gas Engine Company, of j Andrew Carnegie, lately elected presi which W. F. Backus was principal owner, dent of the iron and Steel Institute of has been reorganized into the Dayton ' Great Brilain, in his inaugural address Gas Engine Company and will remove to called attention to the recurring periods of Dayton, Considerable additional capital depression and to the many failures in the has been subscribed and the new company , iron and steel industry of concerns well will start with $100,000 capital. C. F. established in the trade and not over Griffith, H. K. Scott and T. F. Penn, of capitalized. Of course he did not venture Dayton, with Mr. Backus, will compose any prediction regarding the United States the officers of the new concern. SteeJ Corporation; but he left his hearers T. B. Carson, of the Bettendorf Metal Wheel Company, finds time to serve his city well. His latest achievement is the procuring of better mail facilities in and out ol Davenport. For a long time there has been complaint that there has been no mail either east or west from Davenport to imagine what trials may be before this great concern, plucked as it has been by promoters and enormously expanded, when the tide of trade turns and demand falls off so that even the extortionate prices now exacted for its products would not yield dividends. in the latter part of the day. Mr. Carson took the matter up with Congressman Popular Varnishes. Wade from the second Iowa district, who laid it before the postoffice department, and the result is a change. Now mail is sent both ways, as he suggested. The Manufacturing Trade Department was pleased to entertain as visitors Messrs. Stimson and Fisk of the Rich mond lnd. Manufacturing Company, of Richmond, Indiana, on the 28th instant. They were shown through the factory and lunched with us, and expressed them selves as surprised at the magnitude of our plant and pleased with what they saw. The Richmond people have been customers of ours for some little time and their trip was preliminary to some extensive improvements they are making in their plant, one of which will be a new enamel room for which we recently shipped them six dipping tanks, four for colors and two for white, the white tanks being our new improved tank with automatic straining device. We show herewith a cut of our " Popu lar Varnish" package. "Popular Varnish" is the new name for "Utility Varnish," the change In name having been deemed advisable for various reasons. There has been no change in quality or style of package. This line of Varnishes is found extremely desirable for the dealer, and should be placed in every stock. The package is very neat and convenient. Easy to open. Easy to close. No broken nozzles. Con implement manufacturers of the city of tents can be kept free from dust, with no Moiine, Illinois, in common with inde loss by evaporation. The goods can be pendent manufacturers throughout the used from the package direct, without country, have raised a protest against pouring into another container. the trusts, which they declare are choking These points appeal to the consumer. the business life out of them. They have I The small cans on a dealer's shelves appealed in a petition to President Roose makes it unnecessary for him to open a velt and hope for action. There are gallon package and supply his customers thirty-three combinations which the with small quantities, and does away implement men declare affect their busi with the consequent loss and necessity for ness and on account of which they are him to hunt up some kind of a bottle or forced into higher prices and smaller can in which to put it. profits. The implement men say that The line is described at more length on trade has been checked, because farmers page 25 in Rapid-Seller booklet for May. are using old machinery rather than buy the new at high prices. Foreign trade 1 am in receipt of Thoughts and was has decreased and it is charged that the surprised to note that l had been elected agricultural supremacy of the nation is a secend degree member of the Acme Plug threatened. It is declared that jobbers Hat Club. I wish to thank you for this are not making any money because of the honor, and assure you I will take great small profits on sales. pleasure in wearing the fob. H. C. C. 0007-SWP WHITE CITY NEWS Department of Railway Trade. BENSON E. BROWN, Sales Manajer, We received an order Last Tuesday at 10:00 a. m. from the Pressed Steel Car Company for 3,000 gallons of Karbonet Black, and at 11:00 a. m. several mills were grinding the black. The order was sent by telegram, a letter following to rush, and we wired back that the goods would be shipped Saturday. We received another telegram to hurry and ship suoner, if possible. This order came when we were very busy, in fact one of the busiest Locomotive Russia Jacket Enamel.as it has proved to be superior to all others Ple*d$e use this in future on requisitions Yours truly. H. F Ba l l . S M. P The Baltimore & Ohio have adopted our Neal's Locomotive Black, Neal's Russia Jacket Enamel, Green Cab Enamel and Colors in Japan at their shops at Newark, Zanesville, Cleveland, Lorain, Ohio, and Garrett, Ind. Partial List of Roads to Whom We Have Sold Goods During the Month of May. months we ever had, and our factory has been running nights to fill orders; The Bessemer & Lake Erie The Baltimore & Ohio. Chlllicothe. Ohio nevertheless we were able to ship these .................... Baltimore, Md goods one day ahead, and the goods left "* * * M " Cleveland, Ohio " " " Zanesville, Ohio here Friday afternoon. ** * " * Newa-k. Ohio The purchasing agent told the writer " " " " Lorain. Ohio that he appreciated the effort we made in filling the order so promptly and we were certainly entitled to consideration, and that he would show his appreciation by giving Garre;t. Ind. Cleveland. Akron 8t Columbus Railway Baldwin Locomotive Works. Philadelphia, Pa Chicago. Burlington & Quincy Railway. Michigan Centra! Railroad, Detroit. Mich. us future business whenever opportunity presented itself. 1 wish to compliment the factory for the extra effort they made in handling this order so satisfactorily, and it is a great help to the salesmen to have orders shipped so promptly. '* Jdckson, Mich Cornwall Railroad Buffalo, Rochester & Pittsburg Railroad Cleveland, Cincinnati, Chicago & St Louis Rail way. Urbana, III. Cleveland. Cincinnati. Chicago & St. Louis Rail way, Mattoon, III Cleveland. Cincinnati. Chicago Si St Louis Rail way. Gallon, Ohto Neal's Locomotive Black. (Our Old Standard and Reliable.) ' Cleveland. Cincinnati. Chicago & St. Louis Rail way. Delaware, Ohio. Cleveland. Cincinnati. Chicago Si St Louis Rail way. Indianapolis, Ind The Santa Fe Railway have been using more or less of our enamel for the past few years. About ten months ago a Cleveland, Cincinnati. Chicago & St Louis Rail way. Wabash, !nd. Pennsylvania Railroad Co , Retiova, Pa " " ** Baltimore, Md sample of Lccomotive Black was sent to the shops at Topeka to be tested. Several other Locomotive Blacks were tested at the same time, and the result of test sent ** " * Flmira.N Y Chicago, Rock Island & Pacific Railroad Cumberland Valley Railroad Louisiana & Arkansas Railroad Mexican International Railroad to the purchasing agent, and our black j Newburgh, Dutchess Sc Connecticut Railroad. showed up so much better than any of the others that the Santa Fe have decided to ; Bulletin No. 9f on Neal's Carriage Paint. adopt same as standard for all their shops. We are disappointed in not having This is a high compliment to our Neal's ' received more responses up to date to Locomotive Black. above bulletin. We trust that our , representatives will place themselves in Neal's Locomotive Russia Jacket Enamel. ' possession of the facts we want and post . us at an early date covering conditions as The following letters speak for them selves : tiiey exist. Mr Fredericks, Storekeeper, Lake Erie & Western R R , Lima, Ohio Dear Sir --After careful and exhaustive tests of Referring to Dan Daviei letter in Thoughts of the 16th, I beg to Isay I agree with him In a measure, i do not think several jacket enamels, we have decided to use Neal's 1 any harm will come to us on account of Locomotive Russia Jacket Enamel, as it has proved to competitors carrying them away, but I be superior to all others. Plevse use this in future on requisitions think only about one-fourth of our cus Yours truly, tomers to whom we give a catalog will be H F. Bal l . S M P able to find it for you on your next trip. 1 never give a man a catalog until I tell him Mr Murphy, Storekeeper, that a discount sheet will be found in same L S.'St MS R R. Co . Colmwood, Ohio J and get him to agree to keep it in a private Dear Sir --After careful and exhaustive tests of 1 drawer. Then I ask the house to send it. several jacket enamels we have decided to use Neal's S. H. H. Sorry to Lose Him. J ft NEW1UL Mr. J. R. Newell is leaving us on June 8th, to go into the paint business for him self, at Los AngeJes, Cal. We are very sorry to lose Jack, and we know- all our representatives will be, also. However, we wish him all kinds of success in his new venture. Long life to Jack. Looks Tine. Mr. Orr had just received 800 pounds Michigan Seal White Lead, and had ordered rooo pounds more about an hour before 1 was there. Mr. Orr is painting his house with it, and 1 went to see it and it looks fine. Titos. Stephens, the painter, is from Bad Axe, and he says: " It is thefinest lead J ever used. The neatness of package, being perfectly tight, makes a fine impression to anyone intending to use Lead." They are greatly pleased with the lead. I am glad I saw this. Will push it and can recommend it to anyone. W. W. Mrs. Cater writes me that the fob has strived O. K. and is a beauty. I wish to thank you kindly for same. H. C. C. I note from the enclosed notice the sad accident befallen our beloved Mr. Wilson. Allow me to extend to him and family the sorrow of my heart to learn of this sad accident and that he may rapidly recover, and that his injuries are no worse and that we may see his smiling face at our next annual convention. C. M. With regret 1 have received the infor mation through Thoughts that our fellow representative, H. L. Wilson, has been injured in a wreck. 1 trust that the injuries are very slight and that recovery will be speedy. I wish to express my best wishes for such recovery and trust that his injuries may not be of such nature as to disable him from his active labor and that the injury may prove only a tempo rary one at best. With sincere wishes for his speedy recovery I am, Very truly, W. J. S. 0007-SWP-000128281 WHITE CITY NEWS Filled with Delight, Mr. Arthur Wilson, of the Indianapolis Hardware Company, is putting a coat or two of paint on bis home. He says that it ! is the best looking job of paint in the ! neighborhood, except Mr. Stewart's. They are both New Era. There are others of the force of the store who are doing likewise. They are all much de lighted with the appearance and say that there are many comments from their friends and neighbors. W. J. S. H K HAU.M.JW We are just in receipt of a nice big car load order from Uncle Henry, to be shipped to Geo. E. Watson & Co., of Chicago. Henry is to put in about two weeks' work with Geo. E. Watson & Co., and we will look forward to another car at the expira tion of that period. " Come on, boys." Amount of Orders. We again ask you to put the amounts of your sales on your original orders and also upon the duplicates which you send in to us. Kindly co-operate in the future m this respect, and your doing so will be fully appreciated in the office. Presenting Oar Line. You ask us what arguments we use in presenting our line. In reply 1 beg to say I seldom ever get a chance to use any. I talk quality from first to last; 1 give them information concerning the surface that may he covered with Mew F.ra as com pared with lead and oil mixed by the painter, and if they ask me how our paint compares with other brands, I wave them all aside as unworthy to be brought into the discussion. Should anyone have the temerity to question any of my propositions l am prepared to prove them DAN DAVIES by demonstrations. Your asking for argu Mr. Dan Davies has just been promoted ments reminds me that when I was a to the position of District Sales Manager young fellow I used to think 1 could sing, j for the district of the Missouri Valley and and when out in society and the entertain I tile Southwest. This district comprises ment took a musical turn, some of my the states of South Dakota, Northwest friends would say: Now, Hart, sing us youv song. That alwavx made me mad S. H. H. ern iowa, Nebraska, Missouri, Kansas, Colorado, New Mexico, Oklahoma, Indian Territory, Western Arkansas and Texas. Mr. Davies has been our general repre sentative for many years in the West, and his long and varied experience with us 1 eminently fits him for his new duties. We know all his friends will be glad to hear of his success. Alf. has just sent us in an order for a car load of our goods, to be shipped to Tenbrook & Co., Sacramento, Cai. Alf. spent three days in Saciamento and during that time sold to the large contract painters of that town, la bbls. New Era Paint, O. W. These 12 bbls. were shipped through Tenbrook & Co., and were included in the car. "Come on, boys." It Helps Trade. Monthly Spatters received by the trade. Nearly every customer speaks highly of it, how neatly it is gotten up and that it contains valuable information and they read it with pride and look forward to receiving it with pleasure, 1 think it helps us sell goods, as it is a good medium for advertising, and such a favorite with the trade. I hope that each copy will be of more and more interest to customers. C. M. Just at this time our factory can take care of a larger volume of jobbing and store trade goods. Our Manufacturing Department is asking for more business. Gentlemen of the selling force, we appeal to you to silence the cry of the Manufac turing Department for orders. Special New Era Varnish Offer. Mr. Mehlig's letter in Thoughts noticed, especially his remarks about it i being one of the best thought-out schemes I we have ever had. As 1 made the original suggestion, feel proud to have so favor C F JHCCAULEV able criticism from so able a salesman, We are just in receipt of a nice large and wish to say that I also think we stock order from Mr. Charles F. should continue the offer in the fall. McCauley, to be shipped to the Croze W. C. N. Sterling Co.,' of Knoxville, Term. This is a new account and will make us a We would like to have the views of our splendid connection. " Come on, boys." other men on this proposition. t. a MUAC We are just m receipt of a car load order from Mr. E. R. Hoag to be shipped to the Logan-Gregg Hardware Co., of Pitts burg, Pa. "Come on boys.'' 0007-SWP White City News DtVOTtD TO MAT TERS OV INTEREST TO OUR REPRE SENTATIVES. PUBLISHED BY ^ _.. --------- -_, COLORS.VARNISHES w------------------------------ - DETROIT, MICH JUNE 6 Department of General Trade. F R DOIJGALL, Sales Manager* 1 Arguments? Well, l should say yes. The arguments in presenting our line are innumerable and never the same to any two men. For instance, here is a small sample: 1 called upon a merchant with whom I was well acquainted and asked him to put in a line ot New Era Faint. He replied, l don't want it, 1 sell strictly pure lead; it is what the people ask for and what the painters tell them to buy, and is a great deal less trouble for me as all 1 have to do is to give them what they ask for. 1 asked him how much money he made on it. He said, Oh, l don't make anything on the stuff, l wish I was out of the paint business; if 1 was 1 should stay out. I said, how about liquid paint.\Dh, said he, it don't amount to anythi ngii^Mve some here that [ sell at $1.25 per gaim, and '1 sell only a little of that once in a while for daubing around the house; confound the paint business anyway. 1 said to him, my friend, there are some things that some people don't seem to know and you are one of the people. You admit that you don't make any money on white lead, in other words you consent to become a collection agent of the Lead Trust without compensation and you take all the risk. All you get out of the Lead Trust is guarantee that the lead is strictly pure. You never saw one of them that would give you a durability guarantee. Your customer may come back after a year or so and say, Mr.---------that lead you sold me for my house seems to be chalking off; what's the matter? You tell him it is so and so's brand of strictly pure lead and the oil was pure linseed, and that is all there is to it. He is obliged to go away unsatisfied. If you think of it the next time your lead salesman comes around you tell him about it. He falls back upon their strictly pure guarantee and you get no satisfaction. He don't tell you that the strictly pure lead of to-day is not at all like tile lead of forty years ago. and that an analysis of the lead sold back in the 6o's would show a vastly different composition from that of the present day. He don't tell you that acid sufficiently strong to rot metallic lead into powder in about ninety days is the only way white lead is made now days; he don't tell you that corroders attempt to wash out the acids hurriedly in a large tank from which it is pumped into settling tubes to remain just long enough for the water and acid to come to the top, and the settled lead is left just long enough to become sufficiently With face serene and minus ^uite-- ^ But the smile is broad and wide and deep, ^ When he notes your orders piled up steep. ^ ^ And when the *' car loads " he fondly toys ^ W The echoes nng his "Come on Boys' " ^ dry to run easily through the oil mills; he don't tell you that this compound of lead, acid and water, when spread upon a surface, eats the life of musciiage out of the oil and permits the loosened particles to dust off; he don't say that that kind of paint will not wear well, and he knows it, and the maker knows it and that they do not wish it to wear well as their hope for future profit lies in the necessity for re-painting and the consequent immense consumption of lead. There are a lot of other things that he don't tell you that 1 might tell you if I had time. But now take the matter of liquid paint: You admit that you buy a cheap thing and sell it at a low price, and that yuu know it is not good and that you simply meet the views of your customer as to price instead of trying to inform yourself in regard to the merits of the goods you deal out to the men to whom you look for future business, so as to be able to supply them with an article of undoubted merit so that in after years your customer who perhaps grumbled at the time about your high price would come back and say: Mr.---------that paint you sold me for my house was all right. It is doing just as you said it would, I guess you are a man of your word, you can have my future trade in paint. The trouble with you, Mr. -------- is, you are lazy. What would you think of the value of a clerk to you, who, following your example, would, when asked to show goods, simply set out the different things, tell the purchaser which was the cheapest, and then stand there like a bump on a log instead of advising the customer which he believed would best meet his require ments? Say, you are about the biggest "it" 1 ever saw. At that Mr.--------- said he had stood just enough of my abuse, got up, went to the back of the store and got a club; when 1 saw him coming 1 left. Well it was almost train time anyway. S. H. H. P. S. This is only a little piece of one argument. Painted His Sole with New Era. Being anxious to test the strength of New Era Paint, I put five coats on a twoinch plank to see if a thick mass of it would crack. Before it was dry, Tom, the plowman, blundered along and stepped on the painted spot. Nothing more was thought of it until three months after, when Tom walked into the plantation store and called for a new pair of shoes. After being fitted we observed that one shoe was worn out, the other good as new, it being protected by the New Era Paint which stuck to the shoe when he stepped on the plank. J. A. Su mn e r . WHITE CITY NEWS Thank You, Dan, WHITE Cit y Ne w s is before me and has been carefully read and can say same is the best little newspaper 1 have ever had the pleasure of looking over. _____________ DAN. WM GALLIC. We are just in receipt of a carload order from Mr. Gallie, to be shipped to Carlin & Fulton, Baltimore, Maryland. " Come on boys." "Stretchiest Faint" He Ever Saw. About two months ago a certain painter of Charlotte, N. C-, came into the Burwell & Dunn Co's retail store and said he wanted ten gallons of New Era Paint, No. 32, to paint a house with; he further said that allowing one gallon to 300 square feet for two coats that would just do the work. About a week after ward this same painter returned with one gallon of New Era Paint in each hand and he approached the same clerk and asked him if he would take the two gallons back, the clerk said certainly and the man then remarked that New Era was "the stretchiest paint he ever saw in his life." C. F. MCC. The Knocker. EDWARD W MILLER He's by nature pessimistic, any wandering statistic That will aid him in his work he puts tn stock, He's a kicker just on principle, to argument Invinc ible, Whose Atm in life appears to be to knock Nothing ever makes him happy. It's his nature to be scrappy, And the things that make life livable to mock, `TIs the hope of every mortal, when tie gets to Heaven's portal. That he'll have to stand outside for good--and knock. Our friend Frank T. Schade, represent ing the Logan-Gregg Hardware Co. of Pittsburg, reports that New Era and our " Rapid Seller " line of specialties are going off like hot cakes in his territory. That is a common complaint and one that we al ways like to hear about. These goods are the kind that It is safe to recommend to the trade, because they back up the sales man's recommendation and the dealer's promises by doing for the consumer just what we say they will. Stoneham, Mass., May 15th, 1903. Acme White Lead and Color Works. Please send me word where 1 can get your Bath-Tub Enamel at wholesale in Boston. Have used it on one tub and think it is the best 1 ever used. 1 want some to sell in my store. jAAtES A. VAU.ER. Best Painted House in County. Elizabethtown, Ind., May 30th, 1903. 1 have just completed painting my large residence with your New Era Paint In making an estimate of the number of gallons that would be required to do the job, 1 ordered 35 gallons, it will not require over 25 gallons and I have the best painted, best looking house in this county for onethird less cost than any other. 1 have invited many of my friends to inspect the work and material as well as the general appearance, and they pronounce it perfect. If in need of any assistance in the sale of your goods, direct your customers to me and 1 will show them the best painted house in Bartholomew County. Pe t e r E. Wil l s . 1 sold Mr. Wills through J. W. Boner, our agent at Elizabethtown, Ind., about 25 gallons of New Era, Outside White, for his home. He was just having his home finished when 1 was there recently. 1 met Mr. Wills and he insisted on my looking at the house which, of course, I did. He has a very large modern home, and tiae job showed up so well and he was so highly pleased with it that he said he invited many of his friends to view it. Mr. Wills is a wine merchant and covers all of southern Indiana and is well known in that portion of the State. He says that when we wish reference or recommenda tion in this part of the State to send him the name and address of such customers and he will write them personal letters in behalf of our New Era Paint. He says he will use nothing else in future, and if the dealer does not handle it he will send his order to the factory. I will say that this recommendation is doing me much good in this part of the State. The dealer at Elizabethtown, J. W. Boner, says that other paints handled by dealers here are staying on their shelves while he is waiting for ours to reach him to supply his trade. W. J. S. H. L WILSON We are just m receipt of a carload order of our products from Mr. Wilson, to be shipped to the Smith Brothers Hardware Company, of Columbus, Ohio. "Come on boys." This Is Gratifying. Crosshill, S. C., April 24, 1903. Acme White Lead and Color Works, Detroit, Mich. Gentlemen: It is to your interest and mine to write you this letter, as your New Era Paint is too good an article to be trifled with. I want to let you know how I am obliged to get It here. Since Calhoun & Dupree went out of business, 1 have to wait until 1 get it from Augusta, Georgia, which is quite a distance from me and gives me lots of trouble. Every job I do with New Era shoves me higher up the hill, and being a house painter of twenty-five years' experience, 1 am in a position to handle the agency direct from the factory, I stand for the best goods, and 1 do not believe hands can make any better paint than New Era. New Era needs in this section a practical painter; one who is interested in a good paint. Awaiting your reply, Yours for business, Wm. T. Hil l . Pmcttcul Huuse Pointer April 30th, 1903. Mr. W. T. Hill, Crosshill. S, C. Dear Sir: We appreciate the higlt tribute paid to our New Era Paint. It is becoming more apparent every day that good paint, like any other good article, establishes a reputation for the dealer that handles it, the painter that uses it, and the house that makes it. We are recognized throughout the country as manufacturers of first quality goods only. We have among our friends in the painters' fraternity, who for years used nothing but white lead m oil, because they could get nothing better, but now they are firm advocates of the use of New Era. 0007-SWP WHITE CITY NEWS inasmuch as at the moment you are not in position to buy our pure paint from a dealer in your city, owing to the fact that our agent there has discontinued busieess, we are most pleased to refer you to our distributers in your vicinity, the Murray Drug Company, Columbia S. C., who will take good care of any orders you may direct their way. With best wishes for the season 1903 proving a most successful one with you, we beg to rem'iin, Yours truly, Ac me Wh it e Le a d a n d Colon Wo r k s Crosshill, S. C., May 23, igo3Acme White Lead and Color Works, Detroit, Mich. Gentlemen: I received yours of April 30th, also May 15th, and will say in reply, my reason for writing you was that 1 recognized the superiority Df New Era Paint as compared with the many inferior brands with which the market is stocked. 1 have been a house painter for twentyfive years, and every job 1 do with New Era Paint increases my business, and I am willing to " Take Hold and Lift." Dr. J. H. Miller is the agent for this town now, and the right man for it. I am glad that Mr. A. St. C. Lee is agent at Greenwood, a short distance from here. New Era Paint needs an experienced practical painter in every county in the country, and one that is trustworthy. With best wishes for New Era as long as it remains as it is. Yours truly. W.M. T. HILL. Practical House Painter Mr. J. Selvage 'Wins. Mr. W. J. Selvage, our Indiana repre sentative, has won the Plug Hat Compe tition for May, on Neal's Carriage Paint and Neal's Carriage Top Dressing. Mr. Selvage won with 132 points, leading his nearest competitor quite a distance. Congratulations, Mr. Selvage. If our representatives would stop to consider the many possibilities they have, 1 know there would be more enthusiasm shown in their work. Enthusiasm, energy and conscientious efforts, coupled with loyally to their house is ihe keynote of success. Look at the benefit you are doing your fellowmen. You are preach ing the gospel of having the people living in beautifully painted houses, You are doing your share toward giving employment to many men. Did you ever stop to consider that it takes twenty thousand painters to spread our products each day. It takes in the neighborhood of five-hundred people to manufacture these products and there are about fifty of you who are doing the missionary work. If each one of our salesmen would increase their efforts they would be directly responsible for the happiness of several families. Boys, give this thought careful consideration, and then make up your minds to be up and doing. Plug Hat Competition for June. There are some of our salesmen who have not attained the dign ty of member ship in the Acme Plug Hat Club and not wearing the Dunlap Silk Tiles which are presented to the fortunate contestants as a mark of our appreciation of their prowess. We want to make it easy for these so far unsuccessful candidates, and while they cannot all win the tile, they can certainly make a "mighty good showing " on such an " easy " line as our Popular Varnish. It used to be called "Utility," but the demand for the goods caused us to change the name. The representatives report that it is one of the lines that " sells itself," but with the boost it should receive from about fifty " Acme " salesmen the impetus should be sufficient to pile up sales to a point never before attained in our history. We shall watch with considerable interest for the hustler who will "land on top." That's all it requires -- hustling. So says "Come on boys" Dougull. The S. B. Hubbard Company, of Jack sonville, Florida, write us as follows: We are m receipt of your favor of the ,8-h, and in reply, twill say that oor print man reports that he Is very much interested in your weekly letters, that the points Riven in them are quite beneficial lo him, nnd we believe such is Ihe case with our traveling representatives, although we have not had a report from them on this matter. The letters referred to are the ones embodying selling points of our goods and mailed for the assistance of distributers' representatives. The Minneapolis Plow Works have just made a special plow--the largest ever turned out at their works. It weighs be tween 900 and 1,000 pounds, it is twe've feet long, is heavily ironed all through, and hasa heavy iron strap under the beam. It has a large wooden gunge wheel, inslead of a cast iron one. which is encased in a steel tire, it cut- twenty-two inches. The plow is made for J. JB. Beauchamp, of Olga, N. Dak. The J. 1. Case Implement Compiny recently decided, by a vote of the stock holders, to change the title of the corpora tion to the Great Northern Implement Company, the change to become effective Nov. i, 1903. The object of the change is to avoid Ihe confusion which arises with the J. I. Case Threshing Machine Com pany, and it does not involve any change of officers nor of policy. At the same time the capital stock of the company was in creased to $300,000. This was made de sirable by reason of the expanding business of the company. Members Acme Plug Hat Club. AflJiiitterl Contest Alf. R. Kelly.. . ..March i, iquji..Mich Seal Lead I D Wilson . Oct 1, 1901 W and I Paint H L Wilson . .. Nov. i, 190*,.LiqutdWood Filler W C Neal Dec r, iyoi New Em H G H. F. Whitaker . March i, loocs. ...Davies'V S S A Hunter April x, 390* Gianne Floor Paint H PTorrance ... .June 1, ioor ,N C. P and T. D H.C Cater l Highest number . June 1.1902 j of points for ( six mouths F BSanpster . July 1. iq m Utility Varauhes S W Newell ........ Oct 1. 1 go? .W and l Paint A. D Hoaesj .. Dec r. lyoa . New Era A. V C .Melille 1 Highest number . Dec 1,1Q02 < of points for ( six months James DcmjraJl Feb t, 1903 . Household Point Wra G&llle . March r, 1903 .Dsvies'V S W J Selvage June 1,1903 N C. P and T. D. SECOND DEGREE MEMBERS. Alf R Kelly . Sept 1.190: Master PYrs* Col H. L Wilson . . Ib. 1,190a . Household Paint ...........May,.,*,* S W Newell.. H C Cater .Dec. r, 1902. New Era H G {SZfc 1-7IS, THIRD DEGREE MEMBERS Alf R Kelly . . Nov i, 1903.......... Davies' L. F. FOURTH DEGREE MEMBERS Alf R Kellv . April 1.1903 Granite Floor Paint 0007-SWP- WHITE CITY NEWS Department of Manufacturing The firstyear's business with the Mound Trades. T. W CJONNOR. Sales Manofrer. City Chair Company dosed with a vol ume far ahead of the most sanguine expec tations, They are shipping more than The Wakefield Manufacturing Coro- I double the amount of goods every month pany has been organized at Wakefield, i than they expected to. St. Louis is a Va., with a capital stock of $20,000. F. good point to start making any kind of B. Bam was elected president and R, Lee furniture. Pond vice-president. The object of the Creditors of the Bliss Furniture Com company will be to manufacture furniture | pany of Grand Haven, have commenced in of different kinds. voluntary bankruptcy proceedings against Amaziah Winger has resigned from the I that company, claiming that the liabilities- superintendency and will be succeeded by amount to something more than $10,000. Robt. Rogers. Mr. Winger has been The Kelley Lumber and Shingle Company, identified with the Superior grain drills the Standard Oil Company, the Valley Jsince the early days of the old firm of City ice and Coal Company and the Department of Railway Trade, BENSON (=. BROWN. Manager A Tribute to New Era, Mr. Tawes, Master Mechanic of the Ann Arbor Railway Company, atOwosso, Mich., had his house painted last year with one of our competitors brands of paint. It was bought from one of their customers here; it faded out and has no gloss and he says his home needs re painting now. He was .up at Frankfort, Mifh., this spring and saw a house that was also painted last year and it had a fine gloss, and he said It looked as if It had a coat of varnish. He was anxiousto ' Thomas, Ludlow & Rogers, and has long know whose paint it was that was so been recognized as one of the most suc Congratulations, Sam. superior and was told it was New Era. cessful of Springfield's manufacturers. The shade was same as on his house, and The Lynchburg Plow and Foundry he thinks Acme goods are all right. Company, Lynchburg, Va., announce the I retirement from active participation in ! their business of Mr. J. R. McWane. I Partial List of Roads to Whom We Have Sold Goods During the Month of May. He has not yet decided upon his future CCOS'-INUED FKOJH CAST IVF.Rtc) movements, and is still located at Lynch Pere Marquette Railroad. Saginaw, Mich. burg. His brother, theformer and present : president, Mr. H. F-. McWane, continues ! in charge. i "` " Soria. Mich "" " Muskegon. Mich. Gulf Colorado & Santa Fo Railroad. Chicago & Eastern Illinois Railroad The Acme Harvester Company have I Delaware & Hudson River Railroad, Grand Rapids, Mich. the distinction of sending out a complete I Atchison, Topeka fit Santa Fe Railroad. Topekn train load of machines to western points. The cars will be elaborately decorated and the train will be accompanied by some of S A. HUNTER The stork paid a visit to the home Kan. KaAntchison. Topeka 8c Santa Fe Railroad. Argentine, Atchison, Topeka fit Santa Fe Railroad, San Ber the officials of the Company, it will go of our Mr. S. A. Hunter Wednesday nardino. Cal. direct to Kansas City and from there a morning, May 27th. The result of his number of cars will be distributed to visit is a nine-pound baby girl. Both, Chicago, Hamilton & Dayton Railroad Atlanta & West Potn i Railroad. Lake Shore & Michigan Southern Railroad. Co., various points throughout the west. There is every kind of rumor in the air relating to the intentions of the American Mrs. Hunter and the new daughter are doing well. Sam is our northwestern rep resentative, His home is in St. Paul, Minn., and his orders are filled through Cleveland, Ohio Lake Shore & Michigan Southern Railroad. Co , Elkhart, (nd Lake Shore & Michigan Southern Railroad, Co , Chicago. 1)1. Seeding Machine Company, greatly ex- . our distributers at that point, the Hackett, aggerating the real situation. It is very Walther, Gates Hardware Company. persistently reportedthat negotiations have "Congratulations from all, Sam." The Lnke Shore fit Michigan Southern Railroad. Co . Buffalo, X y. Manistee & Grand Rapids Railroad. Delaware. Lackawanna dfc Western Ratlroad- been resumed for the taking over of P. P. new baby, we are sure, will be a Rutlaod Railroad- Mast & Co., but it lacks official confirma constant source of pleasure to Mr. Lake Erie & Western Railroad. tion. The company have bought quite a and Mrs. Hunter. We are glad to see plat of ground adjoining the offices of the that Sam is falling right into Sine with American Locomotive Works. Dunkirk, N. Y. Schenectady, N. Y. *' " " Richmond, Va. i Superior Division and will addition to the factory, and build a large the contracts | President Roosevelt's ideas, and we would like to see more of our representatives " " " Pittsburg, Pa '* " Scranton, Pa have been let for the addition to their join in the good work. office building. boys." "Come on " " " Paterson. N J " '* " Providence, R 1 " " 4` Manchester, Yt. Several of the officers long identified Wabash R. R . Decatur. Ill with the old Superior Drill Company have been desirous of relinquishing their active participation in the conduct of the com pany, but postponed their withdrawal until the new company had taken over the business and were running smoothly. Last week, however, Robt. H. Johnson announced that he would hereafter devote himself to his private affairs and his inter ests in the company will be represented by his son, Frank C. Johnson, vice-president and general sales manager. Grand Rapids Wood Finishing Company. Ltd., are the petitioning creditors. The International Harvester Company have purchased at Kansas City, Kan., four lots adjacent to the warehouse now occupied by the Deering Division. It is reported that they will build a large ware house on Uils property to be occupied by the Deering Division, the cost of which will be somewhere in the neighborhood of $150,000. " " Toledo. Ohio. " Moberly, Mo. The Erie R. R., Buffalo, N. Y " Kent. Ohio Pater&on, N J. Meadville, Pa. Toledo, Peoria and Western R. R. Southern Indiana R R. Sterilngivorth Car Co. Pressed Steel Car Co., Pittsburg, Pa Alleehmy, Pa. " ' " McKee's Rocks Seaboard Air Line R R MarR-tto, Columbus and OeveUsAvi R R. Toledo and Ohio Centr 11 R R 0007-SWP-000128286 -- White City News d e v o t e d t o ma t t e r s OF INTEREST TO OL'ft REPRE SENTATIVES. . PUBLISHED BY PAINTS,ENAMELS < n' ,j i COLORS,VARNISHES | F Ju n e 13 1903 OETKOtT, MICH Department of General Trade. F. R. DOL'GALL, Sales Manager. The following is correct and is quoted from the Detroit Evening News of June 9th, 1903. A BIG DEAL IN PAINT BUSINESS. THE PENINSULAR LEAD WORKS SELLS MFG. BRANCH TO ACME PEOPLE. Jobbing and Store Trade Will Go to a New Concern of Young Business Men. The Peninsular Lead and Color Work*. Lid , ownership will change hands within a few days, the stockholders having decided to avail themselves of a very liberal and advantageous offer to dispose of the good will, machinery and merchandise. It is stated by the Interested parties that the variety of goods manufactured by the Peninsular company, coupled with a targe and growing demand of busi ness, mode it apparent that something must soon be done towards Increasing the size of their plant, or some other method devised to care for the Increasing business. It was therefore decided, as a means of relief, to tease catering in the future to the manufac turing and kindred trades, and confine themselves to the manufacture and sale of ready mixed paints and house painters' supplies for the jobbing and store trade, as this policy would make it possible for them to cease manufacturing dry colors and oil paints in bulk for manufacturers. A purchaser was found in the Acme White Lead and Color Works for the manufacturing trade branch of the business, and they will take It over at once In order to perpetuate the other portion of the busi ness, the jobbing and store trade. It was thought best to organize a new company, with ample capital, under the name of the Peninsular Paint and Varnish Co. The management of the company, it is understood, is to be placed in the hands of capable, experienced young men. whose names are withheld for the pres ent. It is understood, huwever. that the relationship between the new company and the Acme White Lead and Color Works will be very friendly . in fact, it Is stated that some of the Acme Co.'s stockholders will be largely interested in It. This will rot appear strange when It is known that the two companies do not compete to any great extent, catering, as they do, to different classes of trade, and there is a distinct advantage to both concerns i work In harmony The Acme company manufactures most of the crude materials used In Its own goods, makes its own cans, operates its own pnmlne plant, eic . and Is equipped on a complete and extensive scale, which places it In a position to supply crude materials to other paint manufacturers. Enjoying the patronage of the Peninsular company, as ft will, it is obvious that both companies will be benefitted by the arrangement SALES IN MIDDLE WEST. S. H. Hail Made District Sales Manager for Acme White Lead and Color Worts. [Detroit News Tdbuae. Sunday, June /th, 1903 ' A "special bulletin" has been issued by the Acme White Lead and Color Works, announcing the fact that S. H. Hart has been appointed district sales manager for the Middle West, embracing S. H HART. Appointed District Sales Manager In the Middle West for the Acme White Lead and Color Works, West Virginia, Ohio, Indiana and a part of Illinois. He will have charge of five regular representatives in the territory. Mr. Hart has been Michigan repre sentative of the firm, and is its oldest representative, having started with It eighteen years ago, shortly after its foundation. He is especially well posted in the paint and varnish trade. Chwe-McFarliod. It is in order to offer congratulations to our friend Walter D. Chase, representa tive of Messrs. Colburn, Birks & Co., Peoria, Ills. He is now a happy benedict, having been married to Miss Jetta McFarland, of Monmouth, Ills., Monday, June 8th. May they enjoy a long, happy and prosperous married life. No i ' F B SANOSTER We are just in receipt of an order for a carload of our goods from Mr. P. R. Sangster, to be shipped to the Buffalo Glass Company, Buffalo, New York. We wrant to congratulate Mr. Sangster, and we would like to take this occasion to again impress upon our men the fact that we are in a position to ship any number of car shipments. "Come on boys." This is Good. Crosshill, S. C., June 7th, 1903. Acme White Lead and Color Works, Detroit, Mich. Gentlemen: The enclosed letter will give you an idea of what I am doing with New Era Paint. 1 can send you as many letters like this one as you want. Yours truly, w. T. Hil l . Crosshill, S. C., June 2d, 1903. Acme White Lead and Color Works, Detroit, Mich. Gentlemen: I have just had my house painted with your New Era Paint, which was highly recommended to me by Mr. W. T. Hill, who painted my house. Mr. Hill is a No. 1 painter of twenty-five years' experience. He advised me to buy your New Era Paint; 1 did so and must say that it is the best paint on the market and that I am more than pleased. Yours truly, E. C. Ch a p ma n . Broker. 0007-SWP-000128287 WHITE CITY NEWS Won His Spurs. Responding to your favor of June 4th, 1903. advising me of my success in win ning the honors of my spurs in the competition of May Specialties, 1 assure you that I shall endeavor to so regulate my conduct in future that the new tile shall not swell while the wearer has same in use. In the secret work I pledge no divuigence. Thanking you for honors that have been conferred in your recent action, l am, very sincerely, W-J. S. FROM THE JUNE ISSUE OF SPATTERS" H. L. Wilson's Honeymoon Trip. Spatters RESULT OF $50 PRIZE COMPETITION X our April issue we offered three prizes, one of $25, one of $15 and one of $10 for the best suggestions for a phrase, or a phrase and design in combination, appropriate for oar entire line of Paints, Colors, Enamels and Varnishes. It was to be of a charac* ter that would permit of its use in general advertising or in bringing any particular line of our goods before the public. We are gratified to note from the numer ous replies received that the readers of Sp a t t e r s have evidenced so much inlerest m thLS competition, and desire to thank all those who submitted suggestions to us. However we think that the demands of the competition and ourown requirements have beenmore near ly met within the sug gestion credited to Mr. J. James Robert son of Kalamazoo, Mich. This design and phrase "Acme Qualify" more nearly answers our require ments than any of the othcT replies which were received. The design reproduced on this page is of such a nature as to enable it to be used in every department of our business. " Acme Quality " is a synonym for all that U perfect in the manufacture of Paints, Colors, Enamels and Varnishes. We in tend to feature it in every instance until the design "Acme Quality ** will become so associated with ourselves and so as sociated with the best of paint manufac ture that it will require but that mark to serve as a guarantee of excellence wherever seen. The second prize of $15 we have award ed to Mr. A. E. Peters of Detroit, Mich., whose design and phrase " The Highest Point of Excellence ** more nearly ap proached what we wanted than any other submitted. Mr. V. W. Hartman of Detroi* was awarded the third prize of $10 for a phrase and design, "Acme Quality, Absolute Parity." It was perhaps only to be expected that in a competition of this nature there should be a majority of replies sent in from our own city and such has proven to be the cast*. The wide-spread interest however shown in our work, and the manner in which those contending nave evinced a conception of our aims, have convinced us that the many readers of Sp a t t e r s are fully aware of the standard of excellence we have set for our goods. A list of those send ing designs worthy of mention follows : Miss E u 1 a l i e James, Natchez, Miss.; Miss Marion Reed, Omaha, N eh.; Miss Gertrude Greene, Melbourne, K3.; Miss Ella S. Benton, Peoria, 111.; Mr. G. McDonald, Peoria, HI.; M. Furchgott, St. Louis, Mo.; J. Rigney, Philadelphia, Pa.; W. P. Bottolfson, Winona, Mum.; D. F. Sears, South Yarmouth, Mass.; L. H. Cammock, Huntington, W. Va.j John R. Miller, Indianapolis, Irak; Austin H. Woods, Chicago, III.; W, T. McCullough, Hills boro, Ind.; Wm. Hagen, Troy, N. Y.; C. B. Hart, Raleigh, N. C.; Kirke H. Hoagg, Davenport, la.; A. D. Hoagg, Davenport, la.; J. H. Henderson, Knox ville, Term..; M. A. Klein, Fitchburg, Mass.; W. Uliemeyer, Rock Island, III.; J. W. Cargill, Duluth, Minn.; R. T. Martin, Indiana, Pa.; Henry M. Ilulst, Greenwich, N. Y. H. L. WILSON H. L. has been married about six years, but some of his friends at Columbus, Ohio, who know of his fondness for prac tical jokes, recently afforded him an opportunity to indulge in amusement of this kind to his heart's content. His friends were making a farewell visit and accompanied Mrs. Wilson and him self to the depot. He noticed their solicitous attention to his comfort and convenience and could not even check his own baggage; his friends attended to this. It developed, however, that the baggage was covered with old shoes, artificial flowers, mottoes, etc. One of the apt phrases read: "They will TRY to appear unconcerned, but they are NOT. 'r More friends than he knew of in Columbus gathered around their car to see them off and shout congratulations, offer advice, and demonstrate their wishes for "good luck" by showering them with rice, shoes, etc. It cost H. L. a new crisp dollar bill to have the car swept out. He arose to explain to his fellow passengers that they were not on their honeymoon. They shouted him down. The few who were at all Inclined to be reasonable were taken away and talked to privately and this cost him more $ $ S $ it. He is now thinking about how all this kindness can be reciprocated. Vacation Time. Now is the time to make diligent inquiry in regard to the possibility of furnishing paint, liquid slating, etc., for school buildings. This work is always done ; during the vacation months of July and August and the business is generally placed early in July. You should make every effort to get acquainted with mem bers of school boards, and assist the dealer in landing orders for goods. WHITE CITY NEWS Department of Manufacturing The Globe Land and Loan Company, The building of the Pittsburg Bedstead Trades. T. W CONNOR, Sales Manager of Mascot, Minn,, have disposed of the and Spring Company, of Pittsburg, Pa., Thorsteinson furniture stock to the Globe a four story structure at 133-35 First Furniture Company, which will continue Avenue, and extending through to Water The Widdicomb Furniture Company, the business at the old stand, Street, was destroyed by fire recently. f of Grand Rapids, has renewed )ts corpo rate existence for a term of thirty years. The Banner Manufacturing Company, The Ryder Wagon Works, of High Point, N. C-, one of the latest enterprises for our neighboring town, Thomasville, Few people have any idea of the exten siveness of the exportation of American made furniture. In March of this year of Mount Airy, N. C., has been chartered Ga., began business last week, the output alone our exports amounted to $388,010. to manufacture furniture, operate saw the first day being fifty wagons. The In nine months South Africa alone took mills, planing mills, etc. The capital very latest and best machinery is installed our furniture to the value of over $590,000. FROM THE JUNE ISSUE OF SPATTERS " The interior of this magnificent steamship finished with Neal's Enamels (the genuine). The new Steamship** Ttonesa," Is coe 0/the finest Teasels at. the lakes She is 360 feet long, <5 feet be*m with 28 feet depth of hold Her engines are quadruple expansion la type Wi4 her boUert, equipped wtft the latest *j>pUerxes, c**ry * working pressure of no poands. She contains one hundred sttterooms. twelve of these ere luxurious suite* with hath All Interior woodwork lathe steamer with the painting, earring and decorating wa* dene by The Vinton Co, ofDefeolt Mr Frank E. Kirby *M architect; Mr Louis KeSl designed the caWn work Our Neal's Eanrael, Snow TVbhe. njhbed to 3 dull satJn-Uke finish, with the deep mahogany groundwork fenus a strikingly beautiful combination In every particular only tV* highest grade f decorative work has entered Into the completion of the steamer She is a veritable fleabag palaea. stock is $19,000, which may be increased to $25,000. The incorporators are J. B. Banner, J. L. Banner, E. C. Foy, J. D. Smith, R. K. Marshall and R. L. Haymore, all of Mt. Airy. The desk factory, one of Tel! City's leading industries, is to be removed to Evansville in the near future, it is said. A site is reported to have been donated in Evansville. The plant is now employ ing about sixty men in Tell City, and has always done a thriving business. in this plant The capacity of the shop will be 8,000 wagons per year, requiring 240 workmen. Mr. Ryder, the promoter of this large enterprise, is an old railroad man, and is popular with the people throughout the state. The West Coast Wagon Company have drawn plans for a new factory build ing, 70x120 feet in dimensions, to be erected of brick on the company's present site at Fourteenth and A streets, Tacoma, Wash. We are in receipt of the twenty-eighth annual catalogue of the Kauffman Manu facturing Company, of Ashland, O., showing their line of iron and brass beds, spring beds, cots, cribs, folding tables, chairs, kitchen tables, kitchen cabinets, swings, etc. The Kauffman Manufactur ing Company's line possesses a certain individuality and uniqueness which puts it beyond competition, as dealers have come to know that they cannot find the''j(; goods this concern turns out elsewhere.*^ 1 iiitit. I - i 0007-SWP-000128289 WHITE CITY NEWS For tins reason alone the Kauffman Com pany's new catalogue is of unusual interest and fully worth sending for. An increase in the capital stock of B. F. Avery St Sons, of Louisville, Ky., from $582,000 to $1,403,000, was ordered at a recent meeting of the stockholders of the company. The stock will be divided into preferred and common, $900,000 and $500,000 respectively. Each stockholder will receive one share of the preferred stock for each share of the old stock held and $465,000 of the common stock will be prorated among the present shareholders, being a stock dividend of 80 per cent. The remainder of the stock, both common and preferred, will be held pending sale, as treasury stock. Syracuse, N. Y., papers report that Pat rick H. Halleran and F. P. Costigan of that city are interested in the organization of a new company to be capitalized at $200,000, to manufacture farm implements and dump wagons. It is proposed to locate a factory In East Syracuse, giving employ ment to 300 men. It is also said that the new company will absorb several indus tries in these lines located elsewhere. The parties named have control of a number of patents which they expect to use in the manufacture of implements. A company has been organized in Stewartstown, Pa., for the manufacture of furniture. The officers are W. H. Fulton, president; C. W. Shaw, secretary: W. C. McClung, treasurer. Articles incorporating the Champion Rocking Chair Company, of Newark, N. J., have been put on record. Capital stock, $125,000, held by George F. Hall, A. George Parker and Shirley Terry, of New York. The Orion Hay Press Co., Orion, III., have been Incorporated; capital, $6,000. The company will manufacture hay presses. Messrs. G. A. Fair, P. Westerlund and F. L. Anderson are the in corporators. Messrs. R. L. Paul, F. F. and S. P. Jewell, of Glasgow, Ky., have bought the planing mill of Lewis, Vaughan & Hicks, and will organize a company with a capital stock of $25,000 to manufacture furniture. The Oregon Furniture Manufacturing Company's warehouse, at Portland, Ore., was destroyed by fire on April 23. Loss, $25,000; insurance, $15,000. Fire totally destroyed the plant of the Rockford Office Furniture Company, of Rockford, 111., April 28. Loss, $20,000; fully insured. Weems-Lockwood Furniture Company is the name of a new furniture factory to be erected at Greenwood, Miss., for the manufacture of a complete line of medium grade bedroom suits, wardrobes, kitchen safes and cupboards, odd dressers and beds. The officers of the new company arc as follows: G. A. Wilson, president; Sam R. Weems, vice president and treas urer; Geo. H. Lockwood, Jr., secretary, and long experience in the furniture busi ness should enable the gentlemen to put on the market a fine salable article, rank ing with the best in its line. The factory is to be a substantial affair, four stories in height, 200x70 feet large, built of brick and iron, mill construction, on a site fifteen acres in extent, and will be equipped with steam and electric power and the most modern and approved machinery and applances for the manufactureof furniture. The company would like to get into im mediate correspondence with manufacturers and dealers in such supplies, as they will need, both for the factory building and for its equipment. The Columbus (Ga.) Buggy Company have been organized, and will take charge of the Davis Wagon Company and operate the works. The new company will be entirely separate from the latter company. The incorporators are Clarence P. Bush, Wm. H. Bowe, H. B. Pohlman and John T. Davis, Jr. The capital stock, to begin with, is to be $50,000, divided into shares of $100 each, and the privilege of increasing it to $250,000 is prayed for. The new implement industry to be established at Syracuse, N. Y., will be known as the General Manufacturers' Supply Company. The company will be capitalized at $200,000 and will manufac ture dump wagons and farm implements. They have leased a building formerly occupied as a car house by one of the local traction companies. The promoters are P. H. Halioran and F. P. Costigan. The Luce-Redmond Chair Company, Limited, is the name of a new organi zation, at Big Rapids, Mich., which has bought for cash the long established Cresent Furniture Company plant, whose manager, George W. Crawrord, died recently. The purchasers are all Grand Rapids furniture men, and the zompany is organized with $50,000 capital, and prom ises to employ 100 or more hands. The Whitney Dumping Wagon Co., of Hornellsville, N. Y.,have been incorpor ated, with a capital stock of $50,000 The school desk factory of Maquoketa, Iowa, has been reorganized by W. M. Welsh & Co., of Chicago, who have started the plant in operation. It Lis announced that the South Bend Wagon Company will dose their plant at Mishawaka, Ind., as soon as their new factory at Fort Smith, Ark., is ready to be operated. The Gram Separator Co., Sparta, Wis., have been organized with a capital of $10,000. The company expect to manu facture the Richardson patent separator. The officers are Messrs. E. H. Shattuck, president; C. H. Shattuck, vice-presideet; W. C. Hawkins, secretary and manager, and W. H. Stelting, treasurer. Mr. Brown, manager of the implement and extra department of Baker & Hamil ton, reports that the Benicia Agricultural Works will renew operations in a few days, after having been closed down for some time for repairs. Mr. F. A. Brand, the manager of the Benicia Agricultural Works, is expected any day to arrive from Australia. The Chial Wind Stacker Company, capital $50,000, has been incorporated at Fargo.N.D. The directors are W. E. Jones, A. Hendrix, A. J. Craig, E. S. Blake, of Fargo: Geo. H. Condy, Cooperstown; John Chial, Lake Park, Minn.,aud Wil liam Milner, of Casselton. Mr. Jones is president and Mr. Hendrix manager, sec retary and treasurer. The New York Agricultural Co., are about to begin the construction of their new factory in East Somerville, N. J. Ground has already been broken for the foundation, which will be laid as soon as the weather permits. The Board of Trade has the assurance of Mr. Stewart A. French, the manager of the concern, that all material and work for the construction of the factory will be obtained there. The Lee & Momson Company, of Rochester, N. Y., have filed articles of incorporation indicating their intention to manufacture agricultural implements, car riages and bicycles and to deal in field and garden seeds. The capital stock of the company is $40,000 and the officers are as follows: President and general mana ger, J. Avery Lee; vice-president, Leonard Morrison; secretary and treasurer, W- H. Rowerdink. 0007-SWP White City News Devoted to Matters of Interest to Our Representatives. PUBLISHED av COLORS,VARNISHES VOL. I. DETROIT. MICH JUNE 20, 1903. NO. 4 Department of Manufacturing Trades. T. W CONNOR. Sales M-woeer. We are sending out a series of four letters to the bedstead trade, commencing June 15th, ending July 15th, as this is the time of year when many of these concerns talk price, new goods, experiment and make trial runs and we believe it will pay to look over this class of trade in your respective territories pretty thoroughly at this time. In the letters above referred to we are featuring Anti-Rust and as replies or in quiries are received we will pass them to you for attention and shall expect you to Jump in and stnke while the iron is hot. These goods are of interest to every iron bed manufacturer, large or small, in the country and the time to get their interest is now, while the goods are new and before the other fellnw wakes up. The goods are sent out, of heavy semi paste consistency; will work, for thin AntiRust coat, half and half with reducer; will bake in one hour at 180 degrees, or two hours at 160 degrees, or air dry to handle in eight hours and fully harden in twentyfour. They are the toughest and most tenacious of any goods of the class ever produced, not excepting our White Prim ing, which up t o this time has been almost without a rival m this respect, and as their use will save a coat of white or primer under colors, to say nothing of the saving m time, they cannot well be overlooked by the up-to-date manufacturer. A little in vestigation on your part will give you a host of talking points, in addition to those mentioned, and you will wonder that we did not think of this before. Most of the concerns that we have thus far supplied with the goods have rigged up a flat tank between the chipping tables and stock room, and the bed ends are run through this tank before being piled up in stock or sent to finishing room, and the results are so thoroughly satisfactory that they arc contemplating putting in a stationary agitator tank with straining device attach ment for the work and this is what they will all eventually come to, Let us be the first to get in and then stay. We will send with these goods any style of tank desired and are in a position to give prompt service at this time of the year. in the future this department will keep a classified list of painters, enamelers, finishers and superintendents, with name, address, qualifications and wage and posi tion desired (when given), and as you come across openings in your travels make request on us for names on our list in class desired and same will be sent nn to you promptly. You can then take the matter up direct with the party or his sponsor, whose name will also be given in each case. Let us have the name, address, age (approximate), presentoccupation and that desired and wage wanted of any you may know of at this time who desire a change or that you may find at some future time. have found both of these colors very durable and these paints in the paste form, as you are furnishing us at the present time, are giving us better results than from any paint we have ever used. Your Agricultural Coach Varnish has stood up better the past year than any varnish we have bough t heretofore. All of our painting now is done with your agitating dipping tanks. Since we have installed these tanks we have had a better finish on our goods at considerable less cost. Reports from our trade would indicate that the finish of our goods is better than it was when we painted our implements entirely by hand. Yours very truly, GALE MANUFACTURING CO . L E WHITE, Purchasing Agt Acme White Lead & Color Works. Gentlemen: In reply to your favor of the 1st will say that we have used your dipping tank for several years and find it perfectly satisfactory, in fact we could not get along without it as it distributes the paint evenly and produces better work than could be done by hand. The quality of your paints and varnishes we can speak of in the same high terms as we do of your dipping tank. We are, yours respectfully, s p e c ia l t y ma n u f a c t u r in g c o mp a n y L T Go r en f l o . President.. Patrick H, Halloran and Frank P. Costigan, who have a number of patents, are said to be interested in the proposed organization of a company with $200,000 m t ayl o r Mr. Taylor sends in order for car ship ment Aug 1st, to Moline Plow Co. : capital, to erect a factory in Syracuse, N. Y., or in East Syracuse and manufacture farming implements. The new company is to build a large factory and the Acme White Lead & Color Works. announcement is made that a merger will be brought about later, mi one of several Gentlemen: We would with pleasure farming implement factories, the plants of recommend your paints and varnish such as which are located elsewhere. This will we are now using and have used for the be a direct and important gain to Syracuse, past ten years, to the manufacterers of and will result in bringing to that city a agricultural implements in lines similar to large number of skilled workmen with our own. During the past winter we have their families, and will thus promote to paid special attention to your No. 5 Medium quite a degree an increase ot the population Vermillion and your Devil's Red. We of Syracuse. WHITE CITY NEWS The Mission style of furniture has taken this country by storm, and seems to have filled the place in America that is w* It occupied by l'art nouveau in France and the Arts and Crafts m England. It is much like the English Arts and Crafts furniture in many ways, but does not stray so far from simplicity. In that, no doubt, liesits chief appeal to us. It is not hard to under stand, it is durable, it is clean, and above j all it is good in design. Perhaps this is largely because the designs are kept simple, but we believe there is an opportunity to j H C CATER P. w Al.llSON j evolve from the Mission style a more : Mr. Cater sends in order for car ship j elaborate style, that shall be quite as much : Mr. Allison sends in contract for year's ment of our products to the Wilder P. ; in keeping with American ideals and at the supply Vermilion, Green, Primer and Clark Co., of Winchendon, Mass., also \ same time suitable for parlor use. How Reducers, for Taylor Wagon Works, of contract covering year's supply in enamels and colors (including dipping outfit) from the New England Lock and Hinge Co., of the evolution may be made we do not , Lynchburg, Va. Contract includes com know, but we hope the attempt will be plete dipping outfit. Also contract for made. year's supply of Priming and Finishing the same place, who are makers of iron toys. An application for the Pneumatic Cotton Harvester Co., capitalized at $250,000, White Enamel and Reducer and Tanks from J. J. Robinson & Co., of Bloomsburg, Pa., who are makers of toy furniture and and backed by Memphis and St. Louis mouldings. _____ The contract for the erection of a new capitalists, has been filled, according to a factory for the American Shredder Co. at special to the AVar York Commercial from Acme White Lead & Color Works. Fair Oaks, Wis., has been awarded. The Memphis, Tenn. The company will Gentlemen: In handing to you here building will be a one story structure, 80 manufacture and sell a pneumatic-tube : with St. Louis exchange for invoice, May by 180 feet. It will be of solid brick, of cotton picker. The incorporators are Geo. 28th, and in full settlement of account to Jefferson manufacture, with cement floors H. Zempter, inventor of the apparatus; date, we wish to thank you for the court throughout and gravel roof. The factory Col. Robert Koenitzer, of St. Louis, and eous treatment accorded us the past sea will be divided into a carpenter shop, Henry Caro, C. D. Bridges and W. A. son. We appreciate that the prompt and blacksmith shop and paint shop. The Dryden of Memphis. The mechanism of efficient manner in which you have hand company will furnish its own fire protection the machine consists of a 4-horsepower led our orders, the uniform quality of the by means of a large tank. gasoline engine, rotary fan and a number material furnished and the facilities afford The Crescent Forge and Shovel Co., Havana, III., has succeeded by purchase to the shapes department portion of the busi ness of the Havana Metal Wheel Co. It has also purchased the full complement of machinery, power plant, real estate, materials and manufactured goods pertain ing to the department. The goods will go on the market under the "Crescent" brand and will be maintained at the high standard for which that company has always been noted. of rubber tubes. The engine will be gear ed to the fan, which will be revolved at great spead, creating a vacum in the air chest, with which ithas connection. This vacuum will be communicated to the rub ber tubes, which are to be applied to the cotton bolls, sucking the cotton from them by pneumatic force. The apparatus is to be placed in an ordinary farm wagon. The machine is operated by men who will fit the tubes to the bolls. It is claimed one man, with one of these tubes, can gather as much cotton as four or five pickers. ed in the use of the "Dipping Equipment," have contributed in no small measure to thesuccess of this, our "banner" year. We recall with pleasure the pleasant relations that have existed between us the past four years, during which we have used large quantities of your paints and other material; and from our past experi ence with you, have reason to feel that any business entrusted to the Acme White Lead and Color Works will be given proper attention. Within the next two weeks we close The Knickerboker Metallic Bed Co. has our factory down for the season, and been incorporated under the laws of the State of New York, with a capital stock of $51,000. The incorporators are: Isaiah Josephi and Sidney Bernheimer, of New Acme White Lead and Color Works. Gentlemen: In reply to yours of the 1st regarding an expression of ourappreciation of your material, we beg to say that about August first shall be ready to renew our contract with you for our requirements in your line, the coming season. OWOSSO MANUFACTURING CO. York City, and Sidney Goetter, of it has been the policy of this company SUCCESS. Arlington, N. J. The above concern suc under no circumstances to furnish such ceeds the Knickerbocker Brass Bed Co., endorsement over its signature. We of Kearney, N. J., which recently effected j believe the fact that we are using your j a settlement with its creditors on a basis material is sufficient to show you that we 1 by John Trotwood Moore 'Tis a coward who quit* to misfortune, 'Tis the knave who changes each day, 'Tis the fool who wins half Che battle. Then throws all his chances away of 25 cents on the dollar. The schedules consider it all right, otherwise we should There is liltle in life but tabor. showed assets, $8,822.62 and liabilities $40,222.80. The new concern has resumed operations at this factory at Kearney, N. J., and will be ready with its new line July next. The company will manufacture certainly not use it. We trust you will appreciate our position in the matter and not feel that we are in the slightest antag onistic to the Acme White Lead and Color \ Works. I And tomorrow may find that a dream , Success is the bride of Endeavor, And luck--but a meteor's gleam The time to succeed is when others, Discouraged, show traces of tire , The battle is fought In the homestretch-- iron beds in addition to brass beds. THE THOMAS M'F'G CO. j And won--'twixt the flag and the wire 1 0007-SWP-000128292 WHITE CITY NEWS Department of General Trade. one of those who work in his district I feel that no better choice could be made, F R. DOUGALL, Sales Manager. and wish to assure him of my hearty co operation, should 1 remain f under his guiding star. w Our Interolite is being used on one of the finest office buildings now being 4 With best of wishes for his success and many years of successful man erected in Los Angeles. The owner, * agement, I am, very truly, Mr. Johnson, one of the most conserva- * W. J. S. five property owners in this section, j| spent four or five months in investigating the merits of the different varnishes # I have been travelling a week or so with Mr. C. W. Payne, who rep upon the market, and finally decided * resents the Geo. E. Wat that lnterolite was what he wanted, son Company of Chicago, The painter, Mr. Mason, who has the jg and 1 wish to say a word contract for the work, says that he has about Mr. Payne's prompt but one objection to the goods, namely, ness in sending in his orders. He makes a rule that he has only used but one coat so j| to never retire until he far, and this looks so well, that he is ^ has written up all orders afraid the owner will not allow a second to be put on. The job will take from 150 to 200 gallons. A. R. K. taken that day, answers all correspondence, stamps it and either sees that it is put on the train that night or put in the post-office Shag'S# himself. No matter what Courtesy is one of the most essential requisites in the calling of a salesman, as well as one of his most valuable assets. time we get in a town, Payne writes out his orders and mails them if it takes until 12 o'clock; then he says he rests easy and is ready for Boys, don't give up when you hear the next day with a clean sheet. This there are about ten paint and varnish salesmen ahead of you. There are ten hundred behind you. gets his goods out to his trade promptly, or at least so far as he can do, and 1 think it is a very good plan, and 1 believe a There are plenty of men on the road who can take orders. There are not so many who can sell goods. We want rep person should make an effort like Mr. Payne does to wind up each day's work before turning in. resentatives who can sell goods. H. H. H. DAN DAS/fE<; We are just in receipt of a large car load order, sent in by our representatives Mr. Dan Davies and Mr. P. H. Bethege, to be shipped to the Alexander Drug Company of Oklahoma City, Okla. The Alexander Drug Company are our general distribu ters for Oklahoma. "Come on boys." Allow me to congratulate you on the very striking and attractive new dress of Spatters. With her daisies on the outside and a large number between her covers she is a Devil's Red Bird that will fly to the ends of the earth. A. D. H. We issued a bulletin a short time ago stating that we would extend this special varnish offer for a period. We did that at the earnest request of several of our rep resentatives. We hope all our men will take advantage of this thirty days' exten sion and that we will see a renewed in terest in the special varnish offer. " Take Hold and Lift." It gives me much pleasure to note the ad- vancement of my fellow rep resentative, Mr. S. H. Hart, to the position of district manager of the Middle West. There is no doubt but that Mr. Hart is the right man in the right place. H is years of service will be very valuable to him in govern ing those who labor under his direction. As This offer is open only until Aug. 1st, 1903. Special Offer to Dealers on New Era Architectural Varnishes With an order for New Era Varnishes amounting to <h m /- Ne t . we will send GRATIS, ; Coach or <t ions in t gat. cans. . . t It. H, 0. Firtlsrt *K <t C(\ NFr' ** s'"a GRATIS, S p.1- , , Coach or Ions in r gal. cans. . . j tt. H. 0. Finish $ 75 Ntr'we wm senl GRATIS' " **' j No. 1. Coach or ions in 1 gat cans. Ut, H, 0. Finish VALUE 3.75 7.50 U.25 Conditions 1. This offer applies only to yourfirst order for NEW ERA VARNISHES a. The order must be sent to your Jobber w it h t h is n o t ic e a t t a c h ed with the request that the Jobberforward the order and this notice to us 3 The order must be fitted and shipped by us. direct from factory and charged to YOUR JOBBER. See Price List and Discount on Last Page. Enter Your Order on Inside of This Page. DETROIT, MICH. WHITE CITY NEWS ALF R KEIXY Still they come. " Come on boys." Another car load order from Alf. Shipped to the W. F.. I.ittle Paint Company, of I.os Angeles. Cal. The following communication was re- ! quality as well as price and can cheerfully recommend ceived by Mr. Louis Forch, salesman for theGeo. E. Watson Company, of Chicago. It says a word for Neal's Enamels and the Nea 1 `s Enamels to the trade. Yours truly, Mc Kin s ey & We ib e l . is especially appreciated from practical Acme White Lead arid Color Works. finishers like Messrs. McKinney & Gentlemen : Replying to your letter of W'eibel: May 28th, regarding weekly ietters cover Highland Park, III . May 25th, 1905. ing "talking points," would say we think Mr Louis Fcrcfi. Chicago, 111 them well worth while, and we think we would like to see them continued. We Dear Sir Replying to your question In re!atkm furnish them to our representatives'and to to the Neal's Enamels will state that we have tried almost all enamels upon the market and after using those of our salesmen here in the house the Neal goods we are pleased to state that we con- | who are selling goods to the consumers. sliler them the best wfc have ever used in point of > THE A B. WHITING PAINT AND GLASS CO Some Early June Car Load Orders Colfax, Ind., June 12th, igoj. Your representative, Mr. W. J. Selvage, sold me some New Era Paint for my hotel about one year since; also your Keystone Metallic. 1 used these in painting my brick building m September 1902, using the Metallic Paint for the brick, and the New Era, Outside White, for trimming the woodwork. I want to say that 1 am more than pleased with the result of both paints. The metallic has a fine lustre and stands out well on the brick while the New Era, Outside White, is in very fine condition. I shall use more paint this season and will certainly use the goods made by the Acme Works for the work at hand. J can cheerfully recommend your "New Era" goods to those contemplat ing any kind of work where paints are used. C W CODD These illustrations are from snap shots of loaded cars, made by our official photographer, as the cars were waiting on our sidings to be pulled out. They indicate the favor with which New Era Paint is being received in various parts of the country; as the bulk of the goods m each car is composed of these goods, the balance being the "Acme Quality of Paint Special ties." For the benefit of those whose eyesight is not sufficiently sharp to discern the names on the cars we quote them below; Tenbrook & Company, Sacramento, California. Carlin & Fulton, Baltimore, Maryland. Logan-Gregg Hardware Company, Pittsburg, Pennsylvania. C y CLLIOTT We have just received a large car load order for our goods from Fred, to be shipped to Robinson Bros. & Company, of Louisville, Ky. Robmson Bros. & Company are our general distributers for Kentucky, and they are enjoying a very good business m Acme products, and are very enthusiastic over the line. " Come on boys." Smith Brothes Hardware Co., Columbus, Ohio. 0007-SWP White City News Devoted io Matters of Interest to Our Representatives. VOL. I. JUNE 27, 1903. No. 5 F R DOUGALL, Safes Manager. Our Sentiments, Too. and are as fertile as the crow flies over. They will use many gallons of our goods in the future as they are high-grade people and want the best made which they con sider they have in " Acme Quality." W- J. S. Happiness is a ray of sunshine between two clouds. Special Bulletin. We print the following clipped from the first page of the Skylight, the monthly A Hint on Etiquette. paper of Sears, Roebuck & Company, ot The editor of an Iowa paper asks. Chicago. The sentiment is in accord with " When going to a funeral, should you the spirit of our own organization. ! knock when you get to the door or ]ust The man who works without learning is but a common piece of machinery, which grows poorer in the using, for he is not even lubricated with the oil of ambition. The future holds out its own favors for him who is willing and anxious to so walk m without any noise whatever?" It is bad form to knock at a funeral. The opportunities for knocking prior to that event are considered ample. The thing to do is to boost as much as possible, i n the hope that some one will do as much for you some day.--Exchange. C F ELLIOTT District Sales Manager for the District trf ihe Southern States We are pleased to announce that Mr. C. F. Elliott has been appointed District Sales Manager for the District of the Southern States. Territory wilt comprise qualify himself to-day that he may be j the States of Kentucky, Florida and ready for to-morrow's opportunity. Sweeping a floor may teach a boy noth Georgia and portions of Tennessee and Alabama. He will have under his super ing of drugs, paints or hardware, but it exemplifies willing spirit that is indicative vision a corps of competent representa tives who will assist him in building busi of application--and persistent application is the best guarantee of success. ness in the sunny South. Mr. Elliott's sterling business ability, qualifies him to MOTTO I shall learn something to-day which will add to my store of knowledge, that, fill this position most creditably. He has the faculty for gaining the confidence of his trade, and holding it by letting no when opportunity conies, I may be chosen as one who knows. opportunity pass to promote their interests. We know that his many friends will They Wanted the Best. M J REYHOLOS join us in extending hearty congratu lations. I have to-day dosed with M. E. McHaffie Manage: Paint Department & Son, of Stiiesville, Indiana, tor 150 gallons of New Era Paint for their stock and breeding barns together with their residence properties. Mr. McHaffie says Burbans 8r BUckCompany, Syracuse, N Y. We ate in receipt of a carload order through Mr. Reynolds, who, as most of our boys will remember, represented us Mayville, Mich., June i8th, 1903. Acme White Lead and Color Works, Detroit, Mich. that many brands of paint have been for a number of years, severing bis con Dear Sirs. Yours of the 16th received; offered him, many so-called high-grade, nection to take charge of the paint will say that New Era gives good satis but none have the qualities for wear and department of our distributers in Syracuse. faction, and 1 believe it to be tire best beautiful finish of New Era. This sale Glad to hear from you "Mert." We are ] paint on the market to-day. It covers was made through the Coatsville Drug sure that this department of the Burbans ` good, spreads easy and has a very nice Company. McHaffie & Son are the & Black Co.'s business, under your , gloss, My opinion is that New Era can owners of the famous Red King and Dan management, backed by their high stand not be too highly recommended. Patch 11, which are the finest horses m ing with the trade, will continue to be a I Indiana. Their broad acres number 1200 source of gratification to all concerned. I Yours truly, G. L. Mic h a e l . WHITE CITY NEWS E. H. AUSSIE. of Robinson Bros Sc Co . Louisville. Ky On the Nation's birthday, July 4th, 1871, Mr. E. H. Massie first saw the light of day. After completing his education' In the public schools he entered the employ of Robinson Bros. & Co. in the year 1887, beginning at the bottom of the ladder in a humble capacity. After successfully filling the position of stock clerk, with two years' experience in the billing department, he was given an opportunity to go on the road. Previous to this, while in the order department, he was ever eager to wait on transient customers, and to secure an order seemed to be his particular delight. His indefati gable energy, push and determination to succeed stood the test of the trials of early road experiences, and gradually he rose to the position of leading representative'of the firm. Mr. Massie is endowed with a wonder ful amount of zeal and capacity for hard work. He has made it his rule to work for the best interests of his customers, while at the same time the products of the various manufacturers for whom Robinson Bros. & Co. are agents are ably repre sented and their many good qualities and superior advantages are snug as one sweet song among the hills and valleys of the Blue Grass State. If you are unable to find an opportunity, go to work and make one. A Good Word for Neal's Enamels. Mr. D. H. Shafer, manager of the Danielsville Supply Company, Danielsville, Pa., says that after using most every known brand of enamels on the market he struck "Neal's," and finds them the "best ever." For beauty of finish and durability they can not be beat. What more can we expect? H. A. G. Any act by which a man makes one enemy is m the end a losing game. A salesman should remain in a town as long as he can do business there. A salesman will soon learn that contro versial argument with a buyer on any subject is without profit. Look at a picture in the most favorable light, and be as generous to your fellow man as you are to the picture. par General Distributers. W. E Lillie Paint Co., Tenbrook & Co , W E Little Paint Co , Connecticut J. L. d/Mlc, 185 Asvlum Street. Florida TheS B Hubbard Ct>., Tampa Hardware Co Georgia Bush Hardware Co , Illinois Geo E Watson Co , Colburn. Birks & Co . Los Angeles Sacramento San Diego Hartford Jacksonville Tampa Co'.umbus Chicago Peoria it is one of the peculiar things about business that a salesman seldom hears any complaint abouthis competitors' goods from the buyers and he always hears of lower prices, but never of higher ones. We had the pleasure of entertaining Mr. Harry Baugh, one of the Norton Paint and Hardware Company's salesmen of Toledo, Ohio, the other day. We showed Mr. Baugh through our plant, and he was very much pleased with what he saw, and told us that he picked up some valuable infor mation, and that he would return to Toledo with the firm resolve of pushing Acme products, especially New Era Paint, harder than even Special Bulletin, Indiana Jndunapolis Hardware Co . Indianapolis Iowa Sickels. Preston & NuUing Co W H Torbert. J W ' Eagerly & Co , Hormck. Hess & More, Davenport Dubuque Ottumwa Sioux City Kansas A B Whiting Paint & Glass Co Topeka Kentucky R. M McFarland Robinson Bros. & Co . Henderson Louisville Louisiana Parker-Blake Co , Lt'd New Orleans Maryland Carlin Sc Fulton, BaJiurure Massachusetts E & F King & Co . Boston Minnesota Hackett. Waither, Gates. Hiwe Co , St Paul New York Buffalo Glass Co , Sickles & Nutting Co . Burliuns& Black Co . Jno L Thompson, Sons & Co Buffalo New York Cit Syracuse Troy North Carolina Burwell & Dunn Co Hart-Ward Hdwe Co , Charlotte Raleigh Ohio Smith Bros Hdwe Co . Columbus Norton Paint & Hardware Co , Toledo Oklahoma Territory Alexander Drug Co . Oklahoma Cit Oregon F E Beach & Co Portland E R HOAG District Sales Manager for the District of the Central Easl Pennsylvania H B Sample & Sons Moyer Bros , :^- ~o. -foidware Co . * Co . Phelps-Stnw & Co , Easton Bloomsburg Hanover Pittsburg Reading Wilkesbsrre We are confident that the appointment South Carolina of our affable representative, Mr. E. R. Murray Drug Co . Columbia Hoag, to the position of District Sales Manager for the District of the Central East will meet with universal approval. His district will comprise the States of Pennsylvania, New Jersey and Connecti cut, and portions of Ohio, New York State Tennessee Kritts Si Wiehl Benedict, Warren & Davidson Co . Stro'hcr Drug Co-, Texas Houston Drug Co , Greiner-fCeily Drug Co . Chattanooga M?mph is Bristol Houston Sherman and Long Island. He will control the movements of such competent represent atives as are required to look after our in terests in his new field of action. His experience and progressive spirit particular Utah G F Culmer & Bro , Virginia Barker-Jenmngs IfdweCo . Washington A S Johnson & Co , Salt Lake Cit Lynchburg Tacoma ly qualifies him for the position. West Virginia We know his many friends will join us j in extending congratulations. 1 The Kanawha Diug Co , Charleston The Williams Sc Davisson Co , Clarksburg W H Chapman & Sons. Wheeling 0007-SWP WHITE CITY NEWS had our Dipping System in operation near ly a year now, and Mr. Taylor is to be congratulated on having secured their business and retaining same. His initial order from them was for two full cars, tanks and material, and that the super T W CONNOR, Sales Manager vision of the installation of tanks, which were of twenty-four barrel capacity, and Trade Talk. manipulation of material on the start was The following Is a copy of second letter handled properly is evidenced by their to bedstead trade which goes out this letter: week, and from the number of replies LaCrosse, Wis , June xSth, 1903. received to the first letter, which went out Acme White Lead and Color Works, last week, we believe there will be "some Detroit, Mich Gentlemen Answering your favor of the iGih. thing doing " with us in the bedstead line ! we are very well pleased with the working of our this season. The replies thus far received 1 dipping system of painting, which was installed show clearly that these goods represent an [ according to your directions interesting proposition to the bedstead j , Yours truly, LACROSSE PLOW COMPANY, trade, and it is up to us to be the first to f H. J Hip s h h eime r , Vice-president get in with them. Let us leave no stone The following from Jenks & Muir unturned to do so: Manufacturing Company, of Detroit* To secure a first-class finish upon metal bedsteAds speaks for itself. They have bought of it is necessary lo ta>t right. us exclusively for the past eight years, Rusted frames unless the rust cannot te is entirely finished satisfactorily removed. This, is a , notwithstanding the numerous tests they troublesome and expensive operation have made of other makes of goods, for It Is better not to permit the frames to rust This they are very liberal minded and always can be done without costing any more lor finishing than the process you now use. Neal's Anti-Rust takes the place of a coat of Prun ing Enamel It costs less for mnten.il and no more for applying, so that you gctui the difference in price willing to give the " other fellow" a show, but that they are competent judges of good material is evidenced by their continued use of Neal's Enamels, and a.s well as 4void the possibility of unsatisfactory work they have just started in on our latest, resulting from the attempt to cover up rust. Neal's Bedstead Enamel in colors will cover solid in Anti-Rust and Reducer; one coat over either steel or cream colors, in which we offer tills A1U1-Rust White wfil cover solid over either color with one coat of Priming and one of Finishing "Your present process (no matter what it is) cannot be more economical The work as it comes from the foundry may be dipped in Neal's Anti-Rust and laid aside without anxiety until such time as you may desire to finish u in white or any colors that may be desired It is our ousmess to know hnw to finish this class of work properly, e\pe<htiously and economically, and we have the methods and materials 10 do so We should be glad to correspond with you upon this subject, whether you feel satisfied with your present process or not Detroit, Mich , May J, 1903 Acme White Lead and Color Works. Detroit, Mich Dear Sirs We have been doing business with you for many years, buying your enamels, both white and colored, for use on iron beds, and wa are much pleased to say that we consider them the best goods made in the countrj They have given us entire satisfaction and we believe them to be right in every way. The tanks that we are using, furnished by you. have always worked nceJy and the entire outfit has always given us complete satisfaction. Yours truly, JENKS & MUIR MANUFACTURING CO C J Je n k s , President We may be able to make some suggestions that are worthy of your careful consideration State Fairs (903. The Harrison Wagon Company, of The following is a list of dates for the Grand Rapids, Mich., are running an State fairs during the coming months advertisement m the trade journals in American Institute, New York Sept aa, a* which they show a cut, in combination, of a hickory tree, pail of paint and the finished wagon and give the paint no little credit for the general result. This is very gratifying to us as we have supplied them for the past several years. Colorado. Pueblo .... Sept 14, 18 Georgia, Southern Interstate. Oci 8, t o Idahc Intermountain, 3o!se .... Oct. 12, I? Illinois, Spnngneld Sept 2(5, Oct 3 Indiana. Indianapons Sept. 14.18 Iowa, Des Moines . . Aug 21, 29 Kansas, Hutchinson Sept 14, 39 Kentucky Owensboro . ,. . Sept ai, 6 Marne. Lewiston ..................... .......Sept x. 4 "Dipping" Notes. Massachusetts Horticultural. Boston Sept 10, i} Michigan, Pontiac The following from LaCrosse Plow Minnesota, Haralinc Sept 7, xx Aug j i. Sept 5 Company, of LaCrosse, Wis., consider Missouri. Sedaita . .* Aug. 17, it ing their conservatism, is very gratifying. Nebraska, Lincoln They are the largest plow and implement | New Brunswick, Fredericton New Hampshire. Cunrord manufacturers in the Northwest and have | New Jersey Interstate, Trenton.. Sept 7, 11 Sept 21, 26 Sept 1. i Sept 28, Oct 2 New York, Syracuse. Sept 7.12 North Carolina, Raleigh .........................Oct 19.14 Nova Scotia, Halifax . .Sept 9.17 Ohio, Columbus............................... Aug jr. Sept. 4 Oregon, Salem..................... .....Sept, it, 19 Pennsylvania. Bethlehem . .Sept 8,11 Pennsylvania Horticultural, Philadelphia, Nov 10,14 Pennsylvania, Mt. Gretna........................Aug 17,23 Pennsylvania, Williams Grove.................Au r . 24, 29 South Carolina. Columbia ................... Oct *r, 30 Texas. Dallas ..............................Sept. 36. Oct 11 Toronto industrial ......... Aug 27. Sept. ia Vermont, Rutland ... ..................... Sept. 8, 11 Washington, North Yakima . Sept 28, Oc.t. 3 West Virginia, Wheeling ..... Sept 7 11 Wisconsin. Milwaukee .. ....Sept 7,11 It is reported tfyat the Mitchell & Lewis Company, Ltd., of Racine, Wis., have purchased a site for a new warehouse and factory extension for their plant. The ironton Disk Plow Company, of lronton, Ohio, has incorporated with a capital of $100,000. The incorporators are J. L. Anderson, W. E. Reynolds, C. M. Humes, E. J. Bird, Jr., and Fred P. Hojschel. The phenomenal development of this country during the past century has been largely the result of the birth and growth of the railway and steamboat. The next fifty years' development will be largely the result of irrigation. The Standard Disk Plow Company, recently organized in Chattanooga, Tenn., with a capital of $ioo,ooo, are reported to be planning to build a plant at a cost of $30,000, large enough to employ 300 men. it is stated that northern capitalists are interested. Mr. Will. G. Hunter, for many years a representative of the Champion Wagon Company, and for a number of years Ohio State agent for that company, has resigned to accept a position with the Austin, Tomlinson & Webster Manu facturing Company to represent them m Ohio. The Mandt Wagon Company, of Stoughton, Wis., controlled by the Moime Plow Company, of Moline, 111., have secured a site adjoining their plant and have commenced the erection of several brick buildings as additions to the factory. The improvement, it is said, will double the capacity of the plant. Mr. B. E. Marshall has been appointed assistant treasurer of the American Seed ing Machine Company to fill the vacancy caused by the resignation of Mr. Charles S. Kay. Mr. B. J. Wescott is treasurer and Mr. Marshall will assist him. Mr. Marshall has been acting as assistant auditor to Auditor H. E. Colley. Mr. John Frentz, of Baltimore, Md., takes Mr. Marshall's place as assistant auditor. WHITE CITY NEWS The Ohio court records show that an involuntary bankruptcy petition has been filed against the Akron Machine Com pany, of Akron, O. The company manu facture mower knives, sections, lawn mowers, etc. Mr. Alexis Coquillard, of the Coquillard Wagon Works, South Bend, )nd., left on June loth for Montreal, from which place he expects to sail for Queensland. He will spend about four months in Europe, visiting England, Scotland, `France, Germany, Belgium, Holland and northern countries. The members of the.Bement Club, of Lansing, Mich,, held a banquet at the rooms of the Grand River Boat Club on Saturday evening, June 6th. After the discussion of an appropriate menu short talks were made by the heads of various departments of E. Bement's Sons, treating of shop methods and the manner in which manufacturing results are produced. The annual meeting of the Kentucky Wagon Manufacturing Company, of Louisville, Ky., was held May 14th. The officers of the company were re-elected as follows: President, W. C. Nones; vicepresident, J. H. Ward ; general manager, J. W. Kennedy: secretary, S. M. Nones: treasurer, Thomas Malone. The annual roport of the officers show the affairs of the company to be in excellent condition. The Rigby-Clove Company filed articles of incorporation recently, for the manu facture of the combi ned harvester bearing that name. The capital of the company is placed at iico.oco, and their headquar ters for manufacture and business are Pendleton, Mo. The incorporators are Mr. G. W. Rigby, president; Mr. J. Clove, vice-president; Mr. W. T. Rigby, secretary; Messrs Charles H. Carter and W. S. Badley. and Miwiobilc/j . Trade.' R S BROWN, Sales Manager v It has been decided that a section of this paper be devoted to matters of interest per taining to the carriage and automobile manufacturing trade: also to impart in formation from time to time relative to mir line of specialties, etc., which might be of materia! benefit to our representa tives, with the object and hope in view that each one of you will "Take Hold and Lift" with the small manufacturing and the good local shops in your territories, duced our method of painting which has and not leave this entirely to our com met with universal success. This primer petitors. Our competitors appear to find is composed of lead, oil and various other time to work and do work ihis trade, and pigments which are specially adapted to the volume is considerable, possibly not not only make an excellent primer or so large in each territory, but as a whole foundation coat but help largely to fill up would make a very nice increase in this i the open grain of the wood, and by our department. , secret process of treating the oils, we The early part of this season we secured make them dryers instead of non-dryers, a list of good local carriage trade and thus making a quick process of priming sent out a series of letters to them, and which was so much needed and sought these letters, we believe, were quite for, yet retaining all the qualities of elas instructive, as well as an advertisement ticity and durability that the old method of for our system. For this reason we will lead and oil contained. Only one coat of publish them m the space set aside for primer is used on a job, for in priming, the this department, and ask that you read wood absorbs a great amount of the them carefully when they appear, and elasticity and thus aids in the drying, but keep them to refer to should the occasion 1/ you were to apply a second coat of this requi re. same material you would find It would The first thing we wish to call your take an exceedingly long time for this to attention to is our Acme System of Car dry and the work would remain sticky or riage Painting, which we placed on the tacky, and would not sandpaper out market about seven years ago. This smooth but would clog up the sandpaper system comprises Gear Primers, Gear and would roll up instead of sanding out Fillers or Gear Surfacers, Gear Colors, smooth for the succeeding coat, which in Solid Rubbing Color Varnishes, Body our method is Gear Filler or Gear Surfacer. Primer, First Coat Body Filler, Body In our next issue, we will take up the Filler and Rough Stuff. subject of Gear Fillers and Surfacers, In this issue 1 will give you a few hints on Gear Primer. The first thing used in painting a new job is primer, and it is essential that this coat shall be very elastic and durable, for the life and future durability depends largely on the founda tion coat, which is the primer. Should the primer be too short or lifeless, the Solid Rubbing Color Varnishes, Gear Colors, etc., and in future issues, a list of large manufacturers who are using our method will appear together with testi monials on this, system, which should place you in a position to talk intelligently when asked by your prospective purchas ers as to its merits and uses. elements will soon destroy the job and , Letter No. t to Carriage Manufacturing Trade. cause all the succeeding coats to peel off ; Lead anl oil pnineTS for carnage painting are too to the bare wood, just as in building a ; slow for these times house, the foundation must be right if Gear Primers now-a-days must not only be quick, tut must iv safe as well future results are to be expected. Lead This means that they muse be elastic and durable, and oil make a good durable primer and seal the pores of the wood properly anJ possess the right filling properties was used until about seven or eight years This Is a difficult combination, but it is represented ago almost exclusively in the large and in our Gear Primers. small carriage shops, but while the lead Our booklet ** Acme System of Carnage Painting , might be interesting reading We will send it on and oil primers are all that could be desired request so far as elasticity and durability are con If you want the names of carnage manufacturers who have used our system for years and know its cerned, it requires considerable time to dry advantages, we shall be glad to furnish them and harden, and unless given the required Letter No j to Carnage Manufacturing Trade time is very unsatisfactory. When quick ened to meet the hurried requirements of modern times, still more unsatisfactory results were obtained and resulted in con stant complaints from consumers that the paint did not wear but peeled off, etc., after a short period of use, and often resulted in the manufacturer having to repaint the job for nothing and to stand the expense of freight and cartage besides, which in many cases resulted in the loss of the entire profit on the job, and if they refused to do this, in the loss of a customer. To obviate this trouble, the Acme intro Quality and quickness w the foundation upon which Acme System of Carnage Painting is con strue led In days past the part that requited the most time In preparing a job for market was the painting. We realized, this and perfected a method of painting that would reduce the rime limit fully one-third. In doing this the quality of finish (beauty and durability) have not been sacrificed in the least Our System, from Primer to Color-Varnish, fits together with the same nicety as the pans of a vehicle .j Quickness in these days is essential to compete on an equal basis with your competitor, whose up-todate methods represent a saving In time and labor and a convenience to himself and his customers. Our Acme System booklet will tel! you all about ihe method and materials Acme System has many friends. Their friendship has been merited as the result of years ot practicar experience with the method 0007-SWP White City News Devoted to Matters of Interest to Our Depre^ttifanva,. VOL. I JULY 3, 1903. NO. 6 tests, the customer can get more lead out letters we beg to say that we hand them to of these packages than he can ever hope our traveling men, and presume they have to get out of the old style wooden kegs. more or less effect to keep your goods This information is given so that if you especially before their minds. We know should have a few complaints, you will that they all take an active interest in the carefully investigate them and rest assured goods, and anything that will give them F R DOt-CiALL. Sales Manager that they result from the cause mentioned new points and ideas will naturally be New Lead Kegs. above, and you should try to overcome helpful. We think that your Mr. Wilson, any prejudice that may exist with a cus who is in pretty close touch with our it will undoubtedly interest our repre tomer regarding this very much improved traveling men, and a very good friend to sentatives to know that a very large style of package. The use of this pack them all, would call their attention as he shipment of lead in assorted sizes has age by us should be a strong talking meets them to any new points that would been received by our distributers, The point with you, and we hope to enjoy a help to build up trade. We are glad to W. E. Little Paint Co., Los Angeles, largely increased business on that account note quite an increase in our sales of your Cal., and Mr. Kelly has written us that on our various lines of lead. goods this season. never in his experience did he see a ship Patentwood kegs are superior to wooden Yours truly, ment of lead arrive in more satisfactory kegs for at least ten good reasons. JOHN L THOMPSON. SONS St CO. shape. There was not a leaky oafkage In the entire lot, and to use his expression " if the kegs are all right in other respects, 1. They are in one piece--not of staves. , 2. Smooth on the inside--no joints, Arguments in Favor of N, C. P. we have a winner." During the past four months since we have been putting these kegs out, we have only had three complaints, and those cracks or crevices. y Absolutely impervious to the action oi oil, turpentine, benzine, etc. Do not absorb. Neal's Carriage Paints were the first line of ready-mixed carnage paints in colors ever offered the trade. were to the effect that the packages 4. Headed with a strong steel cap--no They have been leaders ever since they absorbed the oil and left the lead in a hardened condition when it came in coopering. 5. Air tight--no hard lead. were first placed upon the market, twenty 1 years ago. contact with the package on the inside. In taking the matter up with the manu facturers of the kegs, they stated that in our first carload they had put in a few kegs, upon which they had been experi (>. Package can be openedwith ease by 1 withdrawing staples and knocking 1 They are made from the finest grade of off cap as you would a hoop, and-! carriage varnish, which is most elastic, when cap is replaced the package is 1 brilliant and durable. again air-tight. [ The black is made from this varnish and menting with a new kmd of coating, and 7. AH the lead and oil can be removed the best quality of ivory drop black. that same was unsatisfactory, and for that reason we might possibly have a few complaints of the nature referred to above, 8. from the keg--no waste. Weigh the same as stave kegs before filling, but compare the weights of I The colors are very finely ground and are especially selected for their richness of tone and permanency of color. but if we do, their guarantee on the kegs would make us good for any loss we or our customers would sustain, and that we would have absolutely no trouble of that character m future. The complaints re ceived by us have been so few that we a Patentwood with a stave keg after the lead has been removed, and note the difference. 9. Not affected by atmospheric condi tions--no expansion or contraction. 10. Attractive m appearance--the best keg Neal's Carriage Paints are right in every sense of the word. They will stand the most severe exposure and usage, and will not check, crack or blister. Very brilliant, very durable and very popular. are inclined to accept their statement as at all times and the only keg in I They afford a nice margin of profit to representing facts. hoi u gather--no leakage. the dealer, and as this line possesses the We have placed in the box of each rep resentative a little circular giving the points of advantage that customers will receive from buying lead in this kind They Increase Sales. Troy, N. Y., June 5th, 1903. Acme White Lead and Color Works. best reputation for quality of any in the country, you should be able to place Neal's Carriage Paints and Neal's Carriage Top Dressing very liberally with your of package. Those advantages are not Gentlemen: Replying to your letter of customers. imaginary, but real, and based on actual the 28th ult., in reference to your weekly We want orders. WHITE CITY NEWS Successful Salesmen.. FPANK b SCHADE Of the Logan-Gregg Hardware Company.. Pittsburg. Pa Mr. Frank F. Schade was educated in the Pittsburg public schools, and then in the Pittsburghigh school, graduating from the'commercial department, after which he entered the employ of the Logan-Gregg Hardware Company as an invoice clerk, some six or seven yenrs ago. His dili gence and desire to learn the business enabled him to quickly qualify himself kn ottier positions and it was only about three years before he was given an opportunity to seli goods upon the road, tfe was immediately successful and hasrincreased his trade every year, until now he is one of their best salesman, both as regards the amount he sells and his popularity with the trade. Mr. Shade covers territory east of Pittsburg along the line of the Pennsyl vania and West Pennsylvania Railroad as far as Johnstown, and he also has con siderable country territory in Westmore land and Butler counties. He is quite an athlete, being an enthusi astic turner. He is a whole-souled good fellow whom everybody "takes to" just because they cannot help it, and neither can he. He is a thoroughly well-informed hardware man, and his customers have grown to rely largely upon his judgement in placing their orders, as his is the policy of establishing confidence and good will by giving them intelligent and reliable advice and invariably treating them as he would like to be treated himself. Known as " Ikey" by his friends. Married and has a "chip of the old block" in the form of a boy of three years, of whom he is justly proud. Always at it wins the day. in modern business the timid man has a place- generally weli to the rear. Another Good Word for New Era. Praineville, Mich., June 26th, 1903. Acme White Lead and Colur Works, Detroit, Mich. 1 amspreading " New Em " Paint every day. I have been painting for at least twenty years and have used all kinds ot paints and must say that in the last five years have used the New Era in over 90 per cent, of my work. In my judgment it is the purest and best paint on the market. Its purity and durability speaks for itself in the buildings painted with it in this locality; results have been of the best: not a job has been condemned on account of poor quality of paint where 1 have used New Era. 1 shall continue to hustle for the same as long as you continue to produce it in its purity as it now is. I remain, Yours very truly, MILO LEAHMAN Our General Distributers. California \Vr E Little P.unt Co , Tenbrook & Co . W E Lmie Paint Co . Los Angeles Ssrrainemo Situ Diego Connecticut J L White, As} Him Street Hertford Florida The S B Hubbard Co . Tampa Hardware Co Jacksonville Tampa Georgia Bush Hardware Co . Columbus Illinois Geo E W-itson Co . Colburn, Birks & Co , Chicago Peona Indiana Indianapolis Hardware Co , India ik i polis Iowa Sickels, Preston & Nutting Co , Davenport W H Tnrhert. Dubuque J W i-dgerly & Co , Ottumwa Hormck, Hess & More, S.oux City Kansas A B Whiting Pnim & Glass Co . Topeka Kentucky I? M McFarland Robinson Bros. & Co . Henderson Louisville To him who wills ways are not wanting. Maryland CnrJin & Fulton, Baltimore Permanent and solid character is built up out of trivial actions. Minding your own, business, is good business. Time devoted to crying down your competitors is time wasted. The Philosophy of Mistakes. The trouble with the man who never makes mistakes, says an exchange, is that he doesn't know a mistake when he makes one. Massachusetts E & F King & Co . Boston Minnesota Hackett, Waltltui, Gates, Hdwe Co . St Paul New York Buffalo Glass Co , Buffalo Sickles & Nutting Co , New York City Burhans & Black Co . Syracuse Jno L Thompson. Sons & Co . Troy North Carolina Burwei! & Dunn Co Hart-Ward Hdwe Co , Charlotte Raleigh Ohio Smith Bros Hdwe. Co , Columbus Norton Paint & Hardware Co . Toledo He who never makes a mistake never . Oklahoma Territory makes anything. Alexander Drug Co . Oklatiurna City Get wise when you make a mistake; Oregon the only crime in making a mistake is i F E. Beach & Co , making the same one twice. Wise men make mistakes; fools con tinue to make mistakes. Pennsylvania H B Semple & Sons, Moyer Bros . ' T - T' . 1 , 1 ardware Co . Dead men never make mistakes. - 't -o, Phelps-Straw & Co , Portland Easton' Bloomsburg Hanover Pittsburg Reading Wilkesbarre The man who learns life's lesson with out making mistakes is getting his tuition at reduced rates. A thought of one's own mistakes will soften criticism of other's mistakes.-- .Exchange. South Carolina Murray Drug Co , Columbia Tennessee Fntts & Wiehl Benedict, Warren & Davidson Co , Strother Drug Co , Texas Houston Drug Co , Greiner-Kelly Drug Co., Chattanooga Memphis Bristol. Houston Shennan Tiie month of June, just closed, was the " biggest June " ir, the way of busi ness in our history, and July is starting out with a vigor that promises to enable us to celebrate not only on the Fourth, but the " biggest July " we have ever experienced. As Unde Henry says, " bizness is steppin' sum." Utah G F. Culmer & Bro , Sail Lake City Virginia Barker-Jenruigs Hdwe Co , Washington A. S Johnson & Co , Lynchburg Tacoma West Virginia The Kanawha Drug Co , Charleston The Williams & Davisson Co., Clarksburg W H, Chapman & Sons, Wheeling + 0007-SWP-000128300 WHITE CITY NEWS In view of the complaint from some of our manufacturing trade men that com petitors are not asking advance on blues the following letter and order from the Chattanooga Implement and Manufactur ing Company, of East Chattanooga, Tenn., is interested, and it may not be amiss to say here that, based upon com plaints mentioned, we have made a thorough investigation of the situation and find that others are in the same position as ourselves as regards raw materials in blues. When the Ultramarine Company secur ed control of all the plants in tins country, they immediately advanced prices approxi mately 100 per cent., and everybody is paying it and will have to advance their prices to the trade as we have done or greater, for in advancing our prices we assumed a considerable portion of the advanced cost ourselves, and at prices you now have no one can do better for the same quality and the prices given must be maintained. East Chattanooga, Tenn., June 6,1505 Acme White Lead and Color Works, Gentlemen --We have yours of the 17th mst, and you will please ship us a. once, at Buyce, Tenn , ^-barrel of No 5. Blue. Eclipse Paste Paint, same as we have been getting from you We are always ready to meet our friends half way in adjusting'differences in the price end otherwise*, but this time wc had to go a little more than half way Your Eclipse Blue Is certainly the best paint that we have ever used, and we cannot afford to make a change on account of a little advance in price Yours truly, CHATTANOOGA IMP 4c M'F G CO. Pei E H. Sh o l a R, Gcn'J M'g'r. Trade Talk. We were pleased to entertain Mr. Alfred G. W'hite, manager of the Minneapolis Bedding Company, this week. Mr. White was kind enough to speak very highly of our plant and equipment, and when he left us on the fine new passenger steamer " Tionesta'1 of the Anchor Line for Duluth, which by the way is finished (interior) with Neal's Enamels, it was our regret that he could not make it conven ient to give us more of his time on this trip and we only let him go when he promised to do better by us next time. Two patents of great importance to the industrial circles of Springfield, Ohio, have lately been granted to residents of that city. One was for a steam dray, the invention of Mr. Norman Kelly, super intendent of the O. S. Kelly Company, and the other was for a gas engine, granted to Air. Ralph Thompson and Mr. Edward Koeb. A new company is already being formed to manufacture this gas engine, and the works formerly occupied by the Shawd Gas Engine Company, will likely be occupied bv the concern. Dipping Notes. The Union National Bank of Richmond, lnd., representing O. G. Davis, of Williamsburg, lnd., and other stock holders, has brought suit for a receivership for the Hussey Mower & Implement Com pany, of Knightstown, lnd. The enter prise is said to have been a disappointment to investors. We are in receipt of the Moline Plow Co.'s contract from Mr. Taylor covering full line of Dipping Paints and Reducers, also additional dipping equipment. This is one of the largest accounts of the kind in the country and they have used a great many cars of Eclipse Paste Paints and Eclipse Paint and 'Varnish Reducers dur ing the past few years, and they are still with us. The following from Minneapolis Bed ding Company, who are makers of a fine line nf iron beds and nne of Mr. Taylor's banner customers on Neal's Bedstead Enamels, shows conclusively that "Acme Quality" will always win out against cheap competition. We were certainly up against the real thing here for local con cerns offered them goods at just about half the price of Neal's and they tested against ours time and again, but always with the same result, however, the Bed ding Company nev#r seem to have quite recovered from the shock our prices gave them on the start. Minneapolis. Minn., May 5,1903. Acme White Lead and Color Works Gentlemen --We ore not in the habit o1 compli menting goods that we are using in our factory, as we are never quite satisfied with the price, but we will say (hat your goods run even and that vs have used the same for several years, and that we still continue to pay the high prices that you are asking for your goods Very truly yours, MINNEAPOLIS BEDDING COMPANY. Pei CHAS. W. Ma y , Proprietor. The following letter from the Bretz Cycle Manufacturing Co..Syracuse, N.Y., will show conclusively that Neal's Bicy cle Enamel still holds its own in the mar ket. These people succeeded tothe business of the Steams Company, and they con tinued the use of the goods that helped make the " yellow fellow " famous. Mr. W. H. Connor, who handles this account, has been very successful with this class for tade, having a number of very repre sentative cycle manufacturing concerns on his list and now that the Bicycle Manufac turing business is getting settled down to a stable basis and tile prospects are that the manufacture of wheels will inorease largely within the next year or two we would like to see our other Manufacturing Trade salesmen "Take Hold and Lift" on Neal's Bicycle Enamels, and now is the time to see them. Syracuse. N. Y May 3, 1903 Acme White Lead and Color Works. Gentlemen --fn response to your favor of May ist. a glance at your order records will show :he amount of enamel used by us is not small, and you ran rest assured if the materials furnished was not perfect we would not favor you with the volume of business which we do, for in ihe finishing as well as in the construction of the many thousands of bicycles we produce annually it is imperahve, in order that the good reputation of our product be maintained, that all materials used work perfectly, are always uniform in grade and of the highest quality Having always met wilb success In using your materials, coupled with the fact that only prompt attention has been given our orders, places us in a position to recom mend your goods as being suited to those desiring perfection in your line. Very truly yours. BWfcTZ CYCLE MANUFACTURING CO J B Wa l k e r The following from Bay State Metal Wheel Company, of East Templeton, Mass., who are one of the largest manu facturers of baby carriage wheels in the country and incidentally one of Mr. Cater's banner customers, is right to the point. They finish their wheels by dipping one coat in the enamel which has been reduced to proper consistency for flow with Eclipse Color Varnish Reducer, about one part reducer and two of enamel, and bake at 180 degrees for two hours, which gives a very tough and durable as well as handsome finish. East Templeton. Mass , May 5.1903 Acme White Lead and Color Works Dear Sirs --Answering your favor of May ist will say After using your dipping tanks for the past six months we have round them thoroughly satisfactory. The same can be said of No *co Green Dipping Enamel and the Eclipse Color Varnish Reducer which you have been furnishing us. You may use this testimony as you see fit Yours respectfully, BAY STATE WHEEL COMPANY Per O W. SlEBERT This Will Interest The plant under construction for the Reed implement Company, of Battle Creek, Mich., has been sold to the Mich igan Consolidated Boat Company. It is undrstood that as soon as the affairs of the Reed Implement Company are adjudicated in the probate court (occasioned by the death of Mr. Reed, promoter of the com pany) another implement factory will be erected upon the site now being sought by the new organization. 0007-SWP-000128301 WHITE CITY NEWS The Chattanooga Plow Co., Chatta- i pattern house will be erected at a cost of i dency. Mr. Jonathan C. Chase also re nooga, Tenn., have purchased alargetract about $50,000. The company will then signed as trustee. The vacancies in the of land fronting iz$ feet on Boyce Street, use the present pattern house for their I board were filled by the election of Messrs. in that city, and running back 260 feet on I w oodworking and finishing departments. Albert K. Hiscock and Aunn M. Chase. Fort Street, ^fhich they will use for the immediate enlargement of their plant. The At the regular monthly meeting of the The changes in the official positions leave the officers as follows: President, Mr. company are already one of the largest in Syracuse Chilled Plow Co., held May ) C-nrleton A. Chase: vice-presidents, Chattanooga and when the addition is 12th, Col. A. C. Chase, after more than Messrs. Joseph C,. WiHetts and Aurin completed they will rank among the lar twenty years as president, resigned as I M. Chase; secretary, Mr; William W. gest plow plants in the world. On the president and trustee, and his son, Mr. Wiatd; treasurer, Mr. James Manning; new property an immense brick fire-proof Carleton A, Chase, succeeded to the presi- I superintendent, Mr, Harry Wiard. * iVpdrliwtii of Stl8(i Trade* ysji R S BROWN, Sales Manager* I Gear Fillers or Gear Sorfacers. After a gear or set of wheels have been primed and are dry enough to proceed with, the job is then puttied. This part of it depends largely on the grade of work about to be done. If it is a fine job, it is often glazed with putty, by taking some soft carriage maker's putty and applying it with a leather strap, pressing it into the grain of the wood, and when dry sanding out thoroughly, resulting in a smooth sur face, the grain being perfectly filled with the putty. This method requires consider able labor,, for the putty is all sanded down, or off ag,\n, excepting that which remains in the grain of the wood. This is only done on good grades of work, while for a cheap job oft times the holes, hammer marks and joints where the rims come together only are puttied, and the job given a good sanding, making same ready for the Gear Filler or Surfacer. Up to last season, we made only Gear Fillers, which are in liquid form and sold by the gallon, but we found a demand for the goods in paste form and so we make and offer the Filler in paste form and term it Gear Surfacer. The Gear Filler and Surfacers are practically the same thing, with the exception that Gear Fillers are in liquid form and Gear Surfacers are in paste form. I recommend that you sell Gear Sur facers m preference to Gear Fillers for the following reason: Gear Fillers being in liquid form and containing heavy pigments, are bound to settle after a short period, and this causes unfavorable reports from the foreman painter, whose judgment and reports invariably largely influence the proprietor in his purchases andthe foreman painter is a factor which wc are bound to respect and cater to. On the other hand, the Gear Surfacer, being in paste form. remains soft and fresh, and being ground ! it will rub it in with one stroke of his exceedingly fine is better adapted for the !hand, and on the return stroke rub it out small manufacturers and gives better satis again. It is not necessary to always rub faction. Therefore, I recommend that you Rub Lead Filler, it. can be used same as push Gear Surfacers in preference to Gear Gear Surfacer and only brushed on but, of Fillers. course, will not absolutely fill up the grain Gear Surfacers are made to conform , as it would if rubbed or pressed into the with our Gear Primer, are quick yet very grain. Both Gear Surfacers and Rub durable and elastic, in fact they will wear Lead Fillers are in paste form and are solp far better than anything known to modern by the pound, Reds and Yellows in 2$-\b. painters, and greatly exceed in durability and 100-lb. tins; Blacks in 2j-lb. and the lead coat, which was used and is still 75-lb. tins. used by many local and small manufac turers. This Surfacer has great tilling properties and is made on the same elastic Letter No 3 to Carnage Manufacturirig Trade. In carriage painting there are three points ot vital importance sti securing the nyhl finish-- lines as our Gear Primers, only, of course, 3 Beauty considerably less, for this coat has to dry 2 Durability. and often be hard enough to sandpaper in 3. Quickness. No one of these points wilt sta.nl alone. The twenty-four hours, but when a job has I combination must be secured to insure success these coats on and is followed up with our The Acme Method of Carnage Painting combine Gear Colors or Solid Rubbing Varnish ! all. Write for our booklet, or let demenstf, le our Color and a durable Gear Finishing Var I ability to back up our statements by trying the goods nish applied on the Inst coat, a solid j practically at your place We can give you the names of customers who have homogeneous body has been formed that used Acme Method for years and thoroughly under no amount of wear and years of exposure stand its advantages to the elements will cause to peel, Letter No. 4 to Carnage Manufacturing Trade. scale or flake off. 1 n fact these goods are There Is usually more (rouble In the painting department of a carnage factory than In all o.hers the acme of perfect!TM, or " Acme combined Quality." As to the number of coats of this mater There should not be and is not where the Acme Method of Carriage Painting is in use The Method is quick and secure* a. handsome ial, one, two or even three can be used if finish al a minimum cost. necessary, and if the party applying it so Each part of the method from pntners to finishing is bum with these objects in view. wishes, but as a usual tiling for cheap or Our booklet wifi tea Ml about it. medium work, one coat is used and for a Letter No. 5 to Carnage Manufacturing Trade. good job two coats. This material is also excellent for repair work, making a very durable coat over an The finish of x job has an awful tot to do with the sale A well built jab poorly painted is never a success from the standpoint or making sales. old gear and wheels, also where a job has been black cr green and requires to be re painted red, or vice versa. We also present Rub Lead Filler. This is similar to Gear Surfacer, is in paste form but is slower drying and is made so that after it has been applied with a brush in the usual manner, it can then be rubbed into the grain of the wood with the finger tips, thus saving an immense amount of labor (such as strip glazing and resand ing). This method is often used where fine work is done, but it requires an expert to handle it and to get the required results, for a man who does net understand using Acme Method of Carriage Painting will do justice to a well built job. The Method comprises Primers, Fillers and Solid Rubbing Color-Vaimshes. We were the first to advocate this method of painting and have had more practical experience Hum those who have followed in our footsteps. Our Solid Rubbing Color-Varrlshes combine great adhesive and flowing propentes. are heary-fcodied and " round-op ' to a splendid surface. The quality qf the stock used and our method, uf cumbtnitig same insures ihe most dut&b.e finish that can be obtained. Wnte foT booklet on *' Acme Method " We have many customers who have had five years, or more, practical experience with Acme Method. They are us best friends. Yuu can have names if you wish. Let us send our demonstrator to your factory. , He will prove our statements It won't cost you any thing. and wc will nsk the investment m 0007-SWP- White Citv News Devoted to Matters ofInterest to Our Representative f. PtfBUSHC BY VOL. I. DETROIT. MICH. JULY u, 1903. NO. 7 F. R DOOQM.L, siu.es MAnssen The steadily increasing demand for Davies' Varno-Floor-Stain speaks vol umes as to the general desirability of this addition to our line of Rapid-Selling Specialties. Davies' Varno-Floor-Stain is not, as the name might imply, suitable only as a high grade floor finish. It is perfectly adapted as well for enhancing the beauty of, as well as preserving woodwork of all descriptions, inside and out, such as wainscoling, mantels, veranda chairs, refriger ators, and in fact anything about the house that requires brightening up. We know from experience that the raw material used in the manufacture of this stain is exactly what is required to pro duce a line of goods that will always in vite favorable criticism and help build business. Davies' Varno-Floor-Stain stains and varnishes in one application. This means a saving in time, labor and material. These are factors that cannot help but appeal to consumers generally. The colors offered are correct, clear in tone, permanent, very popular, and enable the user to secure a perfect imitation of expensive woods at a trifling cost. Varnish used in the manufacture of our product is prepared specially to withstand the constant wear and tear which such goods are subjected to, and in consequence our finished product can be depended upon to please the most critical and fastidious. Every dealer in the country should carry a complete stock of Davies' Vamo-Floor Stains, and you need have no hesitancy whatever in recommending these goods in the very highest terms. They will bear you out fully. Note the high tribute paid our product by our distributers, The A. B. Whiting Paint & Glass Company, Topeka: Topeka, Kansas, July 1,1903, Acme White Lead & Color Works Gentlemen Referring to the last bulletin to sales men. would say we think dealers will find Davies* Vamo-Floor-Stains a splendid article for re-fimnisbIng furniture and all Interior woodwork, as well as for use on floors They work much easier than varnish stains, do not set as quickly, and produce a hand somer and more durable finish In ease of working and durability, they are distinctly superior to Jap-alac. which is recommended for about every place that a colored vamfsh could be used. We have been selling a large amount for re-fimshInjj furniture damaged in the flood, and think your dealers will find Davies' Varno-Floor-Stain very satisfactory* to sell in place of varnish stam. where a high grade article Is wanted. We are enclosing Lacqueret booklet Yours truly, H L Wh it in g Please remember that quality talks, and that a trial order means a permanent and well satisfied customer. Big Rapids, Mich., July 3, 1903. To whom it may concern : Having used Acme Paint, of Detroit, Mich., in painting several churches, cov ering twelve years' time, 1 take pleasure In saying that I have found it a first-class article, pure, durable and reasonable in price. REV DANIEL C R1EHL. Pastor 3d Ave M E Church No other interest should take the place of your employer's. His comes first. Houston, Texas, June 1, 1903. Acme White l.ead & Color Works. Gentlemen: Replying to your favor of the 28th, beg to say that the advertising matter referred to has been placed in the hands of our traveling salesmen and we think has accomplished good results. HOUSTON DRUG CO We wish our representatives would "Take Hold and Lift" on Acme Wagon and Implement Paint. There is a large demand for this class of goods.. They are strictly high quality. We should be getting more of the business. A. M. WOODWARD Al Woodward ts a pool player of renown-- He would ratherskm the boys than wear a crown , Al sure believes m signet Just put a pin in these few imec. He has beaten all the experts In this town The man who knows how to teach othets to do things is worth more than the man who can merely do tilings himself. WHITE CITY NEWS Special Bulletin* Lead Sulphate. and dried and ready for the market. What is the full meaning of lead sul phate? Why is not lead sulphate considered an adulteration? W. C. p. Picber sublimed Irad is principally sul phate of lead, i. ., a chemical combination of the metal lead with sulphuric acid. Its manufacture in the form of a paint pig ment is as follows: Lead carbonate and lead sulphate are Lead ore, containing a small percentage both white lead pigments, but, as they of zinc, both metals chiefly in combination also have a different chemical composition, with sulphur, are mixed with coal and their manufacture is naturally based on then fired by very high heat, in specially different processes. Briefly outlined they constructed furnaces provided with power are manufactured as follows : ful air blasts. Through the action of this Lead carbonate (white lead) Is the intense heat the lead is volatilized or sub product of corrosion which metallic lead limed, combines, however, directly again undergoes when in contact with moisture, with the sulphur gases set free, and is carbonic acid gas and air. There are dif further oxidised by the air blast into the ferent modifications of this corrosion pro white chemical combination, lead sulphate. cess worked here in America, as well as By the strong current generated by the MR GORDON MONTAGU Our new factory manager. Our organization has been further strengthened by the appointment of Mr. Gordon Montaguin the capacity of Factory Manager. He will assume his new duties July 1st. Mr. Montagu is a man of ripe experience in the manufacture of paints, colors, en amels, varnishes and the varied lines associated with these goods. He has the practicat knowledge of the business essen tial to assume the responsibility of produc ing goods up to the standard of "Actne Quality," and the executive ability to insure the carrying out of his ideas in a practical manner. Mr. Montagu will relieve me of many details of the business which have hereto fore required my personal attention. He will be ably assisted in the Formulating and Testing Department by Mr. Frank Neal, who will work with him in creating new lines and in continuous practical ex perimental work, with the view of con stantly keeping Acme products up to the highest point of excellence it is possible to attain. This will in no way effect Mr. Ellis or any of the heads of departments in the discharge of the duties for which they are now responsible. The hearty co-operation of ail concerned is especially requested. THOMAS NEAL. on tlie continent, but as these modifica tions are only slightly different from that of the first one adopted--the so-called Dutch process (the difference is only due to the ways and means by which the cor rosive agents, the carbonic acid and the moisture, are obtained), we shall here consider only this process. The metallic lead is cast into thin per forated round plates. 11 Buckles" are laid into earthen pots, which contain at the bottom a small amount of diluted vin egar, A large number of these charged pots are then piled up in the so-called stacks or corrosion sheds. The piling or stacking is done in the following manner: The floor of these sheds is a two or three feet thick layer of manure or tan bark, on which the first or ground story of pots is placed. After covering these pots with loose boards and a layer of tan bark, a second story of pots is placed, and so on until the whole stack shed is filled up with corrosion pots close to the roof. The sheds are then closed. Care is taken, however, to form ventilation shafts be tween and on the sides of the piled up pots, so that the air, moisture and the carbonic acid gas, generated by the fer mentation of the tan bark and the heat evolved by this fermentation, have free access to the metallic lead buckles. The chemical action takingplace is veryslow, and takes from one hundred to one hundred and twenty days to convert the blast this fine, white, sublimed lead sul phate is carried from the furnace through cooling flues and collected in chambers or collectors. It is then purified from other carried-over substances, and finished by sifting and washing, dried and packed for shipment. Write it in your heart that every day is the best day of the year. Finishing and 'Waxing Floors. Oiir Varnotiie is the best floor varnish on- the market For all coarse, open grained woods, fill with paste hardwood tillers having a mineral base, and over this filler, when dry, apply at least two coats of orange gum shellac, except in case of very light woods, when white shellat should be used. Sandpaper each coat, and then for strictily first class work, apply two coats of Varnotiie. Rub the last coat of Varnotiie with water and pum ice stone. Clean perfectly and polish with wax. For close-grained woods the filler may be omitted, shellac fulfilling the same office. A wise salesman will not boast about sales to a competitor. It may make the competitor work harder for business. Indianapolis, Ind., June 3, 1903. Acme White Lead & Color Works. June ai>thr *90}. Sec. and Gen'J Manager. ! lead into white or basic carbonate of lead. Gentlemen: Answering your favor of | First the lead is converted by the vine the 28th ult, regarding weekly letters Many may not recognize such to be the case, but it is a fact, and a large fact too, that a property constructed paint represents much more than a money making article. Though it is the truth to say that good paint seldom represents a loss. gar and the moisture into basic acetate of ; which you have been sending us from lead, and this, then, by the action of the time to time, we have to say that we carbonic acid, into basic carbonate of lead. I have been making use of same, and think After the corrosion has been completed them of interest and assistance to our the pots are taken from the stack, the cor representatives, and would be pleased to roded lead (now white lead) taken out and have you continue same. separated from all not corroded lead parti Thanking you for the inquiry, we are One good way to get orders is to go cles, by crushing, sifting and washing. Yours respectfully, after them. The purified white lead is then collected INDIANAPOLIS HARDWARE CO. m 0007-SWP-000128304 WHITE CITY NEWS i^iBl T W CONNOR, Sal is Man as er Dan > The angler wears a thoughtful look. As home he paddles in his dory, He's reading Isaac Walton's book And framing up a nice fish story. summer, and trust the day is not far dis tant when all our customers can say the same as Jones & Bixler, not only with regard to shipments, but goods as well. Jones & Bixler are extensive manu facturers of iron toys, have six of our agitator tanks in use, and their letter speaks for itself: Freemansburg, Pa., June 20, xgos. Acme White Lead & Color Works, Gentlemen: We have been using your paints for the past year and find them very satisfactory, price, covering capacity and richness of color surpassing anything we used before. Your promptness in filling our orders at shon notice is commended. Yours truly, Jo me s & Bix l e r Mf g Co . L. S Bixler. Pres, and Gen. Mgr. pleasing his customers by turning our a poor finish. We know these facts because we have proven them to be facts. We would be glad to go into details fully with you. Our information on what is nght and what is wrong In the finishing of this class of work is gained by in vestigations on a hroad scale.and by ibemnst practical kind of work. First Blood of the Season. S. W. BAKER The above Is a fairly good likeness of "Sam," as Mr. Baker is familiarly called by those who remember his first connection with the Acme Co. of several years ago. Since then he has been wandering but has now come back into the " fold " and is the latest acquisition to the Manufacturing Trade Department which he will represent in the South. Mr. Baker is a traveler of ripe experi ence and his work has evidenced his lean ing towards the manufacturing tradevline as he has been particularly successful with that class of trade in the several territories he has handled and in view of the large manufacturing trade interests in 'the territory assigned him and his aptitude for this class of business and his ability as a salesman, we bespeak success in good round measure. In view of some of the strenuous kicks we have Had on service, the following from Jones & Bixler Mfg. Co., of Freemansburg, Pa., is interesting, especially so considering that they are located at quite a distance and in a section where we at one time experienced considerable trouble in getting anything like satisfac tory freight service. We are making extensive additions to our grinding and mixing equipment this The following letter from The Standard Metal Bed Co., of New York City, is short and to the point, but very gratify ing in view of the fact that they are one of the most particular concerns in the country on finish: New York, May 6,1902. Acme White Lead & Color Works. Dear Sirs . In answer to your letter dated May ist, would say your enamels are giving perfect satisfac tion, and we shall continue to use them as long as these good results are obtained. Very truly, STANDARD METAL BEDSTEAD CO , -Bf. W Smith Following is the fourth and last letter on Anti-Rust to the bedstead trade for this season. Look it over and see if you have missed anything in your talk on these goods to the trade. Replies are still coming in and we are going to clean up nicely on this proposition; however, we can't get them all at once and that will mean for us to keep right after those we don't land now and get them later, for they will atl have these goods in time: We have made an exhaustive study--from start to finish--of the subject of finishing metal bedsteads, Our Enamels and methods of applying them are being used hy many of the largest manufacturers. The first operation necessary to insure a proper finish Is to prevent rust from forming, whhh Is bound to happen if frames are left standing for any length of lime after coming from the foundry. To do this we recommend that ihey be dipped in our anti-rust preparation--Ne.il s Anti-Rust. This does not mean an additional expense, but a saving m dollars and trouble. Neal's Anti-Rust takes the place of a coat of Priming Enamel. It pre~ vents and costs less money than Priming Enamel When rust forms and is not removed before applying enamel it is impossible to obtain a smooth, handsome finish, no matter how carefully the work is done. When rust Is removed it costs nme and money, Neal's Anti-Rust is offered in two shades--steel and cream--and can be used under white and any color. It enables the maker to turn work outof his foundry and lay It aside to be finished at any convenient tune and in any color, without fear of having to stand the expense of removing rust or running Ihe risk of dis W H. CONNOR We are in receipt of The Rumsey Co.'s contract, of Seneca Falls N. Y., for their entire line of paint and varnish and reducer supplies which represents first blood for the new manufacturing trade season, just opening, for Mr. Connor. The Rumsey Co. manufacture a very large line of iron pumps and finish almost entirely by dipping, having four of our Agitator Dipping Tanks in use and have been with us for a number of yearsas their letter which follows will attest: 1 Seneca Fails, N. Y . July 8. 05. Acme White Lead and Color Woirks Gentlemen Replying to youir esteemed favor of tbe 1st, we have bn using your tanks, paints and varnish for dipping for the last fiveandsix years and they *11 have given entire satisfaction If they had not we surely would not have entered into a contract with you, as we did a few days ago Yours respectfully, B A. WESSrEL, Treasurer of Rumsey 8c Co., Limited. Making a Man* Hurry the baby as fast as you can. Hurry him. worry him. make him a man. Oft with his baby clothes, get him in pants. Feed him on brain food:., make him advance, Hustle him. soon as he's able to walk. Into a grammar school, cram him with talk. Fill his poor head full of figure:, and facts. Keep on jamming them in till it crocks. Once boys grew up at a rational rate. Non we develop a man while you wait. Rush him through college, compel him to grab Of every known subject a dip and a dab. Ciei him in business and after the cash, AU by the time he c^n grow a mustasche Let him forget he was ever & boy. Make gold his God and its jingle his joy. Keep him 2 hustling and clear out of Oreath Until fce wins--nervous prostration and death. --Nixon H'aterinan, in the Neiv J'ork Press. 0007-SWP WHITE CITY NEWS Why The American Workman is Superior. The report of the Moseley Commission of British workmen who visited this country last summer contains the following main points. in the beginning of things, the education of the American boy puts him far 'in advance of the boy from the British school. The American factory is far ahead of the equipment in the British industrial plant. Through this machinery the American workman can dn more work in an hour than does the British competitor. in addition to this, he works more hours in a day. if he be at piece work and through his individual capacity turns out more work than another in the shop, he not only is not subject to a cut in wages, but is encouraged to do more. In general, the employer is pleased to increase the output of each man, and is disposed to pay in proportion as the man accomplishes this. Machinery is welcomed by the employee, who has recognized in it higher wages and lighter work. As workingmen, any suggestions as to machinery and improved methods are encouraged and rewarded by the employer. The employer in America is far more accessible to his men than is the employer September 1 st, the dam will furnish from in Great Britain. j five thousand to eight thousand horse Gambling among the American work power by that date. It will be a great men is almost unknown as compared with event in the history of Northern Indiana, the same evil in Great Britain. when the vast power derived frum this Drunkenness is a comparatively un dam shall put in motion the wheels of in known vice. dustry in Mishawaka and South Bend. The Americans can save more money It is believed that nearly every factory in by far. the two cities will substitute electric for The American Plow Co. is the name of a new establishment located at Madison, Wis. This company agree to locate in Madison if $30,000 worth of stock could be sold there and that a site be given with a bonus of fS,000. These conditions have all been fulfilled and the company was in corporated in Wisconsin last week with a capital of $200,000. The plans are to build the plow works at once. The shops will be located in the eastern part of the city near the plant of the American Shredder Company. Work on the great dam being construct ed by the St. Joseph and Elkhart Power Co. at Hen Island, a few miles east of South Bend, Ind., on the St. Joseph Riv er, is progressing rapidly. Under favora ble conditions the dam will be completed in about sixty days, and if the machinery in the power house can be installed by- steam power when everything is in readi ness. The National Wagon Manufacturers' Association held a meeting at Old Point Comfort, Va., on the nth, 12th and 13th of June, which was attended by over thir ty representative concerns. Matters of importance to their particular business were gone over in detail, it was shown at this meeting that the cost of manufac turing was as great at this as at any time in the history of wagon making. The prices of all raw materials have advanced very rapidly during the past year. Espec ially is this true of wood stock, which has advanced 40 per cent, with no pros pects of a decline. Paints and oils have also increased in value, it was the unan imous opinion that an advance m the price of wagons was a necessity, therefore, dealers can look for an increase in the wagon market at any time. K S BROWN. SALES MANAQER Solid Robbing Color Varnishes. After the surface has been obtained by the use of Gear Primer and Filler, Surfacer or Rub Lead, as before mentioned, a light sanding or mossing off is again necessary, and the job is ready for Solid Rubbing Color Varnish. By the use of Solid Rubbing the color cuat is eliminated entirely. Solid Rubbing Color Varnish is a composition of color and varnish, that is made with color hav ing great covering capacity and extremely elastic, holding up in the varnish to a con siderable extent, and covers over the Gear Fillers, Surfacers or Rub Lead solidily, especially the greens and blacks. The saving of a coat of color is not so great in a single job, but, in a factory turning out from twenty to fifty thousand jobs, this saving of labor, color and time represents a considerable amount of money. Then, again, a coat of Solid Rubbing, such as outs, is more durable than a coat of Japan color, and this alone is a recommendation in its behalf. We have had better success with greens and blacks, than with reds, yellows and blues, and for this reason we adopted a line of elastic colors especially prepared for use over our Primers and Fillers, etc. These we term " Gear Colors." small manufacturers and local shops: With Gear Colors one can, by following the directions on the labels, make as little or as much Solid Rubbing Color Varnish as the requirements call for, thus always having the goods fresh, and in this way a saving is effected, and the goods always work free and easy. These colors are similar to Japan colors, Still another objection to solid reds is only they are very elastic and can be used as follows: Reds mixed with varnish, as a color coat on gears, wheels, etc., and also for making solid rubbings. AH reds, yellows, etc., can not be made sufficiently strong to cover solidily m var nish. Delicate shades, having a rich tone especially where large quantities of the pigment is used, get thick and heavy, even in sealed packages. This is due to a djeinical action, or oxidization, and when once opened and exposed to the air the are usually very transparent, and, to make goods become quite heavy in a them cover solidily, a great quantity of the comparatively short space of time. pigment would be required to be mixed i with the varnish, and when this is done After the job has been brought up in the working and flowing qualities have either Solid Rubbing Color Varnish or in been sacrificed, and a color varnish that Grar Colors and color varnish, etc., as is thick and heavy and one extremely just mentioned, the job is striped, and a difficult to apply, is the result. coat of gear finishing varnish applied. Where delicate shades, as just mention For a high grade job a coal of clear ed, are required, a coat of Gear Color and rubbing is used over the Solid Rubbing or a coat of color varnish made from the Gear Color and color varnish, rubbed Gear Color, is necessary to get results. out, striped, and finished. Another objection to the solid tubbings These Gear Colors ought to interest in the reds and yellows is that they settle your customers, and 1 suggest your making badly, an effort to interest the good local shops in Gear Colors are in paste form, are your territories. always fresh and especially adapted for S Next issue will be on Body System. 0007-SWP-i White City News Devoted, to Matters of Interest to Our Representatives. PUBLISHED BY VOL, 1. F. ft. OOUOALL, Sa c k s Ma ma4c * Talking Points ON DETROIT, MICH. JULY 18, 1903. NO. 8 lutely dry and Impervious to the influence of same, otherwise the paint may spot, crack, blister or peel, and be criticized ad versely, though the fault does not lie in the paint. Always use a good clean brush, because unsightly specks in a fiinished job may be attributed to the paint not being ground properly, whereas a dirty brush is the seat of the trouble. If the trade understands the necessity of using such goods intelligently, and impart the knowledge acquired to their customers, ; the problem of always securing an elegant I finish will be solved. dark one. At least two should be applied. If these reasonable precautions are al ways taken, and if you make it your busi ness to impress these facts on the minds of your trade, success will invariably attend proper treatment of the goods, and you will be surprised how well your customers like this reliable paint, and how rapidly your business will increase. Special Bulletin. SELLERS. Neal's Carriage Paints. Please remember first, last and all the time, that the enviable reputation the Acme Company enjoys received its start from catering to the public with Neal's Carriage Paint, and that the "Old Original" has, if possible, improved as the years rolled by. Even with a perfect carriage paint, how ever, reasonable precautions must be taken to insure the best results. It is essentia) that the paint should be well stirred, and every particle of pigment incorporated with the liquid before using, otherwise it will not cover properly. The surface must be free from dirt, grease or any foreign element that is likely to have a detrimental effect on the paint. This requires washing the work thorough ly, carefully drying and then sanding any rough places, so that the surface will become smooth and even. The paint should never be put on in a damp or cold room. It is desirable that the temperature be about 70 degrees. Plenty' of time should be given to dry, and if two coats are deemed desirable, a period of from forty-eight to seventy-two hours should elapse between each. The vehicle painted should not be sub jected to moisture in any form until abso Granite Floor Paints, Too much can not be said favoring the use of Granite Floor Paint. We are satisfied that it surpasses In quality and general desirability any floor paint on the market. To obtain the best results, conditions must necessarily be favorable and directions explicitly followed. If the following points are always given proper consideration, complaints which are occasionally made, due to improper use of the goods or conditions beyond our control, will entirely cease. An important requisite is afloor perfectly clean and dry, because no paint can be made that will adhere to, and give satis faction on, a surface that is impregnated with dirt or grease. Grease gives the paint a non-drying tendency and causes it to remain tacky. On new floors two, and preferably three, coats should be applied and ample time between each given to dry, say forty-eight hours if possible--the longer, the better. Drenching with cold water as soon as the work is completed, and frequently thereafter, keeps the paint bright and wholesome, and adds to its durability'. Granite should be well brushed out, and even, thin coats applied. Satisfaction can not be obtained by put ting on one coat of a light color over a ALF. R. KBLLY. District Sales Manager for the District of the Pacific and Far West W'e know that the appointment of our suave representative, Mr. Alf. R. Kelly, to the posibon of District Sales Manager for the District of the Pacific and Far West, will be hailed with delight by his hosts of friends, who wilt we know echo our senti ments, that the promotion is well deserved. His district will comprise the states of Montana, Idaho, Utah, Nevada, California, Oregon, Washington and a portion of Wyoming. Mr, Kelly has covered this territory for many years and has made a most enviable record. His discernment in surrounding himself with such able assist ants as are necessary to cover the field will, we know, reflect credit on him as well as the house he represents. ACME WHITE LEAD AND COLOR WORKS, THOMAS NEAL. Secretary and General Manager. Detroit, Mich July nth, r{P3. WHITE CITY NEWS Successful Salesman MR H. HARBECK, Of Sickles, Preston and Nuttme Co., Davenport, la. Mr. H. Harbeck was born in Germany in June, 1849, and after completing his education entered a hardware store where he remained for three years and a half, leaving Hamburg in March, 1869, bound for America. Arriving in this country he remained only a few days in New York then went to Chicago where he likewise made a short stay, eventually settling in Davenport, Iowa, about the last week in March, 1869, and entering the employ of Messrs. Sickles, Preston and Nutting the following week. He remained in their store until r88r, gaining an enviable reputation for his business ability and genial manners, then went on the road and has traveled for the company continuously since that time. Mr. Harbeck is popular wherever he goes. He is a most successful salesman, persenting the numerous lines carried by his firm in an able and conscientious man ner. His thorough knowledge of the many points about the trade, his willing ness to aid his customers in their difficul ties and his untiring energy and devotion to his work have won forhimtheaffection and esteem of his many customers and his firm. Thinks He Has a Hardwood Floor. Detroit, Mich. July 2nd, 1905. Acme White Lead and Color Works, Detroit, Mich. Gentlemen: 1 bought some of your light ground filler and put on twocoats of it on my pine floor, let it dry, then put on one coat of Davies (dark oak) VarnoFloor-Stain. Made a great change. 1 think I've got a hardwood floor now. Respectfully yours, GEO. FRANK. 305 Khby Ave W. " Pick-me-up-ups " For The Salesmen. trade, should never criticise a competitor's FROM PICCOLO. goods, for he is also criticising the judg In order to do good work on others, a salesman's own physical and mental con dition must be good, and his first effort, every morning, should be to place himself in the right attitude of mind before he begins work. Every salesman of experience knows that he has had days when everything seemed bright, and everydody wanted to buy from him; but does he realize that the secret lay largely in his own condition, and not so much in that of others ? A salesman must compel himself to hold certain opinions and to determinedly sus tain them. He must be absolutely firm in his belief: 1st. That his employers are men of ment of the man who has bought them, and he risks the loss of the buyer's friend ship by making unfavorable comment. A salesman should remember that his house pays something for its goods, and that it is a very close proposition to make adequate profits even under the best conditions. , A salesman should: 1st. Obey instructions--intelligently-- not like a schoolboy. 2nd. Not write too many letters. 3rd. Make his correspondence brief and to the point 4th. Never attempt to cover the case of every customer and condition in one letter. 5th. Write nothing; on the order stieet unquestionable integrity, men ofjudgment, that does not pertain to the order thereon. capable buyers, and understand their Paper is cheap. business. 6th. Write about each separate matter 2nd. That, as a whole, his house is the on a separate sheet of paper; it saves time best in the country, and he is proud to and prevents confusion in the house. represent it. 7th. Give strict and careful attentionto 3rd. That his goods are what the trade all price-lists, circulars, and other Infor wants and ought to have, and it is a mation mailed him by his house. Careless pleasure to offer them. ness in this respect often causes a salesman 4th. That the prices given him are fair, to miss trade. and as low as they should be, with justice , to his house. 5th. That he is not afraid to ask the price given him, for the goods are worth the money. 6th. That his customers are anxious to see him. 7th. That he expects to sell every man he calls upon, and that his customers want to buy now. 8th. That he does not fear competition. 9th. That he will work, 10th. That he is " it," and everybody knows it. Attention. If you expect to sell Slating now is the time. Acme Liquid Slating can be offered with confidence, because it has every necessary requisite and consequently will do the work right. It is offered in the popular colors, black and deep green. It can be applied by anyone and the desired result readily obtained. It dries perfectly flat and produces asurface easy to write on, easily kept clean, A salesman should remember that if he and the difficulty of endeavoring to accom does not sell goods, no matter what ex plish good work on a surface not free from planations he may offer, his house can not gloss is never encountered. afford to keep him. He is not employed While school is in session it is not con to make explanations, butto secure orders. venient to re-finish blackboards from time A salesman should understand that his to time. The use of Acme renders this house does not employ him to sell his com unnecessary, because 111 same we combine petitors' goods; that his real duty is to the essential features--finish, permanency find the advantages in his own goods, and and durability. to present them to the trade in the most A good article of this character helps thorough and skillful manner. sell others, and if you can prevail on A salesman who is always asking his parties interested, to adopt our slating, the house to get him the "other fellow's" ground is broken for convincing them that goods to sell is giving a sure indication of it will be advantageous to use paints, poor ability. varnishes,t enamels, etc., bearing the A salesman has all he can do when he trade mark " Acme Quality." gives strict, conscientious attention to his The field is a good one, our product own goods, without giving time and merits general approval, and we confidently attention to the goods of his competitors. expect a marked increase in business A salesman, in conversation with his before the season closes. WHITE CITY NEWS The Inevitable. JAS. K. CONNOR. It chances on a pleasant day while you are or the street. You stumble quite unwittingly on a friend you're glad to meet. Then as you stand there trying to talk amid the din, The usual chump comes wandering bye. and He will butt In. You meet another jolly chap, who tips you a sly wink. And together you and he go m to buy a cooling drink. Then as you look around the room you meet the sickly grin Of the usual chump who's always there, and He will butt In, Another time while at a dance you meet your only girl. And with but slight persuasion she deserts the giddy whirl, Then you And a quiet corner and the question you begin, And the usual chump coices wandering bye, and He will butt in. I wonder when the trumpet sounds end we stand at the gate, The " Butter-In " will be there too. waiting to hear his fate, Will St Peter frown upon him, remembering his sin. And slam the gate with a fearful slam, so He can't butt n7 SUGGESTIONS FOR DECORATION. As Entertaining and Instructive Article from the "Journal of Decorative Art." The walls of a dainty bedroom are hung for the lower two-thirds with a mousecolored ingrain paper, serving as an excel lent background for numerous photographs and water-colors framed in narrow mould ings finished with aluminum, which are suspended from a combined picture rail and photograph shelf that caps the dado, and serves as a resting-place for plates, vases, and bric-a-brac of one kind or an other, as well as for numerous unframed photographs. Above the rail the wall is hung with a deep buff ingrain paper, with a blue frieze of an outline pattern--art nouveau design stenciled upon it. A narrow moulding of an egg and dart pat tern, in ivory blue and silver, breaks the ceiling angle. The ceiling is panelled with a stiling of very pale blue, and a centre of cream moire paper, separated by an alumi num half-round moulding. The curtains are blue and buff figured cretonne, over sash curtains of dotted bobbinet. The woodwork is Neal's Snow White Enamel, with oxidized silver hardware. On the floor is a blue wire grass matting, with several rugs in deep blue, warm browns, and mustard yellows. The brass bed and maple furniture of a light and graceful pattern harmonize very well with the decorations. Filling the Open Joints in a Floor That Is to Be Stained. Now, when our Davits' Varno-FloorStain is becoming so popular the following, taken from the Painters Magazine, will no doubt be of interest to our representatives : F, K. has to stalnthe floor of a room in which the joints are somewhat open and desires to know what he had best All them with before staining'. Answer If the joints are wide we would say that you had best use a mixture of whiting and glazier's putty, to which some Wotting paper that lias been soaked In water is added, and this mass should be well kneaded togeather with some brown japan and a little turpentine, then well pressed Into the joints with the putty knife. If the joints are narrow, not over oneeighth of an inch in width, ordinary glazier's putty to which sufficient whiting and japan has been added to make it dry fairly quick will servo the purpose. It is best, however, to first give the Joints a coating with boiled oil to give the putty a good hold and the putty should be colored to match the stain, as otherwise the filling might show up too prominently To make a quick and hard drying putty use equal parts dry white lead and whiting, and mix with equal parts of coach japan rubbing varnish and turpentine to a stiff paste. This putty will dry hard over night, unless the joints are very open, but will have to be colored to match the stain before it Is used. A Good Test. Mr. lea McCord has just completed a test of New Era against Eagle Lead. Mr. McCord figured on the same number of gallons when mixed for use. He had six cottages to paint and says that he figured io gallons to each cottage. He says that he ivas compelled to purchase two addition al gallons of Eagle Lead Paint to finish the three, and had 614 gallons of New Era left from the same number. These cottages were all the same pattern. Mr. Mr. McCord says that New Era Paint is so tough that it has no end to the spread ing capacity and all one has to do is brush it out He says no more White Lead for him. New Era is the stuff. Mr. McCord is an Indianapolis painter and will use New Era on all of his work. He is building a house and will use New Era, as he considers it the best paint made. w J. s. .......... . - 1 -- - ft S BROWN, Sa ,. MANAGEB Body System. In painting a carriage body, the first coat that is applied is the body primer. Our Body Primer is made extremely elastic, and has great penetrating proper ties, which is a very essential and neces sary feature, if results are to be expected and a durable job obtained. Body primer is entirely different from gear primer. With gear primers we expect to do some of the filling of the grain, the wood being hickory and open gram, and also very hard to penetrate, while with the body we do not aim to fill at ail with the pnmer, but to simply penetrate the wood, and the wood being soft, it absorbs the primer, providing there is not too much pigment in same. Therefore, our Body Primer has only enough pigment in it to color the liquid and, being thinner as well, the wood absorbs this coat of primer, which is a protecting coat for the succeeding coats of rough stuff, color, rubbing varnish, or finishing coats. This primer is adapted for modern paint ing, having the advantage of quickness over the lead and oil method, yet retain ing all the good points in the latter, and this is accomplished by the same method of treating the oil as in our Gear Primer, viz., by our secret process of extracting the fatty substances, and making the oils elastic dryers instead of non-dryers. This body primer has received nothing but praise from all sides, and is so good that a man could not very well condemn it with impunity. After a coat of this body primer is ap plied, the next process is to putty up the holes, plugs, comers, etc., and when dry a coat of our First Coat Body Filler is applied. This first-coat body filler is what is termed by carriage painters as " half and half," viz., half keg lead and half rough stuff, and usually a little rubbing varnish added to it. Our First-Coat Body Filler is made on this basis, but is tinted a reddish hue, so that it is easily seen when the person rub bing the body out of rough stuff rubs down to it. Thus, it acts as a guide coal from the bottom. This feature is a good one, for, when a man has rubbed down to this coat he will see that he is nearing the Primer, which will cause him to go cau tiously, for if he rubs entirely through the primer and into the wood, the result is that it will immediately raise the grain of the wood, and no amount of after work will bring this back so it will not show when finished. This first-coat body filler, having been made from half lead, greatly protects the primer. Our primer, as before mentioned, lias great penetrating powers, but when rubbed beyond the limits of penetration, the grain is bound to raise. After the first-coat body filler is applied (four or five coats are usually used for medium and six or seven for high T w h it e c it y n e w s grade work), and when the last coat has stood long enough to be thoroughly hard (twenty-four hours at least) the body is then taken to the rubbing deck and rubbed out. This rubbing is done with rubbing brick and plenty of water, until the rough ness is taken off. Then it is smoothed up to a surface with lump pumice until the de sired surface is obtained. After standing usually another day to iet the water dry out of the filler, it is sanded off with fine sand paper, and a coat of japan color applied, or, in some cases, a coat of solid rubbing body black is used instead of the japan color. Then as many coats of black or clear rub bing is used as the grade of work calls for, and the finishing coat of varnish applied. Body black solid rubbing color varnish is by far blacker than any other solid rub bings on the market, yet it is not as black as black rubbing and can not be made so, yet, for ordinary purposes, it answers the requirements and gives good satisfaction. Byits use a coat of color and th e application of same is eliminated. If any of our representatives wish further enlightenment on this subject, same will be cheerfully given through a personal inter view, or in answer to questions through these columns. It is a black ttui is blacker than any other solid blocks on the market For durability and covering capacity it is all you can ask for, because there is nothing better. date was practically left to the local com mittee and that he understands that the executive committee of the association will Covers solidly over Body Filler or Rough Stuff, accept the recommendation of the Cleve- saving the cost of color and the application ofsaoieas l land committee. In all probability the well as the time. Rubs In two days, flows freely and will not crack, convention will be held at the time named. peel or flake Elaborate preparations for the entertain If you wish the names of manufactures who have ment of visiting manufacturers and their lad years of practical success with Acme System we shall be glad to send them We are ready to send demonstrator to prove our claims any time you say so. and are ready to convince wives and friends are being made by the Cleveland committee, which is composed of gentlemen connected with prominent you at our own expense. f you are willing to be Cleveland companies having large trade convinced connections with the leading agricultura implement factories. The Cleveland members of the committee realize that they will have a hard task to equal the enter tainment furnished by Minneapolis last fall. The members of the organization really do not demand such elaborate T W CONNOR. SALES MANAGED entertainment, but the Cleveland manu This may be considered vacation time by some; not so with this department as is shown by an order just received from M. Taylor for a full car shipment of Eclipse Paste Paint, Reducers and Agricultural Varnish for Anderson Carriage Co., I-ittle Falls Minn. Rush order, too. facturers are enterprising and they hope to fully equal the splendid program offered to the delegates and guests at Minneapolis in October last. With favorable weather, which may be predicted for Cleveland during the third week in October, the Cleveland committeemen are confident that they will more than satisfy the ladies and gentlemen who come to the convention. Letter No. 6 ta Carnage Manufacturing Trade. Lead and oil primers are too slow for these times and conditions. Acme System Body Primer has all the good qualities of lead and ofl primers and none of their bad ones. No trouble is experienced from the grain raising if rubbed too closely. it works easily and has great penetrating properties. It does not shrink or cause succeeding coats to shrink or peel Our Acme System booklet will tell you all about It. The Acme System has plenty of friends whose favor j s based upon years of practual experience Wc should be glad to furnish you with names of some of ibera Letter No. 7 to Carriage Manufacturing Trade. A more durable tiller than the body tiller offered with Acme System of Carriage Painting can not be made It does not crack, peel or flake, and gives that smooth, elegant surface so much desired by carriage manufacturers. [t does It quickly, easily and continually. It rubs to a surface with ease, holds out the finish belter lhan rough stuff, is ground finer end has the advantages of being ready for use and absolutely uniform By it's use you escape *' guess work " formulas. Write for booklet on Acme System of Carriage Painting We can send you the names of carriage manufac turers who have used the System very successfully for years. We have sufficient faith In our System to send a demonstrator to show practical results at your factory at our expense Can you ask for more evidence1 Letter No. 8 to Carriage Manufacturing Trade. Just a few facts about our Solid Rubbing Color Varnish Body Black. Neal's Bedstead Enamel Anti-Rost. \ The iron bed manufacturers show much \ ! interest in these goods and we are reci vine J inquiries daily in response to the circular letter recently sent out. We know the goods are right and our o representatives should take advantage of this opportunity of securing a foothold with firms whom we have been unable to interest in other goods. .11 TAYLOR. Mr. Taylor has also sent in, from Mon mouth Plow Co., Monmouth III., year's contract covering dipping tank equip ment and materials of our manufacture used by this firm. This is one of Taylors "carload" customers. BENSON E BROWN, SALES Ma n a s e s . CONVENTION DATE FIXED. Cleveland Committee Selects Tuesday, Wednesday and Thursday, Oct. 20, 21 and 22. The local committee in charge of arrange ments for the forthcoming convention of the National Association of Agricultural Implement and Vehiele Manufacturers, at Cleveland, has recommended to the execu tive committee of the association that the the convention be held on Tuesday, Wednesday and Thursday, October 20, 21 and 22. A leading member of the committee states that the selection of the Hard to Exterminate That the disciples of the White City are hard to exterminate was again shown a few days ago. H. V. Deming added a railroad wreck to his long list of road ex periences and came through with nothing more serious than a shaking up. The accident was on the Wabash near Stuebenville, Mo., and there were several lives lost. We were fully represented at the annual convention of the Master Mechanics' and Master Car Builders'Associations recently held at Saratoga, Messrs. B. E. Brown, H. N. Turner and H. V. Deming being in attendance. * # 0007-SWP-000128310 White City News Devoted to Matters of Interest to O-ur Representatives. PUBLISHED BY PAINTS.ENAMELS < t&M - > CuLuRS.VARNISHES * VOL. I. DETROIT, MICH. JULY 25, 1903. NO. 9 goods cost the dealer virtually 10 per cent, warded to us. This indicates that the or less than the regular price. A full line of der has actually been accepted, and is or advertising matter is also included with will be shipped, and the amount of the each assortment. These assortments can sale is then credited to the salesman's rec be carried in jobbers' stock ready for ship ord which we keep here. ment, and the dealer is thus enabled to Orders not accepted by the jobbing F. R DOUGALL, SALES MAHAQC R get them promptly after placing his order. house cannot be counted by us. $5.00 and $10,00 Assortments. Our $200 prize competition open to job Thejobber secures his regular margin bers' salesmen is explained in this issue. ofprofit on these special assortments. The little booklet on $5.00 and Jro.oo A special prize, however, of $5.00 for each This is the finest opportunity ever of Assortments which is sent you with this $100 worth of these assortments sold will fered dealers to place trial orders for stocks issue of the WHITE CITY NEWS, not only be given. For the purpose of keeping an of these specialties, all of which are staple, outlines the assortments of our Rapid- accurate record of sales, we provide each saleable goods, of "Acme Quality." No Selling Specialties which we are putting jobber's salesman with a book of order rish to the dealer is attacked to this slight up in the above quantities, but also gives notification blanks, a sample of which is investment, as the goods can not fail to the points of advantage, or "talking also sent with this issue. These blanks sell, and we have sufficient confidence m points " on the various lines. This plan are divided into three parts and perforated, our own products to predict that they will, is intended to assist in the introduction of one part being sent by the salesman to his with the assistance of the advertising these goods in the stocks of dealers who house with the order, another mailed material furnished, help the dealer mater have not heretofore handled them. We promptly to us, and the other is the record ially in building his paint business. make it easy for the jobbers' salesmen to he keeps himself. When his order has We believe it will be a comparatively sell these goods. An extra quantity is in been accepted by the jobber, the blank easy matter for the majority of jobbers' cluded with each assortment, making the sent them by the salesman should be for salesmen to induce their customers to place orders for To enable new trade, who have not as yet taken advantage of this liberal offer, to do so, we have decided to keep same open until December 1st, 1903. these trial as sortments, and if the salesman $4 e $& o X rtf T3 ^" >> CO D *0 S' ,S8 This offer is open only until Dec. 1st, 1903. Special Offer to Dealers on lSTew Era, Vaxnislies With on order for New St a V rnlsh es amounting' to $Ne t , we will send GRATIS, 4 gal- No. 1 Coach or Ions In * gal. cans. ' It. H* 0. Finish d* JTA Ne t , we will send GRATIS* 8 gal- 1 N. 1 Coach or Ions In 1 gal cans. I Lt H. 0. Finish d* *7C Ne t , we will send GRATIS* 1* gal- 1 No, 1 Coach or ^ Ions In 1 gal. cans. j Lt. H, 0. Finish VALUE 3.75 7.50 11,25 Conditions This offer applies only to your first order for NEW ERA VARNISHES. The order must be sent to your Jobber WITH t h is NOTICE ATTACHED with the request that the Jobber forward the order and this notice to us. The order must be filled and shipped by us, direct from factory and charged to YOUR JOBBER. re W2 S-fi re C cl &O I* 3a D v5T g 8 otr f should not feel that he would stand the best of chances to win one of the big prizes, he can at least feel that anyspecial effort on his part will be appreciated in the shape of a special prlze amounting to $5 for each $100 worth of these assortme nts SOld. If you are a <u s AS w * Vi a Sea Price List and Discount on Last Page. Enter Your Order on Inside of This Page* DETROIT, MICH. jobbers' sales man and have not already se cured a sales- 0007-SWP-000128311 WHITE CITY NEWS man's outfit for presenting these assort ments, together with a book of order notification blanks, send in your request at once and they will be forwarded with out delay. _____________ The Merchant and His Drummer. BY J. V FARWtLL What would an army be without a drummer ? Music is the soul of motion in more ways than one. The music of the universe is the sym phony of motion in suns and planets, which thus spell out God in large letters. He who set them all in motion said : " Let us make man in our image and let them have dominion over ail the earth." Such being man's origin and destiny, it is his special business to make things move, if God knew what He was about when He made him m His own image. The fact of such a creation makes God man's partner in every evolution of progress that makes for righteousness and advancement for the race. The past one hundred years have $200 in Gash Prizes 1 ST 2n d 3RD 4-t h 5t h PRIZE, $100.00 50.00 25.00 15.00 10.00 An Opportunity for Jobbers' Salesmen The above prizes are offered to the salesmen of jobbing houses selling the largest amount of the $5.00 and $10.00 assortments of the "Acme Quality3> Line of Specialties tn Paints, Enamels, Stains and Varnishes, described in the following pages. CONDITIONS; 1. Salesmen desiring to take part in competition will please send us their names and the address to which to mail a supply of blanks to be used to notify their house as well as ourselves of orders which they secure. We shall also send them a little booklet with illustrations and concise, but complete informa tion to enable them to present the goods without trouble. 3. On receipt of notice of order from a salesman we shall request ;hc house, to whom order has been sent, to advise us of shipment, as orders declined for any reason will not be counted. 3. Our own representatives wilt not take parr in competition. 4. Competition will cover the fall season and close December 1*, 1903. No notices received later than the last mail of the latter date will be counted. This proposition is not like introducing new goods. The Acme line of specialties are recognized as staple by all dealers. In the assortments we have included only the best selling shades and sizes. The demand for the goods is constant and no dealer investing in an assort ment risks buying goods that will stay upon his shelves. The assortments of the various lines are packed separately, each with a complete hne ot advertising matter. The extra quantity which we include in each assortment amounts to about 10 per cent and is offered for the purpose of starting the goods with dealers who may not be handling them. This is an inducement which will prove of material assistance in securing new customers. Send your name, address, and business card or printed stationery of your house to De p a r t me n t o f Pr o mo t io n . seen more advancement than all the other centuries that preceded it. When I began business in this city fifty years ago country merchants came to town in wagons to select their goods, and that was the only transportation known to the times. The travelling was then done, not to sell goods, but to make a close diagnosis of the merchant who had been his own commercial reporter, to see if he had book ed himself properly. 1 have spent months in such excursions with a horse and buggy to help in starting a trade which now re quires an army of commercial travelers over railroads in every direction with sample trunks to meet its ever-increasing demands. The character of these men twenty-five years ago would not have been scheduled Ai including myself, of course -by scrupulously correct reporters; but the growing importance of this new industry soon demanded the best men to fill the bill, both in the minds of buyers as well as sellers. No first-class house could afford to be represented by a third-class man, who would be thus sized up by the firstclass buyer and be notified--politely, of course--that his goods were not wanted just then, even if there was none of the kind on the shelves. Whisky and cards were in due time noted as back numbers by all traveling men who wanted a firstclass job of any kind--even in selling whisky. Such is human nature in the breed that makes success in any line of business. it may be possible for third-class men to sell third-class goods for third-class mer chants to third-class buyers, but as a rule for no other kind. Hence the character of traveling men has been constantly "breeding up" as we say on the Texas cattle ranches. The very existence of such an institution as the Sheldon School of Scientific Sales manship, emphasizes the well-known de mand for full-sized men to sell all kinds of goods for first-class houses. While able men by years of practice can, without a college education, master almost any call ing, it is a well-known fact that thecollegetrained mind can, in practice, acquire a proficiency in any profession much sooner than the raw recruit. While this special school is a new thing under the sun, it may prove to be the very thing that the new demand for better qualified salesmen has made necessary, or at least very de sirable, to aid young men in taking firstclass positions as traveling salesmen. It is estimated that there are now in the United States 400,000 traveling salesmen. j V- 0007-SWP-000128312 7; V -x\ -V WHITE CITY NEWS This grand array of peace in this great re public has been enlisted mostly in the last twenty-five years and has come to stay. The school to train such salesmen is a le gitimate child of ever-increasing competi tion and has also come to stay, if it in creases the efficiency of those under its tuition, as is confidently expected that it will. As England has been the most noted nation as a commercial factor, we find that tire traveling salesmen were first organized in that country, but Brother Jonathan soon took the lead of John Bull in this method of extending trade. It does not take a Yankee long to appreciate a good thing and move to its music. The invoice of the qualifications of the successful salesman is composed of a nat ural condensation of consecrated common sense, which is so uncommon among the majority of men. To know the quality of the goods you sell--through and through-- is the best introduction to a buyer who knows his business. To know men as merchants as well as the masculine gender is just as important. Then comes courage as a large part of common sense, which never surrenders to circumstances in mak ing a sale, which will even make circum stances to do it when necessary. The last quality, which is also the first, is the grace of common sense to do the right thing under all circumstances, in such a polite manner that your customer will never forget it. That always brings anotherorderin due time. Knowing men as merchants, there fore, is most important. 1 remember two incidents in my own ex perience that will illustrate my points. One was a man who reported himself financially all tight, but when 1 came to prisoner and worth having for future and sell him goods 1 found he was as ignorant larger deals. about them as a mule is of good manners, To deceive a customer in regard to the and in less than an hour 1 informed him quality or price value of goods to get an that 1 had changed my mind about selling order is very disorderly conduct m a sales him a bill and advised him to try some man, for sooner or later the customer will business that he knew something about. graduate in the school of both agencies The other was a bright man who knew which made him buy of you and then his business well, but did not know him when you try again to sell to him he will self. 1 found him at his hotel that very probably give you a lecture on fair dealing. evening after selling him his goods--dead Experience with him in his deals with you drunk. disinherited you from any further interest He was well sobered up when he drove in his profits or losses. up his wagon to get his goods next morn Give every man credit for knowing the ing. But 1 informed him of my discovery quality and value of your goods until you of the previous evening of another kind of find you are mistaken, whether he does or man from the one I had sold the goods to. not, and you will be more likely to keep I told him I could not make a customer your customer for future operations. for my firm of a man who was so easily converted Into a know-nothing animal. We wish to extend our sincere sympathy He was completely taken aback, confessed to the S. B. Hubbard Company, of Jack his wrongdoing and promised that it would sonville, Fla., in the loss of their presi be the last time he would make a fool of dent, Mr. Samuel Birdsey Hubbard, who himself if 1 would let him have his goods. died at Jacksonville on June 21st. Mr. After some parley I made up my mind that he was in dead earnest and so I let him have the goods. He kept his word and in due time became a wholesale as | Hubbard's death will be deeply regretted not only by his intimate friends but by the many business acquaintances of the company. well as a retail merchant man inland town j We regret to announce the death of Dr. and president of the Y, M. C. A. Long Boswell Ward, president of the Ward afterward he said to me: "That incident j Bros. Drug Co., of Indianapolis. Dr. was the turning point in my business I Ward died at Winona Lake, Ind., on career and every other kind of career." 1 July 9th aged seventy-two years, and his Real experience in knowing goods and I passing will be a distinct loss to the com- men must have disciplined every sales I pany whose success has been in a great man's mind before he can surround his I measure won by his wise and conservative customers and capture their trade. A cus business methods. An earnest Christian, tomer must himself fairly captured him price of your goods see that you have in the quality and before he willingly ' his every business act was guided bj^tne dictates of conscience and his business'diid private life was a model of courtesy, probity and integrity.* I surrenders, and then he is a pleased T. W CONNOR. Sv.ra Ma n ao c h Trade Talk. That the manufacturing trade season is fairly under way is evidenced in a very substantial manner by the number of con tracts received this week. Mr. W. H. Conner sends in three, as follows: Ohio Cultivator Co., Bellevue, Ohio; Pratt Mfg. Co. Coldwatei Mich.; American Screen Door Co., Adrian Mich.and Ironton Mo., and Mr. M. Taylor sends in the Sattley Mfg. Co., Springfield, 111., all of them are representative concerns in their line of manufacture and may be used as references at any time as to " Acme ( The directors of the new company are Quality" and dipping equipment. : Messrs. C. C. Bolton,SilasHitchcockand j S. W. Folsom, Cleveland, Ohio; Judge The Aultman & Miller Buckeye Co. . William A. Vincent, Chicago, 111., and The Aultman & Miller Buckeye Co., I Gorton W. Allen, Auburn, N. Y. The recently incorporated at Akron, Ohio, with ^ three first named are business associates of &75o,ooo capital stock, will succeed to the ' Senator Hanna, and constitute a majority business of Aultman, Miller & Co. The j of the board of .directors, thus giving them creditors and the court, as reported in The j control. It is generally understood at Implement dgc of July 2nd, gave their Akron that the capital to reorganize the final approval to the offer of Judge William business was furnished by Senator Hanna, A. Vincent, of Chicago, who agreed topay who is receiving hundreds of letters from $640,000 cash for the assets of the old all parts of the country, congratulating him company, and the new Aultman & Miller on his enterprise in putting money into an Buckeye Co. will continue the manufac independent harvester company. ture and sale of Buckeye harvesting Judge Vincent has been elected president machines. The Akron twine mill, owned of the company. He has an intimate by the old company, will come into control knowledge of the implement trade, acquired of the new company September ist, after as counsel for prominent concerns and as a lease has expired, under which the mill a result of several years' experience as has been operated by the Travers Bros. counsel for the National Association of Co., of New York. Agricultural Implement and Vehicle Manu- 0007-SWP-000128313 P WHITE CITY NEWS facturers. Mr. Gorton W. Allen has been elected general manager. He is a thirtythird degree machine man, having been general manager for D. M. Osborne & Co. for many years, and in recent years a member of the firm of Henry & Allen, Auburn, N. Y, He was national commis sioner from New York to the Columbian Exposition, and also distinguished himself at the Pans Exposition of 1900. Interview with Judge Vincent. Judge William A. Vincent was seen by a representative of The Implement Age, and said: " The business will be run as an independent concern under the name of the Aultman & Miller Buckeye Co. We are not looking for a fight with the Inter national Harvester Co., but we propose to sell our goods. We have ample capital to carry on the business. Buckeye harvest ing machines have been favorably known to the trade for nearly half a century, and we propose to maintain their high reputation." The new plant of the Coquiltard Wagon Works, at Henderson, Ky., is rapidly nearing completion. Thefactory buildings have been erected, and at present machin ery is being installed. It is the expectation of the management to have the plant m full operation within thirty days. The Daisy Manufacturing Company, of Ashley, Ind., has decided to move their plant to Moundsville, W. Va., and has secured a site in the Boom Ground addition, near where the old planing mill stood. They expect to break ground for the plant about August 1st. The company will manufacture farm implements, steel wheels, fawn swings, push carts, etc. The Grand Rapids Combination Wagon Box Company, Grand Rapids, Mich., have incorporated with a capital stock of $30,000. The incorporators are E, Roeniut, Otto R. Roeniut, John A. Gayner, John A. Arpin and C. A. Podawiltz. A new harrow company, to be known as the Dakota Harrow Co., is to be incor porated in Mitchell, S. Dak., with a capital of $30,000. Mr. J. H. Brown, of the Detroit Harrow Mfg. Co., was the organ izer. The officers of the company are: Wm. M. Smith, president and treasurer; A. A. Truax, secretary and general man ager; John Grace, vice-president. The three also comprise the directorate of the company. R t 8RORM, SALES MANAGER Demonstrations. Demonstration is one feature in the Carriage Manufacturing Trade Depart ment to secure trade whereverthe business will warrant it, such as builders who are putting out one thousand or more jobs pet year. It takes from six to ten days to show up the full line, that is, inthe Acme Systemgear and body. Body system takes the longest, as there is much more work on the bodies than on the gears and wheels. After we get permission to demonstrate in a factory, we must be very careful not to take the least advantage of the privilege given to enter the plant. As the Acme System is in two parts-- Body and Gear--we will take them separ ately so as not to get them confused. First Acme Body System. Body Primer--First Coat Body Filler. Prepared Rough Stuff--Black in Japan. Solid Rubbing Color Varnish. -The primer takes forty-eight hours to dry, but after it has been on the work for twenty-four hours you can putty, and the third day apply the first coat body filler, which is a very elastic coat and helps to hold up the varnish from sinking. This coat is allowed twenty-four hours to dry. Afterwards apply one coat of rough stuff each day, three to six coats being used, according to grade of work, and when dry rub down with German brick or. pumice stone, and water. All to dry out good, and give one coat of black or solid rubbing | During this process the demonstrator color varnish for cheap work, and one coat shows the buyer and foreman painter the each of black rubbing andclear rubbing var results, but the best results forhira is abig, nish for good work. Rub out with pumice fat order and the future business of the stone and water, ornament, if so desired, concern. and finish. I have been acquainted with this system Second. Acme Gear System. for several years and have seen other Wheels and gears are given on coat of systems worked, but there is nothing 1 primer, either black, red or yellow (what- , know of that comes up to the standard ever color the job is to be finished in), quality of Acme System, Always the allowed to stand forty-eight hours, putty same, easy to work, and never comes off. in twenty-four hours. The third day C. H. M thoroughly sandpaper and give one coat of gear surfacer or rub lead. Allow twenlyfour hours for same to dry; these are tinted according to shade, so that thesolid Letter No. g to Carriage Manufacturing Trade. Did you ever lose business In the busy season, be cause you could not get the work out quick enough "> rubbing color varnish, made from our Time means money and particularly at that season. elastic gear colors ground in system ! Acme System of Carnage Painting will save both which makes them very elastic, will cover 1 time and money. over them perfectly. It k a system that Is both quick and sn/e. You can " rush " our system with safety and still Should you desire to have a fine job, secure the perfect finish you must have to please your apply over the surfacer, or rub lead, one customers. coat of gear color and tint the rubbing vat- I No cancellation of " rush orders *' where Acme nish with the same color, and you will , System is in use have a first-class job. The Acme System has many old-time friends who are willing to say a good word 'for it. based upon Use moss on each coat to take off any years of practical experience. dirt that might get on the work during the We are willing to demonstrate it in your factory at drying. our own expense, and should like your name added to After the solid rubbing is dry, moss off, our long list of users. stripe and finish. Or if clear varnish is Letter No. 10 to Carriage Manufacturing Trade used, rub down with pumice stone and Those using Acme System ot Guriage Finishingda water, which makes the work look much I not get " hung up " In the paint shop. better when finished, but only first-class Acme System moves quick, and It moves safely and surely, too shops use that as it costs more. It Is not an experiment with us. That stage has Great care should be taken to have all long since passed. coats dry good. In this system one coat fits in with the other in such a way that the job will last longer than when painted with any other That It Is a success 1$ a fact that can be testified to by our many customers who have used It for years. ft saves time and labor and insures as perfect a finish (better in many respects) than can be secured by the slow laborious processes that prevailed In the system of painting. past. The surfacer and rub lead are ground Our Acme System booklet will tell you about It. If you want the names of can-luge manufacturers fine like coach color, which does away with who have used Acme System successfully for years, lots of sandpapering. ! we shall be glad to send them. * 0007-SWP-000128314 I White City News Devoted to Matters of Interest to Our Representatives. PUBLISHED BY [PAINTS.ENAMELS ' '<* w 4 ** # VOL. 1 DETROIT. MICH AUGUST i, 1903. NO. 10 F R OOUQALL. BALfS BUMGE* The Salesman's Omar. EDWARD W- MILLER. How oft have I. upon a railroad train. Dozed as 1 road, then woka, then dozed again. Wishing that I might lay my weary bead Upon a pillow--hut the wish was vain. A country store, a red-hot day, and thou. Sitting behind the courier, hear me now-- Telling thee all about our newest line. Wiping the perspiration from my brow. Talking 'he while the mercury coth climb. (Oh, for an empty pitcher and a dime) Hearing thee say, for all my eloquence, "There's nothing doing--come around next time." Times have l thought when orders were non esi. What If the firm should wire n^e, " Take a rest,'* " Go to the seashore--stay at cur expense **-- Always my pipe goes out--`tis all a jest Some day I'll jump the last thro' trafn find so. Soon strike the land where all good salesmen go, Nothing to do but rope In carload lots. O, that such consummation may be so. We received a visit this week from Mr. Julien Phillips, of Phillips, Garbrough & Allen, of Opelika, Ala. We showed Mr. Phillips over our plant and he expressed himself as being very much interested in all he saw. Phillips, Garbrough & Allen are our agents at Opelika, Ala. A Writer in Trade makes a novel argument in favor of handling high class goods, stating that in handling this class of goods in competition with cheap goods, he makes 200 per cent, on part ofhis money. The point being that where his competitor buys a certain class of goods at 12c and sells at 15c, he buys at 13c and sells at 17c, thus making 2c more profit on the extra cent he spends for quality. This gives him a 200 per cent profit on the quality part of his investment. Many men tire themselves to death luoking for an easy job. EDUCATION Among the recent visitors to the factory was Mr. J. H. German, a representative of Messrs. Smith Bros., wholesale hard ware dealers, of Columbus, and our dis tributers for that district. Mr. German made a very thorough tour of the plant and gathered quite a number of new " talk ing points " relative to the merits of New Era Paint and the " Acme Quality" Line. ALP ff. KKl.LV. We have lately received an order from The Spokane Drug Co., of Spokane, Wash., for three car loads of our goods. This order was sent in by Alf. R. Kelly. Mr. Kelly has made arrangements with the Spokane Drug Co. to act as our distributers in the State of Washington. Ashland, Oregon, July to, 1903. Acme White Lead and Color Works, Detroit, Mich. Gentlemen : I am painting the South ern Oregon State Normal School buildings with the "New Era," as it is the most reliable paint I have found. I have bought over $600 wonh since 1 bought out your agents, the Pioneer Paint Company, of Portland, Oregon. Yours truly, H S EVANS. "6ld Gorgon Graham," Pork Packer Chicago, 'Writes to His Son Pierrepont, of Harvard University. Dear Pierrepont - Your Ma got back safe this morning and she wants me to be sute to tell you not to over-study, and 1 wdn't to tell you to be sure not to under study. What we're really sending you to Hdrvard for is to get a little of the edu cation that's so good and plenty there. When it's passed around you don't want to be bashful, but reach right out and take a big helping every time, for 1 want you to get y.our share. You'll find that educa tion's about the only thing lying around loose in this world, and that it's about the only thing a fellow can have as much of as he's willing to haul away. Everything else is screwed down tight and the screw driver lost. I'm anxious that you should be a good scholar, but I'm more anxious that you should be a good dean man. And if you graduate with a sound conscience, I shan't care so much if there are a few holes in your Latin. There are two parts of a college education--the part that you get in the schoolroom from the professors, and the part that you get outside of it from the boys. That's the really important part. For the first can only make you a scholar, while the second can m3ke you a man. Education is a good deal like eating-- a fellow can't always tell which particular thing did him good, but he can usually tell which one did him harm. After a square meal of roast beef and vegetables, and mince pie and watermelon, you can't say just which ingredient is going into muscle, but you don't have to be very bright to figure out which one started the demand for painkiller in your insides, or to guess, next morning, which one made you believe in a personal devil the night before. And so while a fellow can't figure out to an ounce whether it's Latin Baaateiih. 1 0007-SWP-000128315 WHITE CITY NEWS or algebra or history or what among the solids is building him up in this place or that, he can go right along feeding them in and betting that they're not the things that turn his tongue fuzzy, ft's down among the sweets, among his amusements and recreations, that he's going to find his stomach-ache, and it's there that he wants to go slow and to pick and choose. Does a college education pay? Does it pay to feed in pork trimmings at five cents a pound at the hopper and draw out rice, cunning tittle "country" sausages at twenty certs a pound at the other end? Does it pay to take a steer that's been running loose on the range and living on cactus and petrified wood till he's just a bunch of barbed wire and sole-leather, and feed bun corn till he's just a solid hunk of porterhouse steak and oleo oil ? You bet it pays. Anything extra that trains a boy to think and think quick pays; anything that teaches a boy to get the answer before the other fellow gets through biting the pencil, pays. College doesn't make fools; it develops them. It doesn't make bright men; it develops them. A fool will turn out a fool, whether he goes to college or not, though he'll probably turn out a different sort of a fool. irrom Letters from a Self Made Mercliant to ttis Son," bj Leorire Horace Lortnier liy permission of Small. Mavnar'l Ar Co , Publishers, Hostcu, MaS' ] About Patentwood Kegs. Apropos of patentwood kegs, we quote below from a letter dated July 25th, from the manufacturers. The statement should stiffen the backbone of our representatives, and should justify us in expecting that where complaints arise, they will use their best efforts to convince customers that this is the proper keg in which to buy their lead. I bee leave to state that we deeply regret that the aoo lb. (tegs mentioned were broken open and others somewhat injured We have not the slightest doubt that the reponfrom your customer Is true m every respect. The only question Is, what kind of treatment did the kegs bave> A very great deal of merchandise of all kinds ,s smashed by the railroad companies. For instance, although the varnish we are buying from you Is put up in very superior barrels with provision made for hard usage, yet when the barrel shipped previous to the last arrived, it was in such a condition as to re quire the varnish to be transferee to another barrel Now, lud this barrel been a new package, it is more than probable that we would have formed the opinion that the fault lay with the barrel Three months ago, one of our customers wrote us that four of our kegs had been badly smashed and that his customer was complaining Upon a full investigation it was found that at the same time four of our kegs were smashed, seven wooden kegs were also smashed The difference in the results of the kegs being smashed was that three ofthe wooden kegs had simply gone .ill to pieces, whereas practically no lead hod been lost out of our kegs. Tins customer of whom I speak, will not now believe that our packages can be injured, except m the case of extraordinarily rough treatment A new article Is always open to ten times the criticism of an older article. We have already sent out several hundreds of thousands of these packages, and our reports from breakage are exactly twenty-three, and these extend over nearly two years Time We appreciate the fact ifoat lead is a valuable article, and one cannot be too cautnous in the matter of pack ages, but our package has demonstrated itself to be as safe a container as the wooden package, with everything else la Its favor You will know by your expetlence that accidents occur to wooden packages, and there are very many more accidents of this kind than are reported The customer who gets a wooden keg in bad condition, assumes that it is entirely the fault of the railroad, and to get the matter adjusted he knows means con siderable trouble and loss of time, so he comes to Ihe conclusion that it is more profitable to simply accept the situation and say nothing about it Mr John Swift. Pres, of Engle White Lead Co,, with whom you are well acquainted, is as you know, one of the most careful business, men in the country, andyet he is sending out on an average, lour hundred of our kegs filled with his lead, every day. As to the moisture affecting these kegs, I want to say emphatically, that nothing but actual water coming m contact with these kegs vrTI affect them detriment ally At our factory here we have a three-story cellar. The floor of the lowest cellar is thirty-fivefeet beneath the surfaceof the ground, and the walls are glistening with dampness, and the air of the cella- is at all times very damp. We hove hod kegs in this cellarfor more than a year, and they are in just as good condition as when they were first put there. The iact is that we have endeavored In every way 10 test these kegs, and wherever they were found to be deficient, to remedy that deficiency, until we have brought the keg to a condition of perfection, that makes them, in the optmnn of the majority of our customers, O K in every raspect. Our guarantee holds good lor any losses sustained. We have so increased our facilities as to be able to get a slock of kegs ahead, which enables us to give them time to thoroughly season Up to dnte we have been so rushed with orders that we have not had sufficient lime to fully season our kegs These kegs grow better and harder with age ----- If the buyer thinks your competitor a % good "paint man" and freely asks his advice, when looking for something new or the betterment of something old, there must be some good reason for it. Tryand figure why. T W CONNOR, Sa u c s Ma h a o c r If the foreman of the paint shop has more confidence in what your competitor Manufacturing Trade Motto: tells him than he has in your sayings there "All things come to he who figures must be some reason for it (not necess- while he waits." , anly good). Try and figure why. While waiting for an audience with the buyer, take out your pencil and get busy on the situation as applied to that particular concern. If you get the business and the other fellow don't stop long enough to try and figure why, it will help you in some other place. If the other fellow is selling Them try and figure athy. In each instance as you doseupcontract If you don't seem to get the consideration for the coming season with old trade, ask you feel yourself and " Acme Quality" them for a letter that we can publish in entitled to, try and figure why. our WHITE CITY NEWS. If your samples are turned down time In this way we seek to give each onean after time there must be some reason for idea as to what we are handling in the way it. Try and figure why. of heavy manufacturing trade, and we If your competitor is given the freedom trust each will do his part in securing the of the office and run of factory their must letters. be some good reason for it. Try and We handle quite a large volume of figure why. manufacturing trade business that is not under contract and letters from such con cerns are desirable also, and we hope will be secured wherever possible. Mr. M. Taylor of this department con templates a trip to Niagara Falls and around the lakes with his family, as an outing, and we bespeak for them a pleasant and an enjoyable time. Mr. W. H. Connor of this Department contemplates spending a couple of weeks at French Lick Springs or West Baden, lnd., to regain some of the vitality expend ed in corailing the unusually large number nf contracts secured as the results of the first reaping of this harvest, and, if later results are in keeping with those so far secured, Mr. Connor will close up the most successful season he has ever enjoyed and in view of the careful, diligent and persistent effort he puls forth we know of no one more entitled to success than he. May he come into the fall season fully equipped with health and vim to "round up " Ihe season as he would wish. During the next two weeks the manager of this department will be " hiking" after 0007-SWP-000128316 WHITE CITY NEWS the denizens of Gull Lake, and every time For the purpose of enlarging its plant The final organization of the American his able rod and well tau(gh)t(?) line pulls and increasing its capacity for the conduct Plow Co., the new industrial acquisition m one of the fine specimens of the finny of Us operations, the Ingle Wagon Manu for Fair Oaks, took place on the 11th inst. tribe for which the fishing grounds of Gull facturing Co., of Fort Smith, Ark., has at Madison, Wis. The following officers Lake are justly famous, he will have in purchased three and a half more lots ad were elected: James Barclay, of Moline, his mind's eye one of those large fat con joining their factory. 111., president; George Foster, of Creston, tracts the boys have " on the string ' ' for this season's round-up, and, as he regales himself with a Ti-Ki boquet, (one of those clear-Havanas that nearly made him famous among his fellows) after the day's Hackney Bros., of Wilson, N. C., have been succeeded by the Hackney Wagon Co., which has incorporated with $60,020 capital. The incorporators are W. D. and George Hackney, W. V. Manning and Iowa, vice-president; A. E. Johnson, of Austin, Minn., secretary, and- Jackson Reuter, Madison, treasurer. The capital ization IS $200,000. The thirtieth annual Grangers' Inter sport is done, and the catch, broiled to a John F. Bruton. state Picnic Exhibition, to be held at Wil turn, has been enjoyed to the full, he will give a thought-- maybe two--to each of his co-laborers who are out in the dusty field hustling after the elusive ` ` contract " and wish that they too might join him in his recreation. Genera! Manager Gelink, of the Ensiey branch of the Empire Plow Co., of Ens iey, Ala., stated that he had received notice of the shipment of three cailoads of machinery from Cleveland, Ohio, and that just as soon as this machinery arrived liams Grove, Pa., Aug. 24-29, will prob ably be one of the most successful affairs of the kind ever held in the Keystone State. R. H. Thomas, general manager, is well pleased with the prospects and promises one of the best exhibitions of I The darkest hour in the life of any young man is when he sits down to study how to get money without honestly earning and was installed that the plow factory would start in full operation. The Champion Seeder Co., Urbana, agricultural implements, live stock, etc., ever seen at Williams Grove. The Leavitt Manufacturing Co,, which it.--Horace Greeley. lnd., has decided to change the name of has been located at Tuscola, HI., fora num Josh Billings on " Sharp " Men. the concern to Cyclone Seeder Co., the change to take effect Aug. 1. The busi ber of years, has moved to Urbana, 111., where Mr. Leavitt has purchased and re The sharp man iz often mistaken forthe wize one, but he iz just az different from a wize one az he iz from an honest one. He trusts tew his cunning fur suckcess, and this iz the next thing to being a rogue. ness is to be continued under the present management and the output of the factory is to be increased in order to keep pace with the rapidly growing demand for Cy clone seed sowers. modeled what has long been known as The Old Wright Foundry Plant. Mr. Leavitt purchased the plant at an attractive figure, realizing that the time had come when he must enlarge his plant in order to meet the ever increasing demand for the specialties So Like a Woman. R. R. Frey, branch house and foreign he manufactures. His new location gives trade manager for Deere & Co., of Mo him a side track, and will enable him to Puffer -- "What's happened to my line, III., has resigned his position and it more than double his output. meerschaum pipe:" Mrs. Puffer--" Why, dear, I noticed it was getting awfully brown and discolored, so 1 put a coat of Neal's White Enamel on"-- A. R. Sullivan and A. M. Wood have incorporated the Towers & Sullivan Mfg. Co., of Rome, Ga., with a capital of $3Q,ooo. The company will manufacture agricultural implements. A charter has been granted to the Hack ney Wagon Co., of Wilson, N. C., with $25,000 capital authorized, $6,ooo sub scribed by W. D. Hackney,Geo. Hackney, W. L. Manning and others. is reported that he will be associated with a new implement concern to be organized at Springfield, 111. No definite informa tion is available at this time concerning the new project. Mr. Frey has occupied the above position for the past four years. The American Seeding Machine Co. have purchased the entire business of the A. C. Evans Manufacturing Co., of Springfield, O., and will continue to manu facture all of the lines which that company have been producing foranumberof years. This will give the big concern a most favorable position m respect to the trade on corn planting machinery, as that was the leading line manufactured by the Evans At a recent banquet given in Sydney, New South Wales, Australia, by one of the largest sheep ranch ownersin that country, Mitchell Link, manager of the ranch, sent the*Burg Wagon Co., of Burlington, la., the; following toast, with a letter of explan ation why the toast was offered: " Here's to the Burg wagon that has made Burling ton famous. May the rumbling of its wheels, like the drumbeats of England, be heard around the world. Long live the Burg." Two years ago Mr. Link purchased a large number of wagons from a Pacific coast jobber for use on one of the most extensive sheep ranches in Australia, covering many thousand acres of grazing R. B. Miller, who for some time has people. The plant will be enlarged and land. These wagons gave universal satis been connected with E. Bement's Sons, of otherwise improved. faction over others that they had in use, Lansing, Mich., has severed that connec Work on the shops of the American hence the above toast was offered in tion to become secretary of the Howland Shredder Co. at Madison.Wis., isprogress- appreciation of the good qualities of the Manufacturing Company, of Pontiac, ing rapidly. The company was organized Burg Wagon, inasmuch as they have not Mich. in February of the present year, with the cost them anything for repairs during the The Litchfield Mfg. Co., localed at pre following officers : Jackson Reuter, presi two year's use. Mr. Link mentioned sent m Webster City, has perfected plans dent ; G. J. Corcet, treasurer; J. A. having tried others, but claims that they for the erection of five new buildings in Aslward, secretary; J. J. Power, general did not stand the climate as well as the Waterloo, la., and will begin work on manager. The capital stock of the com Burg, and that the toast was offeredwhen them immediately. The company, among pany is $roo,ooo. The machine the com the season closed with their regular annual other things, will engage in the manufac pany will manufacture is the invention of banquet. The Burg Wagon Co. should ture of agricultural novelties, among them General Manager J. J. Power and is the be very proud to receive the above- being feed grinders, end gates, etc. result of years of labor. mentioned letter and toast. i X u -.... US-.......-V J------- - 0007-SWP-000128317 WHITE CITY NEWS The Syracuse Chilled Plow Company, Wagon Company), has commenced work critical mistress you could not find. Syracuse, IN. Y., have largely increased on its large new plant, which will have on Of course you will have competitors. their business in the New England states completion a capacity of 10,000 finished Good fellows, too. during the past few years, as is evidenced wagons yearly. This industry was in Foemen worthy of your steel. by the fact that they recently erected a duced to locate at Fort Smith through the Du not entertain that prejudiced notion building at Boston, Mass. It is stated that instrumentality of the industrial depart that all others in your line are incom the Syracuse Chilled Plow Company are ment of the Frisco System and was much petents or rogues. Do not set yourself the only manufacturers located outside of prepossessed by the fine advantages that up on a little brass pedestal as the one and New England who own their own building city offered as a location, both because of only one of your kind. and conduct a direct transfer and storage its first-class timber supply adjacent and Get down where the fighting is. business in that territory. TheiT B ---ten the excellent m irketi for their fini-hed Never regard yourself as too large or too warehouse is located at 78 Cambridge products in the Southwest. There exists small to consider competition. Do not Street, Charlestown district. a fine and even better opening atthat point scorn the little fellow as trivial or believe The local committees at Cleveland, O., have already began arrangements to enter tain the National Association of Agricul tural Implement & Vehicle Manufacturers, who will gather in that city on Oct. 20,21 and 22 next. This meeting will be the - for a carriage factory to build the cheaper class of vehicles, as a great and growing market for the finished product is close at hand m Texas, Indian Territory and Oklahoma. This opening is worthy of investigation by carriage manufacturers. largest assemblage of implement and vehicle manufacturers ever convened in the United States. The order of business being arranged will embrace an interesting program, covering all subjects of interest to the trade, especially features relating to legislation ,transportation and organization. That the attendance will be large there can be no doubt. The American Seeding Machine Co. are also negotiating for the immense grain drill and seeder industry of P. P. Mast'& Co., and it is reported that the deal has practically been dosed. Negotiations for this purchase have been pendi ng for several months. In fact P. P. Mast & Co. figured in the original negotiations at the time the American Seeding Machine Co. were or ganized and it was expected that sooner or later the plant would be absorbed by the combination. No definite information is available concerning this deal, but the general impression at Springfield is that the sale will be consummated in the near future. Johnnie-on-the-Spot. " I heard a little story the other day that vividly illustrates the No-th Ameri can Indian's rapid assimilation of Ameri can humor," said Attorney Ben White, of Macon, Mo. Mr. White bad )ust returned from the Indian Territory. "The allotment rolls for the Chickasaws were closed at midnight on Septem ber 24th. Children born after that hour were cut out, but up to midnight every male member of the tribe was entitled to 320 acres of land, worth about #1,000, but which promises soon to be worth many' times that amount, " The evening of the 24th was an anx ious time to a little Indian family, dwelling not far from the registry office. An in teresting event was anticipated. The watcher's eyes were fixed on the clock as the hands slowly but surely crawled around to the midnight hour. "At exactly 11:40 o'clock a brand new Chick of the male persuasion came into the world. The twenty minutes was that the big fellow is past catching up with. Remember the hare and the tortoise. Meet competition keenly but good naturedly. Be above pettiness. Remem ber paltry or cut-tnroat methods are like the Australian's boomerang, they revert to the injury of their instigator. Be broad and you will be big. The narrow man sets his own limita tions. Do not complain that competition is stiff. Be glad that it is. For it is this same competition that makes the game worth playing, the vic tory worth winning. And solitaire is a dull game, after all. --Judicious Advertising. All Eyes Are On America. John Wanamaker has just returned from a trip to Europe. After ins arrival he declared that America's position in the estimation of Europe is higher than ever before. " There is less fear than I had sup posed," said Mr. Wanamaker, "that the United States has overdone itself in com binations of industrial and railroad capital and extensions. Everybody there is con fident that American business men are The Holt Manufacturing Company, of worth $1,000 to the family. foresighted and are making splendid prep Stockton, Cal , a couple of months ago " He was christened without any out arations for sure prosperity, and that if shipped to Spain a steam plowing outfit side suggestion, Johnnie-on-the-Spot. I we are at any point in advance of to-day's consisting of a sixty-horse power traction have heard the term used several thous j needs our natural growth will rapidly bring engine and a gang of twenty-eight plows. and times, but it never seemed to fit an us upto where present movements of trade It was ordered by a Spanish land proprietor event as strikingly as it did that one. and finance witl seem measurably small living near Utrera, In the province of " There were plenty of witnesses to and inadequate to actual needs. Andalusia. Spanish accounts of its trial make affidavit that Johnny was born be "Never were so many eyes upon --which was witnessed by a large con fore the 25th, and'there was no difficulty America or so many projects formed to course of interested people, including gov in proving up his claim to 320 acres of have a share in our undertakings. The ernment officials and many distinguished first-class land."--Exchange. Old World's capacious purse is open to citizens--speak glowingly of its perform ances and predict a considerable demand for them in that country, where the con ditions of soil and climate are similar to those of California, in which such ma chinery is largely used. The Fort Smith Wagon Co., of Fort Meeting Competition. In business life, Dame Fortune is coy and elusive. She never tires of coquetting with your rivals and to win her as your own you must plead your cause early and late and every hand that carries proper warrants of confidence. It is the general belief that the next five years, because of the accepted idea that the present financial and economic policies of the government are to be continued, is a good time to transfer business interests to America for safe operations of financial and industrial Smith, Ark. (formerly the South Bend deserve her, for a more capacious and enterprises. ' ' Sc jl. 0007-SWP-000128318 I White City News Devoted to Matters of Interest to Our Representatives. PUBLISHED BY 4 % 0* i VOL. I. DETROIT. MICH. AUGUST 8, 1903. NO. u lies. When paint is mixed with theproper which has formed on the surface before amount of oil and will spread out, it will the paint has dried solid at the bottom, neither blister nor wrinkle, because when makes room for itself by wrinkling or rais it swells (which will be but a trifle on ing up in blisters. If the paint shrunk account of the small amount of oil which it when drying, the oil skin would be stretch contains) it will find room, owing to the ed tighter over the work instead of bulging F ft. OOUQALL' b al e s Ma h a o ew stretched condition of the coat of paint; up in blisters and wrinkles. From my Scaling Paint. but when the work has received a flowing standpoint, blistering is one of the most coat, consisting largely of oil, the swelling pfbllfic causes of scaling of outside paint, J. W. has read a circular from a well- of the paint is greater in proportion to the add too much oil and too much paint in known manufacturing each coat is one great concern in which he says they take the ground that the scaling of repainted work occurs because new paint shrinks when drying, andpulls off the old paint. Answer.-- r $5.00 and $70.00 Assortments of our y yst Rapid Seller Specialties, st st y St y These assortments are put up so as to be EASY TO SELL, They are meant to interest dealers u/ho are not handling our line, The V V goods are all staple and well known brands of the best quality, such cause of blistering. I painted buildings out side more or less for twenty years, and had vary little trouble with scaling or blistering on either old or new work. I used white lead and This might be true of V St water color, but I must V as are called for every day by consumers. The prices are right and the assortments small. They are accom question thecorrectness V V panied by a liberal supply of attractive advertising material for store of the statement when applied to linseed oil paint. Water dries by y y y y y y display. The dealer runs no nsA in investing $5.00 or $10.00 in goods of this character, as there is no chance of his not being able to dispose of them at a very liberal profit--making from 66 3-3 to 100 per cent, on evaporation, but lm- y y his investment. seed oil becomes solid y y We are certain that a commencement made on our Specialties will by absorbing oxygen from the air, and grins y y y mean a regular customer for you on this line, as our goods possess every feature of quality, price, appearance and satisfaction to bulk as it becomes y y customers to warrant a continuance. solid, instead of shrink y y The assortments will be offered only as outlined m our descriptive ying. At least, this is y matter and only during the period specified. These assortments, the idea of chemists y ready for shipment, will be supplied to jobbing houses so that dealers who have written on y y will be in position to secure them promptly from their regular source of the subject. My ob y supplies. servation has proven it y y We furnish each representative a small book of order blanks as per to me also in blistering y y enclosure, so that their house and ourselves may receive notice of all of paint. Paint is liable to blister when a full y y y orders secured. Each blank is numbered and an accurate record main tained by us of the orders received from each representative. coat is flowed on, and y y We believe that it will be a comparatively easy matter for any more so if a large per centage of oil is used. y y y representative to place these assortments with his customers, as there are few dealers who cannot use at least the small quantity we offer, boiled oil or some other soft pigment mixed with boiled oil. Used thin priming on wood, stone and brick work, depending upon the porous structure of the work to take care of the surplus oil. Mixed the succeeding coats as heavy as could be brushed well in hot weather, added suffi cient turpentine to make it go on eisily in cool weather. In ail cases I brushed it well out to a comparatively thin coating. 1 know the young painter of to-day (as a rule) does not paint this way, and the same may be said of many old painters; The same may be said but if they would do when paint wrinkles, less slushing and use and it looks to me in more elbow - grease both cases as though there was too much oil used and the coat is already crowded, they would have less trouble with their paint surface for the ground upon which it and when the paint swells skin the oj] paint. 0007-SWP-000128319 WHITE CITY NEWS A FABLE -WITH A GOOD MORAL. Something Aboot the Right and tong Way of Doing. Once upon a time a donkey fell into a deep hole, and, after nearly starving, caught sight of a passing fox and implored the stranger to help him out. " 1 am too small to aid you," said the fox, " but 1 will give you some good advice. Only a few rods away is a big strong elephant. Call to him and he will get you out in a jiffy." After the fox had gone the donkey thus reasoned: "lam very weak from want of nourishment. Every move I make is just so much additional loss of strength. If l raise my voice to call the elephant 1 shrill be weaker yet. No, I will not waste my substance that way. It is the duty of the elephantto comewithout calling." So the donkey settled himself back and event ually starved to death. Long afterward the fox on passing the hole, saw within a whitened skeleton, and remarked : " if it be that the souls of animals are transmig rated into men, that donkey will become on e of those who never afford to advertise. " -- Furniture Journal. The Tyranny of Trifles. No man can claim the brightest apple at the top of one tree because he has climbed another tree--he must climb the tree where the apple is.--Pennington. The mastery of self is the end of true living, and this mastery is shown, not in the negative attitude, by the things we do not do, but by the mental power that com pels the power to the positive attitude-- the forcing of the mind to do that against which it rebels. The man gains strength as he works; his ability comes through the doing. Constantly we are met by the disagreeable fact that our hapoiness, and often our success, is defeated by the tyr anny of trifles, which, if they weTe met in the normal way, with healthy attitude of mind, would hardly be discovered to exist. To attach importance to trifles evinces a lack of perspective and a loss of balance in life.-- The Outlook. The Cleveland Convention. The most successful meeting of the Master House Painters and Decorators of the State of Ohio that has been held in the history of this very thrifty organization was the 12th Annual Convention which was held at Cleveland, Ohio, July 14th to 16th. The social features of the conven tion were all that could be desired, the papers were all of a high order of merit, and a spirit of good fellowship characterized all tile discussions. Likes " New Era" Best. Cobb, Wis., May 6, 1903. Eder Bros., La Valle, Wis. Dear Sirs: Yours of the 5th at hand in regard to New Era Paint. 1 really think it the best paint 1 ever sold and I have been here twenty-two years. 1 do not sell as much paint as some dealers but sell some, and have had trouble with some kinds but never with New Era, and 1 don't think it will disappoint you in any way if properly applied on proper surface. 1 have sold several kinds of paint in my business history but like " New Era " best. Yours, etc., CHAS P FOX. MR CHAS W BL'RDICS Mr. Burdick has made a good start on the $5.00 and $10 00 assortment competi tion. Mr. Burdick represents Geo. E. Watson Co. 1 Chicago, 111. He Uses New Era Ready Mixed, All Right. I prefer and always use ready-mixed paint, because when the job is done it pre sents a much smoother and finer appear ance than when done with hand-mixed paint. It has also a finer gloss and does not wrinkle. I find it especially good on old weather-beaten houses. It fills up the porous surface thoroughly and enables one to do a first-class 30b.--Master Painter. The Commercial Traveler. There is no calling concerning the easi ness and pleasantness of which more mis conception prevails than that of a commer cial traveler. Outsiders think that all he has to do is to go around, making a few' pleasant remarks, and booking orders. An ordinary "commercial," however, needs the patience of Job. However lim ited his time may be, he has always to wait politely until everyone is served. He may have to listen to some long account of a retailer's grievance, symptoms of illness, or political opinions, and, after wasting much valuable time, go away fmptyhanded. He gets his meals irregularly, and his appetite is often spoiled by the abuse he receives for the fault of some stupid insider of his firm. In short, what many people regard as the easiest of all occupations is really one of the hardest. The writer would prefer to be the man ager of a big establishment, because he has regular and short hours, knows when his day's work is done, and can enjoy all the comforts of home life. When slightly in disposed, he can have a quiet day at home, leaving his affairs in the hands of a trusted assistant. The poor " comnunercial," on the other hand, has to "keep moving," even if he have a splitting headache, and his life is then a misery to him. Why Paint Does Not Wear Veil. One of your Lancaster (Pa.) subscribers tells.in a late issue of your m rgazme.of the troubles that he has with lead and oil paint and wants to know why the paint.fails to wearwell. As 1 live in his own county, 1 am pretty familiar with the kind of work done and demanded here, and I venturetosuggest as a reason why paint does not wear well the fact that the work has to be done too rapidly; the painter who can do the work the quickest and the cheapest is the one in demand. He gives a house three coats inside and out in a week, and does some graining also. Then we say that the material is not as good as it was some years ago. About three-fourths of the painters and seven-eights of the customers are the cause of the paint not wearing well. The trouble to-day is that quantity, not quality, is demanded.--1. W. Sheaffer, Lancaster County, Pa., in Master Painter. In the manufacture of white lead by the oil Dutch process the wickets or portions of lead are placed on earthenware pots containing dilute acetic acid, and supported on tan spread upon a floor. A Glasgow manufacturer has just taken out a patent to substitute lead pots for earthenware, gaining by these means a considerable increase of space, while not interfering In the least with the process. We have received an order from " Uncle Henry" for sixty-five $5.00 and $10.00 Assortments. Now the boys have got nicely started we will expect to see these assortments fly. " Come on, boys." We are just in receipt of an order from our Mr. R. M. Billings for one hundred and ten cases $5 00 and $10.00 assort ments of specialties. " Come on. boys 1" - "I v / j< 0007-SWP-000128320 WHITE CITY NEWS L. L f< > L The Btainy Yoting Man and How Special Bulletins. Pure Turpentine Legislation. He Fell Down. Continued high prices for spirits turpen-. EDWARD W. MILLER {with apologies to George Ade)- There was once a Brainy Young Man who had gained a great Reputation as a [ Literateur because he had persuaded a Pub lisher in a moment of Mental Abstraction i to publish a Book. Now there was nothing in the Book calculated to make the Read ing Public fall over itself rushing to News tine bring with them increasing danger of adulteration. The agitation in favor of rigid inspection laws and strict exchange rules governing the marketing of substit utes and adulterants was taken up none too soon, in Florida there is now in force a law which is likely to he taken as a model for legislation m other states. It provides Stands to buy it. The Hero was a replica that the term spirits of turpentine shall be of the Ribbon Counter youth with the En taken to mean pure spirits of turpentine, gaging Smile and the toy Moustache. The distilled from rosin, turpentine gum or Heroine had the Very Latest m Peroxide effects and had won a Gold Medal doing tlie Rapid Faint act. The V lllain qualified for his Finish by smoking Turkish Cigar ettes ad lib and there was the usual mix-up of heavy Parents and Funny Men who Butted in at inopportune times. However, the Discriminating Public bought it to see how Bad it really was and so it came to Pass that the Young Man drew a-, much as Twenty Per in Royalties and when some one with an Eye to Funny Effects paid him a cool Five Thousand for permission to use it as a Screaming Farce, he gave a Ten to the S. P. C. A. and spread a reputation as a Philanthropist that had Uncle Andy faded -chiefly through his own Efforts. And so, for a time, the Brainy Young X D Uo/VCG, District Sties Msaagcr Fftf th TJJstnrA rtf th Nr.rthv.estt scrape of pine trees, unmixed and unadul terated with oil or any other foreign substances of any kind whatever. Mr. A. D. Hoagg, who has represented All distillates and other oils, spirits or us in Iowa for many years, and who has preparations resembling or held out as sub a host of friends in his territory, has been stitutes for spirits of turpentine, manufac appointed to the position of District Sales tured or prepared, directly or indirectly, Manager for the District of the Northwest. from or by the distillation of wood, or This district comprises North Dakota, Iowa, Minnesota, Wisconsin, and paTt of Illinois. We know Mr. Hoagg will take hold of his new duties with the same en ergy he displays in every other undertak ing. and that he will have the best wishes of his many friends. Mr. Hoagg will chemically differing from pure spirits tur pentine, and not containing adulterants, shall be known as wood spirits of turpen tine. Pure spirits of turpentine adulterated or mixed in any proportions with any other foreign substances or adulterants what ever, or with wood spirits of turpentine, shall be known as wood spirits of have a number of experienced paint sales turpentine. men to help him out in his district. | The law provides that every person, firm Man was spoken of as a Coming Man and or corporation who shall hereafter produce he was one of the Sights of his Native or manufacture for sale or shipment or for City. The monthly magazines printed any other than his own use or consump Photos of the Log Cabin where he was tion, any spirits of turpentine in the State bom and according to them he had evi I of Florida, shall plainly mark or write in dently managed to Arrive in several letters not less than one inch square onthe different Spots at once. barrel containing the same, the true nature But by and by people noticed that he of the contents of barrel in such manner was not consuming any Spare Time turning as to indicate whether the same contains out New Work. He hdd Cut Out the ; pure spirits of turpentine, wood spirits of slavery of the Pen and likewise the Bother of Writing Checks for Deserving turpentine, adulterated spirits of turpentine j or adulterated wood spirits nf turpentine, Chanties. ; as defined by the provisions of this act. " For," he said, " L have made a Repu j And any producer who violates this provis tation ; I shall live on it. He ts a foolish man who Works Overtime." So he shut off the Flow from his Think Tank and Posed as the Greatest American Author of Ihe day until the Drop came. The Public said: " Here, this man writes (. p. McCAUi r,. District Sales Mtujaifer, IMV.xut of xli* Smutting ion of the law shall be fined not more than 1 $5,000 or imprisoned in the county jail for not more than one year, or both, in dis- ! cretion of the court, for each offence. One Mr. C. F. McCauley, who has been | aiding or abetting in the violation, or representing us m the South for a number receiving or shipping such substitute or not neither does he sign Checks: he of years, has been given the position of 1 adulteration shall be fined not to exceed turns down alike our desire for more Tales District Sales Manager for the District of $i,ooo, or be confined in jail six months, or and the Humble Requests of the Fresh Air the Southeast. This district comprises j both. Society; he is a Fraud; away with him." North and South Carolina, Virginia, When the Brainy Young Man recovered Maryland, Delaware, and portions of ' We had a visit from Wm. H. Judson he got a Job behind the Ribbon Counter Tennessee and Georgia. Mr. McCauley ! and A. T. Strong, representatives of our where his Hero should have been and he will have a staff of experienced paint distributers, Burhans & Black, of Syra spends his Spare Time thinking. salesmen to help him out in this district. cuse, N. Y. They took quite an extend Moral---A reputation is a good thing to We know " Mac " will make a record in ed trip through the factory and expressed get, but you've got to keep hustling to his new position and that he will have the themselves as very much pleased with maintain it. best wishes of his hosts of friends. ' what they saw. i X. 0007-SWP-000128321 WHITE CITY NEWS We are just in receipt of an order from Some Humors of Advertisivg. Out General Dislributers. H. L. Wilson, to be shipped to Walker & Gibson, Albany, N. Y., for 50 $5-oo and $10.00 Assortments of our Specialties. " Come on, boys." Mr. Geo E. Watson, of the Geo. E. Wat son Co., 108 Lake St., Chicago, accom panied by two of his sons, has just return ed from an extended visit to the principal cities and resorts of the East. Lastmonth two of Mr. Watson's sons graduated from the grammar school in Chicago and he took them on this trip to give them a change and an opportunity to seethe many points of interest along the way. The trip was undertaken for the sole purpose of giving the boys the benefits of the travel as an aid to their education. The Geo. E. Watson Co. are our general distributers at Chicago, HI. Working Without System. A man who does forcible work mustdismiss a subject from his mind when he is done with it, writes O. S. Marden in Suc cess. This increases the grasp and power of the mind and keeps it clear for concen tration upon the thing under consideration. Nothing can be accomplished with half a mind; you must concentrate or focus all your powers upon the thing you are doing. This you can never do when things by the score are half settled in your mind, contin These examples illustrate the curious effect which the misplacing of a comma, or of a word or two, often has upon the meaning of a sentence ; " Wanted, a servant who can cook and California W E Little Paint Co , Tenbrook & Co., W. E Little Paint Co.. Connecticut J. L White. 185 Asylum Street. Los Angeles Sacramento San Diego Hartford dress children." " Annual sale now going on. Don't go elsewhere to be cheated--come in here." " A lady wants to sell her piano, as she is going abroad in a strong iron frame." " Dine here and you will never dine anywhere else." Florida The S. B. Hubbard Co., Tampa Hardware Co. Georgia Bush Hardware Co.. Illinois Geo E. Watson Co , Colburn. Birks& Co., Jacksonville Tampa Columbus Chicago Peoria " Wanted, a room for two gentlemen Indiana about thirty feet long and twenty feet Indianapolis Hardware Co.. Indianapolis broad." " For sale, a pianoforte, the property of a musician with carved legs." " Mr. Butcher begs to announce that he is willing fa make up capes, jackets, et cetera, for ladies out of their own skins." " A respectable widow wants washing." " A boy wanted who can open oysters Iowa Sickels, Preston & Nutting Co . Davenport W H Torbert. Dubuque J W. Eagerly & Co . Ottumwa Hornick. ness & More, Sioux City Kansas A. B Whiting Paint& Glass Co., Topeka Kentucky R M McFarland Robinson Bros. & Co,, Henderson Louisville with reference." Maryland "Bulldog for sale. Will eat anything Carlin & Fulton. Baltimore --very fond of children." Massachusetts " Wanted an organist and a boy to blow E. & F King & Co., Boston the same." Minnesota " Lost, near Highgate archway, an Hackett. Waither, Gates Hdwe. Co , St Paul umbrella, belonging to a gentleman with : New York a bent ribandabonehandle."--Exchange. . Buffalo Glass Co , Buffalo Sickles & Nutting Co , New York City Only One Way is Right. furhans & Black Co., Syracuse j no L Thompson, Sons & Co , Troy ually obtruding themselves for consider ' My bey." said Unde Hiram, once, wlnle giving me North Carolina ation, and hindering the thought ofpresent advice. " The saw that dosen't wabble is the one that cuts the problems. ice. Burwell 8t Dunn Co Hart-Ward Hdwe Co , Charlotte Raleigh When you have anything in hand,settle The saw that close applies itself, within its narrow groove, Ohio Smith Bros. Hdwe. Co.. Columbus it. Do not look at it, lay it down, then Will soon or late fulfill its work by keeping on the move. Norton Paint & Hardware Co., Toledo look at something else and lay that down also, but settle things as you go along. When half way through, temptation may beset it, like as not. To leave the place that seemeth hard and seek a Oklahoma Territory Alexander Drug Co , Oklahoma City Epitaphs in the Cemetery of Failure. thinner spot; But shifting saws will learn, at length, when failure j i Oregon they tnvite, F. E Beach & Co , Portland Worry killed him. There's many a way u' doin' things, but only one way's right' | Pennsylvania He was too sensitive. H. B. Semple & Sons, Easton He couldn't say " No." He did nut find liis place. " And bear In mind, my boy. through life. f tempted tasks to shirk. Success !s but a second crop, the aftermath of Work M. oye-r Bros , ""o , Jardwiue Co.. Bloomsburg Hanover Pittsburg A little success paralyzed him. He did not care how he looked. A lubricator tried and true is Perseverance Oil, And Fortune's smile is rarely won except by honest toil. Co . Phelps-Straw & Co , Reading Wilkesbarre He did not guard Ills weak point. A safe cross cut to Fame or Wealth has never vet been South Carolina He was too proud to take advice. found. The men upon the heights to-day are those who've Murray Drug Co., Columbia He did not fall in love with his work. gone around Tennessee He got into a rut and couldn't get out. The longest way, Inspired hy the sayin , somewhat tnte Fntts & Wiehl. Chattanooga Benedict, Warren & Davidson He did not learn to do things to a finish. j There's many a way o' doin' things, but only one He loved ease; he didn't like to struggle. way's right." Co . Strother Drug Co., Memphis Bristol. He was the victim of the last man's ! I knew my Uncle Hnain liad achievement's summit advice. He was loaded down with reached . useless 1 I knew him as an honest man who practiced what he preached-- baggage. And so I paid the lesson heed, and rapt attention gave, He lacked the faculty of getting along When, in an afterthought, he said "My boy. be with others. brave 1 Act well your part. tenaciously to one straight course He could not transmute his knowledge adhere into power. Though men declare you're m a rut--work on, and never fear. He tried to pick the flowers out of his You'll realize, when you, at length, hare reached Texas Houston Drug Co, Gremer-Kelly Drug Co.. Utah G F. Culmer & Bro , Virginia Barker-Jennlngs Hdwe Co.. Washington A. S Johnson 8t Co., Spokane Drug Co.. Houston Sherman Salt Lake City Lynchburg Tacoma Spokane occupation. He knew a good deal, but could not make it practical. achievement's height. There s many a way o' doin' things, but only one way's right --ROY Fa r r e l l Gr e e n In April Success We6t Virginta The Kanawha Drug Co., The Willtatns St Davisson Co,, W H. Chapman & Sons, Charleston Clarksburg Wheeling # * L1, , 0007-SWP-000128322 T hite City News Devoted to Matters of Interest to Our Representatives. ll * VOL. 1. NOVEMBER 21, 1903. No. 26 F R. DOUQALL. RALES MAFA3&R The information contained, in this paper is of a confidential nature. Please destroy after reading and do not leave lying around. Acme Paint and Varnish Remover. these goods to as many good painters as you send us the names of. When you take an order from a dealer ask him for the names of the best painters in town and then send us those names with a request 1 that we send along a sample for each. We j want to get these goods out and our reprej sentatives are the ones we are looking to, I to accomplish this result. " Come on, boys." " Take Hold and Lift" on Michigan Seal White Lead. Watson Wesley recently booked an order from W. J. Lamb Co., Jeddo, Mich., for " Michigan Seal " White Lead m Oil. Mr. Lamb informed him that "Michigan Seal " is the best lead he ever used, and cannot say too much in praise of same. 44 Come on. Boys." It is drawing toward the close of the year. You should ail be in at the finish. Get hustling and make this the best finish of the best year we have ever enjoyed. You can do it if you try and we want you to try and try hard. You have got all kinds of good propositions to offer to the trade, propositions it is hard for any dealer to get away from if they expect to sell paint next year. Those of you who make the best use of your opportunities are the ones who will get to the top. We will watch our men's records with great interest. " Take Hold and Lift" on $5 and$10 Assortments. We don't believe our representatives understand what a good thing they have to offer in our Acme Paint and Varnish Re mover. These goods wilt take off any thing m the shape of old paint or varnish, no matter how many coats or how long it has been on the wood, and no matter how bad a condition it is in. Ask our Mr. Horace Paterson what these goods will do. He sells some of them to every man he takes an order from. Ask our Mr. Phil. C. Prayser what these goods will do. He is writing an article for the WHITE CITY NEWS coveting the desirability of these goods and we will publish same as soon as received. We are afraid our men are not using the demonstration cans we sent them because they did not happen to be supplied with a brush. We explained why this was, but if you will cut out the top of the can and replace with a cork you will have no trouble. We will send out samples of JAS DOOGALI. We are just in receipt of an order for a car-load of our goods sent in by Mr. Jas. DougaJland to be shipped to Smith Bros. Hdwe. Co., Columbus, Ohio. We can handle more of these. " Come on, boys." j We are just in receipt of a very nice con tract indeed, which was closed last week DAN DAVIES by our representative Mr. I. D. Wilson We are just in receipt of a car-load order sent in by our representatives, Mr. Dan Davies and Mr. P. H. Bethge, to be shipped to The Alexander Drug Co., and our asst, gen'l manager, Mr. G. B. Pulfer. This contract covered our full line and was made with the Burhans & Black Company, of Syracuse, N. Y. Oklahoma City, Okla. We regret not being in possession of Mr. Bethge's portrait to reproduce herewith. Stock orders are coming in rather freely at present, but we can handle comfortably We are just in receipt of a very hand some order from E. E. Thompson, of Waco, Tex., for $5 and SS10 Assortments. This order was sent in by our Mr. H. H. Halladay. Your Uncle Hank is certainly all you send in, so ``Come on, hoys." stepping some. 0007-SWP-000128323 WHITE CITY NEWS Neal's Interior Enamel* WESTERN RAILROADS REACHED AGREEMENT. j Another From Alf. This enamel is designed and is perfectly adapted for the decoration of interior wood work, walls and ceilings. Great care is taken in the manufacture of same with a view of producing a hard, lustrous finish, to which dust and dirt will not cling. The result of using this enamel, which is " Acme Quality,'1 is artistic and durable. The goods are offered In a variety of handsome, dainty tints. Our Priming White is of the same high degree of ex cellence as the finishing enamel. It dries flat, has the faculty of holding up sub sequent coats perfectly and helps greatly to enhance the beauty of finished results. We have succeeded in perfecting an enamel in this line that should prove universally popular. Nevertheless, our business in same during the season now drawing to a close has not, we are sorry to say, been up to our expectations. This assuredly is not due to the fact that the goods are in any way at fault. Our prices certainly are very conservative and lower than we would or should entertain if we were not anxious to stimulate the demand for this line of goods. We can see no good reason why the same active interest should not be taken byour many friends throughout thccountry in Neal's Interior Enamel as applies to our other Rapid-Seller Specialties. We depend on you to help us make an enviable record, and we stand back of you with goods that must invite favorable criti cism. We hope that each and every one of our representatives will take hold of this proposition with a will and do their part toward attaining the desired end. Ate Great Sellers. Oklahoma City, Okla., Mov. 6, 1903. Acme White Lead and Color Works, Detroit, Mich. Gentlemen :--Mail me a Book of Order Notification Blanks. Have used up the one you sent me. The $5.00 and $ro.oo Assortments are great sellers and growing more popular with the trade every day. Yours truly, C C. INGRAM Settled Differences Regarding Mileage and , Rates. Western railroads settled their differ- j ences regarding mileage and rate ques tions at a meeting held in Chicago ' on October fith. The mileage question was settled by the amalgamation of the . three existing mileage bureaus, and the adoption of three mileage tickets, which will result in a test of the merits of the credential system as against a mileage book good on trains. The three mileage books, which will be placed on sale in all Western territory on and after December 1, are as follows : 1. A new- 4,000 mile interchangeable credential book, which must be honored by all roads in the amalgamated bureau. 2. The present 2,000 mile mterchangable credential book, the use of which is op tional. 3. A new 2,000 mile book good on trains, use being optional. ALF. R KELLY. Mention was made in October 31st issue WHITE Cit y Ne w s that the factory was pressing us for more car-load business and the car-load order taken by our Mr. Kelly from our distributers, A. S. Johnson & Co., Tacoma, Wash., was received with open arms. More of the same character will be greatly welcomed. "Come on, bays." All roads must use tickets No. 1, and must choose between Nos. 2 and 3. The " Take Hold and Lift" on Special Var compromise permits the Rock Island to nish Offer. retain its 2,000 mile credential ticket, also permits other roads to use the proposed book good on trams, and by the intro There is no man in any walk in life who duction of a new 4,000 mile ticket the is more to be admired than the ready, two systems are fairly pitted against each resourceful salesman. He is a king among other. ! men.--Piccolo. r lit , J Standing of Districts For Week Ending November J4th on sales of $5.00 and $10.00 Assortments District B . " D, " C. " F, " G. A J. H K. E. 1st Position 2d 3d 4tn " 5th " 6th " 7th 8th " c>th " 10th " 0007-SWP-000128324 7~ T"; White City News Devoted to Matters of Interest to Our Representatives* PUBLISHED BY PAINTS, ENAMELS amniKWfci:iHaa b VOL. I. DETROIT, MICH NOVEMBER 28, 1903, NO. 27 / / / 1 .m R. DOUQALL, SALES MANAGER The information contained in this paper is of a confidential nature. Please destroy after reading and do not leave lying around. Acme Paint and Varnish Remover. Our Mr. A. D. Hoagg advises us that he uses his demonstrating can at every opportunity. He further states that he knows, as well as the maker of the goods, they will remove, without question, every vestige of paint or varnish from the wood and leave the surface in the finest kind of shape to be finished. Our representative advises us he knows from experience that varnish will stay on the surface where it is applied over soft pine that has been cleaned with Acme Paint and Varnish Remover. He is thus able to offer the goods with every confidence that they will do exactly what we claim. We Can Use Some. We can use a number of photographs of good window displays of Acme goods for reproduction in Spoilers. If our repre sentatives would bear this fact in mind, and whenever they come across an attrac tive store window displaying New Era Paint and the " Acme Quality " line, take pains to secure a photo of same, it would aid us materiallyin promoting and offering suggestions along these lines. We hope you will all respond whenever possible. The Traveling Man Here to Stay. Some of the trade journals, probably because they are short on something to write about, are associating with the tendency of the times, a disposition to criticise the traveling man by stating that he Is gradually being shorn of his power; is no longer the monarch in his territory that he once was, and that the details of most transactions are now being consum mated at the main office without consult ing him. This may be true in some instances, and probably the traveling man is glad of it as it relieves him of a number of onerous responsibilities, but to intimate that he is being dispensed with by de grees is not founded on fact. He is an indispensable adjunct to any wholesale business--as much so to-day as he was twenty-five years ago. What he is doing is noble work, and he is destined to remain in the field as long as there is a wholesaler to sell or a retailer to buy. Harry Stearns, salesman for Polk & Calder Drug Co., of Troy, N. Y., has sold eighty-five of our $10.00 Assortments in eight days. This is a record any man might be proud of. We congratulate you Mr. Stearns. We hope that this will en courage others to " Take Hold and Lift." A Few Points on the Art of Asking a Price and Getting It. Good, common business sense. Offering the quality of goods that your trade can sell and make money on. Showing them how to sell them and how to make a profit. Knowing all about your goods so that you may present them at their full value. Being able to answer all questions. Knowing what a fair profit is. Asking the price you ought to get. Knowing why you ought to get It. Sticking to the price you ask. Use salesmanship to get the order rather than to be weak enough to cut the price. Knowing that salesmanship is the ap plication of knowledge of goods and men, in such a manner that the buyer agrees with you and buys your goods. Knowing that the weilding of truth is an art requiring more skill but yielding vastly greater returns than the art of weilding falsehood. Knowing that a good salesman is never compelled to lie about his goods, and yet when telling the truth about them he must tell it well. Understanding that you must keep on talking about your goods or your trade may forget what you told them and that the more you talk about them the more firmly you will yourself be convinced that you have something good to sell. When you believe a thing yourself it is a great deal easier to make others be lieve it. That the man who thinks he has done a smart thing in selling a bill of goods without a fair profit--ought to be a hodcarrier. If you make the mistake of selling the goods too low in one place, don't let your conscience prevent you from getting the right price at the next. Remember that not one salesman in twenty has stamina enough to be safely entrusted with a sliding scale of prices; their tender hearts always cause them to slide to the bottom, and stay there. If you control salesmen you will make good salesmen out of them by holding them to the line. If you are a salesman you won't have to be told that you are selling too low, you will be a salesman and get the price by the exercise of your skill, and earn compli ments, not criticisms. Knowing that every point learned is so much gained but that you wilt never know all there is to be known.--Piccolo Ideas. 1 0007-SWP-000128325 7 r WHITE CITY NEWS Tills Man Knows. The friend whose letter we quote below is a better painter than speller, and we highly appreciate his comments upon New Era Paint, even if they are a little off in orthography and syntax. Gentlemen--I Am Sealed This Beautiful Morning With Plesher To Recomende Your Paints Which Is Indeed In Tldle To A Recomendation Which 1 Take Grate Plesher In Giving It. 1 Will Say To You That ] Hav Been A Painter 30 Years, And It Comes .As Near Beaing Paints As Any I Hav Yoused In My Past Life, I Will Say To You That I Am A ThurrI bred Ireishman Rite From The Olde Country of Ireland. I Was Raised Up In The Carshops And Knew Nothing Else But Paint, And To Do Nothing But Fine Painting And Yoase The Best Of Thu Paints, And I Feal Thai The Paint I Am Youslog From Your Factory Will Undoutly Get The Run Of Georgia Before Many Years Roles Around. The Paint 1 Am Telling You Of Is The New Era Paints, Which Is Very Durlble. It Makes A Good Bodey On Weatherhoarding, Are Ceiling. Are Any Way You Can Youse It In Following The Dyfactions Proper l Will Truly Tell You That Noe One Will Go Amiss In Buying The New Era Paints To Paint Their Build ing With. If The Pamt Does Not Give Satisfactory It Will Be That The Painter If Dishonest Are The Person Doescnt Understand The Bfsinis Thurly. Oh The Best Pamt That Is In The World Will Not Look Like A Job Of Work And Give Satisfactory If A Jackleg Are Any Bocher Does The Work. If The Painter Does His Parte I Will Insure You The New Era Paint Will Do Its Part. People Often Blames The Palm Manufacturer In The Place Of Blamelng The Jacklegs And Bochcrs You Can Get The Finest First Class Lumber And Put A Jackleg To Work And Ynii WHI Not Have A Fine Building Put Up, And The Paints Works On The Pland The New Era Paints, l Wish The Holie State Of Georgia Was Supplyed With The New Era Paints. The Reason 1 Take An Actlf Part In Your Paints Simply Because I Expect To Hold Up My Trade. And It Takes Good Palnl And Good Work Together To Hold It Up I Will Ask You To Pleas Send To Me And Outfit Of Your Colors And Gides And A List Of Everything In Your Line, And Please Send To Me The Address Of The Largest Holesall Wallpaper Co In The City Of Detrolte, Mich I Will Do Everything That Is In My Power For The Satis Of Your Paints I Feel Inter ested In Your Paints. Friends, I Will Truly Close. Hoping To Hear From You Soon. Yours Truly _________________ FRIEND. Color Lore. White is taken as a symbol of purity, faith and chastity the world over. To the Chinese yellow betokens royalty. In ancient times the Egyptians consid ered red a symbol of fidelity. Black and indigo signify sorrow, the mournful to the Persians; hence our mourning. Syrian purple, which is crimson with a shade of blue in it, is almost universally regarded as royal. In answer to bulletin No. 188, my plan is to open up your can of Paint and Varn ish Remover, then go to a drug store, open up same, and have druggist pour into a bottle for me. This keeps it from leaking at! over sample case. Our General Distributers. California W. E, Little Paint Co , Tenbrook & Co , W. . Little Paint Co , Florida TheS. B Hubbard Co.. Tampa Hardware Co Los Angeles Sacramento San Diego Jacksonville Tampa Georgia N. L. Willet Drug Co , Augusta Illinois Geo E Watson Co., Colburn, Birks & Cc., Chicago Peona Iowa Sickels, Preston & Nutting Co W H. Toibert. J W. Edgerly 8t Co , Horntck. ness & More. Davenport Dubuque Ottumwa Sioux. City Kansas A. B. Whiting Paint & Glass Co , Topeku Kentucky Robinson Bros. & Co , S Louisville Maryland Carlin & Fullon, Baltimore Massachusetts E, &. F. King & Co , Boston Minnesota Hackett, Walther, Gates Hdwe Co . St Paul Montana A. M. Holler Hdwe Co . Helena New York Buffalo Glass Co , Buffalo Sickles & Nutting Co . Burhans & Black Co , New York City Syracuse Jro. L, Thompson, Sons & Co . Troy North Carolina Burvrell & Dunn Co Charlotte Ohio Smith Bros Hdwe Co , Columbus Oklahoma Territory Alexander Drug Co , Oklahoma City Oregon F. E. Beach & Co , Pennsylvania H. B Semple St Sons, Moy"er*** Bros.. ardware Co.. 2o , Phelps-Straw & Co , South Carolina Murray Drug Co , Tennessee Fntts & Wiehl. Benedict. Warren & Davidson Co. Strother Drug Co., Portland Easton Bloomsburg Hanover Pittsburg Reading Wilkesbarre Columbia Chattanooga Memphis Bristol. Texas Houston Drug Co , Gremer-Kelly Drug Co.. Houston Sherman Utah G F Culmer & Bro . Salt Lake Virginia Barker-Jennings Hdwe Cu . Lynchburg Washington A. S. Johnson & Co , Spokane Drug Co . Tacoma Spokane West Virginia The Kanawha Drug Co , Charleston The Williams & Davisson Co , Clarksburg W H. Chapman & Sons, Wheeling ;^ * V-7 \ ; V w 0007-SWP-000128326 White City News Devoted to Matters of Interest to Our Representatives, PUBLISHED BY . W-- COLORS.VARNISHES '* , S' v-- VOL. I. DETROIT, MICH _______DECEMBER 5, 1903. No. 28 P ft. DOUGALL, Ba l e s Ma mao s r The information contained in this paper is of a confidential nature. Please destroy after reading and do not leave lying around. Points to Know and Talk About "When Selling New Bra Paint. Paint--Its Uses. House paint is made and used fur the purpose of beautifying and preserving a building. Therefore, the best paint in the world is the one which will do these two things in the most satisfactory and eco nomical manner. What is required of a good paint ? First, Durability. Second, Covering capacity. Third, Spreading qualities. Fourth, Beauty of finish. Every practical painter, no matter how prejudiced against mixed or prepared paints he may be, admits that the very best paint pigments that can be obtained are carbonate of lead (or white lead) and oxide of zinc. He further admits that linseed oil combined with a small amount of turpentine and turpentine dryer is the only proper thinner nr vehicle to use in paint to get the best results. Note the Composition of New Era. New Era Paint, made by the Acme White Lead and Color Works, of Detroit, is composed entirely of pure carbonate of lead and oxide of zinc, mixed in just their proper proportions for the base; pure re fined linseed oil, turpentine and turpentine dryer for the thinners, with iust enough tinting materials, of the best quality, in the colors, to produce the various shades. The Acme people guarantee over their officers' signatures that New Era Paint contains nothing else. New Era is entire ly free from whiting, barytes, silex or China day, fish oil, cotton seed oil, corn oil, naphtha, water, or any of the many rank adulterations, some of which are found in a great many brands of mixed paint on the market. What it wai Do New Era Paint, on account of its pure, high-grade quality, together with the care used in its production and the combina tion of the proper proportions of lead and zinc in the base, will cover at least 25 per cent, more surface to the gallon than white lead and oil, mixed by hand with a stick, or any of the so-called cheap (?) paints on the market. It will also wear at least twice as long as such materials, and will put up a finer appearance. Practical Economy It is therefore very easy, based on these arguments, to convince a prospective cus tomer of the economy effected in using New Era. A dealer will stock the paint which he knows is the best for his cus tomers' interests. Get a house painted with New Era Paint and it will show up for itself. We have no hesitation in stating that New Era is the finest paint on the market today, as we know the paint, and know that it will stand back of the best arguments you can advance for it Printed Matter With Orders. Our men are again requested to be care ful to send along a business card or some printed matter with an order from a new concern, so that we can be sure to have the name correct when we open the ac count or prepare advertising matter. We had two instances lately where the salesmen neglected to follow out instruc tions in this respect, and the result was a serious delay and additional expense in getting mercantile reports, wherein each case the concerns were found to be pro perly rated. It is a simple matter to pick up a letter head or something of that nature and send it in with your order. Do this in future. Detroit, Mich., Nov. 28, 1903. Acme White Lead and Color Works, Detroit, Mich. Gentlemen:--Thepopularity which your Michigan Seal Lead is increasing with our trade--principally painters and manufac turers--induces us, as dealers, to apprise you of the fact The surest way in which the merits of an article may be known to the dealer is by the constant and increased demands for that article, and we assure you that the increased demands for your Michigan Seal Lead, during the past year, proves its merit. We have no hesitancy in stating that if the same standard of purity is maintained as heretofore, "Acme Quality," we will be able to increase our sales on this article ioo tons. We also wish to thank you for the ever courteous treatment we have received from you. Yours truly, CENTRAL PAINT & GLASS CO 0007-SWP-000128327 WHITE CITY NEWS Detroit, Mich.. Nov, to, 190}. ! N. Y. This concern is in position to To the Trade | turn out this class of goods to the best Gentlemen --This Is to notify you that we have possible advantage, and will undoubtedly ihis day sold to A. Mendleson Sc. Sons, of Albany, New York, the sole control of all rights and privileges handle ail business that may be placed in t~ Our General Distrlbujera. California W. E. Little Paint Co.. Tenbrook & Co., W. E. Little Paint Co.. VU Los^ngeles Sacramento San^leg In the brand of Acme" Chloride of Ume, with ex their hands to the entire satisfaction of Florida clusive right to manufacture and sell said brand of chloride of time tn the trade In general. in making this transfer we know that the brand of the trade. _ ____ Steamer "Admiral," Lorain, Ohio. The S B. Hubbard Co., Tampa Hardware Co. Georgia JatksonvtV.e Tam*pa "Acme" Chloride of Lime will be packed, both In quality and durability of package, the same as we have packed It for the past ten (ir>) years. Last year we sold ttie above a barrel of : N L. Willet Drug Co , Neptune Marine Paint, outside white. Illinois Augusta Our paint and varnish business has encroached so The captain happened to drop into the j materially on our space chat we felt compelled tn make I Central Paint and Glass Co.'s store and in- j Geo. E Watson Co , Colburn, Birks & Cc , Chicago Peoria this move, but in doing so we feel that our customers will. If anything, profit by better service on shipments and the general handling of the lime business, and we respectfully sollut for Messrs, A. Mendleson & formed them that for years past he thought Iowa Stckels, Preston & Nutting Co., Davenport there was no white marine paint on the W. H. Torbert. Dubuque market that was worthy of the name, with : J W. Edgerly &. Co , Hormck, Hess & More, Ottumwa Sioux City Sons the continuance of your valued patronage With thanks for consideration extended us in the past, we are. Respectfully yours. the exception of one other make. He stated voluntarily that he had changed his mind and that our marine white was in every sense superior. Kansas A B Whiting Paint & Glass Co .Topeka Vjl Kentucky Robinson Bros. & Co , Louisville The above circular letter, which has been sent to the trade with whom we have been doing business in chloride of lime, is explanatory. For some time past we have been of the opinion that it was undesirable to remain any longer in the chloride of lime business, feeling that it was to a consider able extent foreign to our other iines, and that we could utilize the room required for that department to much better advantage. Consequently when opportunity offered we decided to dispose of the business, which we have done, turning same over to Messrs. A. Mendleson & Sons, Albany, Gold and Silver Paint. A good demand should exist for our Tyrian and Eldora Gold and Silver Paints during the holiday season, when every body wants everything around the home to look bright and cheerful. These goods are particularly adapted for decorating al most anything you might mention. The result is artistic and durable, and the in vestment on the part of the consumer is only a trifle. There is no reason why ex tensive quantities should not be sold before the turn of the year, if we all put our shoulder to the wheel. Maryland Carlin & Fulton, Baltimore Massachusetts E. & F- King & Co , Boston Minnesota Hackett. Waither. Gates. Hdwe Co . St Paul Montana A. M Holier Hdwe Co , Helena New York Buffalo Glass Co.. Buffalo Sickles & Nutting Co , New York City Burhans & Black Co . Syracuse Jno L,, Thompson, Sons & Co , Troy North Carolina Burwell & Dunn Co. Charlotte Ohio Smith Bros Hdwe Co.. Columbus f! TM --jVnfj!J i I.Mte* awanucvi .1 HP 4W|1 Standing of Districts For Week Ending November 27th on sales of $5.00 and $10.00 Assortments Oklahoma Territory Alexander Drug Co . Oregon F E Beach & Co.. Pennsylvania H B Semple & Sons, Moyer Bros., _ ardware (Zo.. Zc.. Phelps-Straw & Co . South Carolina Murray Drug Co , Oklahoma City Portland Easton Bloomsburg Hanover Pittsburg Reading Wi Ikesbarre Columbia District B.............. " D................ " C.............. ...............Id " F................ " A.............................. 5th " G.............. ...............6th 41 J................. " H.............. " K................ 44 E................ 44 44 41 Tennessee Fntts & Wieh:. Benedict, Warren & Davidson Co, Strother Drug Co., Chattanooga Memphis Bristol. Texas Houston Drug Co , Greiner-Kelly Drug Co , Houston Sherman Utah G F. Culmer & Bro., Sail Lake Virginia Barker-Jenmr.gs Hdwe Co., Lynchburg Washington A. S. Johnson & Co . Spokane Drug Co , Tacoma Spokane West Virginia The Kanawha Drug Co . Charleston The Williams & Davisson Co.. Clarksburg W. H. Chapman & Sons, Wheeling 0007-SWP- White City News Devoted to Matters ofInterest to Our Representativec. PUBLISHED BT * VOL. I. OETROIT. MICH DECEMBER 12, 19:13. No. 29 F. R DOUGALL, SALES MANAGER The information contained in this paper is of a confidential nature. Please destroy after reading and do not leave lying around. Oat Sentiments. While enjoying your Chnstmas holi days think with pleasure of the record you intend making during 1904 on our special $5 and f10 assortments. Make up your mind that, in your case at least, the coming year will be productive of results material ly surpassing all previous efforts on your part. It would be an excellent plan to employ your leisure moments, whiie not on active duty during balance of the year, keeping m touch with your trade, and prospective trade, by correspondence, and thus help pave the way for the building up, during 1904, of the largest and most gratifying business we have ever enjoyed. United effort always counts. When you need assistance, do not let the oppor--tunity pass of communicating your wishes to us. That's what we areTiere for. Our aim is to employ only the best possible methods in the management of our busi ness. If your best judgment tells you that we are weak in any respect, help us to overcome our failings by giving us the benefit'of your advice. We are striving toward one common end, " success," and individual effort is essentially necessary to attain it. Con scientious and painstaking work will bring its own reward. " Ta k e h o l d a n d l if t ." $5 and $10 Assortments. Lateness of the season does not appear to have any visible effect on faculty of quite a number of our distributers' sales men to place $5 and $10 assortments. We would like to see the same enthusiasm evinced by all. We have just received an order from one salesman, representing a distributing house, for over Jfioo worth of assortments. Come on, boys! Fred Just Landed Another. C 1- ELLIOTT We are just in receipt of a contract from the Evansville Paint & Varnish Co., of Evansville, ind., covering their require ments in Acme Quality paints, specialties and varnishes for the year 1904. The Evansville Paint & Varnish Co. is a new distributer, and the initial order con sisted of two large car-loads. Most Economical. A. P. Tussinger, a painter of twenty years experience, at Deshier, Ohio, and an enthusiastic New Era friend, reports that he can add i)4 gallons linseed oil to 1 gallon New Era, Outside White, for first cuat, and 'A gallon for second coat work thus finding it the cheapest paint he ever used during Ins long business experience. .1 .1 M A D HOAGO We are just in receipt of two car-loads, sent in by our district sales manager, Mr. A. D. Hoagg. The order was taken from our distributers, Messrs. J. W. Edgerley & Co., of Ottumwa, Iowa. J. W. Edger ley & Co. are going after the paint and varnish business in 1904 stronger than ever, and we are assured that these two cars are only a starter for the largest volume of business in theirhistory. The Traveling Man. Frst in the crowded car is lie to offer-- This traveling man unhorwred and unsung-- The seat he paid for to some woman young Or old or wrinkled, lirst is he to proffer Something, a tufle from his samples maybe, To please the fancy of a crying b,ibv. He lifts the window or lie drops the curtain For unaccustomed hands. He lends his case To bolster up a sleeping child, not certsi n But its mamma will frown him tr. the face, So anxiously some women seek for danger In every courteous act of every stranger Well versed is he m all those ways conductive To comfort, where least comfort can be found, He terns the seat unasked, yet unobtrusive His little deeds of thoughtfulness abound Is glad lo please you, or lo haveyou please him, Yet takes it very calmly if you freeze him He smoothes the Jove-hke frown of some official By paying fare for one who cannot pay True modesty he knows from artificial. Will "flirt,** of course, if you're me lined that way And If you are. be sure that he detects you And if you're not be sure that he respects you. The sorrows of the moving world distress him . He never fails to lend what aid he can. A thousand hearts today have cause to bless turnThis much-abused, misused commercial man I do not strive to cast a halo 'round him. But sneak of him precisely as I've found him. hi 0007-SWP-000128329 WHITE CITY NEWS New Era. Coach and Carriage Varnishes. We are just in receipt of a very hand some order, through our Mr. I. D. Wilson, for a full line of New Era Coach and Carriage Varnishes, to be shipped our distributers, Messrs. John L. Thompson, Sons & Co., Troy, N. Y. We would like to see every distributer on our books follow suit. The is no reason why our product in 'This-Hoe should, not be eouaUyLps populac- as our New-Era Architectural Varnishes. Our output iii the Coach and Carriage Varnish line can always be depended upon, because the goods are made with an l>HIL C FRAVSER. We are just in receipt of a large car load order, sent in by our Mr. Phil. C. Frayser, taken from our distributers, Robinson Bros., of Louisville, Ky. " Come intimate knowledge covering critical re quirements demanded. We have every possible testing facility, so that we know exactly what the result of using our goods will be before same are shipped. on, boys !" We are most desirous of seeing our busi ness m the Coach and Carriage Varnish Neal's Florentine Enamel. line increase during the coming year at the We recently had occasion to make a comparative test against two of the most popular brands of stove pipe enamel on same rate as apples to our architectural line during the season of 1903. Take the same interest in carriage varnish as you the market. The three different lines of do in house varnish, and we venture to goods were tested at the same time, and assert that the line will meet with such in identically the same manner, one piece universal- fjrvor tfiatiJur sales during the of iron of the consistency of stove pipe being used, and the result, we wish to assure you, reflects credit on Neal's. The finish secured through the use of our Neal's Florentine Enamel was of a very high order, and it would surprise anyone how well the goods stood the strain, taking into consideration the amount of heat the enamel was subjected to. We do not claim impossibilities for our enamel, but conditions being favorable, same can be relied upon to do just what we claim. We bring the matter up in this manner to anticipate any jrossible criticisms that might be made, and which our test clearly shows can only be attributed to some local cause beyond our control. Here are a few points it might be well to bear in mind: First--Our enamel wilt stand baking heat. Second--No' enamel will stand red heat. Third--The enamel should be thinly spread, and not plastered on. Fourth--Proper time should be given to dry (the longer, the better! before heat is turned on. If these reasonable precautions are fol lowed, results will always be satisfactory. These goods are right in every respect. Push them along. comingyear will be at: least double what they have been during the past season. When you are endeavoring to interest the trade in architectural varnishes don't forget the carriage line, and see if we canhot make a recurd to be proud o(. Important Notice. The name of the McLennan Paint Co., Lttf., Buffalo, N. Y., has been eliminated item the non-exchange paint agreement. All western lines, including the Rock Island, have decided to sell only two kinds of interchangeable mileage tickets, the 4,000-mile credential tickets and the 2,000mtlerebate-tlckets, good on trains. | Come on Boys | % We can handle ill the car load business you can send us. We think ail our distributers will co operate with us by placing their order NOW, if you lay the matter before them properlv. 0007-SWP-000128330 J White City News Devoted to Matters of Interest to Our Representatives. PUBLISHED BY PAINTS,ENAMELS < COLORS,VARNISHES $ VOL. I. DETROIT. MICH DECEMBER ig, igoj. No. 30 F ft OOUQALL, SAH8 Mamao c h The information contained, m ihis paper is of a confidential nature. Please destroy after reading and do not leave lying around. UAN DAVIES. We are just in receipt of a car-load order from Homick, Hess & Moore, Sioux City, Iowa, sent in by Mr. Dan Davies. He reports that the Homick, Hess & Moore Co. are going after the paint and varnish business in a very energetic man ner in 1904. We congratulate them upon their decision and we hope their expecta tions as to increase will he fully realized. We are also in receipt of a car-load order from Whitlow-Williams Drug Co., Fayetteville, Ark., new distributers at the above point. This order was sent in by Messrs. Dan Davies and P. H. Bethge, Spring orders are coming in quite freely, but we can take good care of all you send us. So " Come on, boys." Business For 1904. We finished our business year Nov. joth. We have no complaints to make. The year as a whole was satisfactory. We wish to compliment our salesmen on the showing they made the latter part of the year on sales of our $5 and $10 assort ments and our varnishes, "architectural line." We are making our plans for the biggest year in our history in 1904 by a very big majority. The sales department for the general trade has pledged itself to sell a certain stipulated volume of busi ness, and the volume is such that when you come to figurehow much paint and varnish will have to leave our plant each working day it nearly takes one's breath away. But with the selling organization we have now got to working smoothly along well defined lines, and when we consider the high standard of our repre sentatives, taken individually, nothing is impossible, and we herewith solicit your full and entire co-operation during 1904 to enable us to reach the volume of sales that we have set ourselves to reach. While you are taking a well earned rest during the vacation season, and while you are enjoying the delights of home after the fight for business this fall, we hope you will take time to map out your campaign for the spring. We are going to continue the {5 and $10 assortments. We are offering a $10 paint cabinet to be handled by the wholesale carriage hard ware concerns for blacksmith and repair shop trade. We are going to continue our special varnish proposition that our men have done so well with, and which the trade appreciate so fully. We want you to push Michigan Seal White Lead harder than ever. Remember, a ton of Michigan Seal here and there helps wonder fully to increase your sales. We have a splendid piece of goods in our Acme Paint and Varnish Remover. We don't want you to forget that New Era Paint is the best paint on the market. We want you to make as good a record on our coach and carriage varnishes as you have made on our architectural lines. We want yon to distribute our advertising matter judicously, and to make a point of seeing same is used by dealers to advantage and not wasted. Wishing you a " Merry Xmas " anda " Happy and Prosperous New Year." S. A. HUNTER. Sam has just sent us in an order for a car-load of Acme Quality paints and varn ish from our distributers, Hackett, Walther. Gates & Co., of St. Paul, Minn. The Northwest is opening up in a splendid manner and we look for a large increase of business from that section in 1904. Ithaca, Mich., Dec. n, 1903. Acme White Lead and Color Works, Detroit, Mich. Please send me an extra two gallons of Oil Shellac, No. 87, besides the one that I ordered Dec. to, The men who are putting it on think it the greatest surfacer they ever saw. They are using it on oak and walnut, inside work, for a new house, and it is just fine. Looks like a good varnish coat. CHAS. T. ROGERS. 0007-SWP-000128331 WHITE CITY NEWS OUTLOOK FOR BUSINESS THOMAS NEAL PREDICTS AN OTHER GOOD YEAR. HAS REPORTS FROM ALL OVER THE COUNTRY. Thomas Neal, manager of the Acme White Lead and Color Works, was way laid on the street and asked about the condition of trade. " I don't like to be accused of blowing my own horn, and would rather not be quoted," said Mr. Neal, " but the fact is, the past year has been the best we ever had, breaking all records by at least 25 percent. This is due, in my opinion, to the general prosperity of the country, which is here to stay. " At the beginning of the year 1 felt blue. It looked as if we had passed the top of the hill, but month by month the situation improved, and during the fall our traveling salesmen reported an aston ishing amount of business. These sales men visit all parts of the United States, and their glad tidings come from Maine to California. They are in close touch n ith the rank and file of small dealers. " From the reports of these salesmen and my own experience 1 can see nothing ahead but continued prosperity. The re action of the past year has been merely a return to safer and more conservative lines. We are doing a tremendous busi ness now in this country, all that we can take care of, but we are not overdoing it, as we did before the gradual drawing in of the past few months. In my opinion the coming year will be as prosperous as any that have gone before."--Detroit Journal, Dec. 8, 1903. VA I Come on Boys i We can handle all v the car-load business $ you can send us. We v think all our distrib- $ uters will co-operate v with us by placing % their order NOW, if w you lay the matter V $ before them properly* v V % a * a A & a a A A A .SMJ.w .Wtarp-M Standing of Districts For Week Ending December 12th on sales of $5.00 and $10.00 Assortments District B................ ............. ist Position " C................ " D................ ........... 3d " F................ " " A................ " G ............... ............. (ith " " J................. " H................ ........... 8th " " K ................ ........... pth " " E.................. , SID.!* ***,,.. 1 JLfM* iKxn Our General Distributers. Whitlow-Williams Drug Co , Fayetteville California W E. Little Paint Co.. Tenbrook & Co.. W E. Little Paint Co.. Los Angeles Sacramento San Diego Florida The S B. Hubbard Co.. Tarr.pa Hardware Co. Jacksonville Tampa Georgia N. L. Willet Drug Co., Augusta Illinois Geo. E Watson Co , Colburn, Birks & Co . Chicago Peona Indiana The Evansville Paint & Varnish Co., Ltd., Ev.mt.viUa Sickels, Preston & Nutting Co , Davenport W H, Torbert, Dubuque J W Edgerly & Co , Ottumwa Hormck. Hess & More. Sioux City Kansas A B Whiling Pamt&GlassCo .Topeka Kentucky Robinson Bros. & Co., Louisville Maryland Carlin & Fulton, Baltimore Massachusetts E.&F. King & Co , Boston Minnesota Hnckett, Walther, Gates Hdwe Co . St Paul Montana A. M Holler Hdwe Co . Helena New York Buffalo Glass Co , Buffalo Sickles & Nutting Co , New York City Burhans & Black Co , Syracuse Jno L. Thompson, Sons St Co .. Troy North Carolina Burwell & Dunn Co Charlotte Ohio Smith Bros Hdwe Co . Columbus Oklahoma Territory Alexander Drug Co , Oklahoma City Oregon F E Reach & Co . Porthnd Pennsylvania H.B Semple & Sons, Moyer Bros , ,* r - r, 1 . . I'ardwart! Co. ! 1 . Co , Phelps-Straw & Co , Easton Blootnsburg Hanover Pittsburg Reading Wilkesbarre South Carolina Murray Drug Co , Columbia Tennessee Fntts & Wiehl Benedict, Warren & Davidson Co., Strother Drug Co . Chattanooga Memphis Bristol. Texas Houston Drug Co . Gremer-Kelly Drug Co . Houston Sherman Utah G. F. Calmer & Bro , Sait Lake Virginia Barker-Jennings Hdwe Co.. Lynchburg Washington A. S. Johnson Sc Co . Spokane Drug Co., Tf.coma Spokane West Virginia The Kanawha Drug Co , Charleston The Williams & Davisson Co., Clarksburg W. H. Chapman & Sons. Wheeling 0007-SWP-000128332 White City News Devoted to Mailers of Interest to Our Representatives. PUBLISHED BY a (<,7> CDLORS.VARNISHES jgpp ----- VOL. 1. DETROIT. MICH. DECEMBER 26, 1903. No. 31 weigh as much, and sometimes even more than New Era, but as you have the ana lysis of all the different brands in your territory, you are in a position to know at once of what they are composed, and to quote the weight, etc. With this infor F R DOUQALL, Su.es MeNAStn mation it will take but a few minutes to explain to your customer the reason why information contained in this the other paint weighs as much as yours. Now is the time tn open up one of your paper is of a confidential nature. half-pint cans. Open it and also open a Please destroy after reading and do not leave lying around. can of the other paint. Have your cus tomer examine them together. Secure boards and demonstrate to him the vast difference in your favor by applying each How to Sell New Era Paint. paint on an unpainted board, and also on one that has been painted. You will come In order to sell mixed paint successfully, out ahead every time, Do not be afraid a salesman should take plenty of time to to show up your goods. make the first sale at least, that is, when When you strike a town pick out the he has a line of paint tike the Nevt' Era. best dealer in the place, show him what I believe in carrying a gallon can of O. you have and give him a good paint talk. W. and a few half-pints of same, and make Talk the quality of your goods, the amount it a point to never be without them. By of advertising matter your house sends doing this you are in position to prove any and how nicely it is gotten up, how you claim you make, and can show up the solicit trade and sell the paint for him, and package to the best possible advantage, as what a large paint business you will work well as compare the size of same with that ; up, etc. Remember while you are talking of the "other fellow." You are also in a ; in this way to always be dignified, gentle position to compare the weight of same, and manly, and courteous, and never take note the difference by simply placing each 1 any discourteous treatment from anyone. package on the scales. You may say: . You will demand respect and more than 11 Is it not possible to gain the same results your share of attention if you dress nicely without being bothered with carrying the and make a good appearance. Keep your can of paint?" Myansweris: "No!" It shoes polished nicely and a neat, clean is not possible, for the simple reason that collar on all the time. Do not dress loud, there is not one out of fifty that will grasp but modestly and with good taste. Do your meaning as quickly as they do if you not approach a customer with tobacco in have the can to demonstrate with, as you your mouth, or even smoking a cigar, are in a position to prove what you claim unless you are well acquainted with your then and there. If you did not have the can man. it is impossible to tell when you your prospective customer perhaps would will be turned down without a hearing, notfully realizethe differenceinthe weight, i and you may go away wondering why it and even if he did, it would not have the \ is, and saying to yourself that " he is no same effect on him, in fact the difference is gentleman, anyway," when it is ail your far more striking when you have the can own fault, for had you called without the and can make a practical illustration. You ; tobacco, cigar, pipe or cigarette In your will find occasionally other paints that will ! mouth, your reception might have been al together different, and perhaps by doing so you have lost a good customer. Now, after you have selected the cus tomer you want, and have "sung your little song," just say to him that you will call on him again in a short time, that you wish to give him plenty of time to think the matter over. Find out from him the names of the best painters in town and the ones that deal with him, then hunt them up, tell them what you have inyour paint. You will find at first they may not believe yoj, and then, to convince them, open a half-pint can, have the painter examine it, have him apply it on bare wood and a surface that has been painted. - After he has done this, ask him honestly if he ever saw a better paint, or if he could mix a better article from lead and oil, or zinc, lead and oil. When you call on a painter always remember that he can doyou more good and do moreforyourpaint than any one else. He can assist you and will assist you if he is handled in theproper manner. Bring yourself rigtit down to his position, treat him well, always have a cigar with you to give him, not one for him only, but one for all his men that may happen to be around at the time, in fact make yourself a " good fellow " in his eyes and also in the eyes of his men. Have him give you a list of all the houses he knows of in the town that are going to be painted. Get him to go along with you, if possible; pay him for his trouble; do not have him do anything for you for nothing. Then call on all the names you have and sell the paint yourself. You will find it an easy matter to interest people in paint when they intend to paint their homes. After this return to Mr. Customer. Tell him you have sold so many gallons of New Era and you wish to have it come through him. I never saw the man that would not accept this business. This will start your paint and perhaps land your customer right there. If you should not land him then, just wait until there are a few more 0007-SWP-000128333 WHITE CITY NEWS houses to paint. You will know this if members of our staff m doing their utmost you keep in close touch with the painters. to help start the new representatives out When conditions are right run back to right, and enable them to make an en that town again and sell some more paint viable record for themselves, as well as for your customer. Keep this up and you the house they represent, is gratefully will secure a dealer all right. If you do accepted and appreciated by the recipients. not get the man you started after first, you No shift-for-yourself feeling is evinced by will get some one else that will be glad to our successful representatives, who ap have your paint when he sees what work preciate how thankful they sometimes, you are doing. were, in years gone by, for a helping hand, After you get your customer do not stop until they were able to paddle their own there, for you know there is "no rest for canoe. the wicked " (no, not wicked) paint sales We have the greatest confidence in the man. Just keep on working your trade | ability of every one of our boys--new and in the same way every time you make a old--to do all kinds of business during town; hunt up all the houses that are to the coming year, and we wish you all a be painted, call on them yourself and sell " Merry Christmas " and a " Happy New your paint, and you will find that it will Year." not be long before you are selling the most paint that is sold in the town, and you will find in place of the town being a " lead and oil ' ' town it will be a " mixed paint town." It is not the number of mixed paint cus tomers you have, but the number of gal lons they sell. Is it not better to have one customer that will sell one thousand gal lons a year, than to have ten customers that will sell about fifty gallons a year each? Make it a point to call on all architects Make them your friends and they will E R, HOAG assist you by specifying your paint. We are in receipt of an order for two Do not be afraid to try to knock out any car-loads of " Acme Quality " goods, brand of paint. It does not make any j taken by our district sales manager, Mr, difference how long it has been handled in E. R. Hoag, from the Logan-Gregg Hard the town. Do not be afraid because it is ware Company, Pittsburg, Pa. one of the best known on the market and While it is rapidlyapproaching the close bears the best reputation, and has invari of the year, we would like to see a few ably given satisfaction. Go after it just more of the same sort before the bells as energetically as if it was the poorest chime the dose of 1903. paint made. Our present increased facilities enable 1 honestly believe there is not a town in the United States you cannot put in New Era Paint, if the town is worked properly. It depends on the salesman at first and us to handle promptly as much business as is directed our way, both car-loads and less. Who will be the next? then upon the Acme White Lead and Color Works to back him up with good goods. A E B. We Welcome Them. We have with us this week some of our representatives who are spending the Christmas holidays at home. They all look hale, hearty and contented. We also have with us a number of new aspirants for salesmanship honors. The older members of our corps are talking "Acme Quality" to them with a ven geance, and as a result they cannot help but start out with a feeling that success is inevitable if they follow in the footsteps of our boys, who are filling them full with what their experience has been. The kindly spirit manifested by the older | Come on Boys | A vst sstt v We can handle all the car-load business you can A A A $ send us. We think all A A our distributers will co A A Si A 8Si Si operate with us by plac A St V ing their order NOW, if fSt Si you lay the matter be 8 Si Si fore them properly. . . Si J' Our General Distributers* Arkansas Whitlow-Williams Drug Co . California W. E. Little Paint Co . Tenbrook &. Co . W. E Utile Paint Co.. Fayetteville Los Angeles Sacramento San Diego Florida The S. B Hubba'd Co., Tampa Hardware Co Jacksonville Tampa Ceorgia *. N L. WilJet D'ug Co.. Augusta Illinois Geo E Watson Co . Colburn. Birks & Co . Chicago Peoria Indiana The Evansville Paint & Varnish 'Co.. Ltd. Evansville Iowa Sickels, Preston & Nutting Co , Davenport W H Torbert. Dubuque J W Edeerly&Co, Ottumwa Hormck, Hess & More, Sioux Ciiy Kansas A B Whiting Patnt&Ctla&s Co .Topeka Kentucky Robinson Bros. & Co . Louisville Maryland Carlin & Fulton, Baltimore Massachusetts E & F. King & Co., Boston Minnesota Hackett, Walther. Gates Hdwe. Co.. St Paul Montana A. M Holter Hdwe Co , Helena New York Buffalo Gloss Co.. Buffalo Sickles & Nutting Co , New York City Burhans 6c Black C , Syracuse Jno. L. Thompson, Sons & Co , Troy North Carolina Burwel. & Dunn Co Charlotte Ohio Smith Bros Hdwe Co , Coiambus Oklahoma Temtory Alexander Drug Co., Oklahoma City Oregon F E Beach & Co , Pennsylvania H B Semple & Sons, Moyer Bros . J C Tanger Co., Logan-Gregg Hardware Co BaTd Hardware Co . Phelps-Straw flc Co , Portland Easton Bloomsburg Hanover Pitisburg Reading Wi Ikesbam* South Carolina Murray Drug Co , Columbia Tennessee Fntts & Wichl Benedict, Warren & Davidson Co.. Strother Drug Co . Chattanooga Memphis Bristol. Texas Houston Drug Co , Gremer-Kelly Drug Co.. Houston Sherman Utah G F Culmer & Bro , Salt Lake Virginia Barker-Jenmngs Hdwe . Lynchburg Washington A. S Johnson & Co , Spokane Drug Co., Tacoma Spokane West Virginia The Kanawha Drug Co , Charleston The Williams & Davisson Co., Clarksburg W H. Chapman & Suns. Wheeling 0007-SWP-00012833^