HARVESTER WORLD Vol. 22 February 1931

THE REAPER TAKES FORM Cyrus Hall MoConniok BnlldinA his Great InT-ention on the MoCormiok Far in Virginia, 1831. NRED by an Ideal, Cyn

Hall McCormick Labored One

Hundred Years Ago in This Black­

smith Shop and Created the Wonderful

Reaper—the Beginning of Modern

Agriculture. Today International

Harvester Is Fired by that Same Ideal,

Here Phrased by Vice President

A. E. McKjnstry.

STEADFAST FAITH IN THE FUTURE

HOLD a steadfast (aith in the Future oF our industry and oF the greater industry oF agriculture to which our business is so closely related.

Our work in liFe is not merely worth while—it is indispensable. As long as humanity draws its subsistence From the soil, just so long will mankind need the Farmer, and just so long will the Farmer need us.

— VICE PRESIDENT A. E. McKINSTRY HARVESTER WORLD

TheReaper Centennial Dinnerat The Stevens Hotel, Chicago, January 15

THE OFFICERS AND DIRECTORS HOSTS AT REAPER CENTENNIAL DINNER

LI HE invention of the rectors; Harold F. McCormick, chair­ identified with the Company, were: reaper by Cyrus Hall McCormick in man of the Executive Committee; John A. Chapman, Thomas E. Don­ 1831 was fittingly commemorated in Cyrus McCormick, Jr., vice president; nelley, John J. Glessner, Chauncey word and association on January 15, and Fowler McCormick, district man­ McCormick, John W. Scott, Judson when more than a* thousand Har­ ager. F. Stone, and John P. Wilson. vester men and women, principally To the strains of old-time tunes the The Officers present were: Cyrus H. from the Chicago ofiicc, were dinner Officers and Directors opened the McCormick, chairman of the Board; guests of the Company's Officers and festivities by marching across the ho­ Harold F. McCormick, chairman of Directors at The Stevens Hotel. tel's grand ballroom to the speakers' the Executive Committee; President President H. F. Perkins presided, table. As they proceeded, the assem­ H. F. Perkins; Vice President A. E. John P. Wilson addressed the assem­ bled throng rose in salute and greeting McKinstry; Vice President and Trea­ blage on behalf of the Board of Di­ from the closely placed tables, and a surer George A. Ranney; Vice Pres­ rectors, and the pleasure of the regular din of huzzahs and hand claps ident Cyrus McCormick, Jr.; General evening was greatly heightened by the greeted the Company's chiefs as they Counsel W. S. Elliott; Comptroller warm messages from Cyrus H. Mc­ made their way along. W. P. Kelly; and Secretary W. M. Cormick, chairman of the Board of Di­ The Directors present, not otherwise Gale. HARVESTER WORLD February, 1931

Following the invocation by Rev. could only be engendered by a feeling those of us who serve only as di­ Harrison Ray Anderson, pastor of of loyalty to a just cause. This per­ rectors. This latter group soon learned sonal interest in a great corporation from the former that this same straight the Fourth Presbyterian Church, the was at first surprising and amazing to thinking and fair dealing pervade the taking of a photograph, and the me. 1 had been taught in the law entire organization and are chiefly re­ serving of dinner. President Perkins school that a corporation was a sponsible for what we are pleased to took up in full stride his able role as creature of the legislature, without call the Harvester Spirit which has toastmaster. He brought the speakers a soul and without personality. contributed in so large a measure to Yet here was one which stirred the the success of this Company. before the guests with crisp, colorful most fundamental emotions in the Perhaps the most surprising thing remarks, sharpening interest and deep­ man who was my ideal. Each year I of all in an organization so large as ening attention for their addresses realized more fully that there was this is the interest of the individual and giving each of them a felicitous something about the Harvester Com­ in the Company and the interest of the introduction. pany which did not fit my original Company in the individual. Both of conception of a corporation. How­ these factors that I have been speak­ ever, the picture was not fully re­ ing of were controlling elements with The Purpose of the Meeting vealed to me until it was my privilege Cyrus Hall McCormick, the inventor to attend a meeting, and several of the reaper, in the establishment and This is the opening [President meetings of the Board. Then I development of his enterprises. They Perkins said] of a series of such meet­ learned at first-hand that all of their have been cherished and followed by ings to be held wherever the Inter­ activities and dealings were domi­ his successors. national Harvester Company has an nated by straight thinking and fair It is indeed fitting that we meet to important post for manufacture or dealing, internally and externally do honor to the man who not only distribution. alike. brought into being the mechanical The purpose of these meetings is The Board, as you know, is com­ device which was the origin of this two-fold: First, to pay our homage to posed in part of certain of the execu­ business, but who engendered the Cyrus Hall McCormick and his epochal tives of the Company and in part of spirit which has contributed so largely achievement, the invention of the reaper, and to add our laurels to the monument already thickly loaded wi th the garlands which the passing of a century has brought to his memory. The second purpose is, through con­ sideration or what such an achieve­ ment means for humanity the world over, to inspire our present organiza­ THAT WORLD-CHANGING tion with new courage, energy, and happiness in developing our inherit­ ance from Cyrus Hall McCormick, the inventor, in the service of agriculture DAY IN 1831 everywhere.

The Spirit of Today's Organization

John P. Wilson brought the mes­ WHHE N he arrived home that evening^ Cyrus sage of the Board of Directors and was warmly applauded for his references thought that his troubles were over. hHe had reaped six acres of to the inventor of the Reaper, whose dominant qualities he found in the wheat in less than half a day—as much as six men would have done spirit and ideals of Harvester today. by the old-fashioned method. V\z had been praised as well as jeered My official connection with the In- ti^rnational Harvester Company [Mr. at. "Your reaper is a success/' said his father, "and it makes me feel Wilson said] dates only from May, 1917. Nevertheless, I feel as if it proud to have a son do what I could not do." dated back many years before that, because, as Mr. Perkins has said, my father served this Company as a di­ rector from 1905 until his death in 1911, and as consulting counsel from —Casson's "THE ROMANCE OF THE REAPER" 1907. My contact with him was very close in all of his work. Anything touching the affairs and welfare of the Company was his first concern and inspired an interest which HARVESTER WORLD

But the field of service the inventor filled was far wider than invention. Do you realize that in addition to building his epochal reaper he de­ veloped methods of doing business that were unheard of in his time? For THE TEST IN JULY, 1831 example, he initiated production methods which were so radical that they were unequaled until the present generation of manufacturing men. He initiated systems of distribution upon .LTHOUGH the United States had which our systems are based. He A, initiated broad campaigns of adver­ tising, and he started unheard of sys­ been established more than fifty years before^ this was the tems of credit to his customers. He was the first manufacturer who went out to his customers, abandoning the first grain that had ever been cut by machinery. The Fathers doctrine of caveat emptor, and said, "I guarantee my product. Take it. of the Repubhc had eaten the bread of hand-labor all their If it works, all right; if not, you get your money back." What he did was so sound that, lives, and never dreamed that the human race would ever find even though not one single piece of the original reaper lives in the ma­ a better way. chines today, the seven principles upon which that reaper was based are, every one of them, used in the harvester-thresher, the latest machine —Casson's "THE ROMANCE OF THE REAPER" in the line of machinery started by Cyrus Hall McCormick. We are still using developed forms of his early business methods. It is right for us to possess a feeling of personal triumph in the Reaper Century. That old reaper was crude, to the success of this Company. This positive that there is such a thing as but if you examine its proper place spirit and ideal, still so manifest in the progress in the world. Take, for ex­ in the story of mechanized agricul­ members of his family and in the mem­ ample, the years of the life of my ture, you will realize that it contains bers of this organization, make the grandfather. Imagine how he worked, the seed even of the tractor. What International Harvester Company of how he slaved to improve his original the reaper really did was to substi­ today a worthy monument to the machine. The reaper appeared in tute a mechanism for hand farming. memory of Cyrus Hall McCormick. 1831, and during his own lifetime he It was, therefore, the first instrument developed it first into an improved in the grand progression of power machine and then into the self-rake farming; and, as such, that first crude The Lessons of the Past in Today's reaper. Next he saw the harvester machine, made mostly of wood in a Progress come, then the wire binder, and then Virginia blacksmith shop in 1831, is the twine binder. One reason why the ancestor of the tractor which is each of the machine heirs of the reaper today the center of our business. Cyrus McCormick, Jr., reflecting was better than its predecessors was Let us not forget, as we sit here the atmosphere and rich lore of the because the reaper itself was so good. this evening, the heritage we have reaper years and surnming up the He was always critical of his own come to celebrate. In the lineage of value of the experiences of those work. He took pride in any oppor­ the machines there are the reaper, tunity to scrap outworn ideas. He years in meeting the problems of the self-rake reaper, the harvester, the demanded ever that his brain tell him wire binder, the twine binder, the today, left his hearers impressed how to improve. He scrutinized his tractor binder and, at last, the har­ with the magnitude of all that has own accomplishments with a scrutiny vester-thresher of 1931. In the matter grown out of the Reaper of 1831. that asked no favor but only better of business methods, production, dis­ results, if it were possible to get them. tribution, advertising, credits, and an He was always interested in the bet­ honorable desire to guarantee the I want to tell you that all of you terment of his product, in the better­ worth of a product all belong to the [Cyrus McCormick, Jr., said], every ment of his methods, and in the beginning of the Century of the one of you here in this room, and all betterment of his men, the organiza­ reaper and to its end. In the case of over the world, arc heirs of the in­ tion that from year to year he built abstract qualities, a sense of justice vention of the reaper. That is a up to accompany the reaper and its plus loyalty plus a sense of fair play Harvester privilege. heirs. His goal was progress, and he flower, at this end of the Reaper The Reaper, and the results that sought success through the service Century, into the Harvester Spirit. have come from the Reaper, are proof he could perform. (CONTINUED ON PAOB 13) HARVESTER WORLD PUBLISHED BY INTERNATIONAL HARVESTER ORGANIZATION, 606 South Michigan Av.nut, Chie.«o, u. S. A. C. B. CLARK, EDITOR • L. L. FAIRBAIRN, ASST. EDITOR • GLENN V. JOHNSON, ART EDITOR

THE self on a common meeting ground where his LOWER-COSTS MOVEMENT competence to present profit possibilities of FRUITFUL lower-cost operations will be measured by the From a town in the Northwest: "Things are orders he closes. looking up in this vicinity this year. Farmers are showing more than usual interest in tractors. While this is early for much activity in tractor SALESMEN, sales, several have already bought and others UTILIZE yOUR TIME have made known their intention to buy." The Company believes in you, because it has Such conditions may not prevail in all sections, given you things to do when there was not but that they do prevail in any section provides enough to keep a full force working. It relied on food for constructive thought. It must be con­ you to make a record that would justify its esti­ ceded that the body of farmers who believe in mate of your ability to get business during the reducing costs by scientific utilization of equip­ past several months. ment is steadily growing. Your ability has been proved in the field of Every year sees notable additions. True, indi­ salesmanship. It has also been proved as much vidual situations may call for retrenchment in in that of seeing eye to eye with the dealers some phases of farm management, but the opinion in taking advantage of sales opportunities in is growing that capital expenditures for equip­ their territories. ment should be undertaken as a means for re­ Many of the dealers are going after the busi­ ducing the outlay for operations or for increasing ness more systematically than ever before. The the margin of selling price above cost of pro­ Company's sales analysis plan is being used by duction. many of them. Hence it is not strange that the bright situa­ Haphazard prospecting no longer satisfies the tion above outlined should exist or that it prob­ dealer who gets his business by plan. ably has its counterpart, in tenor if not in degree, Dealers who want to put more system into in many other sections. prospecting need your experienced energy and The lower-cost campaign of the National salesmanship in making every day count in Association of Farm Equipment Manufacturers orders written, prospects identified, and new is reaching all sections of the country. It is farmers contacted. reaching the farmer just when he has already The dealers know the Company has confi­ more or less persuaded himself that his salvation dence in your ability or you wouldn't be on the to a large extent lies in self-help, in squeezing payroll. every cent of avoidable expense out of his opera­ They too have confidence in you and want tions. This current campaign is reaching him to make every minute count while you are with with confirmation of his own tentative con­ them. They will realize that you want to get clusions. to the country early in the morning and that Farmers are no less keen than other business you are best satisfied if the return to town comes men to work at a profit. While they may after dark. outwardly give little indication of their sus­ These are hard-working days, but hard work ceptibility, the salesman who approaches them gets results and your example in this respect on this supposition will quickly find him­ will be met more than half way by the dealers. HARVESTER WORLD HENRY B. UTLEY PASSES AWAY

HIARVESTE. R men and Mr. Utley was born at women everywhere and the entire Rome, N. Y., March 5, 1855. farm implement industry will learn When he was two years old with the keenest sorrow of the death the family removed to the at Beverly Hills, California, on Feb­ vicinity of Sterling, 111. In ruary 11, of Henry Butler Utley, a vice 1877 he was married to Miss president of the International Har­ Martha Harden. At that time vester Company from 1919 until his he was in the drug business at resignation December 31, 1930, and a Sterling with his father, Dr. Director since 19x6. Henry Utley. In 1884 he bought So ends a career which included and began the operation of more than forty-four years of con­ a paper mill at RockFalls,Ill. spicuously useful and successful service Two years later he moved in this industry, most of it devoted to to Chicago, and soon there­ the International Harvester Company after began his service in the and the McCormick Harvesting Ma­ implement industry in the fac­ chine Company. tory of the McCormick Com­ As an expression of the high regard pany of which his uncle, E. K. in which he was held by his fellow Butler, was then general man­ HENRY B. UTLEY officers and directors, it is fitting to ager. This relation was finally quote here from the official bulletin severed when Mr. Utley and his uncle he was elected vice president and in which his resignation as vice acquired ownership of the Keystone thereafter was placed in charge of president was announced over the implement factory at Rock Falls. various major activities of the Com­ signature of President Herbert F. When the International Harvester pany, including patents, traffic, rail­ Perkins. This announcement said, in Company, soon after its formation, roads and fiber. In 192.6 he was made part: acquired the Keystone plant—now a member of the Board of Directors. "Mr. Utley has been connected with known as Rock Falls Works—Mr. Following the death of his wife this Company and its predecessors, Utley was welcomed back by the old about two years ago, Mr. Utley's as­ with a very short intermission, since associates who well knew his worth. sociates began to note a decline in his 1886. He has given the Company and After a period as superintendent of the health, even though he devoted him­ its subsidiaries of which he has been Keystone plant under its new owner­ self more assiduously than ever to the an officer, his experience, his wisdom, ship, Mr. Utley was called to Chicago Company's affairs—a decline that and his vigorous energy to the full. and was appointed manager of the finally compelled him to retire from "It is with great regret that we an­ purchasing department in 1907. active executive duties and remove to nounce his retirement. He leaves be­ Nine years later, in 1916, he was California. Surviving members of his hind him a host of friends by whom, given important executive rank and immediate family are a daughter, Mrs. both as a man and as an officer, he responsibilities in connection with the David Oliver, and two sons, John B. will be sorely missed." manufacturing department. In 1919 and Paul H. Utley.

LONG SERVICE BRINGS LEISURE

AV,T the close of almost McCormick Company's twine depart­ fifty years of service, H. L. Daniels ment. When the twine mill went recently retired on pension from the into production in 1900 he was given management of the fiber department. charge of the purchase of fiber. Fol­ Mr. Daniels began his long service lowing the formation of the Har­ in 1881 as a blockman at Minneapolis, vester Company, Mr. Daniels was put Minnesota, for the McCormick Har­ in charge of the fiber department. He vesting Machine Company. has won a reputation that ranks him Later he was promoted to manager among the foremost fiber authorities at that branch and was called to Chi­ of the world. H. L. DANIELS cago in 1898 to take charge of the (CONTINUED ON PAOB 19) HARVESTER WORLD February, 1931

PROMOTED

FOWLER McCORMICK J. L. BARREH FortnerlyBranchManageratGrand Island, Nebraska, Formerly Assistant Manager, Fiber Department, Was Has Been Promoted to District Manager in Charge Recently Promoted to Manager. of the Northwest District.

The New Grand Island, Nebraska, Branch House THE NEW QUARTERS AT and Service Station. "The Facade Is Noticeable for Its Fine Proportions and GRAND ISLAND Large Show Windows."

IT I I I J I f H M.M i i

A^.N EVENT of general facilities provided by the new branch. "Any description of the building interest in the west central section of "On the whole," District Manager should start with the statement that Nebraska and elsewhere was the re­ Fowler McCormick, at the time of all the results of Harvester's experi­ cent opening of a new branch house the opening branch manager at Grand ence in construction work have been and service station and organization of Island, said in describing the event embodied in this building, which be­ a new branch territory for the pur­ and the new quarters, "the festivities comes more satisfactory the longer pose of more adequately meeting the went off successfully. We know that we live and work in it. farm equipment sales and service several thousand people saw our "Looked at from the outside, its demands of that part of the country. building and became acquainted with appearance is attractive from any Four days in all were devoted to the facilities which the Harvester angle. The main building and the familiarizing Grand Islanders, deal­ Company had brought to Grand Island service station front on Arthur Street, ers, and farmers from far and near to place at the service of its dealers and the facade is noticeable for its fine with the extent and nature of the and farmer customers. proportions and large show windows. HARVESTER WORLD

"It is of one-story construction with the exception of the offices which arc / on the second floor above the show xm\ ^1^1 " room. - - #' "The show room is of ample pro­ n portions and pleasing appearance, and 'j,m^ ,U»L_._ Kip ^"»^ HUH ,m is well lighted by daylight and elec­ yiM- '¥••• tricity. The offices are roomy, well lighted, and with facilities for am­ Ii '"" ple ventilation. h W'. ,.S1 . t,;..^ : ii "Behind the show room comes the repairs department, which is splen­ '"^SSBKBi didly lighted by the two skylights in "The Warehouse Is of Modern Steel Construction, Which Frees the Center from Columns.' the saw-tooth roof. The warehouse still farther west is of modern steel construction, which frees the center from columns. "The railroad spur runs the length of the warehouse, and the plan of the building has been well worked out so that railroad platform and truck dock are close to each other and to the repairs room and warehouse proper. "This arrangement avoids the waste of time and effort caused when long distances have to be covered by ware­

"The Repairs Depa rtment , Wh ch Is Splendidly Lighted." house trucks. "The service station is situated to the north of the main building and embodies all the modern features of |tp3sr------..—.J. 1 t t International service stations. fERNAT lONAl. ' 'Nothing but praise can be given to -^ ^1 the departments of the Harvester Com­ .-«____ pany which had to do with the plan­ Wi' ^ ning and erection of these buildings." "Railroad Platform and Truck Dock Are Close to Each Other and to the Repairs Room and Warehouse Proper." (Below) At the Speakers' Table (At Left) on Dealers' Day, During the Festivities Attending the Opening of the New Grand Island, Nebraska, Branch Were, Left to Right; Assistant Branch Manager J. W. Stonebarger,- Branch Manager Oscar Lisle, Denver, Colorado,- Arthur Lowman, Vice President, Northwestern Bell Telephone Company,- Branch Manager J. L. Henn, Lincoln, Nebraska; R. E. Murphy, President, Grand Island Chamber of Commerce; District Manager Fowler McCormick, Who Presided as Branch Manager; Branch Manager G. M. Durkee, Omaha, Nebraska; Assistant District Manager R. C. Archer; and Branch Manager W. E. Flynn, Council Bluffs, Iowa. 10 HARVESTER WORLD February, 1931

I FOR CENTENNIAL ATMOSPHERE. McCormick- Deering Cream Separators and the New Milking Machines Arranged for Display in the Dealer s Window. Note the Map, Pennants, Posters, and Streamer, All of Which can be Obtained Free on Request by any Dealer Who Wishes to put such Interesting Sales At­ mosphere in His Front Win­ dow.

II INTERNATIONAL TRUCK HISTORY AT A GLANCE. The Firm of J. W. Kuhlman & Son (Father, Driving High-Wheeler; Son, F. F., the A-4) Thus Participated in the Celebration When the Champ Clark Bridge Spanning the Mississippi at Louisiana, Mis­ souri, was recently opened. They Won a Prize.

Ill SALESMAN H. C DUVALL RIDES A WINNER. In a 3-Mile-Long Fall Festival Parade at Hillsboro, Ohio, the Allison Implement Com­ pany Entry of Tractors, Trucks, and Power Equipment, Feat­ ured by This Ingenious Display of Farmall-Grown Corn, Took First Prize for the Best Repre­ sentation of Local Business.

IV TWENTY-FOUR FARMALLS "N EVERY­ THING. The Farmers Supply Company, Waxahachie, Texas, Delivering Part of the Big Order Described in Hats In The Ring on Page 17.

PICTURE NEWS HARVESTER WORLD 11

The $60,000 Farm Equipment Store Building of Jarvis- Tull & Company, Plainvlew, Texas.

BUILT TO GET BUSINESS IN TODAY'S MODE

(ROMINENT among the dealers who are making McCormick- Deering retail sales history in a big way on the Amarillo, Texas, branch territory, and for the matter of that in the state of Texas, is Jarvis-Tull & Company, Plainview, Texas, views of whose $60,000 store building, com­ pleted a little over a year ago, are shown on these pages. In less than ten years after the busi­ ness was started by B. F. Jarvis, it far outgrew the old quarters and made construction of an adequate new building necessary. No expense was The Roomy Service Station. spared to incorporate into the new building numerous features which ex­ perience had shown to be necessary in order most effectively to display, store, set up, service, and deliver ma­ chines, and handle an annual repairs business of approximately $60,000.

The Building

The building, which has a frontage of 75 feet and a depth of 140 feet, is of one-story brick and reinforced con­ crete construction. Abundant light­ ing is supplied during the day through the large display windows and six large skylights. An unusual feature is a full-size basement in which the main The Repairs Department. B. F. Jarvis, Partner, Facing, at Right. pre-season stock of machines is stored. 12 HARVESTER WORLD February, 1931

The Display Room The Service Station cording to plans drawn by the Com­ pany, house the major part of the The firm's reliance on the sales- The Jarvis-Tull service station, 50 heavy repairs stock which the firm re­ inducing influence of a well-set-up by 15 feet, is one of the outstanding gards as one of the mainstays of its sample machine display is strongly re­ service stations of the Southwest. continued success. This department, flected in the amount of floor space, Virtually nothing is lacking in the occupying a space approximately 58 64 by 50 feet, devoted to that purpose, way of special equipment, the firm feet by li feet, is at one side of the and in the many features designed to even having provided a wash room, show room. make the display attractive to visitors. locker room, and shower baths for the "Among the chief services that we No crowding of machines is permit­ service men, of whom there are always perform," said Hugh V. Tull, Jr., ted; there is always plenty of space at least three steadily on the job. not long ago in an interview, "is to around a machine for a farmer to Electrically operated equipment can carry a full line of repair parts for inspect it conveniently from all an­ be plugged into the circuit at lo-foot tractors and every type of implement gles. On dark days and at night, the intervals all around the shop. we handle, so that we stand ready at display is flood-lighted. any time to serve our customers. We The Repairs Department have found service to the farmer to Special Displays be the only solid basis for the im­ Seven large racks of bins, built ac­ plement business." In a corner of the main sample dis­ play is a special cream separator dis­ play, and in conjunction with it the ladies' lounge and rest-room. This feature of the Jarvis-Tull sales ap­ proach has proved to be very suc­ cessful.

Outdoor Display and Demonstration Lot

To save time in handling, tractors, harvester-threshers, and other large equipment are stored and displayed on this lot for short periods in the summer while awaiting delivery. The accompanying view, taken just before harvest, offers a good example of the publicity value of such an outdoor display. The Show Room Is Always Attractive. Machinery Is Displayed in Season.

Pre-Harvest Scene on the Outdoor Storage and Demonstration Lot. HARVESTER WORLD 13 THE OFFICERS AND DIRECTORS HOSTS AT REAPER CENTENNIAL DINNER ( Continued from page 5 )

Then and the Wonderful Now gan: "We are at your door, but heart one hundred years, let's say—to bring first, and not feet first!" those same qualities into our work so that as he laid the foundation for this Harold F. McCormick colored the In manufacturing, from the Vir­ ginia forge shop of 1831 to the forge past one hundred years we, each in scenes of reaper history with the in­ shop of Farmall Tractor works at our own way, may lay the foundation terpretative brush of the executive Rock Island is a big jump. To­ for the next. trained and disciplined in the modern day's press to make gear blanks could school of business. not be put inside twice the area of the The Great Reaper Film old shop. The area of the floors occu­ The traditions we maintain in our pied in manufacturing products of the President Perkins then introduced products and in our service to agri­ International Harvester Company Cyrus H. McCormick: "And now we t culture [Harold F. McCormick said] might be placed around the Virginia trace clear back across this marvelous shop, laid out upon the adjoining are to have the privilege for a brief ' century to the reaper of 1831. They fields and extend in all directions as moment of coming to the head of our ^ fully justify our feeling of pride in far as the eye could see, and this pic­ own great organization who bears the \ the vital value of the industry of ture would run beyond the horizon if same name as the in ventor of the reaper, y which we are no small part. branch house areas were included. I knew him first as president of the Nothing in the variance of difficult So the hum of the 1931 reaper be­ McCormick Harvesting Machine Com­ times as against prosperous can check came the hum of our industry, and our continuing growth or shake our the hum of the industry is good only pany when he hired me, and I have faith in the future prosperity of our so long as it is motivated, and the known and honored him since as country, of agriculture, and of the Harvester family motivates it, and president of the International Harves­ Harvester family at large. the organization within is that moti­ ter Company for many years, and then Picture the development of the In­ vation, furnishing thought, sugges­ as Chairman of the Board. He has ternational Harvester Company as it tion, and direction, and this organiza­ been the inspiration and the giver-out is today, rising from the principle of tion is our pride throughout the one machine, made by one man, drawn world. Where can it be excelled? of that spirit which has made the by one horse, to an industry of hun­ Where can it be even equalled? Ef­ Harvester Spirit more than any other dreds of thousands of machines, fective, conscientious, loyal, a truth man. in itself in the world's progress. A created through the instrumentalities "I also cannot refrain from saying of tens of thousands of men, and fellowship to be proud of—one which operated by many horse-power for can withstand difficult times and that, considering the great part he each machine. emerge from them all the better and had in the bringing together of the Picture an area of distribution stronger for the next test of its ability. concerns that formed the Interna­ spreading from that one locality in May this year of our celebration tional Harvester Company, and the Virginia to all the world, save for the not only see the traditional past results that have grown, both here land that is iced over and the water linked up with today in our contented expanses; and even for these one could reveries, but may it also be a helpful and abroad, from that important imagine motor driven sledges, elimi­ stimulus to further effort, to spread event, perhaps that organization it­ nating dog power, and one has heard still further the contrast of^ the self, the accomplishment of that dif­ of mower bars cutting seaweed and theme of the 1831 reaper in future ficult proceeding, was almost as im­ water plants! development; and may happy circum­ portant a success as that of his father's stance also mark this year 1931 as a Picture again the symmetrical and invention of the reaper." rhythmical trend of the early primi­ turning point to better times and thus tive operations of our industry, in­ lay practical emphasis as well upon cluding organization and manufacture this year in International Harvester The story of the reaping machine and distribution, built up incident history. and its invention [Cyrus H. Mc­ with the development of the reaper: Cormick said] is a momentous one. the first effort, one man doing it all; Looking Forward We all know it. But on this occasion, then more men doing each part; when the Harvester Company is tak­ then still more enlargement of the Fowler McCormick was moved to ing this as the first event in the groups and closer specialization in the see in the future a need for the quali­ celebration of the Centennial of that great invention, it is perhaps proper work to be done by each. ties impressed on an earlier generation Picture the sales upon credit, dating and desirable and fitting that that by the inventor of the Reaper. back almost a hundred years, built up story should be retold. to our kindly yet effective credit de­ Anything that I might say about partment of today. Cyrus Hall McCormick possessed 1831 and the long events that fol­ Picture the sales department, evolv­ the qualities [Fowler McCormick lowed through the successful chain of ing from simple and single-handed said] which are needed today—vision, a series of triumphs, even done solicitation to the pervasive, per­ courage, energy. Let us pledge our­ at the point of fighting and endurance suasive, and convincing sales and selves tonight, looking ahead to the and persistence, would not be equal to service system of today; and our slo­ next year or the next years—the next what has been portrayed by other 14 HARVESTER WORLD February, 1931 means than in words. I will say that because it carries on the wings of light With the showing of the picture, we are to have in a motion picture, a this message throughout the world. which was frequently marked by sympathetic medium of expression, It is called "Romance of the that history. We have drawn upon Reaper," and I am glad and proud to applause and was the high light of the motion picture in its magic effect introduce it to you, and I am sure it the evening, with the addresses a for the history which we all know in will give to you, as it has given to me, delightful setting for its full apprecia­ our hearts but which we will see a new and exalted feeling of what our tion, the program came to a close. graphically shown in a few minutes. Harvester Spirit and our Harvester I am proud, to have the opportunity history mean. So we will now have of introducing to you this picture the picture.

ARE YOU SELLING SERVICE ON THE FULL LINE?

^AICCORMICK-DEERIN G tional revenue. But of equal impor­ $5 was made: total, $13.15. dealers who established service de­ tance is the fact that such service Another farmer's corn binder had partments with the idea mainly of creates a high order of solid customer been repaired in the country—repair servicing tractors and motor trucks are good will, thereby virtually guaran­ parts $4.35, labor $5: total $9-35. finding it profitable to widen the teeing a continuation of the custom­ Another farmer's corn binder scope of their operations to include er's business. Full-line service, more­ wouldn't tie. One of the dealer's giving service, in both field and shop, over, by constantly increasing the service men had driven out, adjusted on practically all lines of equipment farmer's dependence on the dealer's the knotter, and returned to town. the farmer uses. They are thus ex­ service facilities, still further assures No parts were installed, but the farmer tending the scope of their operations a mutually satisfactory permanent cheerfully paid $3 for the service through good salesmanship methods sales relationship. man's time and knowledge. and by reason of the farmer's readi­ Some servicing McCormick-Deering On another corn binder $3.70 worth ness to accept and pay for the new type dealers have already developed this of parts was put on, and the farmer of service on a strictly commodity angle of service to a remarkable de­ paid a $3.50 labor charge. In the case basis. gree. The service tickets on file in a of an ensilage cutter the parts bill was Formerly it was the accepted custom dealer's office recently visited offer a 15 cents; but the labor charge was $4. for the farmer to buy repair parts and graphic example of what can be ac­ install them himself on practically all complished when a dealer starts out The fact that this dealer and al­ the machines he operated. That cus­ with the idea of selling full-line ready a great many others have edu­ tom, while still more or less general, service. A few tickets, selected at cated their trade to this wider con­ is rapidly giving way to the new-day random, provided the following in­ ception of McCormick-Deering service idea of having the dealer's service structive particulars: should be an inspiration to all dealers man repair and install parts in such A farmer had brought a small en­ to concentrate on the development of machines as binders, small engines, gine into the service station to be an all-around McCormick-Deering ensilage cutters, and others, at set overhauled. The job required the service that contemplates revenue- labor rates. The volume of such serv­ installation of new parts to the value producing activity on every machine ice business yields an attractive addi­ of $8.15, for which a labor charge of in the line.

"I took a long walk yesterday," CAUTION said the bore. "I have an open mind," asserts "Take another, old man," said a correspondent. How about clos­ his host. "It will do us both ing it for repairs? good." —Tit-Bits (London). —Tit-Bits (London).

MOTHER: "What's making that VISITOR: "IS this village lighted TOURIST: "I've come here for the TOMMY (reading paper): "Daddy awful racket?" by electricity?" winter." what are diplomatic relations?" LITTLE BOY: "Grandma ain't VILLAGER: "Only when there's a CALIFORNIAN: "Well, you've FATHER; "There are no such used to her new teeth yet, and she's thunderstorm." come to the wrong place. There's people, my boy." bustin' up all the saucers, drinkin" —Tit-Bits (London). no winter here." —Life. —Tit-Bits (London). her tea." —College Humor. HARVESTER WORLD 15

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By Research ^21.50 :.-^> Department 11.99 NATIONAL ASSOCIATION ^ 9.51 OF FARM EQUIPMENT MANUFAC TURERS* .^r WAxjriLUOuai^^fiAx^ ^ th Axj/mg

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THE VILLAGE SCHOOLMASTER ANALYZES A FUNDAMENTAL PROBLEM

THISISAMESSAGE ABOUT PROFIT--PROFIT FROM FARMING

I1 A ARMINK G is no longer a mode most important of these are labor and efficient methods—America's low-cost of living; it is a business devoted to power, which on the average make up producers are keeping wheat costs earning the farm family's livelihood. about 6o per cent of the farmer's total down to as low as xo cents a bushel, Its sole objective is to produce cash or cost of production. corn to as low as lo cents a bushel, its equivalent, which in farming as in Labor and power offer the widest and cotton to as low as 3.3 cents a every other business can come only opportunity to lower the present high pound. from profit. average cost of production. By reduc­ There are big-scale farmers, tilling Profit is the margin or difference ing these two major items the indi­ large acreages, who have greatly between the cost of production and vidual farmer with reasonably good lowered their costs and who have the price received. Hence, profit can land can bring his total cost of pro­ made relatively good profits, but be increased in two ways: by increas­ duction well below even today's low these are not the men we are holding ing price and by reducing costs. Price market prices—which simply means up as examples. The farmers we are control is out of the reach of the in­ he can replace a possible loss with a talking about in this message are not dividual farmer—but his operating fair profit. big farmers engaged in mass produc­ costs are largely in his own hands. Thousands of farmers have already tion; they have only average-size In the reduction of these costs lies his reorganized -and reequipped their farms for their localities. They are one immediate means of gaining a fair farms for low-cost production. Ac­ just good farmers who are making profit and a good income. cording to U. S. Department of Agri­ money with good equipment, good Cost of production is the sum total culture figures, adequate power is soil, and good methods. What they of all expenses involved in the grow­ saving 66 days of man labor per year have done can be done by any intelli­ ing and harvesting of a crop. Labor, on such farms. As a direct result of gent, enterprising farmer who has power, equipment expense, and seed this saving — and others effected suitable soil and fields in which time- are all important factors . . . and the through the use of ample power and and labor-saving machines can be used.

*This is Message No. 2 of a series suggesting ways in v\/hich modern farm equipment can help the individual farmer to operate at a profit. 16 HARVESTER WORLD February, 1931 The countryside is filled with farmers and farms that meet these requirements; yet, for example, how Mr. Alvin Dennler/ Le Mars, la.. many are actually producing corn at profitably low costs? How many Keeps Corn Production Costs know what it cost them per bushel to produce last year's corn crop? If their on His 56 Acres Down production costs are high, how can they be lowered? The best way for to 14.2c a Bushel the individual farmer to answer these questions is for him to compare his Land worth about $150 per acre Yield per acre, 48 bushels own costs with those achieved by the farmer who is producing corn at Tractor Cost Labor Cost Days OPERATION at $4.86 at $3.00 Total a lower cost. Such an example may Per Day Per Day be found in the case of Mr. Alvin 7 Plowing at 8 acres per day $34.01 $11.00 $ 55.01 4 Disking at 14 acres per day 19.44 11.00 31-44 Dennler, Le Mars, Iowa, who pro­ *Planting (see other costs) duced 56 acres of corn yielding 48 1.8 Cultivating at 10 acres per day 13.61 8.40 11.01 bushels per acre at a cost of 14.z cents 1.8 Cultivating at 10 acres per day 13.61 8.40 11.01 1.6 Cultivating at 35 acres per day 7.78 4.80 11.58 a bushel. 7 Harvesting at 8 acres per day 34.01 11.00 55.01

Study Mr. Dennler's cost record in $111.48 $7^.60 $198.08 detail. His corn acreage was li acres less than the average on corn belt Other Costs farms reported in the U. S. Depart­ *4>^ days'planting with team at $5.00 . - - - - $11.50 Seed, 8 bushels at $4.00 ------31.00 ment of Agriculture yearbook, while Machinery other than tractor ------73-32- his per-acre cost of production was 1 extra men at harvest ------41.00 only $6.81, which is $9.51 less than Team for harvest, 7 days at $1.00 ------14.00 the Government average cost per acre fTotal Crop Cost ------$381.90 for corn belt farms with similar yields.

His costs are not the lowest on record, Yield 1,688 bushels—Cost per bushel, 14.2c but he made money. Had he a larger Mr. Dennler's Cost per Acre, $6.82 acreage he might have produced corn Governinent Average Cost per Acre, on Corn Beh Farms with Similar at a still lower cost per bushel, yet Yields, $16.33 his figures show that farm profit is not dependent on vast acreage. How Mr. Dennler Figures H!s Tractor Cost Mr. Dennler made a profit on his corn, not because the market price Annual, or Overhead, Charges was high but because his production Yearly Depreciation (first cost divided by estimated life) - - - $91.00 costs were low. Not low through the Yearly interest (7% on one-half of the first cost) - - - 31-85 use of old-time, inefficient equipment Repairs for tractor (none) —the man working many hours and Total Annual Overhead Charges - - - $119,85 accomplishing little — but through Divided by 57, number of days used Mr. Dennler having reduced labor annually, gives Daily Overhead Charges - - - $1.18 to the minimum by employing efficient power and equipment. He plowed Daily, or Operating, Charges 8 acres a day, cultivated 2.0 to 35 Fuel per lo-hour day, 15 gallons at 14c ----- $1.10 acres a day, and picked 8 acres a day. Oil per lo-hour day, H gallon at 65 c ------.43 Harvesting cost about 5 cents a bushel, covering every move from the time Daily Operating Charges ------$1.58 the picker entered the field until one Total Daily Overhead and Operating Cost - - $4.86 week later when the corn was in fLand rental, interest on investment in land, and land taxes are not included in the crib. these costs. If Mr. Dennler had sold his corn at 59 cents a bushel (the Government's .\verage Iowa Farm Price on Dec. 15, 1930, which is considerably lower than prices Every farmer has the right to make prevailing in the early fall) and had allowed himself 3 cents a bushel to cover marketing a profit—it is coming to him—but cost and $111.00 to cover amount paid out for taxes on land, his corn would have paid him a profit amounting to $1011.38, or a return of 11 per cent on his land investment. experience proves he must make it This return could be greatly increased and the 3-cents-per-bushel marketing cost saved himself. Alvin Dennler made his by by converting the corn into marketable livestock. reducing his costs, as have thousands HARVESTER WORLD 17 of others, examples of •which will be in the next township or county—to Farmall cultivators, five Farmall plant­ published from time to time. get busy and follow suit, or fall behind ers, three Farmall mowers, three During the past century Agricul­ in the race to lower production costs. power binders, three corn binders, two ture has improved and elevated itself Indianapolis makes a good third, Farmall sweep rakes, Farmall wagon, far beyond the dreams of our fore­ the salient and significant fact in con­ two hay presses, rake, engine, and fathers. Countless difficulties have nection with its contribution being twenty-four sections. been encountered and overcome. And that Farmall tractor heading the list. in every struggle and every triumph The Farmall is the kernel of this sale, From Dodge City, Kansas the farmer's good equipment and and will be the kernel of more later C. W. Davis, Branch Manager good sense have proved his most on, we'll wager. trustworthy allies. Certainly if there What ho! The February gladiators The following information may be ever was a time when he should call enter the Ring: suitable to use in your Hats in the on these tried-and-true resources to Ring section. the fullest extent, now is the time. From Dallas, Texas W. W. Grooms of the Goodwell Im­ So far as it is sound and practica­ J. J. Foley, Branch Manager plement Company, dealer at Good- ble to adjust production to demand, well, Oklahoma, assisted by Block- to substitute more profitable crops Dallas tosses its hat in the Ring man R. O. Frederick, sold on one for less profitable crops, it is desira­ with the following cash sale made by occasion for immediate delivery to a ble to do so. In the meantime, sound the Farmers Supply Company, Waxa­ large farm the following goods: nine policy dictates rigid determination to hachie, Texas, to a large farm: twenty- 15-30 tractors, two Farmalls, five har­ achieve prosperity by slashing the four Farmalls, three Six-Speed Special row plows, five soil pulverizers, six present high average costs of pro­ trucks, SF-3 6 truck, A-5 truck, fourteen grain drills, two lister cultivators, duction, bringing them within the tractor plows, fifteen Farmall middle- two listers, three wide disk harrows, profitable range made possible and busters, six tractor disk harrows, six and forty sections. practicable by modern equipment (CONTINUBD ON PAGE 19) and modern management.

HATS IN THE RING

i 'usT look at that Dallas list which follows! It begins with 14 Farmalls—and that's just the begin­ ning. Shows what so often happens when the dealer gets a large farm sold on McCormick-Deering. Things happen with a bang then. Dallas also sent along a picture, a real good one, which is published on page 10 of this issue. Dodge City, Kansas, has also been busy, and successfully so, selling a "large farm" prospect. It sure does cover the wide open spaces of the dealer's or salesman's order book fast Aggressive Salesmanship, when one of these wide open quantity- producing farms gets a hunch it's time y o u will Find, to stock up on motorized farm equip­ ment. And every time one of them Leaves competition does, it's a signal to the next one— whether just down the road or over Far behindl 18 HARVESTER WORLD February, 1931

Recognition for Ability and Experi en ce

NIEW. S comes from Aus­ tralia that F. W. Marschner, long connected with the Melbourne office in an important capacity, and G. L. McHenry, sales manager for Victoria and Tasmania, were recently elected directors of International Harvester Company of Australia, Pty., Ltd.

On a Recent Visit to South Africa, Foreign Sales Manager Geo. W. Koenig Had the Pleasure of Contacts with Members of the firm of Wm. Spilhaus & Company, Cape Town. Left to Right; L. Spilhaus, C. F. Spilhaus, Warren Gilchrist, Geo. w. Koenig, A. W. Spilhaus, Mrs. Koenig, Mrs. C. F. Spilhaus, and Mrs. L. Spilhaus.

NOTABLEFIRM REPRESENTS HARVESTER

IN ANY survey of Harves­ of the business. The farm equipment ter distribution in other agricultural sales and service organization, con­ countries, the name of Wm. Spilhaus sisting of salesmen, service men, and & Co., Cape Town, South Africa, an office staff, is headed by Warren F. W. MARSCHNER would come in for notable mention. Gilchrist, whose knowledge of the Organized more than fifty years ago, line and ability to handle the trade the firm has established traditions and problems involved have been a ma­ a reputation for fair dealing that ex­ terial factor in the success of this tend for great distances into the department. R. W. Hazell, son-in-law interior. of A. W. Spilhaus, completes the group A. W. Spilhaus himself, although of four making up the board of an octogenarian, is at the helm as directors. governing director and maintains an This able body, as the sales and active and virile contact with all financial figures of the firm will show, branches of the business. Though the successfully directs a business of a direct supervision of the business is magnitude calling for the exercise of now largely in the hands of the sound policies and the highest type of younger generation, Mr. Spilhaus is management. actively interested and in touch with The firm has a reputation for being all angles of the firm's affairs, his rich up to date and alert to maintain a experience and wise counsel still being forward attitude in promoting meth­ an important factor in the shaping of ods and machines suitable to the major policies of the company. country. The growth of its farm C. F. and L. Spilhaus, sons, are his equipment business can be attributed G. L. McHENRY right hand men in direct supervision to a policy of studying the particular HARVESTER WORLD 19 requirements of farming conditions by his staff, and which suggests the would be read with more than and methods in its trade territory, wish equally appropriate now, was WHY NOT AN usual attention and appreciation in the Western Cape province, then warmly expressed a few years ago this looth anniversary year of In­ introducing and industriously en­ on the occasion of the celebration ternational Harvester. couraging the use of the best suit­ of his golden wedding anniversary. OCTOGENARI­ Send us the stories you can dig up able types of equipment. An engrossed parchment was pre­ while taking orders for up-to-date The business is carried on in a sented to him which read in part AN ANECDOTE equipment from the agricultural number of large buildings of modern as follows: septuagenarians and octogenarians construction situated in various "Whether separated by weeks or here and there—those who remem­ sections of Cape Town. In one of minutes of travel our thoughts are COLUMN? ber the days when farming was a these, the fine-appearing structure a unit on this occasion. This far, far different business from what at 58 Strand Street, are the general unanimity—now no less than al­ it is now and who have an interest­ offices. A fleet of heavy-duty ing slant on the improvements ways—has sprung from the inspira­ LITTLE ROCK, Ar­ International trucks provides the tion which your leadership, wise of today. principal transport for the firm's kansas, branch has submitted a and sympathetic direction, and new kind of contribution which extensive general merchandising, warmly just heart, have always warehousing, and forwarding opera­ suggests an idea other contributors nourished in us. might want to take up. tions, and in connection with the "May the future continue to sale and delivery of farm equipment. Little Rock says: "We do not give you the generous blessings have a Hat in the Ring sale to re­ Wm. Spilhaus & Co. has repre­ which a richly utilized and helpful port this month, but should you ALL IN THE sented Harvester lines for many life has earned of a kindly destiny." ever feature a similar department years and for a number of years has along the line of aged buyers, we been representative for the complete have the report of a sale to a man REPAIRSMAN'S line, including motor trucks. who could qualify. "Joseph-Wolf Co., Rector, Ar­ DAY kansas, assisted by Salesman L. B. ANOTHER Grider, sold for cash a 10-10 tractor, tractor plow, and disk harrow to a RlEPAIRSMEf N will get farmer who is 78 years old and has a chuckle out of the following SCORE FOR been a farmer most of his life. This story of a mind-reading test passed HATS IN THE man is now using the 10-10 on a successfully by the English agent farm which he worked with oxen referred to. The story, clipped RING HARVESTER 45 years ago." from The Implement and Machin­ (Continued from page 17) Hasn't Little Rock's idea inter­ ery Review, an English trade pub­ MOVIES esting possibilities in this Cen­ lication, was sent by I H C of Great This large farm purchased some tennial year when we're all taking Britain, Limited, with the jesting additional miscellaneous machines a minute now and again to look comment, "The repairsman's lot since this order was placed, but it WPHIL E canvassing on back as well as forward and reflect is not a happy one." occurred to us that the unusual part corn picker sales last fall. Dealer on what Harvester products have The story follows: of this transaction was the volume L.J. Stephenitch, Sublette, Illinois, accomplished for the world at "An example of how some farm­ secured on one order for immediate called on a farmer whom he knew large during the past hundred years? ers order their spare parts in hasty delivery. to be a prospect for a Farmall picker, Forty-five years ago this Little and rather puzzling fashion is af­ and in a very few minutes had the Rock aged buyer was snapping a forded by the experience of an im­ From Indianapolis, Indiana farmer's order for one of the new whip over the backs of a team of portant firm of agents. Recently, J. A. Brookbank, Branch Manager i-row pickers. lumbering oxen and accomplishing when in the midst of cutting his It seemed to Dealer Stephenitch comparatively nothing for a day's We have another dealer on the In­ grain, a farmer rang the agents that the sale had come very easily— work. Today he rides a McCor­ up and said he wanted two wheels dianapolis branch territory who has that the farmer had somehow been mick-Deering 10-10, master of his entered his hat in the Ring. The for a Deering binder. Unfortu­ well sold on the picker before the time and acres, probably because nately he did not know the marks Farmers Supply Company, Colum­ dealer's arrival. Curious to know the dealer was able to persuade bus, Indiana, assisted by Blockman on them, but he got over the the reason for his customer's him that the McCormick-Deering difficulty as best he could by de­ H. W. Hartup, made a splendid sale readiness to sign up, the dealer way was the best way. That's the to one man farming 360 acres in Bar­ scribing the larger one as being continued in conversation with him picture! as large as 'a good size teapot' tholomew county. An interesting until the farmer's son joined them. fact in connection with this sale is Here's a suggestion: Next time and the small one as 'about the Then the secret, if it was a secret, you write up an aged buyer see size of a Mills bomb.' The agents that the purchaser had been strictly came out. a horse farmer, this being the first whether you can get him to tell sent him wheels H-goi and -900 tractor he ever owned. Here's the The son began to talk about a you anything about the "good old [bull gear and pinion], and sub­ list: Farmall, Farmall two-row Harvester movie show he and his days" of sickle, cradle, and flail, sequently found they had guessed picker, Farmall cultivator, tractor father had attended at Sublette when two men working at top rightly. But the farmer was not a plow, four-row corn planter, rotary during the summer. They had seen speed could garner barely an acre- little fortunate to be so astutely hoe, grain drill, spreader, tractor the "Farming With Farmalls" film and-a-half to two acres of grain served and he might have been disk harrow, soil pulverizer, and and one or two others, and being in a full day of the most strenuous held up some time by such bland three sections. already Farmall users they had labor. He'd have to be real old, 'innocence' of his machinery." decided after reaching home that we'll admit; but there must be lots This was all sold to one man on night that in the fall they would of such veterans here and there one order. buy a Farmall i-row picker. They throughout the country. Such an said nothing to the dealer in the old-timer, if you can get him meantime, however, well knowing reminiscing, may be able to paint that he would be along later on one a picture of the early reaper days, of his regular canvassing trips. at least, that would be chock-full WHAT This incident illustrates once of interest for our readers. again the selling force exerted by Or, if your customer is not old LONG SERVICE Harvester movies whenever shown. enough for that, maybe he can OUR READERS The show the father and son had tell you something colorful about BRINGS LEISURE attended was one of a series run the pre-binder years, the '70's, and SAY (Continued from page 7) free every Friday night during the what the arrival of the twine summer by the business men of binder on the agricultural scene "His retirement, "the Company's Sublette. Dealer Stephenitch said: meant to men who for years had f\n ARTICLE or two statement read, "is a matter of deep "Now J believe that this reel paved bound the reaper-cut grain by hand. in a recent issue of Harvester World regret to all his associates; he is the way for this sale, and if it was There is also a suggestion here prompted Branch Manager J. M. leaving with the affectionate regard not the reason for making the sale for dealers, blockmen, and sales­ Ryan, San Antonio, Texas, to write of the entire force." it certainly made it very easy to men to supply some colorful his­ the following, which we are happy The esteem in which he was held close this particular farmer." torical data for publication which to reprint: so HARVESTER WORLD February, 1931 "The November issue of Har­ deep regret and join in extending vester World contains, in our DEALER'S sympathy to Mrs. Swift. opinion, more worth-while good stuff than any copy we have ever seen, and we are simply adding our ORGANIZATION commendation to the many others you will no doubt receive. HOLDS GET- "We are calling the attention of our dealers to the articles entitled 'There is One Best Time for Getting TOGETHER Purchasers' Settlements' and 'Sit Around the Farmer's Stove this Winter,' and adding a few observa­ IT IS the custom of the tions of our own on the importance firm of McNutt and Musgrave, IN MEMORY of these two subjects. We are also McCormick-Deering dealer at Hut- calling the attention of our sales­ sonville, Illinois, with branch stores men to the article 'Are You a in Illinois at West Union, Palestine, Courtesy Salesman?' and Annapolis, and one at Merom, "We wish you continued success Indiana, once a year to hold a social in the editing of this publication." gathering of all employes and their families to foster mutual acquaint­ ance and further promote tlie ex­ cellent teamwork spirit of the EDGAR F. SWIFT entire organization. The 1930 get-together, held in December at the home of B. O. McNutt, was attended by fifty EDGAR F. employes and their families. The proceedings were reported in part by the Hutsonville Herald as SWIFT PASSES follows: "Stanley Prevo, manager of the Palestine store, acting as toast- CDGAR F. SWIFT, an master, called on M. H. Mus­ old-time Harvester man and one of grave, who welcomed the entire the first members of the Harvester gathering and spoke of assets to Club of Southern California, re­ business in the social side of life cently passed away at Pasadena, JOHN F. BARHAM and of morals in the home as the California, as the result of injuries best foundation of a business life. accidentally received. "In the principal talk of the Mr. Swift began his service as a evening E. E. 'Tygret, assistant salesman and collector for the Mc­ MlEMBERl S of the manager, Terre Haute, Indiana, Cormick Company at Fargo, North South Bend, Indiana, branch or­ branch of the International Har­ Dakota. He continued in that ganization learned recently of the vester Company . . . outlined in capacity, with intermissions of death of John F. Barham with a a most pleasing and forceful several months in 1901 and 1902. sense of deep personal loss. Mr. manner the great value of friend­ M. H. ROTH when he was engaged in field work Barham, who was a member of ship and the application of the in England and France, until 1903, the E. B. A., had been identified principle of the Golden Rule to when he was chosen to go to Mexi­ with the South Bend organization everyday life. co, where he continued ably and in the capacity of service man for ". . . A good representation loyally as Harvester representative over thirty years prior to his retire­ FAITHFUL was present, and the opportunity until his retirement on pension in ment on pension in 1919 and was to see, mingle, and get acquainted 1916. highly regarded by every one who with each other in the entire or­ As one who was interested and knew him. His loyalty to the Com­ EMPLOYE RE­ ganization was a noted milestone helpful in all of the Club's activi­ pany's interests and ability to in the passing of the old year." ties, Mr. Swift will be sadly missed handle the work entrusted to him WARDED at its gatherings. Many in the were proverbial. present organization, too, who The sympathy of the entire or­ knew him in former years will ganization goes out to Mrs. Bar­ M. H. ROTH, block- hear of his untimely passing with ham and the two children. man on the Philadelphia, Pennsyl­ vania, branch territory since the formation of the Company, recently retired on pension. His retirement "EVER LOYAL" closed the books on more than thirty-four years of continuous service as service man, salesman, rOLLOWING a brief and blockman, beginning with his illness, L. H. Grove, blockman at employment by the McCormick the Cheyenne, Wyoming, branch, Company in 1896. recently passed away. Mr. Roth was intensely inter­ Mr. Grove had some twenty ested in his work and always had years of service with the Com­ the Company's interest at heart. pany, first as a salesman, then spe­ In the number of years he was cial tractor salesman, and later as with the Company, he saw his busi­ blockman, which position he was ness increase year after year until filling at the time of his death. his block was recognized as one of He was, the branch writes, "ever the leaders on the Philadelphia loyal to the Company's interests, territory. and stood high in the esteem of the "We shall miss him very much dealers. To know him was to be from our organization," writes his friend. In his passing, his fam­ The Spick-and-Span Attractiveness Evident in This View of the Pubhc's Branch Manager H. A. Maloney, ily lost a loving and devoted hus­ Section of the Memphis, Tennessee, Branch Repairs Department is "but wish him many years of band and father, and the Company Entirely in Keeping with the Promptness and General EFficiency of the happiness." a loyal and trusted employe." Department's Service. HARVESTER WORLD 21

by Mr. Clancy, both inside and out­ Hutchinson organization at a fare­ VETERANS RETIRE side the organization in the almost well banquet in Mr. Wespe's honor. thirty-eight years of his service at widely separated points, will join with the Eau Claire organization in wishing him many more years of healthful and happy activity.

O. S. WESPE, for many years an outstanding figure in the implement and agri­ cultural circles of south central Kansas as manager of the Hutchin­ son branch, recently retired on pension. Mr. Wespe had been connected with the implement business con­ tinuously ever since he was a young Ogdensburg, New York, Organization Gathers to Wish Charles Steger man in his early twenties. He (Front Row, Center) Godspeed as J. R. Tidd (Front Row, Extreme Right), started as an implement dealer at Formerly Assistant, Takes Over the Manager's Reins at the Direction of Partridge, Kansas, later going with District Manager G. E. Moredock (Front Row, Second From Left). the Colladay Hardware and Imple­ ment Company at Hutchinson, where he was in charge of imple­ WflTn H over thirty- til promoted to blockman in 1897. ment sales until he started with the five years' service behind him, From 1901 to 1903 he fulfilled im­ McCormick Company as blockman Charles Steger, branch manager at portant duties in connection with at Wichita in 1898. In 1903 he Ogdensburg, New York, since 1915, organizing the business at the was transferred to Hutchinson. W. S. MACLEOD has retired on pension. newly opened branch at Montreal, Two years later he was promoted to Mr. Steger started in the business Quebec, Canada, returning to Min­ assistant manager, and in 1908 to in 1895 as a salesman out of Pitts­ neapolis the following year. In branch manager. 1907 he was promoted to assistant W. S. MACLEOD, burgh, Pennsylvania, for the Deer­ Great changes in farming meth­ for many years with Macleod and ing Company. His ability to handle manager at Portland, Oregon, trans­ ods and in the quantity of grain and ferred to Fargo, North Dakota, in Company and lately in the Chicago all assignments entrusted to him other crops grown in that section office, recently retired on pension. was recognized when, four years 1909, and advanced to branch man­ of Kansas have occurred in the later, he was given the responsi­ ager at Eau Claire in 1911. From period of Mr. Wespe's managership Mr. Macleod's retirement brings bility of opening a new branch 1915 to 1919 he was branch manager of the Hutchinson branch, in all of to a close over forty-two years of at Parkersburg, West Virginia, as at Fargo, returning then to Eau which he and his organization have continuous service, during which branch manager. In 1901 he was Claire, where he remained as man­ had a prominent part. "It is a far time he made a laudable record in transferred in the same capacity to ager until retirement. cry," says the Hutchinson News in responsible executive positions. He Richmond, Virginia, in 1904 to An outstanding feature of Mr. reporting his retirement, "from the started in to learn the business at Allegheny, Pennsylvania, and in Clancy's long record as a branch time Mr. Wespe first started carry­ Manila, Philippine Islands, in 1888 1909 to Elmira, New York. Dur­ manager was his pronounced ability ing a brief case to the time of as a young man, and made steady ing 1911 he was engaged in special to pick young men of promise, combined harvester-threshers and progress from the first. By 1905 tractor sales work out of Chicago, start them in at the bottom of the highly specialized power machin­ he liad reached the position of vice going to Auburn, New York, the ladder, and train them in the es­ ery." His persistent advocacy of president and manager, with head­ following year as branch manager. sentials of advancement in the tractors and tractor implements, quarters at Manila. In 1915 he was transferred to Og­ Harvester organization. The list of backed by the efforts of a loyal and From 1919 to 1915 he was in densburg where he remained until Harvester men who learned the hard-working organization, has charge of Macleod's New York retirement. fundamentals of the business under been a considerable factor in the office, and in addition from 1911 he had charge of the Export office Mr. Steger's interest in all that Mr. Clancy's guidance, and who in signally increased use of larger- due course were selected by the capacity power equipment in that there. Then in 1915 he was trans­ pertained to the betterment of busi­ ferred to the Chicago office to as­ ness and community life at Ogdens­ management for promotion to im­ section of the state famed for its portant positions, is a relatively efficiency in the growing of wheat. sist in the supervision of fiber buy­ burg and on the territory is well ing and selling activities at Manila, known. For a number of years he lengthy one, reflecting in no small Regret at the departure of their measure the extent of Mr. Clancy's London, and New York, the posi­ has been identified with the activi­ veteran chief, as well as good tion from which he retired. ties of the chamber of commerce, contribution to the progress of the wishes for the future enjoyment of service clubs, and similar civic or­ business. his well-earned leisure, was feel­ Mr. Macleod is known and ganizations, in all of which his The numerous other friends made ingly expressed by members of the esteemed widely in the foreign field good business judgment and prac­ and among those in the United tical help have been valued factors. States with whom he has in re­ As he prepares to enjoy the di­ cent years been associated. versions of his leisure years, the On the eve of his retirement his affectionate regard of the host of associates presented him with a friends he has made during his scroll which said in part: thirty-five years as an active Har­ "For forty-two years you have vester man go with him. been building a sterling record for business acumen, pointed by a wide and rich experience. Always con­ A. B. CLANCY, fidently, we have relied upon your branch manager at Eau Claire, good judgment and upon your un­ Wisconsin, and widely known and failing good cheer and practical esteemed in the sales organization, optimism in the mastery of the recently terminated over thirty- problems of our business. seven years of active continuous "Dear friend Mac, with one hand service with retirement on pension. we bid you an official goodbye, His first acquaintance with the and with the other we hold you business of selling harvesting ma­ to us—a friend who has shared chines was made at Minneapolis many of life's problems and suc­ when he started as a salesman for cesses with us and who will al­ the Deering Company in 1895. He Members of the Branch Organization Honoring O. S. Wespe (Center ways be with us in spirit and, we continued in this capacity with Foreground, Right), and Welcoming M. J. Madden (Center Foreground, hope, as often as possible in the alternate periods on collections un­ Left), Promoted from Assistant Manager to Succeed Mr. Wespe. flesh. 22 HARVESTER WORLD F«bnury, 1931

"May you enjoy life to the full­ Kansas, in 1915; »nd finally San est in the leisure at hand. May Francisco, in 1916. all good fortune attend you in mak­ Mr. Criswell will be greatly ing the contacts that will best give missed by a host of friends who you the most generous measure of came to know him on their visits contentment and joy for many, to his great state, as well as by those many years to come." on the San Francisco territory, be­ cause of his unfailing courtesy, tactfulness, and friendly person­ R.E.Butler (Cen­ ality. ANOTHER VETERAN ter), District Man­ of the early days to retire recently ager, Looks on as was W. G. Criswell, branch man­ W. G. Criswell ager at San Francisco, California, (Left), Retiring since 1916. Branch Manager, Mr. Criswell's service dates back San Francisco, to February, 1891, when he started Greets His Suc­ WHAT as a McCormick salesman at Kan­ cessor, C. A. sas City, Missouri. Two years later Cowan. he became a collector for the Deer­ OUR READERS ing Company for one season. In 1896, he resumed service as a blockman for the Milwaukee Com- SAY iany at Kansas City. Two years at Cedar Rapids, Iowa; transferred Joseph, Missouri, in 1903; Spring­ fatcr he was made branch manager to Kansas City in 1900; to St. field, Missouri, in 1911; Wichita, B»RANCB H Manager H. E. Millar, Weyburn, Saskatchewan, IHC of Canada, Ltd., found what he regarded as some worth­ while ideas in the December issue of Harvester World and straightway obeyed the impulse to tell the editor. His letter, in part, follows: "On pages four and five of the December issue of Harvester World, is a very timely and appropriate article, not alone for McCormick- Deering dealers, but for the organi­ zation as a whole. "There never was a time, perhaps, when the slogan 'Analyze! Plan! Execute!' could be carried out with better results. The author of this article is deserving of credit for hitting the nail square on the head Members of the San Francisco, California, Branch Organization Assembled to Bid Farewell to Their this time." Departing Chief.

EMPLOYES BENEFIT ASSOCIATION DEATH BENEFIT PAID IN DECEMBER, 1930

DATE WORKS OR DEPT. DIED NAME AGE OCCUPATION CAUSE BENEFICIARY AMOUNT DATE PAID

Auburn 11-19-19 Joseph May 61 Clerk Sickness Wife 1 Yr's Wages -A- 11- 6-30 Auburn 11-15-30 George E. Crofooi S7 Clerk Sickness Wife I Yr's Wages II- 8-30 Auburn 11- 5-}o Joseph Ploiza) 48 Machine Hand Sickness Wife 1 Yr's Wages 11- 8-30 CantOQ It- 1-30 Frank E. Williams 6S Laborer Suicide Wife $ 100.00 11-11-30 Rule 13-C Chatcuooga 11- 1-30 Percy Sima 30 Moldcr Sickness Wife I Yr's Wages 11-10-30 Deering 11-10-30 •JohnG. Brandt 81 Pentioocr Sickness Wife $1000.00 11- 1-30 Deering 11- 1-30 Christian Larson 67 Pensioner Sickness Wife $1000.00 11-11-30 DeeriDg 3-16-30 ^Michael Kruszka 74 Pensioner Sickness Children $1000.00 -C- 11-18-30 Deering 11-16-30 *Mike Jankowski 65 Retired Sickness Wife $ 400.00 11-30-30 McCormick 11-30-30 •Peter P. Colcr 67 Pensioner Sickness Wife $1000.00 II- 8-30 McCormick 11- 8-30 Carl 0. Swanson 67 Millwright Sickness Children I Yr's Wages 11-16-30 McCormick 4-17.30 John Bryant 38 Laborer Sickness Wife I Yr's Wages -J- 11-13-30 McCormick 11-18-30 •Roy Hunter 40 Retired Sickness Wife $1500.00 11-17-30 McCormick 10- 4-jo Wojctech Szymczak 51 Millman Sickness Wife I Yr's Wages 11-19-30 McCormick 11-15-30 Alexander Kulak 43 Molder Sickness Wife I Yr's Wages 11-31-30 McCormick Twine 4-14-30 Mary Phillips 41 Spinner Sickness Mother 1 Yrs Wages -A- 11-31-30 Milwaukee 11-13-30 Fred Vruck S^ Assembler Sickness Wife 1 Yr's Wages II- 1-30 Milwaukee 11- 8-30 •Alfred Howard 80 Retired Sickocss Wife $ 100.00 11-13-30 Richmond 10-19-30 •James D. Minor 71 Retired Sickness Daughter $ 100.00 11-16-30 Rock Falls 11-16-30 Chai. W. Gertie 41 Storekeeper t Accident Wife $4000.00 11- 8-30 1 Rock Falls 11-18-30 •Albert 0. Wetland 60 Retired Sickness Wife $1400,00 11-15-30 St»-ingfield •Wm, A. Aldrich 77 Pensioner Sickness Children $ 100 00 11- 8-jo Tractor 11-10-30 Grant Manlove 30 Molder Sickness Wife 1 Yr's Wages 11- 6-30 Collection Field 1-19-30 Claude D. Manary 37 Collector Sickness Brothers I Yr's Wages -J- 11-11-30 Salei Field 10- 8-30 Tbos. Forbes 48 Sioux Falls Suicide Wife $1000.00 11-19-30 Manager Mobile Int'l. Co. ^ Mobile, Ala.

Payments from September i, 1908 to December 31, 1930: • Indicates members for death benefit only. -,. . /Total for December, 1930 $ 3}»3i> °° t Indicates accident occurred outside of factory and off duty. 4,537 l^»tBs^p^^^jQyjjy Reported $ 5.030,510.15 A Scttlemeni delayed pending proof of heirship. C Settlement delayed awaiting appointment of guardiao. TOTAL $ 5.063.841.70 63 SPECIAL BENEFITS 55.09° 4° J Settlement delayed account controversy between claimants. 101.901 DISABILITY/Sickness $4,657,343.15 MEMBERSHIP, DECEMBER 31, 1930 3i.7«6 CLAIMS PAID \Accidcnt 568,466.45 5.115.809.70 F. E. CHAPMAN, Supt. Employes' Benefit Association Total amount of all benefits paid $10,344,741,80 It's Turnover Time for MODERN Plows plowing costs must be cut

International Harvester advertise­ ments in the farm press are sounding the keynote of low-cost production. Farmers everywhere are figuring costs . , . planning new methods . . , investigating new equipment.

Your opportunity to sell McCORMICK-DEERING PLOWS ies just ahead ITH the plowing season getting closer and closer, and with a lot of work to be done in advance, you can't afford to delay Wa single day in getting started on your spring plow campaign. Lack of moisture in many sections will dictate early action in getting the fields into a good state of tilth. Right now there are probably farmers in your territory who are polishing up moldboards of old- fashioned, small-scale plows. Many of these men know that lower costs mean higher profits. Some are close to the point of buying new equipment. But habits are strong, and unless you go out and sell them in the near future such prospects will drag out plows bought years ago to struggle through another season. With the modern features and perfections of the complete McCor­ mick-Deering plow line to call on, you are in an exceptionally strong position to get the business these prospects offer. NO LINE EXCELS the: completeness Take the time to organize a good, strong campaign. Plan some of the McCortnkk-Deering line of plows. demonstrations, arrange an attractive display, advertise in your local There are moldboard plows in one to newspaper, and use the direct-mail helpswe offer. Search out the tractor four-bottom sizes; disk plows in two to owners and sell them McCormick-Deering plows. Put your best brand six-bottom sizes; and types of both for of merchandising back of the plow line and sales will clear your stocks. tractors and for horses. Tutths Mik/s wxuMm In hiah geoA '^^uUApeecl ahead The ICELESS PRIVILEGE in The Field of POWER FARMING

century ago the REAPER was the key to vast development — the powerful influence that brought an undreamed-of future to agriculture.

-ODAY, at the door of another century, of International Harvester fell to work another key is leading to a future too to utilize the new power. They wanted great to be imagined. The TRACTOR a tractor and more—they wanted better, is that key. The opportunity of the faster, smoother operation for their McCormick-Deering dealer in this direc­ many machines. From the beginning tion is unlimited. He sells the three they sought to devise mechanical power tractors whose popularity is linked with that would work well with machines. the entire century of farm machine de­ And from the beginning they designed velopment. The name they bear includes their new machines to work well with the name McCormick, the name of the the new power. Power to work with man who built the first successful farm machines became the objective, because machine. The experience of the years that was the basic need in farming. between is responsible for their effi­ ciency today—and they could not be Twenty-five years of devotion to the The long, close, construc­ power farming idea has produced the tive association of McCor­ so efficient without the backing of that experience. McCormick-Deering ly^o, the McCormick- mick-Deering Tractor Power Deering 10-20, and the crowning tractor with McCormick-Deering Ever since 1831 the need of adequate achievement of today, the original all- Machines makes the McCor­ power has limited the value of farm purpose McCormick-Deering Farmall. mick-Deering Franchise the machines. For generations the builders These are the tractors that have already one best franchise in the of this Company built in the face of that put the McCormick-Deering dealer to farm equipment field. . . . fact, pending the coming of the auto­ the front in power farming. These, and motive era. Then began new trends and the better tractors of tomorrow, will new directions in farm machine design. increase his importance and his success Twenty-five years ago the builders in his community in the coming years.

INTERNATIONAL HARVESTER COMPANY 606 So. Michigan Ave. f,* ^.To^^lef) Ciiieago, Illinois

Printed in U. S. A.—Harvester Press