DOCSLIB.ORG

Lee Klancher Copyright  2008 by Lee Klancher

Total Page：16

File Type：pdf, Size：1020Kb

Download full-text PDF Read full-text
Lee Klancher Copyright  2008 by Lee Klancher THE FARMALL DYNASTY The Story of the Engineering and Design That Created International Harvester Tractors LEE KLANCHER Copyright 2008 by Lee Klancher Published by: 2368 Hadley Ave. N. St. Paul, MN 55128 www.671press.com All rights reserved. With the exception of quoting brief passages for the purposes of review, no part of this publication may be reproduced without prior written permission from the publisher. The information in this book is true and complete to the best of our knowledge. All recommendations are made without any guarantee on the part of the author or publisher, who also disclaim any liability incurred in connection with the use of this data or specific details. We recognize, further, that some words, model names, and designations mentioned herein are the property of the trademark holder. We use them for identification purposes only. This is not an official publication. Version History 671 Press edition published October 2008 Originally published by Motorbooks International as International Harvester Photographic History, October 1996 Klancher, Lee M. 1966- The Farmall Dynasty/Lee Klancher ISBN-13 978-0-9821733-0-5 ISBN-10 0-9821733-0-X Design and layout by Cory Anderson 671 Press logo design by Micah Edel On the Cover: The Raymond Loewy-designed IH logo on a 1954 Super M-TA. On the Back Cover: The last of the tractors built by IH were the 50 and 30 series. Contents Introduction 7 Prologue When Titans Collide 9 The McCormicks and the Deerings Join to Dominate One The Era of Innovation 17 The Tractor Age Begins Two Design By Committee 37 The International 8-16 and the McCormick-Deerings Three One Man’s Vision 67 Bert Benjamin and the Farmall Four Tracked Solutions 83 The First TracTracTors Five Evolution of the Fittest 91 The Farmall Family Grows Six The Industry of Design 107 Farmall Model A, B, and C Seven The Tractor Age 123 Farmall Model H and M Eight The Modular Economy 141 Styled Standard Tread Tractors Nine Expansion and Diversification 151 Styled TracTracTors Ten The Tractor in the Garden 163 Cub and Cub Cadet Eleven Polishing the Line 175 The Hundred Series Twelve Powering Into Modern Times 191 Surviving the Second Age of Consolidation Appendix Reading and Resources 215 Acknowledgments 217 6 • The Farmall Dynasty This book is dedicated to my late grandfather, Paul C. Klancher, who told me to do what I love. The Farmall Dynasty • 7 Introduction hen the International Harvester Company (IHC) formed in 1902, some of the best and brightest engineers of the time were brought together, eventually under one roof That group Wquickly took a leadership role in the rapidly forming tractor industry, an IHC tradition that continued until International tractors were no more The early IHC tractors were remarkable in both their quality and sheer crudity of construction Using total-loss lubrication and hit-and- miss ignitions, the early Titans and Moguls harnessed internal combus- tion in the form of a heavy, difficult-to-operate, and low-horsepower -ma chine The fact that they worked at all is just as amazing as the thought that farmers could actually get anything done with these crude pieces of equipment The first machine to showcase the talents of the IHC engineers was the International 8-16, a machine that was truly ahead of its time It was the first mass-produced tractor to be equipped with a power take- off, and only supply and manufacture difficulties kept it from being a runaway success The next machines of note were the McCormick-Deerings, the 10-20 and 15-30: designed by committee, ruggedly constructed, well- built, and economical to produce in quantity They were leading sellers in their time, and carried the ball well against the Fordson until the revolutionary Farmall appeared a few years later The Farmall may have been IHC’s crown jewel It changed the way farmers viewed the tractor, and became the standard tractor design for the following 30 years The industry had known for some time that the tractor that replaced the horse and could do it all—turn a belt, pull a plow, and cultivate—would be a big winner The Farmall was that and more Its gangly looks and questionable pedigree made it a hard sell to management, but its performance won over farmers and—eventually— International executives The next great leap was the Letter Series tractors, which incorporated lots of small improvements that added up to a timelessly graceful and 8 • The Farmall Dynasty useful line of tractors The ultimate compliment to these machines is the multitude of battered, mud- and manure-splattered Letter Series ma- chines still working the farm today Very few 50-year-old machines have worked as hard and long as Letter Series tractors After the Letter Series, the company continued its tradition of inno- vative products, although the great strokes had been painted The trac- tor was thereafter refined rather than revolutionized, with advances like shifting on the fly, independent power take-off, more powerful and -ver satile hydraulic systems, more horsepower, and four-wheel-drive finding their way to the farm Flashes of brilliance kept coming, though The Cub and Cub Cadet put IHC tractors onto the home and hobby farm The Model 706 and 806 tractors of the 1960s were high-quality examples of how good a high-horsepower tractor could be, and the 2+2 four-wheel-drive trac- tors brought maneuverability and unified production to articulated ma- chines Tragically, high technology wasn’t enough to combat changing times Tractors were so good that farmers didn’t need to replace them every 2 or 5 or even 10 years When hard times hit, the 10- or 20-year-old tractor was overhauled rather than replaced, and manufacturers were crushed by a sagging market The times forced every manufacturer but one into mergers John Deere, not IHC, was the only company left standing when the smoke cleared In October of 1984, the announcement was made that IHC’s agricultural division was to be merged with the Case tractor division to form Case-IH The tradition of the International Harvester Company tractors lives on, however, in the hearts and minds of thousands of former employ- ees who made IHC their lives and with millions of farmers who ben- efited from the company ingenuity Thanks to restorers and enthusiasts across the globe, today you can still see the tractors as they appeared in showrooms and fields more than 50 years ago The Farmall Dynasty • 9 Prologue When Titans Collide The McCormicks and Deerings Join to Dominate “Power farming really began to appear in 1831 with the invention of the reaper. Its story is perhaps not yet finished, even with the twentieth century and the invention of the tractor.” —Cyrus McCormick III, from Century of the Reaper he story of the International Harvester Company most of- ten begins with Cyrus McCormick I, the man who started the McCormick Reaping Company, and the man who is credited Twith inventing the reaper While this hangs the story on a very capable pair of shoulders, it is a simplified version For one, it is unclear who actually invented the reaper The closer one looks, the more blurry the lines become Despite the best efforts of Cyrus and his grandson, Cyrus McCormick III’s to tell the world that Cyrus I invented the reaper, it may have been Obed Hussey who built the first workable reaper Although Patrick Bell was said to have been using such a device in 1828 It will probably nev- er be completely clear who invented the reaper Too many people with 10 • The Farmall Dynasty vested interests loudly proclaimed that they were the genius behind the reaper Even if one person did invent the reaper, that person was helped along by previous lessons Inventions are always collaborations of a sort, with the person who first puts the pieces together and becomes famous for it being tagged as a genius The invention of the reaper is an especially tawdry tale, with several men loudly proclaiming in books, magazines, and on street corners that they invented the reaper and, by the way, have a model for sale The story begins with McCormick’s father, Robert, who experiment- ed with a grain harvester as early as 1816 Cyrus would have been 7 years old when his father field-tested the machine By age 21, young Cyrus had built and patented a self-sharpening plow The story goes that young Cyrus took charge of the reaper’s development in 1831 and made the machine workable He was said to have demonstrated a working model of the reaper in the same year, 1831, but he did not file a patent at that time Certainly, Cyrus was a bright young star with the smarts and de- termination to pull such a feat off McCormick continued to improve upon the machine until 1834, when McCormick found a photo of Hussey’s reaper patent in Mechanic’s Machine magazine When he saw that there was competition in the field, McCormick immediately filed a patent on June 21, 1834 McCormick would show that he was not one to back out of a chal- lenge, a characteristic that would endure in the family and become a de- fining part of the International Harvester culture McCormick wrote a letter to Mechanic’s Machine challenging Hussey to a public competition between the two reapers Hussey did not have a machine available, and the challenge went unanswered In 1843, however, the two met on the field to settle the business, reaper-to-reaper The McCormick machine was declared the better of the two because of its superior performance in wet grain Thus the Reaper Wars had begun Early on, the war was fought mainly in court McCormick would sue anyone who produced a machine anything like his own He didn’t always win, but he did cause the buyer to consider the fact that if the offending manufacturer lost, the farmer’s piece of equipment could be dispossessed by the court By the 1850s, reaper sales began to climb enough to attract more and more competitors, and McCormick took his battles back to the fields These “competitions” truly characterized the savagery of the day, as com- petitors sabotaged each other’s machines, cussed each other roundly on The Farmall Dynasty • 11 The first public test of Cyrus McCormick’s reaper is said to have taken place in July 1831.
Load more

Recommended publications
  • Producing a Past: Cyrus Mccormick's Reaper from Heritage to History
    Loyola University Chicago Loyola eCommons Dissertations Theses and Dissertations 2014 Producing a Past: Cyrus Mccormick's Reaper from Heritage to History Daniel Peter Ott Loyola University Chicago Follow this and additional works at: https://ecommons.luc.edu/luc_diss Part of the United States History Commons Recommended Citation Ott, Daniel Peter, "Producing a Past: Cyrus Mccormick's Reaper from Heritage to History" (2014). Dissertations. 1486. https://ecommons.luc.edu/luc_diss/1486 This Dissertation is brought to you for free and open access by the Theses and Dissertations at Loyola eCommons. It has been accepted for inclusion in Dissertations by an authorized administrator of Loyola eCommons. For more information, please contact [email protected]. This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 3.0 License. Copyright © 2014 Daniel Peter Ott LOYOLA UNIVERSITY CHICAGO PRODUCING A PAST: CYRUS MCCORMICK’S REAPER FROM HERITAGE TO HISTORY A DISSERTATION SUBMITTED TO THE FACULTY OF THE GRADUATE SCHOOL IN CANDIDACY FOR THE DEGREE OF DOCTOR OF PHILOSOPHY JOINT PROGRAM IN AMERICAN HISTORY / PUBLIC HISTORY BY DANIEL PETER OTT CHICAGO, ILLINOIS MAY 2015 Copyright by Daniel Ott, 2015 All rights reserved. ACKNOWLEDGMENTS This dissertation is the result of four years of work as a graduate student at Loyola University Chicago, but is the scholarly culmination of my love of history which began more than a decade before I moved to Chicago. At no point was I ever alone on this journey, always inspired and supported by a large cast of teachers, professors, colleagues, co-workers, friends and family. I am indebted to them all for making this dissertation possible, and for supporting my personal and scholarly growth.
    [Show full text]
  • George W. Perkins and the International Harvester Steel Properties
    "... a dishonestman isat leastprudent." GeorgeW. Perkinsand theInternational Harvester Steel Properties Fred V. Carstensen University of Virginia On the afternoon of 13 February, 1902, Judge Elbert H. Gary had a "long talk" with Cyrus H. McCormick, Jr., president of the leading harvester manufacturer, the McCormick Harvesting Machine Company. Gary was worried. McCormick's principal competitor, the Deering Haverster Company, was installing a small rolling mill at their Chicago factory; the Deerings had also purchased the large Hawkins mine in the Mesabi range, and bought controlling interest in South Chicago Furnace Company, located just south of Chicago, where new steel furnaces were under construction. If completed, such vertical integration would not only deprive Judge Gary's US Steel of an important consumer of steel, but its example and com- petitive implications would surely impel McCormick and others in the same direction, threatening US Steel's market. Gary, speaking explicitly for the recently organized steel company, told McCormick that he wanted to see if it were "possible to prevent the further prosecution of" the Deering efforts. A solution to this "difficul- ty" had come to Gary "immediately" -- "the idea of a combination." Not only would combination "be a good thing" for the reaper manu- facturers, he believed he "could prove...that it would be to their interests not to go into the steel business" as the Deerings were now doing [12]. This conversation initiated the chain of events which led to creation of International Harvester just six months later, in August 1902. The successful negotiations between the McCormicks, Deerings, and owners of two smaller companies, Warder, Bushnell & Glessner and the Plano Company, were completed in six weeks of intensive work in New York in late June and July, negotiations handled by GeorgeW.
    [Show full text]
  • When Did It Happen? What Do You Know?
    NAME _____________________________________________ DATE __________________ CLASS ____________ North and South Lesson 1 The Industrial North ESSENTIAL QUESTION Terms to Know clipper ship ship with sleek hulls and tall sails that How does technology change the way “clipped” time from long journeys people live? Morse code a system of dots and dashes that represent the alphabet GUIDING QUESTIONS telegraph a device that used electric signals to 1. How did technology and industry change send messages during the 1800s? 2. What changes made agriculture more profitable in the 1830s? When did it happen? 1800 1810 1820 1830 1840 1850 1807 Robert Fulton 1825 Erie 1834 McCormick introduces the Canal opens reaper is patented 1847 Elias steamboat Howe invents 1837 John Deere the sewing develops the steel- machine tipped plow 1840 First American 1844 Samuel steam-powered Morse sends the locomotive runs first telegraph message What do you know? In the first column, answer the questions based on what you know before you study. After this lesson, complete the last column. Now... Later... What was one change as a result of the Erie Canal? In which part of the country was there more industry? What was the telegraph? Copyright © McGraw-Hill Education. Permission is granted to reproduce for classroom use. Copyright © McGraw-Hill Education. Permission 181 NAME _____________________________________________ DATE __________________ CLASS ____________ North and South Lesson 1 The Industrial North, Continued Technology and Industry The early 1800s saw many innovations in industry, or the Explaining production of goods. Innovations are improved ways of doing 1. List three changes in things. There were new machines and new ways to use them.
    [Show full text]
  • Historic Resource Survey Form ER# 2018-1595-003 PENNSYLVANIA HISTORICAL and MUSEUM COMMISSION 03/07/2018 Bureau for Historic Preservation
    Key # 4024 Historic Resource Survey Form ER# 2018-1595-003 PENNSYLVANIA HISTORICAL AND MUSEUM COMMISSION 03/07/2018 Bureau for Historic Preservation International Harvester Company of America Building; McCormick Harvesting Machine Company of America Harry Guckert Company 810 W NORTH AVE ASSOCIATES LP / 1008 BRIANNA LN BETHEL PARK , PA 15102-3795 1 Allegheny Pittsburgh Pittsburgh West, PA 15233 810 West North Avenue, Pittsburgh, PA ZIP uilding District Object Site Structure Private Public/County Public/State Public/Federal TAX PARCEL #/YEAR 0023-N-00130-0000-00 Function (Items 7-8; see Instructions, pages 4-6) Historic Function Subcategory Particular Type Industry/Processing/Extracting Industry/Processing/Extract - Manufacturing Facility Ag. Implements Current Function Subcategory Particular Type Work In Progress Domestic - Multiple Dwelling Commerce/Trade Commerce/Trade - Business Office Property Features (Items 15-17; see Instructions, pages 7-8) Setting Mixed use neighborhood Ancillary Features 0.3 PA Historic Resource Survey Form Key # 4024 ER# 2018-1595-003 Architectural/Property Information (Items 9-14; see Instructions, pages 6-7) ARCHITECTURAL CLASSIFICATION Late 19th and Early 20th Century EXTERIOR MATERIALS and STRUCTURAL SYSTEM Foundation Stone Walls Brick Roof Asphalt Other Structural System Masonry WIDTH 140 (feet) or (# bays) DEPTH 100 (feet) or (# rooms) STORIES/HEIGHT 3-4 Historical Information (Items 18-21; see Instructions, page 8) Year Construction Began 1902 Circa Year Completed 1902 Circa Date of Major Additions, Alterations Circa Circa Circa Basis for Dating Documentary Physical Explain Newspaper articles and ledger of building permit applications Cultural/Ethnic Affiliation(s) Associated Individual(s) Associated Event(s) Architect(s) Unknown Builder(s) R&S Sollitt & Co.
    [Show full text]
  • The Life and Works Robert Mccormlck
    The Lif e a n d Wo rks Rob e rt M c C ormlck I n c lu d i n g Hi s I n v e n t i o n o f t h e R e a p e r Hall M cormi ck R . c J ame s Hall Shi elds P RE F A C E We have long contempl ated w riting an d comp iling a histo ry of ou r r McC ormi ck G an dfather, Robert , an d thus putting on record all the known facts conce rning h is li fe , his wo rk , an d h is inventions , an d in ou r connection the rewith fu rn ish ing all the evi dence , long in posses c r sion , rel ating to h is i nvention of the M c ormick Reape , but h ave i t now postponed f rom time to time , until , by reason of the app lica “ tion th at has b een m ade fo r the en rollment of h is n ame in the Ha ll of ” F a me r , i t becomes necessa y to fu rnish such info rm ation ; therefo re , r we h ave ca efully taken u p the subject, and on the succeed ing pages Will be f ou n d all the facts we h ave at h an d conce rning Robert M e affid av i ts i n Co rmick , togethe r with cop ies of letters , an d statements ou r i i possess ion bea r ng on the quest on of h is va rious inventions , bu t p rinci p ally an d first of all relating to h is great an d inestim able i n v en ti on r of the Reape r , an d his ea rn ing thereby a right to an en du ing H F r .
    [Show full text]
  • Cyrus Mccormick & Western Agriculture Thomas Alva Edison
    HANDOUT B Rise of Big Business Radio Interview Role-Play For those with Big Business Roles: With your group members, read the Directions: biographical sketch on your assigned figure who contributed to the rise of big business. Prepare to answer questions from the interviewer and audience members. For those with Interviewer Roles: With your group members, prepare a list of questions for the figures who contributed to the rise of big business. After asking your own questions, invite audience participants to contribute their own questions. For the audience: Prepare your own questions for the figures who contributed to the rise of big business. Suggested topics: The character of the business figure The contribution of the business figure to the rise of big business General economic and social questions from the time period Rise of Big Business Role-Play Nametags Cyrus McCormick & Western Agriculture Thomas Alva Edison & Technological Inventions The Gilded Age and Progressive Era Unit 1, Lesson 1: The Rise of Big Business © Bill of Rights Institute Handout B, page 2 James J. Hill & the Railroads Andrew Carnegie & the Steel Industry John D. Rockefeller & the Oil Industry Jay Gould & American Finance J.P. Morgan & American Finance Interviewer The Gilded Age and Progressive Era Unit 1, Lesson 1: The Rise of Big Business © Bill of Rights Institute Handout B, page 3 Cyrus McCormick & the mechanical reaper was in use around the Western Agriculture world…He and his competitors had converted the American prairies from open space to the “In the open spaces of the American Midwest, breadbasket that fed the United States and much old Northwest, and Great Plains lay a potential of Europe.
    [Show full text]
  • Mccormick Deering 15-30 Milwaukee, WI 1928
    McCormick Deering 15-30 Milwaukee, WI 1928 In 1847, the McCormick brothers, Cyrus “bathtub.” Individual parts were bolted Production of new farm machines came and Leander , started the McCormick to the frame and could be removed or almost to a standstill while the factories Harvesting Machine Company and installed with relative ease. All parts were engaged in war production. Many began selling the McCormick reaper. were enclosed with a hood and side farmers couldn’t afford to trade for McCormick’s father had worked many curtains over the engine. newer equipment during the depression, years designing a horse-drawn reaper, and couldn’t get it during the war, so and in 1830, when Cyrus turned 21, his In the first year of production, only 199 they had to make do with the old tractor. father gave him the ownership rights to tractors were made. By 1926, production the reaper. Cyrus developed a refined increased to over 20,000 a year. By version of the reaper, and McCormick 1928, production was up to 35,525 patented it in 1834. units, an amazing record for the factory. Production slowed in the early 1930s and In 1902, the company passed on to ended in 1934. It is estimated that about Cyrus Sr.’s son, Cyrus McCormick, 160,000 15-30s were manufactured Jr. McCormick Harvesting Machine from 1921 to 1934. In 1927, the 15- Company, Deering Harvester Company, 30 cost about $1,250. Refinements in Plano and Warder, Bushnell and 1929 increased the power output to Glessner, and Milwaukee merged 22-drawbar and 36-brake horsepower.
    [Show full text]
  • The Romance of the Reaper
    The Romance Of The Reaper By Herbert Newton Casson The Romance Of The Reaper CHAPTER I THE STORY OF MCCORMICK THIS Romance of the Reaper is a true fairy tale of American life—the story of the magicians who have taught the civilised world to gather in its harvests by machinery. On the old European plan—snip—snip—snipping with a tiny hand-sickle, every bushel of wheat required three hours of a man’s lifetime. To-day, on the new American plan—riding on the painted chariot of a self-binding harvester, the price of wheat has been cut down to ten minutes a bushel. “When I first went into the harvest field,” so an Illinois farmer told me, “it took ten men to cut and bind my grain. Now our hired girl gets on the seat of a self-binder and does the whole business.” This magical machinery of the wheat-field solves the mystery of prosperity. It explains the New Farmer and the miracles of scientific agriculture. It accounts for the growth of great cities with their steel mills and factories. And it makes clear how we in the United States have become the best fed nation in the world. Hard as it may be for this twentieth century generation to believe, it is true that until recently the main object of all nations was to get bread. Life was a Search for Food—a desperate postponement of famine. Cut the Kings and their retinues out of history and it is no exaggeration to say that the human race was hungry for ten thousand years.
    [Show full text]
  • A Biography of Cyrus Mccormick February 15, 1809 - May 13, 1884
    A Biography of Cyrus McCormick February 15, 1809 - May 13, 1884 Cyrus Hall McCormick was born in Rockbridge County, Virginia and was the eldest son to Rober McCormick - a farmer, blacksmith, and inventor. His father worked on a horse-drawn reaping machine that would harvest grains. However, he failed at producing a working model. McCormick was known as an American industrialist and inventor. He was very talented at inventing and had invented a lightweight cradle for collecting harvested grains at a very young age. In 1831, he took over his father’s abandoned project to build a mechanical reaper. Within 6 weeks, he built, tested, refined, and demonstrated a working model of his machine. This machine features a vibrating cutting blade, a reel to bgrin the grains to it, and a platform to collect the harvest. In 1834, he filed a patent for his invention. Despite his success, farmers were not eager to adopt his invention and sales were virtually zero for a long time. During the bank panic of 1837, the family’s iron foundry was on the verge of bankruptcy. McCormick turned to his invention and spent his time improving his designs. Starting in 1841, the sales of his machine grew exponentially. This growth drove him to move his manufacturing work from his father’s barn to Chicago where he, with the help of mayor William Ogden, opened a factory. He went on to sell 800 machines during the first year of operation. McCormick faced a lot of challenges from many competing manufacturers who fought in court to block the renewal of his patent that was set to expire in 1848.
    [Show full text]
  • THE Mccormick FAMILY HISTORY
    THE McCORMICK FAMILY The following family history was mostly taken from PENNSYLVANIA GENEALOGIES, by William Henry Egle published in 1896, and from information from a descendant. I have only listed the first portion of this history leading up to the generation of Elizabeth McCormick who married James Sharon and joined the American branch of the Sharon Family. OWEN McCORMICK This is as far back as I can get, Owen was born and died in Northern Ireland. He was born in 1519 and died in 1548. His wife Matilda was born in 1528 and died in 1551. I have nothing more except on their son Hugh, next in line. HUGH McCORMICK He was born in Ireland in 1570 and died there in 1635. He married Elizabeth O’Connor who was born in 1567 and died in 1590. THOMAS McCORMICK Thomas was born in Londonderry, Ulster, Ireland in 1610. He married Matilda Patterson in the 1630s. He fought in the 105 Day War of King James and has his name inscribed in a stained glass window in the Londonderry Cathederal. Nothing more. JAMES McCORMICK One of the signers of the humble address of the Governor, officers, clergy and other gentlemen in the city and garrison of Londonderry, to William and Mary, of the date of July 29, 1689, shortly after the famous siege of that noted stronghold of Protestantism, was James McCormick. Further than that we have little knowledge of him, except that he was the ancestor of the family of whom we have this record. Based on the ages of his children, I estimate that James McCormick was born in about 1645 and in Londonderry, Ulster, Northern Ireland.
    [Show full text]
  • HARVESTER WORLD Vol
    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.
    [Show full text]
  • William Deering, Born in Maine, 1826, Died in Florida 1913
    LIBRARY OF THE UNIVERSITY OF ILLINOIS AT URBANA-CHAMPAIGN IN MHMORY (IF STEWART S. HOWE [OURNALISM CLASS OF 1928 STEWART S. HOWE FOUNDATION B D31 ?.! w I .H.S. WILLIAM DEERING WILLIAM DEERING BORN IN MAINE, 1826 DIED IN FLORIDA, 1913 CHICAGO PRIVATELY PRINTED 1914 V. w William Deering, in 1899, in the seventy-third year of his aye d FOREWORD It will be obvious that this book is a com- pilation made from various sources. It was made immediately after Mr. Deering's death. From the nature of the material and the haste of the work it has been impossible to avoid many repetitions, which, though regrettable, were nevertheless unavoidable. Inaccuracies also doubtless will be found. WILLIAM DEERING HISTORICAL SKETCH William Deering, son of James and Eliza (Moore) Deering, was born at South Paris, Maine, April 25, 1826. He was educated at the local schools and at the Read- field Seminary, Maine. He had begun the study of medicine under the celebrated Doctor Barrows of Frye- burg, when his father, in charge of the woolen mill at Paris, needing his assistance, he postponed the study of medicine, as he then supposed, for a year. This was the beginning of a long business career that proved a very successful one of exceptionally far-reaching results. Among the various business pursuits that Mr. Deering followed were large dealings in the lands of what was then the far and sparsely settled West. With a far-sightedness that was characteristic of the man, he early foresaw a great future for these fertile lands, and for several years dealt heavily in them, particularly in those of Illinois and Iowa.
    [Show full text]