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it was claimed such revision had been made. In answer to this charge I wish to say that it is disputed, not only by me, but by all practical lumbermen and inspectors."

The charge is further made that the opposition to the 1913 rules of the National Hardwood Lumber Association, adopted at its annual meeting in 1913, was headed by John Spaulding, of the Paine Lumber Co., of Oshkosh, and George A. Buckstaff, of the Buckstaff Co., of Oshkosh.

The Southern Lumberman

In commenting on this statement and the action of the Federation, the Southern Lumberman says:

The whole proposition has the aspect to an outsider of being worked up by a small number of individuals whose disgruntlement against the association is expressed with more force than clearness. One of the chief of these individuals is a man who resigned from the association some months ago, and who appears to be backed up mainly by a large factory consuming concern in the same town which has not resigned from the association. The operations of this concern in the manufacture and sale of lumber are inconsequential compared to its purchases of lumber for factory use. Though it should be prompted by this fact to resign from the association, even if it were not arrayed in open warfare against it, it has not done so, its membership being held on to with a singular pertinacity.

As we have also said before, the Southern Lumberman does not claim to be expert inspector enough to judge of the full effect of changes made in the National rules of a year ago. It can easily believe, as Secretary Fish is quoted to say, that while some of these changes tend to lower the grade, others tend to increase it, and to facilitate the purchase by consumers of exactly the stock to meet their requirements. We believe, on the whole, that the changes made serve only to bring the rules of this association more nearly into argreement with those of another large organization in the hardwood trade whose members must certainly market on their rules a large proportion of the hardwood lumber going into factory use.

The point we insisted on before is insisted on now, that the inspection of lumber is a thing for the manufacturers of lumber to fix and determine, and the association having adopted a set of rules these are the rules for its members to observe and enforce until they are changed by the association. To permit any body of consumers, however large, merely by meeting and "resolving," to set up the rules of any association in effect a year ago, two years ago, or five years ago, is the practical abandonment of the fight for uniform hardwood grading.

In a somewhat more extended article the Southern Lumberman reviews in detail Mr. Buckstaff's paper read before the furniture manufacturers. The Southern Lumberman summarizes its conclusions as follows:

But Mr. Buckstaff's still more strenuous complaint is that the grades are "milked" of the better stock by the men from whom the consumers buy. Surely even Mr. Buckstaff can see that the closer the grading is made the less becomes the opportunity for unscrupulous manipulation of grade between the manufacturing mill and final consumption. Mr. Buckstaff should realize that the remedy of his people for the evil he here complains of is not a matter of association grading, but the very simple matter of buying from reputable concerns who can be depended upon not to sell one thing and ship another. Surely in these days of active competition to sell lumber none of the big buyers which Mr. Buckstaff represents should have difficulty in picking out the sheep from the goats.

When Mr. Buckstaff gets down to the contention that the consumers of hardwood lumber are the ones to formulate its grading, we feel on surer grounds in combating his argument. He says that he knows of no other business "where the men using the goods * have noth

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ing to say about the specifications." We believe we can suggest a few with which Mr. Buckstaff must be familiar -glue, varnish and nails, not to mention others. We would like to have Mr. Buckstaff rise up and depose if the furniture and fixture manufacturers have formulated grading rules for these commodities, or know where they can get them on any other specifications than those made by the manufacturers. Getting away from Mr. Buckstaff's own business, any number of commodities readily suggest themselves to mind as being peculiarly familiar to lumber manufacturers-steel rails, for a very striking illustration, not to burden the reader with innumerable others. In fact, we think Mr. Buckstaff got his argument exactly right-only right plumb wrong. We know of no important commodity in the world's commerce the grading of which is not fixed, established and maintained by its manufacturers. We know of no important commodity in which it could possibly be otherwise. No rules the consumers of lumber could formulate would last a month nor be satisfactory to 10 per cent. of them for a single day. How well and for how long does Mr. Buckstaff think the car, wagon, carriage, piano and box manufacturers would be satisfied with the grading rules adopted even by such an important coterie of consumers as the furniture and fixture manufacturers?

To admit the right of one class of consumers to make the grade is to admit it for all, and would mean the abandonment of association grading. But all important consumers should be heard to the fullest in setting forth requirements of their business to the end that lumber grading may be kept on its only true basis-the establishment of such number and kinds of grades as will permit as many users of lumber as possible to buy as nearly as possible exactly the stock they need in their business.

The American Lumberman

Somewhat more temperate in its comment is the American Lumberman, as is shown in the accompanying editorial:

In no line of business, so far as we are aware, do the consumers make or name the grades of the goods they buy. The seller makes the grade on which he will sell and the consumer can take it or leave it. The consumer always has the opportunity to make a special bargain. He can go to the manufacturer or the jobber and ask for a special quality, which means a special grade, to suit his particular needs, or he can protest in any way he pleases, but there his right ends.

In the particular case in question the hardwood consumers, who objected to the change, were urgently invited to attend the meetings of the grading committee of the National Hardwood Lumber Association when changes in the rules were under consideration and failed to accept the opportunity. They slept on their rights and therefore now occupy a rather questionable position. No set of manufacturers or jobbers of a given commodity can ignore the consumer, for the consumer is the final buyer and the sole purpose of manufacture and jobbing is to sell goods-at a profit if possible. If the goods are put up in such shape that the consumer will not have them, then they must be put out in different shape. The buyer has the privilege of protest and argument, the former taking ultimate shape in absolute refusal to buy; but the primary right as to the form of manufacture and the grading by which the goods are put upon the market lies with the sellers. If they make goods that are not wanted, they will not be able to sell them. If they make grades not suited to the needs of consumers they can not make them stick; but that whole matter is up to the manufacturer and jobber whose sole right it is to determine forms and qualities.

In the present matter the attitude of the furniture manufacturers is illogical, if they assume to dictate the rules under which the lumber they buy shall be graded. They themselves dominate their own products as firsts or seconds. That right is fundamental in the business world.

PROBLEMS OF THE FINISHING ROOM

Detail Instructions of a System to be Employed in Matching Stain Colors--No Haphazard Methods Will Secure Uniform Results---Keeping a Record

W

By WALTER K. SCHMIDT
Analytical Chemist

E WILL admit that a very important part of the finisher's daily routine is the matching of colors sent to him representing the style and shade of finish for a special order. Undoubtedly, the house that is selling the goods has a portion of the order placed with some other factory-yes, possibly two or three. It is up to each finisher making a portion of the order to make as close a match and duplication of the sample sent him as is possible. A great amount of time is thus taken in experimental work. The big mistake, however, is that these matchings are hurriedly made and the different treatments are not permitted to ripen. Thus the sample is not correctly matched because after it has stood for a week the color may change considerably. Therefore, if the operation is hurriedly done, and although the match

this kind it may stagger you, and you will say to yourself, "Why, this man wants me to make a hundred test samples." Not so at all. You lay the first ten little pieces, say a board 4 inches wide and 12 inches long.

WALTER K. SCHMIDT

at the time may be perfect, the regular work that comes through may be several shades off.

In my experiments I have found that time is gained by giving the stain coat the same amount of time as it would receive in the regular line of work. The procedure is about as follows:

Matching With a System

Having had the advantage of matching hundreds of boards, it follows one gets an idea of how the color was made. Every time a new sample comes in, it is easy to turn back and, by comparison, pick out the sample that comes nearest to matching, and then change the formula enough to produce a similar shade to the new board just received. But in a factory the proposition may be somewhat different. The foreman may have been working on a limited line of colors. Again he will not have on hand a large variety of shades to make up his matching. But if he has been following these articles, he undoubtedly is familiar with the few absolutely requisite color products, and the chemicals, and the anilines, and has them on hand. I have just stated that time is saved by giving the stain coat the regular amount of time to dry and to set. This applies to either water, spirit or oil stains. But if each matching was to be given this amount of time the customer would be calling for the goods long before the shade was matched by the finisher.

Lay the ten of them alongside, then take your ten dilutions of the second coat and brush over the entire ten. With a lead pencil mark each board "top." Then, from the top down, you cross the ten boards ten times with each one representing first solution, then with the first dilution, and so on until you have ten boards, the first coat of which has been crossed ten times, with the result that you have one hundred squares made out of two stains, showing one hundred different shades. The chances are very good that you will have some difficulty in selecting from a few the one that suits you best.

But don't stop here. Finish up the entire ten in the same manner as the board sent in was finished. You know how to test this sample as to its finish, whether it is wax, varnish or just shellac. Find this out and then proceed to finish the board in the same manner. It might be well for me to say, however, that if the wood was filled, you have got to put on the filler and establish in your own mind the depth of color of this material. Fillers don't vary so very much and if they do, make up your mind that there are only three or four pigments usually employed in their makeup.

Wood May Make a Difference

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Of course, the kind of wood employed makes a good deal of difference. You are supposed to have selected for your samples the same kind of wood, as near as to grain as possible, and, of course, you found out whether it was red or white oak. In short, you have gone through all these preliminaries and have filled the wood and are now prepared to put on the final finish. Go right along, put on the shellac, give it the regular time, then varnish, let it dry and finish to match the sample. Now it is up to the final matching. Carefully examine the little places. You have numbered the boards, you have got them all marked "top." Put them in the same position and select the one which matches to your own satisfaction. Therefore, I Then you back up and for argument's sake, find that it is number six on the fifth board. The first board represented your first solution. You may have added 5 or 10 per cent. of water for each dilution. Then multiply the strength of your stain by the number of the board, and it must prove up to strength of the original board. If you know the amount of stain powder used in the first solution, you will see how readily you can figure out the strength of your fifth board. This covers the first coat.

recommend that first the finisher make a strong solution which he knows is too dark, and then make ten more dilutions, until he has one which he knows is right. You will see at once that there will be ten intermediate points. Now then, when these ten little boards dry out it is an easy matter to select the one which matches most closely.

Where a two-stain proposition is to be handled, the same method is recommended, for the second coat is prepared in the same way and applied in the same routine and permitted to dry. But it will be seen that the ten original pieces can be made into a hundred matchings, as each one of the ten can be coated with the ten of the second stain. When you first look at a proposition of

But you have the sixth in the second coat which works out the same way. Now suppose you don't do it on the percentage basis at all and we will say you took a quart of water and added to it an ounce of stain powder. You

found this was much too light. I would here suggest, then, that you take a half pint of water and to it add first a quarter ounce of powder, which is the same strength as an ounce would be to a quart. Then gradually add thirty grains of powder until you have a shade that you know is darker than it really ought to be. I say thirty grains because thirty grains is half of a dram, and it keeps your figures more in direct relation to the weights you are employing. Consequently, when you come to figure it will enable you to avoid the many little pitfalls which are due to errors in calculation, especially when you are increasing your formula in weights and measures. Then again you must remember that the amount of water is going to increase with each dilution. You take eight ounces of water to begin with and suppose that each dilution is made by the use of one more additional ounce of water. When you get through you will have seventeen ounces of water in the ten dilutions. The seventeen ounces of water will represent the same amount of powder that was contained in the original eight. As a rule, I have found that you usually find by this method the fourth, fifth and sixth dilutions as bring ing out the shades. Of course, you thoroughly understand that your judgment of the colors selected has been correct, but if it was the fifth dilution and you have used the quarter of an ounce, then you have a quarter of an ounce of stain powder in thirteen ounces of water, from which it is easily calculated how many grains would be to the gallon, for you would divide the number of grains by thirteen which gives you the number of grains in each ounce. Then you would multiply by the number of ounces contained in a gallon and thus arrive at the amount of stain powder to be employed to each gallon of water.

If Results Are Not Secured at First

But suppose that the powder or color material does not give you the desired shade, and it thus becomes necessary to try out several colors in order to produce the shade. Proceed in the same manner and if you wish to assure yourself that you have selected colors that will make the shade, take a graduate, add a little of the one in which you have the most confidence, and then shade it up by the addition of the other two or three as the case may be, until this preliminary test convinces you that you have the correct components. Then start out to ascertain the correct strength. Do it in the same manner. Take the ten boards, coat each one with the first solution, cross it with the second solution. Go back to the first way with the third solution and so on until all the solutions have been applied. Somewhere in the square you will have your match. Then you figure back for the amount of powder that you require. Now, if you wish to prove this, weigh out the amount of powder shown you by the key, and dissolve it in the amount of water, but be sure not to fall into this pitfall. The most natural thing to do is to find out the amount of powder and forget to multiply the amount of water employed. In other words, each color had been dissolved in the same amount of water. Therefore, it becomes necessary to multiply the amount of water by the number of colors you have employed to produce this shade. In very careful work it becomes absolutely essential to see to it that a complete solution of the color material has been made. If you wish to be absolutely certain, put a bit of cotton in a small funnel and run the solution through this. If no sediment is left on the cotton, you can safely go ahead, but if there is sediment, throw the cotton and the sediment into the graduate and vessel and agitate the mixture until the solution is complete. Always bear in mind that you are operating in diminutive quantities and that

a slight error becomes greater when it comes to make up the formula into gallon lots.

In a chemical formula, and the one now uppermost in the trade is fumed oak, I strongly recommend doing the varying in the bichromate of potash rather than in the alkali, such as caustic, carbonate of potash or ammonia, as the effect of the alkali is practically governed by the one ounce to the gallon formula, and the variance of the shade is more readily produced by the strength of the bichromate.

To Get Beautiful Shade of Brown

Where a first coat of tannic or pyrogallic acid is given, increase the strength in the pyrogallic acid rather than in the strength of the tannic acid, and bear in mind that the atmosphere has a whole lot to do in turning these chemicals brown. That pyrogallic acid mixed with an alkali turns brown, and that some of the most beautiful shades of brown can be produced by mixing a solution of pyrogallic acid with carbonate of soda or potash, and sulphite of soda, coating the wood with this and entirely omitting the bichromate, is true. To those who are not using a fuming box, let me suggest that they make a few experiments. In the few preceding sentences, we have told the trade something. We have told more than is realized, we believe, and if the manufacturer be alert he can work upon the foregoing suggestions to his own surprise and positive satisfaction.

In golden oak, where a board is sent in to be matched,. endeavor to make up your mind whether it has been of recent finish or whether it is an old sample. Make up your mind whether it is one in which the effect has been produced by the use of a colored filler, by which I mean a filler stain in which some of the stain material has been incorporated. This you can usually tell by closely examining the flake and the smooth portions of the wood. Don't look at the pores at all. If the smooth portions present a uniformity of color, you may conclude that the piece was originally stained and then filled. And again you know that practically all the golden oak is made by the use of an oil stain. Asphaltum being the base, the color is augmented by the use of an oil soluble yellow, brown and a black. A good quality of asphaltum is required, and in a case of this kind, proceed about as follows:

In Handling Asphaltum

Dilute the asphaltum with an equal part of turpentine. Make the solution of the three colors, that is three separate solutions, all of a known strength. Then add of each enough of the asphaltum solution until you have the shade, judging the shade by the flakes only, applying the stain and wiping off with a rag which has been wet with naphtha. Add just enough naphtha to take off the stain clean, for you will find that this stain will look like a brown varnish. You will also notice that by the addition of colors to the asphaltum solution you have diluted this solution, all of which must be taken into your calculations when making up the larger formula. When this formula is produced and you are ready to go ahead, make up the stain and instead of wiping off with a rag, fill it with an uncolored filler. The spreading of the filler will take up the excess stain, and color the filler as it is rubbed into the pores. Then, of course, when this is done, clean up. Care must be taken in matching to go very easy on the yellow, depending largely upon the asphaltum to produce this yellow shade.

While golden oak is supposed to be a more uniform color, yet you will find by laying the samples of various factories side by side, considerable variance in shade is noticed and the nicety of match can readily be handled by following the above suggestions.

Having outlined to the reader a general method for matching colors, some details will depend upon the initiative of the individual who intends to benefit by the suggestions made.

You will find after making one experiment along these lines, and especially if you have never tried this method, a revelation is in store for you, and after you have made your first experiment, carefully note down the details and the results. If you cared to perpetuate the original solution, by which I mean to keep a portion of it, use half of the original amount of diluting purposes, and put away properly labeled a bottle, well corked, of the full strength solution. You do not know how soon you will be required to make a similar experiment. But if you will take the trouble to properly label the ten little boards and put the full data on the back of number one, you

may find that in the future you will be able to refer to it, that it is the one hundred squares quite often. Select therefrom a perfect matching of another sample. At any rate, the first experiment will serve as a valuable key to a second. You can tell, for instance, at a glance whether any combination previously employed comes anywhere near to a new proposition, and if it does, use the information for the second. But if it does not, you have the satisfaction of knowing that nothing employed in the first experiment is going to help you in the second. I have often said it is impossible for this department to give you specific amounts in the case of matching colors, but a method such as here given, if employed with a reasonable amount of care, especially when it comes to the figuring of weights and measures, will produce results absolutely positive and trustworthy.

THE SALES MANAGER AND CREDIT MAN

The Work Which is at Hand for the Men Who Fill These Offices---Where It May be Profitable to Combine Two Positions---Sales Manager's Duties

I

By A PRACTICAL MAN

T IS not my purpose to set forth a personal history, but it is absolutely essential that some few points be illustrated by actual experiences to prove certain contentions that I make, so in the following lines

I will kindly ask your indulgence of any seeming egotism. It shall be my earnest endeavor to relate facts as I have found them in years of study and experience and if it should be my fortune to benefit few or many sales managers and credit men, my mission shall have been fulfilled.

Combining Sales and Credit Departments

Of

There has been a time, and that not so many years ago, when the sales and credit departments of large factories and wholesale houses worked as independent of each other as was possible, but in this progressive age of pull together spirit, of bankruptcy laws, etc., it is necessary that these two departments be affiliated as closely as possible. course, in a business of such colossal volume as is done by our packing houses and other similar industries, they are forced to put the two departments in question under separate heads, but if you know nothing of their methods, you would be amazed to learn how minutely they keep in touch, one with the other.

It is my contention, and both observation and experience bear me out in it, that where it is at all possible, one man should handle both departments, but by all means let him first acquire by experience the necessary qualifications. I shall later endeavor to prove my contention by facts.

The Sales Manager

When you see a letter signed "T. J. Jones, Sales Mgr.," you naturally conclude that "T. J." has won his laurels and his way to a roll-top desk and stenographer by actual hard grind on the road, and he should have, but if you were to investigate conditions as I have and see just how many sales managers there are who never called on a dozen customers in their lives, it would stagger you. I have actually seen so many pseudo sales managers and credit men that I often wonder how they or their firms keep their heads above water.

Is it fair to the man on the road, who is really the pivot on which the business hangs, to be ordered hither

and yonder by some ninny who knows no more of conditions in the territory than a canary bird? Certainly not, but to illustrate this, I will relate a little incident with which I came in contact less than six months ago. I was out in a certain territory with one of our salesmen looking over a new field we were opening up, and met a man who sells gloves for a large factory located in the Middle West. This man told me that his sales manager, who owned some stock in the company, but who had never traveled a day in his life, required him to travel by a route list furnished from the office, and further stated that he could increase his business at least 25 per cent. if allowed to cover the territory as he saw fit. Who is at fault in this case, the salesman or the boss? Who is the better judge of conditions in the territory, the traveling man or the man who dictates the letters and makes up the route lists, and especially since the department head had never worked the trade himself? Think of it! You men who direct your sales force. Here is a factory losing good business in a fertile territory and for what reason? I will let you solve the riddle; the answer is easy.

Don't Be Too Specific With Traveling Men If you are of the opinion that you ought to tell your traveling men where they should or should not go, just get out in the different territories with them for a while; the office can do without your smiling countenance and the aroma of your cigar for a few days; get down to brass tacks and your eyes will be opened to a few things that will keep you awake nights provided your cranium isn't too much like ivory to absorb it.

What are the sales managers' duties? Are they to sit in the office, look wise, write dictatorial letters in the forenoon and spend the afternoon playing golf? No, not if you get the results you are expected to produce, but many of us think this way, nevertheless. If it is really your desire and ambition to get results and increase the efficiency of your department, think over the following for a few days.

Above all things keep your sales force full of enthusiasm, write them encouraging letters frequently, especially if it is out of season or if business has a tendency

to lag for any reason. When a salesman lands a new customer or sells an unusually nice order, compliment him and don't be stingy with it; let him get chesty if he wishes, it will do him good and help him sell the next man he calls on.

Let Salesmen Use Their Own Methods

If one salesman in a certain territory begins to roll the orders in, don't try to force his methods on the other boys, because conditions may be entirely different where they are. Study your force carefully, find every man's vulnerable spot and hit him there hard and often if you would have him working overtime for orders. Next, be on the hunt for new selling ideas and talking points continually. If your brain is too shallow to originate them, read your trade journals, talk to every traveling man you see, and when you really find a new idea that is a winner, drive it into your men until they either get results from it or cry quits, but be sure it is the goods before you adopt that plan. How are you going to know whether or not it is a winner? The best way to find out is to first try it out on some of the trade yourself.

Keep your stationery, stamps and stenographer on the move. Never let a month go by without sending a good, strong circular letter to every dealer on your mailing list. If you haven't a list, get busy and start one. There are many ways in which you can do this, but the most efficient and satisfactory way is to have your salesmen send in a daily report showing the names of the best dealers in each town they have made that day and continue this until they have covered their entire territory. Thus you have a complete mailing list with the wheat separated from the chaff.

Circular Letters

When you send out your circular letters, don't expect them to bring a flood of orders, because the chances are about twenty to one that they won't do it. This being the case, what do they accomplish? They keep your firm and your product in the minds of the trade and are the greatest asset in the world to the salesmen if kept up systematically. I know this from actual experience.

I was at one time in a certain manufacturing business in which there was wonderfully keen competition. I knew it was up to me to put one over if I were to successfully cope with my older competitors who had already built up an established business.

I had my

printers get me up a piece of stationery with a quarterinch red border around the edge and the printing run in heavy blue type. The moment I saw it, I knew I had what we wanted for my circular letter work, because it would compel a man's attention whether he desired it or not. I had 25,000 each of two different letters multigraphed, let my stenographers fill in the names and addresses on typewriters, and sent them out to the trade a week apart. The profits on the sales from these two letters alone netted us close to $500 and lined up many more prospects that were afterwards landed, and all of this with an absolutely new commodity.

A Little Experience

I had already engaged nine A-1 specialty salesmen of unquestionable repute who had successful records behind them, and I sent them out immediately following my second circular letter, and orders literally showered in. What would have happened had I stopped here and sat back in my office and told my salesmen where to go and what to do? Instead of that, I first filled them so full of knowledge of our product that they literally bubbled over with enthusiasm and then told them: "Boys, you know the selling game and you know we have something the trade needs, so get busy. You have a certain amount of territory to cover; work it as you think and know best.

If you work a town this week and think you can get more business there next week, use your own judgment because you will be on the ground. I will be satisfied so long as you get results." Might add here that I let them settle between themselves as to how the territory should be divided.

I offered a bonus of $50 to the man whose sales were the largest the first month, and sent them a weekly letter showing what each man had sold; this kept them up to fever heat. This plan proved so successful that I offered some different prize every month to the entire satisfaction of everybody concerned.

Results With Letters

I sent out from 15,000 to 25,000 circular letters to the trade every week; not every month, but once a week, and our records proved that our circularizing more than paid for itself in orders actually secured from it. But the greatest benefit derived was the talk it caused among the dealers throughout the country, keeping our product before them all the time, and the many sales it helped our traveling force to land. This is not supposition, but actual facts, because there was hardly a day passed that some of the boys didn't write me and say, "I sold Tom Jones & Co. as a result of the letters you have been sending him; you have certainly made him believe in our goods," or something similar to that. I also know this because I frequently jumped into some one of the different territories and would hear the same story. Furthermore, your circular letter will often accomplish results, of which you will never know directly, but a two-cent stamp that carries the name of your firm and your goods to a well-rated dealer is never wasted.

At the end of six months our business showed a net profit of 172 per cent., and we sold out for an exceedingly handsome profit over and above our original investment and all operating expenses. Did your business show this much net profit the first six months?

Know not only your own product thoroughly, but that of your competitor as well. If you manufacture or job an article, the style of which sometimes changes, find out what your competitors are doing. Get up some new styles before he does, or if he should beat you to it, go him one better and improve on his patterns. If your new stuff is right, don't wait for your salesmen and the trade to pry the secret from you, shoot it at them like a comet passing through the atmosphere.

In the second article in this number, which will appear in the September number, the writer will discuss credits and the credit man and further elucidate his theory that the offices of sales manager and credit manager may oftentimes be profitably combined.

T

Fundamentals in Advertising

O MY mind there are only three fundamental principles in advertising; namely, be honest, be sensible, be persistent. I say be honest because every advertiser should remember that advertising doesn't create value, it merely tells of it. The value has to be in the article itself. I say to be sensible because the majority of people who read copy are endowed with good common sense. I say to be persistent because you have to keep everlastingly at it. People soon forget and unless we keep persistently at advertising we had better not begin at all.-Hugh Chalmers.

The Martinsville Furniture Co., Martinsville, Ind., has signed a contract with the commercial club of that place for a free site of five acres and twenty-five acres of land at $5,000. Robert Gum, who is at the head of the new enterprise, reports that the factory will be 60 x 400 feet, brick, and will employ fifty men at the start, later 200. General household furniture will be built.

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