HARVESTER WORLD Vol. 22 May 1931 No. 5

THE MAN WITH THE HOE HAS STRAIGHTENED HIS BENT BACK AND COME INTO HIS OWN. HE HAS TAKEN POWER AND MACHINES, EVER MORE SAVING X 8 3 X OF TOIL AND LABOR, OUT AMONG X 8 3 X \CENTENNIAL THE NATURAL RESOURCES McCORMICK/ of t h e THAT ARE HIS BIRTHRIGHT AND REAPER SET UP THE NEW DOMAIN OF EN­ LIGHTENED AGRICULTURE. Keep out in front, Don't hesitate— Keep making calls/ And DEMONSTRATE I

A GOOD SPRING TONIC

Demonstrations spotlight the good points of a that machine to a great many other similar farm machine, influence selected prospects, and cause and operating conditions in his trade territory. orders to be signed. Frequently successful demonstrations induce Whenever a Harvester salesman or blockman the prospects to sign on the spot. And every or a McCormick-Deering dealer concludes a such result does much for the demonstrator. successful demonstration, he has automatically It proves effectively that an ounce of demon­ increased his ability to sell goods. And the more stration is worth considerably more than a he demonstrates and the more he improves his pound of talk in clinching sales. Such proof demonstration technique, the more successful peps him up and multiplies his confidence in the he will be in writing business. demonstration route to more sales. While a successful demonstration is building ' 'Demonstrations are the best sales tonic in the up a prospect's confidence in a machine, it is world for our own organization and for the stiffening the demonstrator's confidence in his dealer," declared Branch Manager C. M. Hunt, sales ability. Minneapolis, Minnesota, in referring to the While a successful demonstration is giving a demonstration idea on his territory. "When farmer something to think about, it is giving the our men put on a demonstration along with the demonstrator something concrete to talk about dealer the sales reports show it, not only right when prospecting between demonstrations. away but for a considerable time afterward." While a successful demonstration is opening Demonstrations should figure prominently in the eyes of a prospect to the adaptability of every dealer's sales program, not only as an the machine to his operations, it is suggesting excellent spring tonic but also as nourishment to the demonstrator the wide adaptability of for improvement of the entire year's business. HARVESTER WORLD

HERE'S WHERE YOU SELL YOURSELF ON THE SALES-GETTING SALES ANALYSIS SYSTEM

By L. L. FAIRBAIRN business; that where installed and close to home, and as far as getting followed it may make all the differ­ business is concerned turn up our ence between good business and poor toes. At the very time we should be business for many dealers this year and working the hardest to figure out RkECENTL. Y I had an oppor­ for years to come, but particularly in ways and means to get business we arc tunity to sit down with a real sales- this year 1931- Is that idea all likely to be doing the least. analyzing dealer and get the low-down boloney? "Well, there's one thing sure now: on this sales analysis system that "Not by a sight," he came We don't have to look any longer or appears to be turning the sales tide back with somewhat startling em­ any farther for the ways and means. this year wherever tried. The branch phasis . '' You can put it stronger than This system supplies the ways and manager had told me about this dealer. that. You can say, as was said three means; all we have to do now is work! "He's a restless kind of individual," years ago about service, that this This sales analysis system—that's a the b. m. had said, "always on the go. system is going to mean the difference good name for it—can't be improved, But if you can get him to sit still long between staying in business and going to my way of thinking. It's simple; enough to talk you'll get something out of business for some dealers if there's no bookkeeping, no bother, worth printing, all right." things keep on for another year or two to it; and it certainly is a bear for Well, I was successful finally in like they have been. results. It's earned a permanent place getting a conversational half-nelson "Here's the way it looks to me," he in my sales program, good years or on my friend and leading him off to a went on with a gesture of finality. bad. I'll say this: I'll get twice the corner where vve could get down to ' 'When times are good and the farmers business this year, using this system, business and, in effect, analyze sales are buying, lots of us fellows skim the that I would have got without it. And analysis. cream and are satisfied to think we in a good year I'll put on whatever ' 'Harvester World has got the idea, have done a good job of selling. I'll extra sales help is necessary to keep I told him, "that this system repre­ admit it in my case anyway. Then my territory thoroughly analyzed just sents one of the most important and when times change and the farmers the same as in a poor year. A dealer constructive things the Company has are not buying like they did, a lot of should always know the sales possi­ ever done to help the dealers get us quit driving in the country, stick bilities of his territory from year to year, regardless of how much business he is doing in anv one year. "Well now," I said, writing furious­ ly to keep up with this enthusiastic outburst (and missing half of it at that), "you've got some definite reasons for blowing this system up. You've found the system to be all you say it is through actual experience with it. Can you give Harvester World some of those reasons? What would you say, for a start, is the most important thing the system has done for you?" He was all set with his reply, and leaned forward to say impressively: "It got me acquainted for the first time with the real sales possibilities of my territory. Why, before I got the HARVESTER WORLD May, 1931

master list of names and commenced memory and good luck to get back to the information on the card is such studying that map I didn't know any­ see that fellow at the right time, and that wc can always start in and thing about my district, compared to lost out because I had no alarm clock continue from where we left off the what I'm learning now. Why, there to get me there on time. Put down time before. If we quoted any prices were nearly 200 farmers in that district that tickler file as the missing link that or terms on anything the time before, who might as well have been living makes this system perfect. we've got the facts all handy on the in another state as far as their business "Next, you get your selling activi­ back of the card. That makes smooth with mc was concerned. With this ties on record, and a nice, handy, sailing for dealer or salesman; wc system you get a periodical complete easily understood record it is. Lots don't ever get tripped up. personal contact with your trade that of dealers have kept different kinds "And you get all this information you can't possibly get with old- of prospect records before, but this at your finger ends without any fashioned canvassing methods. system, while it is the best prospect bookkeeping! Bookkeeping always "The rest is up to you. When you record you could want, is primarily a gave me a headache. That's all been visit a farmer and find out what he is sales proposition. I can sit down with done away with in this system. Fill­ doing and what he has in the way of my map, prospect record, and cards ing out those cards in the country is equipment to do it with, it's up to you any day or any month and see exactly easy—just as easy as it used to be to to figure out what he needs in order where I stand in my canvassing. I make a lot of memos in a notebook. to do a better and cheaper job. Here's can see whether my salesmen are Half the time you couldn't find the the point: A dealer may figure that as doing a good job or a poor job. I can memo you were looking for, either. a salesman he's nothing to write home see what we've already done and what "And when you've got a card com­ about. But that dealer, if he follows remains to be done. And believe me, pletely filled out on a farmer, you're this system and contacts every farmer there is always plenty still to be done. done. All you have to do then is to in his trade territory at least once a But without this analysis of sales sec that it is up to date when you call year, will sell more goods in a year possibilities I wouldn't have any idea on him the next time. than the high-powered fellow who at all where the weak spots and the "I usually fill out these cards drives 50 miles an hour all over the holes were in covering the territory. between farms. Knowing that I am country and at the end of the year "Would you believe this? I've going to write down the result of my hasn't seen the half of his possible discovered some real sales leads and visit makes mc, or the salesman, customers. That's the most impor­ figured out some mighty nice deals more observant, too. You sec more tant thing, but there arc plenty of that my salesmen had missed or and remember more if you're figuring others. didn't know about—simply by taking on putting it down in black and white "All right," I said, all pepped up those cards home with mc at night afterward. and rarin* to go, "let's get some of and analyzing the information on each "And while I think of it: Don't these other advantages down while farmer. Those sales, as a rule, were forget the friendly feeling that you the getting is good. What's next?" all velvet. And when I made one it work up by visiting all your custom­ "Well say, brother, I haven't got put the salesman on his toes more ers. Don't think they don't appre­ these advantages all tabulated and than ever. ciate the dealer's visits. They do. numbered in my mind. But I can "Another nice thing about those They take it as a compliment if the think of a few, all right. You just cards is the space for special informa­ dealer or his salesman drives in their go ahead and write them down as I tion on the back. If a farmer comes gate fairly regularly. And here's think of them. into the store and says the salesman something more: You call on a farmer "First, you absolutely get your promised him so-and-so, I can look up in the country a few times a year and personal contact with every customer. the farmer's card and check up his after a while he'll call on you most I said that before. But on top of that statement in 15 seconds. Sometimes you get your follow-up at exactly the the farmer's trade-in figure doesn't jibe right time. That tickler file is the with the salesman's figure on the card. link that was missing out of every If there has been any misunderstand­ so-called canvassing system wc had ing, I can iron it out right there. Sec before. It's the alarm clock that the advantage I have with such a rings to wake you up when a sale is record at my elbow? beginning to slip. That's the truth. "The same thing applies in the How many times have I dashed out country. When we make a repeat call to follow up a prospect, and found on a farmer wc always have the card myself holding the bag for the other on him. We couldn't begin to re­ fellow? I arrived just a little bit too member all the details of our previous late, that's all. I was trusting to my conversation with the farmer. But HARVESTER WORLD

"My salesmen are strong for the seen more farmers, uncovered more system. It gives them an objective prospects, and written more orders. they never had before. They can That's the story! check up any time and see what "We were talking about prospect progress they are making; and so records. Suppose you want to make can I. They're covering the territory up a special mailing list of corn this year like it was never covered picker prospects. You can make up before and finding business where the list from this latest loose-leaf they would never have looked for it record in ten minutes! How's that if they didn't have to show me a pin for efficiency? in the map and an inventory card for "Efficiency! After all, that's the every farmer along every road. keynote of this sales analysis system. They're getting results because they're It takes all the lost motion out of the going over the territory with a fine- old-style canvassing and gives you a every time he comes to town. That's tooth comb. They're making every definite plan to work with. A dealer that friendly feeling your visits have hour count. They're not wasting a lot is going to spend so much money for worked up. And look what it does of valuable daylight, hopping from one canvassing anyway—he might as well — practically doubles your contacts part of the country to another. They get value for his money, what? You with a farmer and therefore doubles call on an average of six to ten bet! . . . Say," he broke off sud­ your chances of getting all his farmers a day. Why say, if I sell a denly, looking at the clock, "is that business! machine in the store they feel pretty the time? Gosh, I've got to meet a "Take it another way: If you've bad if the tickler file doesn't show that farmer in ten minutes. I'll have to got a salesman out working under this the purchaser was due to be called leave you. . . . Oh, that's all right. system, he'll become a combination on shortly. I don't take any credit . . . Don't mention it. . . . So long, collector and salesman; in other words for sales made on the sample floor if good luck!" He was gone—just like the most valuable type of man you the farmer is 'on tickler.' that. But the branch manager had could have on your pay roll. The "There's a big saving in expense, told me he was a restless individual. better he gets to know each farmer too, when you cut down a salesman's Well, there's one dealer's ideas on the better he can judge the credit mileage from 15 to 30 miles a day the sales analysis system. Wouldn't risk, and the better position he is in like this system does. In the course they sell anybody on the system—you, to ask the farmer to pay up when the of a year you save a lot of gas and oil for instance ... to get more pros­ note is due. He continues the friendly and wear and tear on a car. Figure pects, to make more sales ... to relation all the way through. I've it out for yourself on the basis of a bring 1931 up to other years on your got two salesmen in the country now, five- or six-day week. Then figure in, books? and that's the way things are working too, that in spite of the reduced out for me. mileage the salesman has actually

PROMOTED

E. L GRIMES C. A. EWALD T. B. HALE Formerly District Collection Man­ Formerly Assistant Canadian Sales Formerly Assistant District Man­ ager, Has Been Promoted to Manager, Has Been Promoted to ager, Has Been Promoted to Manager of That Department. Manager. Assistant Manager, Motor Truck Sales. HARVESTER WORLD PUBLISHED BY INTERNATIONAL HARVESTER ORGANIZATION, 606 Souih Michigan Av«nut, Chiuso, U.S.A. C B. CLARK, EDITOR • L. L. FAIRBAIRN, ASST. EDITOR • GLENN V. JOHNSON, ART EDITOR

NEVER SAY DIE integrity of the claims made for the quality The element of versatility of approach, argu­ performance of its products in the field. ment, and handling of the customer is suggested Many a machine has been sold largely because as a characteristic of successful salesmanship. of the faith of the customer, which had been Never admit that there doesn't exist the right built on the good treatment he had received plan, argument or influence to sell every customer in getting repairs and other forms of service. who needs your product. Just say to yourself— Repairs departments are an important factor "I haven't found it"—when you contact a in maintaining this faith of the customer. customer you think you can't sell. How many Why not a branch slogan like this—^"Every times have you said, "Well I'll be doggoned; I repairs order possible handled promptly and effi­ didn't think he could be sold"—when you get ciently out of branch stock." wind of a supposedly hard-shell customer buying from some one else? Just shows that it pays never to give up; that it pays to maintain an THE REAPER STORY attitude of unbounded confidence that sufficient AN INFLUENCE TODAY persistence and study will soon or later disclose The story of the Harvester Company as it is the necessary opening through which to gain being told in the press, and in the literature of the prospect's consent. the year, and as it is unfolded in the film, Even today, "Haven't got the money" too "Romance of the Reaper," should be absorbed often serves as the reason only until you find and by every Harvester employe. dissipate the customer's real objection—then he It is an honorable story, going back one finds the money or credit. This peculiar working hundred years to the invention of the reaper, of human nature is being demonstrated daily. the beginning of modern agriculture. Take another tack with those prospects who It is a story that counts Harvester a con­ have turned you down. The effort will strength­ structive factor in the development of agriculture. en your belief that there are many ways to The lessening of toil—perhaps the greatest overcome a negative. single blessing to come to ages-old agriculture— started with the birth of McCormick's reaper. Out of that have grown profound changes in the REPAIRS DEPARTMENTS ARE growing of food and feeding of the world in SALES HELPERS which through a hundred years successive waves A number of the branches made exceptional of Harvester-minded generations, each overlap­ records last year in the percentage of repairs ping its successor, have maintained and enriched orders filled from branch stock to total orders the traditions of service and quality product received. initiated by McCormick, the inventor, and It takes a good repairs department organization McCormick, the business man and benefactor on its toes every minute to make such a record. of civilization. Having to send only a negligibly small percentage Harvester men are proud of Harvester lineage, of orders to the factory to be filled indicates a and in their dealings with the public they can highly efficient staff. Such a staff watches the reflect their pride in the telling of the story of stock on inactive items but keeps ahead of the reaper and its progeny. Such an attitude orders on the active items. is bound to be a constructive force in giving Such efficiency strengthens the faith of the their contacts that warm and human touch customer in the Company's service and in the essential in the buyer-seller relationship. HARVESTER WORLD

OVERSEAS PICTURES

I SOUTH AFRICA. H. Spire, Durbanville, Cape Province, Conducts a Progressive Business Actuated by Broad-Gauge Policies, as would be Inferred from this View of his Headquarters.

Ill ARGENTINA. Striding Along the Beach Promen­ ade at Mar del Plata During the Noon-Hour Recess, (right to left) L. P. Thayer, International Harvester Export Com­ pany, Chicago, Then Visiting a Number of South American Countries in the Interest of His Company, C. B. Welch, General Manager, I H C Argentina, and C. F. Diez, Manaqer, Buenos Aires Branch, were Evidently Finding their Stroll a Refreshing interlude in the Day's Activities When the Camera Man Happened Upon Them. II On Board Ship at Callao, Port of Lima, Peru, and Homeward Bound, Mr. Thayer (extreme right). Accom­ panied by Mrs. Thayer (center), is Here Receiving the Last-Minute Good Wishes of Pedro Martinto (extreme left). Prominent and Successful Distributor of Harvester Products in Peru, His Son, and Mrs. Fritchie, Wife of E. W. Fritchie, Harvester Representative in Peru.

IV FRANCE. F. Depla (background). Harvester Dis­ tributor at Meaux, in the center of the Historic Marne Battlefield, Is, According to our Correspondent, a Keen Advertiser and a good Business Man. Witness the Display in Front of his Store. HARVESTER WORLD May, 1931 THE PRESS OF THE NATION RANKS REAPER EPIC HIGH IN THE ANNALS OF CIVILIZATION

reaper, which was invented by Cyrus ToPEKA (KANS.) JOURNAL — "Not Hall McCormick exactly a century only rural, but urban people, owe I HE activities connected ago. a debt of gratitude to Cyrus Hall with the celebration of the Centennial "The reaper of today is a monument McCormick because of whose inven­ of the Reaper have stimulated nation­ to Cyrus McCormick. It is a monu­ tive genius they are now able to wide press comment on the great ment expressive of service and an maintain the highest standards of significance of that invention. Em­ inspiration to others to emulate the living and enjoy luxuries and com­ phasis is laid on the effect it has idealism of the inventor." forts that would be unavailable if the had on agricultural progress, on the KNOXVILLE (TENN.) JOURNAL— same proportion of the population lightening of toil, and on human "None, until McCormick came, found required to produce food 100 years ago advancement. the key to speed and ease of labor in were compelled today to devote their Cyrus Hall McCormick is being the magic of the machine. energies to that purpose." recognized more widely than ever "His invention is named among HUTCHINSON (KANS.) NEWS—"When for his eminence as an inventor, those which have most profoundly we think of the line of machinery business man, and public benefactor. affected the human race. which is now at the service of the The following excerpts are gleaned "The wonder is not that this wheat-raising industry and which has from the mass of expression appearing Centennial year is so honored in the progressed from binders and reapers on the editorial pages of the nation's recollection that it brings, but that to combines and tractors during the newspapers, although the need of brev­ even more honor is not done it." century, we can exclaim with the old ity here precludes the possibility of TWIN FALLS (IDAHO) NEWS—"It Hebrews 'A miracle! a miracle'!" picturing the columns and columns of [invention of the reaper] opened the MARSHALLTOWN (IA.) TlMES- space that have been devoted editori­ way for the marvelous development RBPUBLICAN—"When McCormick's ally to the subject. Effort has been which the century has recorded in Reaper put the cradle on its permanent made to get together simply a variety the general industrial and social life peg in the museum by taking the of phrasing and thought to indicate of the world. Invention by that great medal at the world's fair of the great public interest which the Virginia boy just 10 decades ago 1851 it 'broke' millions of prairie sod editorial writers believe the subject to released from the grinding labor of and sowed millions of acres of wheat. hold for their readers, as well as to the fields men and women to devote The arrival of the reaping machine suggest the high place which the their labor and their genius to other created new states and a new empire ' press accords it in the annals of developments. Who can say but that west of Ohio as fast as the ground civilization. the very machine which shows the could be plowed and the wheat Press comment apparently will cease motion pictures of the 'Romance of sowed. It was to the midwest what only with the passing of the year, as the Reaper' was made possible by the the cotton gin had been to the south. while this article is being written invention of the reaper itself?" ' 'The civil war came and wheat was newspapers continue to publish ref­ LOWELL (MASS.) LEADER—"The In­ actually golden. Prairie farms paid for erences to the Centennial. These and ternational Co. has been celebrating themselves with one crop of wheat subsequent references will have to the centennial anniversary of Cyrus at $2 a bushel. The reaper did it. await another opportunity for cross- Hall McCormick's invention of the "When the land grew weary of sectioning to our readers. mechanical reaper. That device revo­ wheat, corn came to kingship. As Here is a start: lutionized agriculture and made pos­ the railroads crept west the cattle SPRINGFIELD (III.) REGISTER— sible farming on a large scale. Not and hog herds multiplied. The home­ "There is no monument so beautiful without reason is its history called the steaders rushed from the east and and so enduring as service for hu­ Romance of the Reaper. Despite all Europe poured hordes into the ports manity. the criticism of a machine age, no drawn by the announcement that "This thought came to the writer farmer would want to go back to the 'Uncle Sam is rich enough to give us of these words last night when he conditions which prevailed before all a farm.' Cities sprang up on the that invention was made." looked upon a replica of the first (CONTINUED ON PAGE 15) HARVESTER WORLD

One of the Most Enterprising Firms in the States of Sonora and Sinalod, on the West Coast of Mexico, is Wohler-Bartning Sues, y Cia, Distributor of McCormick-Deering and International Truck Lines through Three Stores, with the Headquarters Store (Shown) at Ciudad Obregon, Sonora.

THESE QUALITIES ARE ESPECIALLY GOOD IN 1931 could be relied upon to maintain the keynote of their contact with the prestige already gained by the Herman trade. store. As to demonstrations, Mr. Hancock "It has been so long since I signed declares "the half has never been one of my own checks that I would told regarding the benefits of dem­ hardly know how," jokingly re­ onstrating." Following a substantial I.HE reasons for the out­ marked Waldo Hancock when dis­ pre-season sale of corn pickers last standing success of the Hancock cussing the delegation of responsibility fall, for example, a series of demon­ Implement Company could be sug­ and authority as a requisite of good strations just when the corn was dry gested in three words—management, management. enough to pick nearly doubled the salesmanship, service. For certainly Miss Bessie Lyzhoft has been in business previously written. these three factors are very much in charge of the Herman office for twelve The Hancock system of direct-mail evidence in the three stores operated years, assisted for the past several advertising is as effective as it is by the company at Herman, Tekamah, years by Miss Jessie Donahoo. Miss unusual. It consists not of letters but and Blair, Nebraska. Lyzhoft passes on all bills and is fully of large handbills, some of them The headquarters store is at Herman, authorized to issue checks for the almost poster size, which are printed where the business was founded firm. Joe Bandur is in charge of the locally. These direct-mail pieces, so eighteen years ago by Waldo Hancock, service department, and Fred Zim­ easily read, carry a variety of impor­ who acts now as general manager, merman heads the machine and repairs tant announcements and other timely his son Paul being responsible for departments with full authority to news of interest to the 1,500 farmers sales at this point. Later the branch order stock as he sees fit. on the master mailing list. store at Tekamah, county seat of "I am sure," Mr. Hancock said, Complete service, in the modern Burt county, was opened, with Roy "that by giving everyone his own sense, was incorporated into the Hancock, a brother, in charge, and responsibility to shoulder, and then business with the construction of a three years ago the third branch store letting him alone, he becomes greatly 90 X 48-foot service station five years was started at Blair, county seat of interested in the business." ago. Joe Bandur, head service man, Washington county, with L. C. Han­ Both he and Paul, the son, are and his assistant are on the job the son in charge. responsible for the canvassing at year around. Good management played its part Herman. They maintain a steady "There is no substitute for hard in this extension of operations, when contact with the farmers in the work" expresses another belief of the opportunities presented them­ country, and are careful not to over­ Waldo Hancock. But that is taken selves, in the selection of capable look those living away from the for granted in such an organization managers and staffs of employes who main highways. Regular visits is the under such a leader. 10 HARVESTER WORLD M«y, 1931 THE NEW INDUSTRIAL ENGINEERING AND CONSTRUCTION DEPARTMENT

II H E Company recently announced the setting-up of the in­ dustrial engineering and construction department. This step does not in­ itiate new functions but is rather a co-ordination of existing activities to the end that even broader constructive results may be obtained in engineering, architectural and construction super­ vision having to do with buildings and factory equipment and processes. J. D. McGANN J. R. ALLAN Manager Assistant Manager The department will be in charge of J. D. McGann, with assistant man­ agers, J. R. Allan, assigned to methods and standards; H. W. Maxon, to layout and equipment; and O. A. Krueger, to design and construction. W. D. Price continues as consulting architect. The members of this new depart­ ment have been severally engaged for a number of years in special activities which they will continue, but now acting as a unit. The functions of the department will embrace the following: Responsibility for improvement of manufacturing methods whenever research, observation, or policy re­ quires; installation of new methods and standardizing of methods and H. W. MAXON O. A. KRUEGER operations as between plants; layout Assistant Manager Assistant Manager of progressive machining and pro­ gressive assembly; selection of build­ J. D. McGann, manager, started as a promoted to chief safety inspector. ings equipment, such as elevators, tool designer at McCormick works in In 1910 he was promoted to master me­ power plant equipment, paint booths, 1903, following several years' experi­ chanic in charge of construction and and drying ovens; and architectural ence as a gas engine designer. In 1904 equipment at Tractor works. In 1915 and building construction in all its he was assigned to design special he was promoted to assistant super­ phases at the works and on the terri­ machines. In 1907 he was selected intendent and in 1920 was sent to Ft. tory, including architectural treat­ to rearrange equipment, readapt the Wayne to take charge of construction ment, design, specifications, and con­ power plant and install electric drives of the plant. During an interval at struction. throughout the plant. In 1909 he was this time he adapted the Springfield HARVESTER WORLD 11 works to truck manufacture. foundry and malleable finishing de­ assistant to J. D. McGann, then in In 1925 he was placed in charge of partment. charge of plant development and con­ layouts and equipment for all plants. In 1923 he was assigned to industrial struction. In 1926 he was appointed Farmall works and the East Moline engineering duties at the Chicago to the engineering committee. warehouse were constructed under his office and in 1926 was appointed to O. A. Krueger, assistant manager supervision. In 1926 he was appointed the engineering committee. in charge of design and construction, chairman of the engineering com­ H. W. Maxon, assistant manager in started in 1916 as a draftsman in the mittee, the duties of which are now charge of layouts and equipment, construction department, now merged placed under this new department. started in 1920 as the result of frequent in the new department. During the J. R. Allan, assistant manager in contact with the management in 1918 summer months while attending col­ charge of methods and standards, in his capacity as an inspector for the lege he had worked for a general started in the tool designing and Government ordnance department. contractor, mainly in the construction engineering department at McCormick Earlier he had accumulated much of buildings and bridges. Following works in 1910 while continuing his valuable experience in various types graduation in 1915 he took charge of college studies. In 1916 he was pro­ of engineering work, which dated this contractor's estimates and gen­ moted to assistant master mechanic. back to 1906, when he got his first erally supervised the work of the In 1919 he was put in charge of the job as a railroad shop apprentice. engineering staff, coming to the Com­ efficiency department, and in 1920 he He was first assigned to supervise pany a year later. was promoted to assistant superin­ the plant layout for the Ft. Wayne In 1927 he was promoted to chief tendent in charge of the malleable works, and later in the year was made draftsman.

PROGRESSIVE IDEAS ATTRACT TRADE

You Are Foolins Yourself l( You Think the Farmer Doesn't Expect the Dealer to Keep Several Steps Ahead of Him All the Time.

The Recently Erected Store Building of the South Arkansas Implement Company, Inc., at Texarkana, Arkansas. II .HE outstanding success of the South Arkansas Implement Company, Inc., with stores at Hope and Texarkana, Arkansas, is attrib­ uted by President W. H. Lindsey, also by the Little Rock, Arkansas, branch, to the firm's constructive efforts to educate the trade in the profit possibilities of low-cost farming and to the high quality and efficiency of its sales and service facilities. "We talk power farming and diver­ sification of crops," says Mr. Lindsey, thus keynoting in a few words the firm's sales-educational policy. "We A Section of the Repairs Department of the Texarkana Store. 12 HARVESTER WORLD Mjy, 1931 try to show the farmer that with received careful consideration when The repairs department, which modern tractor-operated equipment the plans were drawn. As an example opens off the sample floor just back and a lowered price for cotton he can of the attention paid to the special of the office, is a source of pride to make more money than he ever could requirements of an up-to-date dealer's the firm. Row upon row of neatly with mule-drawn equipment and a store building, the machine storage tagged bins filled with a wide variety higher market price. room was so designed that it could of machine parts are the foundation "I do not mean that we encourage be quickly converted into an excellent of the company's slogan: The Largest a farmer to buy a tractor, then turn auditorium for power farming days Repairs Stock in Southern Arkansas. him loose without further attention. or other similar occasions. A space Leading out of the repairs room is We keep two men in the field at each 48 by 80 feet can be cleared for the the service department. Here is ample of our two stores. These men are not placing of seats; and windows, sky­ space for the service men to work on only canvassers; they are also what lights, and fixtures were so arranged four tractors or trucks at one time. I call educational good will agents. that the room can easily be darkened All needed tool and other equipment They educate the farmer to the most for the showing of motion pictures. has been provided to enable the service profitable use of his tractor by spend­ Construction of the building, which men to maintain a high standard of ing time with him in the field and measures 50 by 140 feet, is of concrete, work, with a scale of charges which, showing him how to get the most tile, and brick, making it fireproof. while yielding a profit, is approved from his equipment. It is divided into four sections— by the farmer as being fair and "In addition, we take the necessary display room and office, machine reasonable. steps to make the banker see the storage, repairs, and service. ' 'Consistent advertising, continual necessity for power farming, pointing The display room, which is lighted canvassing and demonstration efforts, out that through the use of better by large plate glass windows, giving prompt and efficient service, an ade­ equipment farmers can improve their an unobstructed outside view of prac­ quate repairs stock, and general edu­ financial condition." tically any machine on the floor, is cational activity," says the Little Asevidencethathelpfulco-operation 45 by 48 feet, sufficient space to exhibit Rock branch, "are building for this with the farmer, combined with sales a representative line of seasonable company the reputation of being one and service facilities of a high order, equipment. Changing machines on of the most progressive farm equip­ leads to success in the retail farm the display floor is greatly facilitated ment dealers in the Southwest." equipment business, the firm points by the high and wide entrance from to its volume figure of $100,000 in the the machine storage room. Machines beginning year at the Hope store. can be set up at the rear and moved Thus assured that it was on the intact into position on the display right track, it branched out in the floor. second year and took over a business in the neighboring town of Texarkana. And one of the first improvements decided on was the erection of a store building that would enable the com­ pany to maintain its reputation as one of the most progressive farm equipment establishments in the Southwest. The new building, a $35,000 struc­ ture situated at the most desirable point in the city, was opened not long ago. Every feature in its design The Hope, Arkansas, Headquarters Store of the South Arkansas Implement Company, Inc.

.»*? »'7.»^ Branch Manager L. P. Young recently had Fifty Dealers at a Demonstration near Parsons, Kansas, to Witness at Work the EquI HARVESTER WORLD 13

operation long before these dealers made the interesting discovery that it was adding considerable volume and profit to their repairs sales, and was also actually promoting sales of new tractors. This latter fact was noted particularly in the case of owners of other makes of tractors who, with no local service of their own, applied to the Falls City Implement Company to have their tractors repaired and overhauled in a reliable tractor service shop. Every contact so established became a sales lead which the Falls City McCormick-Deering organization was quick to follow up. It had not been the firm's intention originally to service other makes of John Mosiman (Fourth tractors, but it accepted the first from Left) and Marvin Dyer(FifthX Firm Mem­ jobs offered, and as the resultant sales bers, and some of the opportunities became more apparent Staff of the Falls City THE SERVICE (Nebraska) Implement the policy was continued. Many a Company tractor deal has since been made with the former owner of a competitor STANDARD OF A tractor brought in for repair. If a deal was not made at the time, it was almost sure to be made later; because GROWING BUSINESS every such owner was classed as a prospect and given expert sales treat­ ment accordingly. Careful selection and development of the service man is important, Mr. ivIVE years ago the Falls expense was not meeting the firm's Dyer declared. "Much of the success City (Nebraska) Implement Company, idea of what it ought to do in taking of a service department depends upon after having sold McCormick-Deer­ care of its customers. So Marvin the kind of service man chosen," he ing tractors with unusual success Dyer and John Mosiman, owners of said. "We went about developing for a number of years, decided the business, opened a service station, our own service man. He had pre­ that it must have its own service hired Robert Fisher, experienced in viously earned a reputation in auto­ station and service man. There were automotive service, gave him special mobile repairing as a man who knew getting to be so many McCormick- training, and started in to make a his business. He also had a faculty Deering tractor owners, most of whom service name as well as an even greater for handling customers; they were required service of one kind or another sales name for themselves. not only pleased with his work but occasionally, that the system of de­ Though primarily established to were also pleased with him. pending upon the St. Joseph, Missouri, meet a service obligation toward "At the start we sent him to the branch house for a service man to McCormick-Deering tractor owners, Company's branch house for special

come out at the tractor owner's the service station had not been in (CONTINUED ON PAGE 21)

bment shown. They absorbed Pointers on what makes a Good Demonstration—That Important Function in Retail Progress. 14 HARVESTER WORLD May, 1931

GETTING AHEAD

GI, • A. BENEDICT, for the past five years collection manager at Weyburn, Saskatchewan, has been transferred to the Canadian collection department, Chicago, to assist the manager of the department. Mr. Benedict has been connected with collection work in Canada for many years, and is well qualified to fill the position to which he has been called. E. S. Knechtel, formerly corre­ spondent, Calgary, Alberta, collection office, IHC of Canada, Ltd., has These Live-Wire Servicing Dealers and Service Men recently attended a 4-day School at the Brandon, Manitoba, Branch, IHC of Canada, Ltd. They went been promoted to manager of the home Feeling that "They Could Give their Customers 100 per cent Satisfaction," Weyburn, Saskatchewan, collection Instructors W. A. Shrigley (back row/, second from left) and J. A. Mitchell (front row, extreme left) Report. office, succeeding Mr. Benedict.

SOUTHERN ALBERTA DEALERS

GO ON THE AIR

by instructive fifteen-minute talks on received by the dealers during the a variety of subjects, including the series indicated that their initiative Reaper Centennial, lower-cost crop had awakened an appreciative re­ production methods, diversified farm­ sponse among their customers and O'N E of the longest and ing, and others of interest to farmers. that the purpose of the broadcasts—to most successful series of McCormick- One program was put on jointly by stimulate interest in better farm equip­ Deering dealers' co-operative radio the Lethbridge branch organization ment and farming methods among broadcasts on record was recently and a number of the dealers. The their customers—was being achieved. concluded by thirty-eight dealers on names of the thirty-eight dealers Inquiries regarding the talks by the the Lethbridge, Alberta, territory of sponsoring the broadcasts were an­ various speakers and requests for the IHC of Canada, Ltd. The series, nounced once during each program. further information were numerous. broadcast from Station CJOC, Leth­ Among the speakers scheduled during Sales of tractors and other power bridge, popularly known as the Sunny the series were M. L. Freng, district equipment which followed, and which Southern Alberta Broadcasting Sta­ agriculturist, province of Alberta; the dealers attributed to the unusual tion, consisted of an hour's program Dr. W. H. Fairfield, superintendent and far-reaching publicity given the every Thursday night for thirteen of the Dominion Experimental Farm McCormick-Deering line, were, how­ consecutive weeks during January, at Lethbridge; Roy E. Smith, superin­ ever, the most convincing evidence February and March. tendent of the Company's demon­ of the success of their joint good-will, The programs, which reached many stration farm at Gull Lake, Saskat­ publicity, and sales promotion cam­ thousands of farmers on the Leth­ chewan; Branch Manager R. W. paign. bridge territory, consisted of forty- Greenway; and Assistant to Manager five minutes of vocal and orchestral W. C. Ranson. numbers by popular artists, followed The many commendatory comments HARVESTERWORLD 15

THE PRESS OF THE NATION RANKS REAPER EPIC HIGH

IN THE ANNALS OF CIVILIZATION

(Conltnu«d from paft 8) asfics of prairie fires. Tfie 'New use without machinery, unless a lot rate of thousands a day through reaper and its perfected descendants World' of the pilgrims became a of us quit the cities and went back machinery." have done for the farmer and his new world in fact and its farmers to the farms. ITHACA (N. Y.) JOURNAL farm. fed the old world. All led by the "How important then was the NEWS—"Not only did this ma­ "Business descendants of the reaper." invention of the reaper I It was in a chine open up unimagined possi­ McCormick inventions and of the WATERLCX) (IA.) COURIER— way the beginning of our industrial bilities in farming, but it stimulated Pullman makers are this year cele­ ' 'This year marks the one-hundredth and commercial progress. It re­ all kindred interests. The manu­ brating the centennials of those two anniversary of the invention of the leased millions of men, eventually, facture of agricultural implements great men. The occasion is worthy reaper by Cyrus Hall McCormick. from farm work." took on new impetus and provided the notice of the nation because of Millions of patents have been CAMPBELLSVILLE (KY.) a market for the products of the the very widespread use of both granted since that time, but none of NEWS-JOURNAL—"However, it mines, looms, and forges." inventions." them has so completely revolution­ seems to us that the most important CHICAGO (ILL.) EVENING TOLEDO (OHIO) TIMES—"It ized an industry as did the concep­ and far-reaching benefit that may AMERICAN—"A hundred years [the reaper] emancipated the coun­ tion of this aide that 'straightened be yet derived from the achievement ago Cyrus Hall McCormick, Illinois tryman from the arduous and tedious the back of the farmer and freed man of that indomitable Virginia youth, pioneer, invented the reaper. In a task of cutting with scythe and from the enslavement of the soil.' is the lesson which his determina­ tribute to the inventor at Spring­ cradle. Because it released labor "The reaper was, in a measure, tion and unfailing courage brings field, Governor Emmerson said that to other tasks and shortened the responsible for the development of to the people of today, in all walks the memory of struggles of men hours of harvesting, McCormick's the middle west. The reaper en­ of life. like Cyrus Hall McCormick should reaper was responsible for one of the abled men to turn their thoughts in "It is this spirit of determina­ shame us in any weakness we might most remarkable reductions ever other directions than on the prob­ tion and grit that has brought all show. made in the cost of living." lem of how to get sufficient food. of the worthwhile achievements GREENSBORO(N. C.)RECORD PORT HURON (MICH.)TIMES- "It is fitting that tribute should in the world to a successful com­ —"The last century has seen many HERALD — "Perhaps no single be paid to the memory of Cyrus pletion, and it seems altogether important inventions perfected in mechanical improvement within the Hall McCormick." fitting that at this time the present the United States, but none has purview of history has had so great ERIE (PA.) HERALD—"The generation should render a measure contributed more to the world's an influence upon the progress of modern harvesting machine used on of homage to the man whose brain economic progress than the reaper, agriculture as the reaper." the great wheatfields of the west first conceived the idea of the first invented by Cyrus McCormick in TERRE HAUTE (IND.) TRIB­ bears slight resemblance to the earli­ reaper and whose indomitable will 1831." UNE—"If ever genius deserved well est product of Cyrus Hall McCor­ and courage made possible the NASHVILLE (TENN.) TEN- of posterity, then the memory of mick, yet the huge combines which first of a series of mechanical prin­ NESSEEAN—"McCormick saw the Cyrus Hall McCormick will remain not only harvest the wheat but ciples, whose later improvements possibility of mechanical reaping. one of the true things cherished by thresh it as well and drop the filled have so revolutionized the agri­ His first machine might look some­ this nation. The magic wand of sacks, are but the evolution of the cultural industry in this great what clumsy beside some of the skill and science has limned some idea which had lodgment in the nation. All honor to the memory giant combination cutting and majestic pictures. It has lifted the McCormick brain 100 years ago. of Cyrus Hall McCormick and his threshing machines in use in the burdens of humanity in surprising It is significant that the business magnificent courage which has Middle West today. But it is well and unexpected processes. And for which Cyrus McCormick launched brought such blessings to the that farmers of America pay tribute this reason the nation enshrines the in a small way nearly a century ago American people." to the inventive genius of the man name of McCormick with that has through consolidation and PROVIDENCE (R. I.) BULLE­ whose product revolutionized the galaxy which includes Franklin, mergers become the International TIN—"Unquestionably the reaping growing of grains." Fulton, Morse, and Edison." Harvester Company, and is con­ machine contributed to the agri­ NEWARK (N. J.) STAR-EAGLE COLUMBUS (OHIO) DISPATCH trolled and managed by descendants cultural development of the Ameri­ —"Fitting observance will be made —"Agriculture has no more impor­ of the original inventor." can West. It made farming possible this year of the 100 years that have tant landmark in its history than JACKSONVILLE (FLA.) JOUR­ on a scale never dreamed of before. passed since Cyrus Hall McCormick the invention, 100 years ago, of the NAL—"It is difficult for us in this When this machine was developed gave to the world his mechanical reaper. day to realize that only 100 years into the binder, which not only reaper. "McCormick's achievement de­ ago all the wheat, all the other cut the grain but tied it into even "Few inventions contributed more serves to be listed among those that grain, all the hay, was cut by hand, bundles and deposited it on the to the cause of human welfare than have played major parts in the with scythes or cradles or even more ground, the day of modern agri­ this first crude implement which building of modern civilization." primitive implements. The reaper, culture arrived at full dawn." supplanted man power in the reap­ OSWEGO (N. Y.) PALLA­ invented by Cyrus McCormick, is ROCHESTER (N. Y.) CHRON­ ing of grain in the fields." DIUM-TIMES—"Along with prog­ celebrating its centenary, and a ICLE — "McCormick's invention JAMESTOWN (N. Y.) POST— ress in the development of ma­ replica of this pioneer machine is on came early in the present mechani­ "The invention of the reaper was chines that do many times the work display in Jacksonville. cal era, antedating by many years proclaimed as affording a guaranty of a single man comes the problem "This brings us to thinking a the marvels of electricity and gaso­ against famine. It made possible of surplus labor. Every great little of what immense progress has line. By the stimulus it gave to the opening of the wheatfields of invention of this practical type been made in these mere hundred large scale production it had a pro­ the West and the growing of the [the reaper] has meant that labor years in the way of making it easier found influence on the industrializa­ grain on a tremendous scale." must seek new fields, but probably to live. It would be impossible to tion movement which now turns PLYMOUTH (IND.) PILOT— in no other industry has this factor produce the amount of grain we now out all sorts ot commodities at the "Every farmer knows what the caused less hardship than in agri- 16 HARVESTER WORLD May, 1931 culture. The benefits were so great of modern agriculture." JONESBORO (ARK.) SUN— NICHOLSON (PA.)EXAMINER that expansion easily kept pace BIG TIMBER(MONT.)NEWS— "McCormick, Whitney, Watts. —"The invention of the reaper by with the relieved workers. As men "One hundred years ago, in 1831, Gorgas, Edison, Steinmetz, useful to Mr. McCormick one hundred years began to drift from the farms to the down in Rockbridge county, Vir­ the world, are little known to those ago, and the improvements made cities, the difficulty of getting farm ginia, there lived a young man by they serve. Thanks to Interna­ since by the International Harvester hands made machinery indispen­ the name of Cyrus McCormick who tional Harvester for reminding us Company, have released millions of sable." contributed the greatest advance­ that it was a Virginia farmer who people, who formerly had been DALLAS (TEX.) NEWS—"Just ment to agriculture—the reaper." made it possible for the world to compelled to produce the world's one hundred years ago a young, iron- HUTCHINSON (KANS.) NEWS have its daily bread." food by hand labor, to turn their willed Virginian of Scotch-Irish —"I am not familiar with its DALLAS (TEX.) TIMES-HER­ brains to produce other devices for ancestry, taking up the task where [International Harvester Company] ALD—"The Monitor is right in enjoyment and knowledge." his father left off, gave the world organization or its methods, but I saying that the anniversary of the BIRMINGHAM (ALA.) AGE- the first successful mechanical have seen its results in every part of McCormick invention is worthy of HERALD— "The reaper, the har­ reaper and laid the foundations of the world which I have visited. celebration. Many other events of vester, the cotton gin, and many modern agriculture. Cyrus Hall American farm machinery has given far less significance in the develop­ another modern mechanical marvel McCormick, whose memory is the farmer leisure which, if it actual­ ment of civilization are celebrated. of agriculture, make their own honored this year throughout the ly gets to him, is what he needs The reaper did for the Middle West answers to those who look upon all Nation, belongs to that rare group for further advancement." grain-growing belt what the Whit­ labor-saving machinery as a possible of inventors who combine mechani­ SAN FRANCISCO (CAL.) PA­ ney cotton gin, which was invented curse to mankind. It may be that cal genius with outstanding busi­ CIFIC RURAL PRESS—"Let's go in 1793, did for the South. It revo­ these machines have thrown some ness ability. to the picture show and see the lutionized agriculture. Without the men out of jobs. But they have "The reaper of 1831 is a milestone 'Romance of the Reaper,' marking a reaper it is difficult to imagine how created jobs for other men. And in humanity's progress and its centennial. It is a commercial film, the rapidly growing population of they have made farm life easier and inventor belongs to the immortals." of course, but anyone can thrill to the world could have been provided more productive, consumption of LEXINGTON (VA.) GAZETTE see this dramatization of the with bread." farm products broader, and the —"The McCormick reaper began hundred years' war against want, LITTLE ROCK (ARK.) GAZ­ balance of agriculture with industry the revolution that changed farm­ waste, and muscle aches." ETTE—"If one seeks for romance better." ing operations from a monotonous BEAVERTON (ORE.) REVIEW and drama in the every-day affairs of MOBILE (ALA.) NEWS—"Just succession of hand-labor tasks to an —"Of all the centennial observ­ mankind, the achievement of this imagine what changes have taken era of machine power." ances within the past fewyears, that Virginia youth in giving the world place in the history of our country WATERTOWN (S. D.) PUBLIC of this remarkable invention, the its first power reaper supplies them, and our standards of living since OPINION—"Public Opinion con­ reaper, is the ranking one in eco­ both as regards the circumstances that memorable year of 1831 when gratulates the International Har­ nomic affairs. America respects the of its building and the results that Cyrus Hall McCormick finally vester Company on the thoughtful man who created this machine, and flowed from it." brought the reaper to a state of manner in which it has brought to untold billions of American wealth CLEVELAND (OHIO) TRADE perfection where it would be of the attention of our people the have been built upon this piece of —"The reaper was invented by practical use, thus lightening some importance of McCormick's achieve­ farm equipment and the long line of Cyrus Hall McCormick in 1831, the of the drudgery in farm work of his ment to the fundamental industry further developments that have most forward step taken in many day but laying the foundation for of this region. If McCormick followed steadily in its track." centuries in providing agricultural untold wealth to these United handed down to posterity a priceless NEW BREMEN (OHIO) SUN— equipment." States." influence destined to affect the life "Appearance in this section of a PITTSFIELD (ILL.) DEMO­ PRESCOTT (ARIZ.) COURIER of his country beneficently for years replica of the first reaper, built 100 CRAT—"The world indeed may —""The reaper is an integral part of to come, those to whom it was years ago by Cyrus McCormick, pause to pay tribute to this great the industrial revolution of the entrusted have certainly carried on brings to mind the thought that inventor whose work 100 years ago nineteenth century in America and most victoriously. There has been agriculture has seen no more im­ did so much to change agriculture therefore occupies a prominent no frittering away of the McCor­ portant development than this from the sheerest drudgery to the niche in the hall of fame for labor- mick traditions. Men who still invention." greatest of all industries." saving devices. It has the special strive to widen and heighten this COLUMBIA (S. C.) STATE— KANSAS CITY (MO.) WEEKLY feature of being an instrument of constructive force in national and "In the century that has elapsed STAR—"One hundred years ago quick harvesting, since a day or two community life, who can point to since the appearance of these two Cyrus Hall McCormick invented in getting in a grain crop might be the splendid evidence of such a great inventions [the reaper and the the reaper, which not only revo­ the difference between success and trust magnificently executed, have sewing machine] for easing the lutionized methods of harvesting failure. every right to celebrate the achieve­ heavy burdens of men and women grain, but made possible the release "Among the names that will en­ ment." so much has been done to improve of labor that permitted the growth dure is that of this man Cyrus Hall SHEFFIELD (ALA.) TRI-CITIES them, so many new machines and and development of industry." McCormick because he did some­ DAILY—"The development of the conveniences have come into ordi­ ADA (OKLA.) NEWS—"Among thing for humanity." modern reaper and combined mower nary use, that we scarcely realize the greatest inventors of the pro­ SYRACUSE(N.Y.)POST STAND­ and threshing machine from the the genuine revolution that these gressive nineteenth century Cyrus H. ARD—"The first reaper, built on a crude invention of a century ago pioneers brought about." McCormick stands with the first." Virginia farm 100 years ago, which forms one of the romances of Ameri­ OGDENSBURG (N. Y.) JOUR­ WESTFIELD (PA.) PRESS—"By will be exhibited in Syracuse today, can industry that is such as to inspire NAL—"There is evidence today his achievement and influence in did more than ease a laborious task any youth of today. that we have carried our passion for interesting inventors toward reliev­ for the farmers a century ago. It BOSTON (MASS.) HERALD— machinery somewhat too far, yet ing farm work of its heavy tasks, released thousands of men from the "It was unquestionably McCor­ the McCormick reaping machine is Cyrus McCormick was characterized rural sections of the country and mick's invention which revolu­ one of those inventions that the by the French Academy of Science as indirectly started the industrial tionized farming and made possible world needed at the precise time it 'having done more for agriculture regime which is the main factor in the large-scale production methods appeared." than any other living man.' American progress." HARVESTER WORLD 17

SOUTHERN AGRICULTURIST upon which mankind depends for mick receives credit for the creation Cyrus McCormick conferred a great —"Virginia led the American revo­ sustenance. of a machine which Harold Under­ and lasting benefit on mankind, and lution in the field of politics and "The anniversary celebration here wood Faulkner, historian, writing in the centenary of his invention Virginians laid the foundation of and elsewhere recalls to mind one Current History, declares has done should be more generally observed.'' the new nation. It was also a of the great inventions of the age more than any other, not excepting VERNON (TEX.) RECORD—"It Virginian who solved a problem and one of the benefactions, me­ the cotton gin, to make large farm­ is easy to sec then that the invention that had baffled the minds of men chanically attained, which has made ing operations possible." of the reaper has contributed much from the beginning of civilization life brighter and better." ELGIN (ILL.) GOSPEL MES­ to the high standard of living. It and opened the door for the appli­ CLEVELAND (OHIO) PLAIN SENGER—"Thus the centennial of has made it possible as much as the cation of science to agriculture. The DEALER — "McCormick's reaper the reaper should serve to make the mechanization of industry. Without invention of the reaper by Cyrus did more than revolutionize agri­ present-day American conscious of it we would be in as dire straits as Hall McCormick on a farm in Rock­ culture. It built an empire." the progress of the past one hundred we would without the machine in bridge County, Virginia, one hun­ GALESBURG (ILL.) MAIL— years. And it should also help him industry. dred years ago, was, perhaps, the "But more than America benefited to understand the nature of some "We all have cause to pay tribute greatest single achievement in the bv the genius of the inventor. All of our current problems, especially to the man who gave the world the history of agriculture. And the lands are blessed. Russia today is why so many things seem to be in invention that made harvesting on immediate application of the idea, leaning on inventions of this char­ a state of flux. It must also be ap­ a large scale possible. He contrib­ and the rapid and effective develop- acter. Canada must have reapers parent that the way out isnot to turn uted much to the well-being of mentof the machine by the inventor, and threshing machines. And it is back, but to face the present situa­ society." made him the outstanding leader stated that all countries will give tions with all of the help and PORTLAND (ORE.) BULLETIN of all time in the field of food pro­ to the inventor the recognition that inspiration which can be gained —"All the progress made in all pre­ duction for the human race. Surely is due him." from the past.'' ceding ages shrinks to nothing when this man deserves a prominent place GRAND RAPIDS (MICH.) HER­ DAVENPORT (IA.) DEMO­ placed alongside the record of har­ among the great benefactors of ALD—' 'Tonight a group of invited CRAT—"In various parts of the vesting inventions that have been human society, and his great work guests will join with western country the anniversary is being crowded into the century since richly deserves recognition." Michigan representatives of the celebrated just now, and the gath­ McCormick's reaper was perfected BOSTON (MASS.) HERALD— International Harvester Company ering in Davenport Monday that in a small Virginia blacksmith shop "The invention of McCormick's in commemorating the 100th an­ observed the event was but one of in 1831. From this first powered 'Virginia reaper' in 1831 is perhaps niversary of the invention of the many which mark the anniversary device used in American wheat- the most famous of innovations reaper. The tribute thus accorded of one of the important dates in fields, the range of power equipment which have produced the modern to Cyrus Hall McCormick is well history—that on which Cyrus Hall has covered every labor-saving farm with its host of labor-saving deserved. His invention ranks with McCormick showed his doubting machine which the genius of man appliances and scientific methods the cotton gin, the spinning jenny, Virginia neighbors that his new­ has yet been able to create. It is of husbandry." and the sewing machine in the fangled grain cutter really would one of the most revolutionary PEORIA (ILL.) STAR—"It is contribution which it made to work. They did not know that he economic improvements in all the difficult at this distance to measure altering the whole course of human was making history, probably, as range of material science, and prob­ the importance which the reaper had life." clearly as we can see the fact as wc ably had more influence upon Ameri­ upon the destinies of the world a MEMPHIS (TENN.) COMMER­ look back across the years that can progress than any other single hundred years ago. But its influence CIAL APPEAL—"The emancipa­ have shared the benefits of his line of invention because it gave is still felt and will continue to tion proclamation marked freedom invention." to our people an unlimited supply be felt as long as the earth shall be from human bondage. Real free­ MACON (GA.) TELEGRAPH— of cheap, wholesome bread, the inhabited." dom came with the reaper, cotton "When overproduction dislocates 'staff of life.' RICHMOND (IND.) PALLA­ gin, electricity, steam power, auto­ the economic system—if we may use RALEIGH (N. C.) NEWS AND DIUM—"The centennial of that mobile, and tractor. These re­ the term overproduction' in place of OBSERVER—"Cyrus McCormick great invention deserves to be leased man from bondage to the soil underconsumption —we may be was one of the world's chief bene­ commemorated, for it removed and a life of servitude and hard momentarily inclined to think that': factors, and it is fitting that the drudgery from the harvest season by labor. the harvester was a doubtful bless­ hundredth anniversary of the reaper applying mechanical principles to ST. PAUL (MINN.) PIONEER ing, but in the real sense and the and the inventor should be cele­ the garnering of the principal crop PRESS—"So Cyrus Hall McCor­ broader sense we know that brated."

CYRUS HALL McCORMICK

AsIS the master builder of the modern business of manufacturing farm machinery, McCormick set in motion so many forces of human betterment that the fruitfulness of his life can never be fully told.

From the book by Casson—"CYRUS HALL McCORMICK" 18 HARVESTER WORLD May, 1931

I FORT WAYNE WORKS. Visitors to Fort Wayne Works this Year will Pause just Inside the Entrance to Gaze Reflectively on the 1831 Reaper, Revolutionary Progenitor of the Famous Fifty-Four Lines, including the modern Motor Trucks made in this, one of the country's Finest Automotive Plants.

WITH THE REAPER CENTENNIAL CELEBRATORS AT THE WORKS

II CHATHAM (ONTARIO) WORKS. Colorful Extra Touches in this Attractive Dis­ play .at Chatham are Two Cradles (on floor), an Old-Time Ox-Yoke (on wall at rear), a Sickle and a Flail (not shown). The Exhibit is almost directly in the Path of Anyone Arriv­ ing at or Leaving the Works.

III FARMALL WORKS. "Westward the Course of Empire Takes Its Way." And Here at Farmall Works Has been faithfully Repro­ duced an early Homestead Scene, one of similar Thousands in the Pioneer Days when Illinois and Iowa were Westward to the "Covered Wagon" Empire Builders from the East.

IV DEERING WORKS. Here, also, in the Home of the Harvester-Thresher, Twentieth Century Monarch of the Wheat Fields, One Sees most fittingly displayed a Replica of that first Conqueror of the Harvest, Progenitor of Grain Harvesting Machines throughout the World. HARVESTER WORLD 19

FIRST DO you REMEMBER PRINCIPLES

VICE President A. E. WAY BACK WHEN--? McKinstry is most appropriately included in any list of the real field men down the years. By SEVERAL OLD TIMERS I remember him telling mc, when I was a raw recruit at Hamilton time, with the axle dragging, two heaviest down-tangled wheat that works, of the "agony of mind" that or two and one-half miles an hour ever a machine went into. he had had to go through at first was the speed. On good roads in We had plenty of trouble to when some dealer would be driving HE KNEW dry weather we would make forty begin with, but having come that him out to fix a machine. far, we stuck it out. After a little The dealer would seem to take HIS miles a day from seven in the morn­ ing to six at night. Livery hire coaxing and adjusting, things be­ delight in torturing young "Mac" DRIED was $2.50 a day and feed and dinner gan to go a little smoother. with all the horrible details of what HAM for the driver. By six o'clock we had cut at was supposed to be wrong with the At that time there was not a least twelve rounds when who machine. furnace-heated hotel in southern should we see driving up but the "I soon concluded," Mr. McKin­ UURING my several Illinois, and not many had any heat two brothers-in-law. They had stry told mc in recalling this expe­ trips to South America thirty and at all in the bedrooms. We had to two brand new "Minnie" binders rience, "that if I was going to be a more years ago, I had some real go to the barber shop to get a bath. which they had bought and were real expert, the thing for me to do field experiences. The barber was often the only owner just hauling from town. was to forget all of these confusing Those were rough and ready days, in town of a large bath tub. To their question, "What arc you pictures of what a machine could and trips into the country were no Food was cheap and plentiful. doing here?" the natural answer look like when it was wrong, and picnics. There were no autos to The wife of the hotel man usually was, "Cutting grain." just carry in my mind the exact ride in and no roads to drive them did the cooking. We got some real "And with a new Milwaukee picture of what it looked like when on if there had been. good meals. Fifty cents for a meal too!" the original brother said. it was right in every detail. The country was sparsely settled and the same for a bed was the limit. "By if that * * * Milwaukee "Then when I was led up to a and the estates large and the living that I sent back this morning had crippled machine in the field by quarters on them far apart. worked half as well as this one an excited dealer and a more excited Around Tres Arroyos there was you have here, I certainly would farmer, it was a much simpler mat­ a large Russian colony. One time have kept it." ter to put it right." a Russian came in to town and drove "Well, this is the very one!" I Mr. McKinstry also gave me a me out twenty-seven leagues in a PLENTY assured him. bit of good advice when he said one heavy Russian wagon drawn by OF GRAY MATTER They proved to be good sports, day, "Go out and watch your two horses. In the typical Russian as the last I heard was that each product perform in the field." HERE way, one of the horses trotted while brother was the owner of both a These suggestions are an indica­ the other galloped. Minnie and a Milwaukee. tion of his life-long attitude toward It was a long, hungry ride. I can lo a little town in field work. That kind of an atti­ see that Russian yet. As soon as he eastern Iowa a good many years tude has had much to do with the got to his shack, he went to a dried ago I was sent to make a Milwaukee success of the Harvester Company. ham that was hanging on the wall, binder work right and to reinstate cut oflF a big chunk, and swallowed the order of the brother-in-law [HARVESTER of the purchaser after doing so. \ LIME -THB it down raw. \ LONGEST After all that journey all I had to The latter had refused to take his do to fix up his machine was to take machine, so I was sent to "save THE HE WANTED three links out of his elevator chain them both and be sure to do it." LONGEST THE so that it would drive without About half way out to the farm -,=, slipping. the next morning, I met a young AND THE i^ FACTS man driving a heavy wagon %1 BEST H loaded with what I recognized at w IN the early days of once as a Milwaukee binder. Hamilton works history, A. A. HORSE A few questions brought out the NlOc T many new lines Halverson, who is now retired and sad fact that this was the binder were added by any of the manufac­ living at Grand Forks, North Dako­ AND I had been sent to fix. It was at turers of harvesting machines prior ta, was in charge of employment, BUGGY DAYS this minute on its way back to the to the formation of the Harvester rates, and methods. dealer's store. Company. When that took effect I remember one occasion when I was a collector in After some arguing I finally a continuing effort was made to Cyrus H. McCormick visited Hamil­ southern Illinois for a good many persuaded the boy to turn around enlarge the line and improve the ton and ran across Mr. Halverson years. In 1898 two miles of gravel and take the machine back to the quality of the older lines. Now, somewhere out in the shop. road at Metropolis and four at farm. under the policy pursued in recent Mr. McCormick shook hands Anna comprised all of the hard roads By three o'clock we had the years, the line has been improved with him and wanted to know what in this part of Illinois. machine ready to run. We drove and enlarged to such an extent as to he was doing. Two horses and buggy was the in to open up a ten-acre field, in a make it the longest and best line Mr. Halverson made some general method of travel, and in the winter- clearing, of about the toughest and made by anyone in the business. off-hand answer. 20 HARVESTER WORLD Mty, 1931

"Don't generalize," Mr. McCor­ mick said. "What I want to know E. F. BOLTE RETIRES is, what is your particular errand out here in this department right now." The story of that little interview C F. BOLTE, man­ cess. And by the capable manner got around the shop, and, as one ager of Canadian Sales for the past in which he handled all assign­ could guess, had a good influence. seven years and long an outstanding ments he soon brought himself to figure in the Canadian business, the attention of his superiors. He recently retired on pension. News was promoted, first to blockman, of Mr. Bolte's withdrawal from and in 1901 to manager of the active service will be received with Fargo branch. WHEN a sense of personal regret wherever Following the entry of the "SAFETY the McCormick-Deering line is sold Milwaukee company into Interna­ in Canada, so prominently has he tional Harvester he was, in 1903, FIRST" been identified with the Dominion- general traveler, and later in the WAS wide development of the business year was appointed assistant branch YOUNG during the past eighteen years. manager at St. Cloud, Minnesota. Mr. Bolte's active service, From there he went in 1907 to amounting to nearly thirty-three Eau Claire as branch manager. IN the winter of 1891, years, dates from 1899, when he Further recognition followed in I went to Minneapolis and got a job started as a salesman with the 1911, when he was brought into E. F. BOLTE in the wood shop at the factory of Milwaukee company, after several Chicago office and given charge the "Minnie" Harvester Company. seasons of previous experience. of cream separator sales, the red I still carry a scar on my finger where He also had obtained a close-up chain-drive Dairy Maid and the a protruding square head set screw, acquaintanceship with farmers and blue gear-drive Bluebell, as many responsibilities so meritoriously in the spindle of a boring machine their problems during a strenuous will recall, being the headlincrs at discharged in the years that have I was operating, ripped the finger five years as grain buyer. that time. gone, he takes with him, in the open to the bone. Nobody thought His first beat, radiating from His sales-organizing abilities were words of the official announcement much about "Safety First" and Fargo, comprised all of North directed into new channels in 1913 of his retirement, "acknowledg­ guarding machinery in the shops Dakota and the greater part of with his transfer to the Canada ment of the honorable and success­ in those days. Minnesota, with a large slice of Company and appointment as ful record he is leaving and of the I do not know how many Minnie South Dakota thrown in for good special traveler in charge of plow faithful and loyal service he has binders they turned out at that measure. It was still new country and wagon sales. In this capacity always rendered." With him goes time. It was a popular machine, then, with thousands of land- he continued for six years, further also the wish of numerous associates and it seemed to me from all the hungry settlers arriving every year acquiring experience and developing and friends throughout the organi­ parts that I saw going through the to register their homesteads far executive qualities which resulted zation from coast to coast that he shop that they must be making and near on the broad prairie in his promotion, in 1919, to may have good health and long life thousands of machines. expanses. assistant sales manager, Canadian for the leisurely enjoyment of all The young Milwaukee binder and Sales, and again, in 1923, to sales the interests for which he can find mower salesman threw himself into manager. time and has the inclination to his work with great zeal and suc­ Now, as he leaves the important indulge. AN OFFICE-BOY

STORY roads right in the middle of STOOD a thing could not happen. I cutting." BY HIS wrote back that it did happen. ^^NE afternoon, about Branch Manager R. H. Potter I was called in. thirty miles out of Saskatoon, Sas­ and Sherman W, Cady were along GUNS James Deering, John F. Steward, katchewan, we came to a McCor­ and at this point took a hand. and others listened to my explana­ mick binder stopped in the field. Finally, after they had about WfHE N we received tion. My explanation was still The old Scotch farmer was so exhausted their resources, Sherman our first shipment of Ideal mowers disputed. Finally Mr. Deering in­ roiled up that he couldn't or got him quieted down, and after to be put out by the Deering structed us to take a mower into wouldn't tell us what was the that it was only a few moments' Company, I got the impression the factory yard and pull it across matter with it. work to make the necessary that the cutter bar catch would the sidings. "Oh, the machine is all right— adjustments. not hold if the mower was sub­ We did this, the catch gave way, just needs a little adjusting I But Mr. Potter wasn't long cor­ jected to excessive vibration. It and the cutter bar dropped. Later suppose—it's the * * * Company," recting things when he got back was supposed to lock the cutter the catch was made deeper and it he stormed, "that I'm kicking to the office. He discovered that bar automatically when it was held all right. about. the phone call had come in during raised with the hand lever to a "I phoned in to the office this a few minutes' interval at noon vertical position. noon to ask them to send an expert when a new office boy was the I tried a mower on rough pave­ out to fix it, and they told me to only one available to answer the ment and found that my impression bring it in if I wanted it fixed. phone. was correct. The catch did not "Never heard such nonsense, Mr. Potter sure sewed up that hold. asking a man to haul a binder in source of potential trouble in a I so reported to Chicago and thirty or forty miles over these hurry. received a letter stating that such HARVESTER WORLD 21

THE SERVICE STANDARD OF A GROWING BUSINESS (Contlnutd horn pigt 13) training, then made arrangements a McCormick-Deering." for a Company service man to come In the first seven months of 1930 out and go with our man on the seventy-four tractors had passed "I always say my wife and I have first jobs. And now, right at home through the service shop in addition A Sunday-school teacher had here, we can do practically every to the truck servicing done on a DOW reached the ideal married been lecturing her class on virtue detail of tractor service work. considerable number of Interna­ state." and its subsequent reward. "We like to have the tractor tionals operating in the vicinity "What do you mean by 'the ideal "Now tell me," she said, "what Owner look on while Mr. Fisher of Falls City. In the firm's files married state?"'' sort of people will wear the biggest works. He can talk and work at are a number of letters from truck the same time. If it is a McCor­ owners praising the speed and "Well,my wife no longer worries crowns when they go to Heaven?" mick-Deering tractor, his talk keeps expertness of the service given. about the shape of my nose, and I "Those with the biggest heads," the owner sold on McCormick- Such customer satisfaction, say no longer worry whether she does answered her brightest pupil. Deering more than ever; if another Mr. Dyer and Mr. Mosiman, paves or not I" —Tit-Bits (JLondoti). —Tit-Bits {London). kind, Mr. Fisher's talk has the the way constantly to more and effect of making the owner want better sales. • • I always wear a tuxedo to a THE world is thousands of years banquet so that, in the middle of old and one simple problem that a speech, I can pick up a few dishes the St. Paul works council activities, hasn't been solved yet is blondes. which have developed many results and leave the room and everyone —Life. mutually beneficial to Company thinks I'm just a waiter going out. • and employe. —Life. HB: "What does the word 'dav­ Also noteworthy was an ability • enport' suggest to you?" to inspire his organization to out­ standing achievement in safety TBLBPHONB service between the SHE: "Oh, I know: a city out in practices. The St. Paul mill's rec­ United States and England is our Iowa!" —College Humor. ord of having four times won the idea of an Anglo-Saxophone. safety banner in its group and of • having run without a lost-time —College Humtr. "Waiter, I'll have a pork chop accident since September, 1928, is • with fried potatoes, and I'll have remarkable in the annals of the "Look here," said a man to the the chop lean." manufacturing department. foreman builder, "can you give me "Yes, sir; which way?" A host of friends in the manu­ facturing and sales organizations a definite date on which this house —Tit-Bits {London). and in the city of St. Paul wish him will be completed? You see—I'm • all happiness and contentment in getting married when it is ready for GREEN peas haven't missed a the care-free years ahead. occupation." banquet in forty years. —Life. "Right," the foreman replied, • M. A. RINK "you leave it to me. I'll see the PAPOOSE: "Baw-w-w-w, 1 wanna job's spun out as long as possible!" drink." —Tit-Bits iUndm). ESKIMO MOTHER: "Shut up, it's FINE • only six months till morning." IN these days of mechanical ice —College Humor. RECORD RE- boxes, radios and electric washing • machines, what is home without a "Another new dress! Where WARDED motor? —Life. am I to get the money to pay for • it?" How can you keep yourself warm "I don't know. I'm your wife, ^\FTER almost thirty- at night? Reach for a blanket not your financial adviser." three years' service, M. A. Rink, instead of a sheet. —Tit-Bits (JLondm). superintendent of the St. Paul —College Humor. • (Minnnesota) Twine mill and long identified with Harvester twine • SHE: "Get up and beat those manufacture, recently retired on "Are the fish biting?" rugs. You've done nothin' all day pension. "I don't know," replied the but doze in that chair." Starting in 1898 as timekeeper at weary angler. "If they are, they're HE: "I know it, but I've been the Deering Twine mill, Mr. Rink was a few months later made chief biting each other." dreaming I was shovelling coal, an' clerk. In 1902 he was transferred —Tit-Bits (J.ondoti). it's clean done me up." to the costs department in the main • —Tit-Bits (London). office at Deering works and given EBY M. MOREHEAD THIS country really has several • duties in connection with the fiber and lumber supply records. From good five-cent cigars. The only SPEAKING OF OPERATIONS there he was promoted to super­ trouble is that they cost fifteen A doctor can poke and tinker and intendent of the Deering Twine LONG centt. Life. thump and nod his head and shake mill in 1905, which position he • his head and assume a learned ex­ filled in a highly capable manner. SERVICE ENDS He was transferred in a similar "Clothes always give me a lot pression that might mean either capacity to the St. Paul mill in 1923, of confidence." the best or the worst for his victim, continuing there until retirement. CBY M. MOREHEAD, "Yes, you can go to a number of but no doctor on earth, not even a Mr. Rink is counted among the veteran blockman and salesman places with them where you could high-priced one or one with a leaders in maintaining the Com­ on the Omaha, Nebraska, branch goatee, can be so mystifying as a pany's reputation for high quality territory, is now on pension after not go without them." twine. His leadership has also been continuous service of more than —College Humor. radio repairman. —Life. noted in the constructive trend of thirty-four years. 22 HARVESTER WORLD May, 1931

"Ebe," as he was familiarly Mr. Sheeler started in the Balti­ and stationed at the Agnew mine in known on the Omaha territory, more, Maryland, collection oflice Minnesota. Later, in 1915, he began as a salesman for the Council in 1905, later going to the Charlotte was assigned to important account­ Bluffs, Iowa, branch in 1896. In collection office when it was opened ing duties in the Chicago office, and 1904 he was transferred to Omaha, in 1910. Except for a year when he in February, 1916, was sent to where he remained until retire­ was assistant manager at Evans- Benham as auditor. Promotion to ment. ville, Indiana, and two years when assistant superintendent followed "He was a faithful and loyal he was in the army air service, he in 1919, and to superintendent in employe during his long period of had been connected continuously 1921. service and was instrumental in with the Charlotte branch. A successful superintendent in the helping build the Company's busi­ "The Company has lost a loyal direction of the Company's affairs ness in this territory,' writes the and faithful employe," writes and an outstanding leader in the branch. "His retirement from ac­ Branch Manager E. L. Bush, "and discharge of the obligations of good tive service is regretted by all his those of us in the business most citizenship, he will not soon be associates." closely connected with him and forgotten by the public in Benham in a position to appreciate his real and in Harlan county, and by a worth feel the loss of a very dear host of Harvester associates. "His friend." death," reads the tribute in the local Tri-City News, "marks the passing of a great leader who will be missed by the company he served and the public he did so many FRANK J. O'CONNELL things for. He was the Tri-City community's most beloved citizen and Benham's closest friend." Mr. O'Connell was a member of the BRANCH MISSED E. B. A. MANAGEMENT BY COMPANY CHANGES AND COMMU­ OLD-TIMER NITY RETIRES /\. J.AYERS,formerly blockman on the Sioux City, Iowa, UAVID HARKNESS, territory, has been promoted to PRANK J. O'CON- a veteran of the Calgary, Alberta, assistant manager at Sioux Falls, NELL, superintendent of the Com­ branch organization, I H C of South Dakota. J. E. SHEELER pany's operations at Benham, Ken­ Canada, Ltd., recently retired on M. H. Griffin, formerly assistant tucky, and well-beloved leader in pension. manager at Kansas City, Missouri, numerous activities in that pro­ Mr. Harkness' long connection has been transferred to Salina, gressive community, recently passed with the farm equipment business J. E. SHEELER Kansas, in the same capacity. away following a two-months' dates back to 1904, when he was a W, H. Bedford, formerly manager, illness. dealer at Listowel, Ontario. He local motor truck sales, Omaha, Mr. O'Connell's passing abruptly started with the Company in 1905 PASSES AWAY Nebraska, has been appointed closed a Harvester career which as a blockman at the London, assistant branch manager. began twenty-four years ago in the Ontario, branch, later, in 1911, C. H. Moore, formerly blockman, timekeeping department of the being transferred to the Lethbridge, I HE Charlotte, North Winona, Minnesota, has been Wisconsin Steel works. After five Alberta, branch. In 191^ he was Carolina, general line branch recent­ promoted to assistant manager, years' experience, which proved to transferred to Calgary, Alberta, ly reported the death of J. E. Sheeler, general line, Minneapolis, Minne­ be good preparation for advance­ Many friends join in extending assistant manager at that branch. sota. ment, he was promoted to auditor congratulations and good wishes.

EMPLOYES BENEFIT ASSOCIATION DEATH BENEFITS PAID IN MARCH, 1931 DATE WORKS OR DEPT. DIED NAME AGE OCCUPATION CAUSE BENEFICIARY AMOUNT DATE PAID

Decriog 2-25-31 *Albcrt Guthaus 73 Pensioner Sickness Wife $1600.00 J-Ml Deering 2-20-31 •Patrick Casey 60 Pensioner Sickness Children $1000.00 3-6-31 McCormick 9-10-30 John Gilewski 58 Sweeper Sickness Wife $ 300.00 -K- 3-2-31 Rule 13-C McCormick 2-17-31 Herman Lipkc 57 Sweeper Sickness Wife 1 Yr's. Wages 3- 2-31 McCormick 3-13-31 •August Bartlctt 78 Pensioner Sickness Wife $ 200.00 3-24-31 McCormick 1- 8-30 John G. Samuclson 28 Bricklayer fAccidcnt Parents 1 Yr's. Wages -A- 3-26-31 Rule 37-B Milwaukee 5-15-28 Joao Quintal 36 Molder Sickness Children $2000.00 -C- 3-26-31 Milwaukee 3- 1-31 *Gustave Stegcr 78 Pensioner Sickness Wife $1200.00 3-28-31 Mines & Mills 2-26-31 Frank J. O'Connell 60 Supt. Coal Mines Sickness Brother $2000.00 3-6-31 Springfield 2- 4-31 Joseph A. Martin 46 Molder Sickness Wife 1 Yr's. Wages 3-3-31 Springfield 3-10-31 Virgil P. Adams 19 Trimmer Sickness Parents 1 Yr's. Wages 3-25-31 Tractor 12- 3-29 Charles E. Ridley 43 fan i tor Sickness Next of Kin 1 Yr's. Wages -J- 3-28-31 West Pullman 3-16-31 •William L. Brcushcr 58 Retired Sickness Sister $1000.00 3-26-31 General Office 3-6-31 William Matthews 67 Collection Manaj^cr Sickness Wife $2000,00 3-13-31 Collection— Indianapolis, Ind. 2-20-31 Arthur C. Grist 28 Collector Sickness Wife 1 Yr's. Wages 3-12-31 Sales— N.Battlcford.Sitsk. 1-14-31 Nellie E. Tyson 19 Stenographer Sickness Parents 1 Yr's. Wages 3- 2-31 Brooklyn, N. Y. 2-24-31 Herman F. Lipps 41 Foreman M. T. Sickness Wife $2000.00 5-26-31 Payments from September 1,1908, to March 31, 1931; * Indicates members for death benclit only, .i .D, t^.,,k. )Total for March. 1931 . .$ 24,732.33 t Indicates accident occurred off duty. A Indicates settlement delayed pending proof of heirship. 4,593 Deaths (p„,i„„,|y Reported .. 5,129,199.48 C Indicates settlement delayed awaiting appointment of guardian. TcaAL ..$5,153,931.81 J Indicates settlement delayed a/c controversy between claimants. 63 SPECIAL BENEFITS 55,090.40 K Indicates settlement delayed refusal to accept correct amount. 101,901 DISABILITY (Sickness $4,732,328.11 MEMBERSHIP MARCH 31. 1931 30,589 CLAIMS PAID lAccidcot 580,449.97 5.312,978.08 F. E, CHAPMAN, Supt. Total amount of all benefiis paid $10,522,000.29 Employes Benefit Association COMBINE and SERVICE The Man who needs One needs BOTH

This Message . . . to appear in farm and URCHASE of a harvester-thresher is a very important invest­ local papers in harvester- Pment. You are buying it for ten years or more of harvesting. thresher territory, empha­ Each year will be exactly as important to you as this iirst year. That is why combine SERVICE is just as valuable and vital to you as the sizes the value of McCOR­ COMBINE itself. Be sure that you get BOTH. MICK-DEERING against "Buy a time-tried efficient McCormick-Deering, coupled with our assurance of Company and dealer service guaranteed to back the field. you for the full life of the machine. If you can't count on both the machine and the permanence of the service when you buy you will make a costly mistake, no matter how low a price you pay. Sometimes the lack of even a tiny part, of trifling cost in itself, may mean disaster at the height of the harvest-time rush—but not-with McCor­ mick-Deering. We guarantee a service of great cash value, substan­ tial stocks of parts, fast handling in any emergency, never-failing aid close at hand year after year. This full assurance, which may in time save you many hundreds of dollars, can be had in the McCor­ mick-Deering investment. "The McCormick-Deering harvester-thresher is the surest, sound­ est, most economical investment in the combine field today, and it is also the easiest to buy. Just a portion of the savings made possible by the use of the machine will take care of your down payment. Cost- production figures compiled by McCormick-Deering users show savings of 20 cents and more per bushel, and show conclusively that the harvester-thresher will pay for itself in two to three years. Make those savings—and count on the permanence of McCormick-Deering service. "See the nearest McCormick-Deering dealer for labor-saving power and machines essential to profitable handling of this year's crops. Keep in mind that McCormick-Deering tractors—10-20, 15-30, and Farmall — and tractor-operated equipment may be had The "No. 8 McCormJcfe-Defiring, ro and l2-ft. cut', on terms arranged to help you begin at once cutting the costs of shown with pick-up attachment. The view at the your operations and increasing your profits." top shows the No, 20, cutting on 8-ft. swath. INTERNATIONAL HARVESTER COMPANY 606 So. Michigan Ave. (incorporateai Chicago, Illinois McCORMICK-DEERING Sett the FARMALL 'emonstrate arid SelT It As a SAVINGS INVESTMENT

HIS year it is an absolutely vital matter that the growers of ¥TTTffTTT?TTf?f¥¥fVfTT every crop cut their costs to the hone. It is equally vital Tthat every branch and every dealer sell FARMALL tractors. FARM.VLLCH/S Corn Co.sl.s The Farmall has proved to be the powerful aid that will cut to $5.75 per A vre production costs. On corn, numerous reports from farmers In 1930, Arthur Anderson, Val- ley. Neb., a FARMALL Tractor show that with complete Farmall equipment they are saving owner, produced 130 acres of an average of 27V2 cents per bushel, as compared with U. S. corn at an actual cost, exclusive Government average cost figures. Similar savings apply to all of land charges, of $5.73 per acre. The government average cost per other major crops. acre on farms with similar yields The fact is that the Farmall Tractor earns its way and pays is $12.98. Mr. Anderson's yield totaled 3,900 bushels, the cost for itself. Where deferred payments are arranged for, the tractor per bushel being a fraction more makes the money before it is due. On the other hand, in thou­ than 19 cents. His costs included: tractor expense; 15 days' labor sands of cases farmers are paying for a Farmall without having plowing and harrowing, 4'A days' one. They might better invest in lasting Farmall tractor power disking, 4 days' planting with a and have an effective aid to help them cut their costs for ten 4-row planter, 18 days' cultivat­ ing with a 2-row cultivator, and years to come. 9 days' harvesting; and seed, over­ Farmall demonstrations and the Farmall savings investment head, machinery other than the idea must get into action, and now is the time. It is essential tractor, and hauling. that tractors and fast-working equipment be put to work on This is one example among many we have on file, all fur­ this year's crops. Make up your list of prospects—go to work nished us by McCormick-Deering on them with advertising and personal eflFort. A concentrated tractor owners. demonstration and selling program will get the business in good volume now on any Farmall territory. INTERNATIONAL HARVESTER COMPANY 606 S. Michigan Ave of America Chicago, Illinois JMeCORMICK-DEERINq Printed in U. S. A.—Harvester Press