HARVESTER ~ WORLD Vol.22 November-December 1931 Nos. 11-12

'The 'Winter Months Are the Best Time of the Whote Xeai To Talh Buatneas to a Farmer." FARMER'S ANNUAL INVESTMENT IN BINDERS NOW LESS THAN ONE-HALF PRE-WAR!

One question frequently asked is why costs and prices on some of our lines have shown sub­ stantial reductions from pre-war levels, while other lines are substantially higher. Those machines on which the costs and prices are considerably higher today than before the war are lines that had been in quantity production for long periods. Every possible economy had been effected in their production and their costs and prices were lower than on any comparable line of manufacture, so that a grain binder, with all its higher cost of material, finer workmanship, and intricate mechanism, sold at less per pound than an ordinary cast-iron cook stove.

When the war brought greatly increased material and labor costs and higher taxes of all kinds, this line of goods had to carry this added burden with but little opportunity to offset such increases by improved production methods. Again, the volume on the earlier lines has constantly declined with the change in agriculture from horse-drawn implements to power-farming equipment. Every manufacturer knows that it is impossible to reduce or even to hold down production cosb in the face of a constantly declining volume of business. To illustrate, the sale of horse-drawn grain binders in the United States during the past five years has been less than SO per cent of the volume in a like period thirty years ago. Our actual sales of horse-drawn grain binders in the United States in 1931 are less than 6 per cent of the sales in 1902, the year our Company was organized; and even if tractor binders are included the proportion is less than 8 per cent. The best statistics available indicate that grain binders today are cutting practically the same acreage as thirty years ago, so that the combine is harvesting little if any more than the increase in acreage. The fact that the farmer of today is able to bind his crops with such a greatly reduced annual outlay for grain binders is convincing evidence of the progress that has been made in increasing the binder's durability and efficiency. Even at the increased price levels, the total outlay of the American farmer for grain binders has been for many years past less than one-half as much as in the good old days of lower binder prices that some people like to talk about. After all, less than SO per cent of our total trade in the United States consists of the old-line implements now carrying higher prices than in the pre-war period. Most of the remainder of our product is down in price, and much of it is sold at lower prices than before the war. HARVESTER WORLD

OUR PRESIDENT'S YEAR-END MESSAGE

as they deserve—a fraction of the courage and optimistic faith we had before the crash—the business barometer would begin to climb tomorrow, and it would keep on climbing. AU we take account of stock at In our own business the great thing we have the year-end, we find a number of things to to be thankful for and to encourage us is the make us thankful and give us courage and strong, sound position of agriculture. The strength for the long uphill pull that lies American farmer has been taking his bitter ahead. Both our country and our Company medicine of deflation for more than ten years. have stood the strain of this hard year in a way He had no lot or part in the orgy of spending to deepen our pride in them and strengthen and speculation of the boom years, and he our faith in their future. was not within range when the bubble burst. Times have been and still are hard for most of Now, with a better understanding of what he us—bitterly hard for many who have suffered must do in order to prosper and with new de­ through no fault of their own; and yet I feel termination to get his fair share of whatever sure that when we have got far enough up the prosperity the nation may enjoy hereafter, he grade to be in the sunlight of prosperity again, is all set and ready to go. we shall realize that this long, lean season of It will take only a moderate increase of con­ adversity has not been without its benefits. sumption to bring the better prices which will It would be a pity indeed, and it would be out spell prosperity for agriculture; and consump­ of line with all previous experience, if we did tion is bound to increase just as soon as our not come out of this deep valley of depression people awaken to the true fundamental condi­ wiser and stronger and better fitted for the tions of the country and start the wheels of tasks of the future than when we went into it. commerce and industry turning again at their Better times are coming. We may be sure normal speed. of that fact, but nobody can do more than In the same way that agriculture is absolute­ guess when conditions will begin to improve. ly necessary to our national existence, so is the The best answer I have heard to this question farm implement industry absolutely necessary was made by a distinguished American who to the successful existence of agriculture. As said: "The return to prosperity will begin soon as the upturn comes for agriculture the about sixty days before anybody is aware of it." upturn for our industry will begin. Like our My own guess is that the turn of the tide customers, the farmers, we of the implement cannot be long delayed. There are many good industry are all set and ready to go. reasons why it should begin to turn soon, and It is with these thoughts in mind, with a only one reason that I can see why things firm and definite faith in the future and with should get worse or continue indefinitely the the hope and belief that better times are not way they are. That one negative reason is far off, that I extend this holiday greeting, lack of confidence. The one thing that stands wishing you all a Merry Christmas and a between us and recovery today is fear. Happy New Year. Our trouble as a nation back in the golden heyday of 1929 was too much faith in every­ thing. Our trouble now is too little faith in anything, including ourselves. If we could muster up overnight half as much confidence in our country, its institutions,and its future PRESIDENT HARVESTER WORLD November-December, 1931

Larpe-Capacity Farmall 4-Row Planting and Cultivating Equipment Indicates the Factory-Method EFficiency of Operations on the 1140-Acre Farm of Pat LaMontagne. Farm Manager J. Mallaney (left) watches the 4-Row in Early Cultivation.

ROTARIAN SEES A MOVIE AND

EQUIPS 1140-ACRE FARM

By P. V. BECHER, business men some of the remarkable familiar with the principles of mass Branch Manager, developments that have taken place in production and low-cost operation, he Kankakee, Illinois farming methods since they were boys was visualizing the profit side of on farms. power farming methods. At this luncheon was a man promi­ A few days later he came most un­ nent in the textile industry, and an expectedly to my office and asked how AVBOU. T two years ago it inventor of some note. Machinery, many prospects I had received from was my privilege to preside at a Rotary as a hobby, had always interested him. my lecture. I replied that I had had Club luncheon and give a talk on the Power farming machinery, being some­ none up to that time. He said "Well, subject of power farming. In con­ what of an unknown quantity, inter­ I believe you have one now; I, myself, junction with the talk the Harvester ested him intensely. am greatly interested in this modern motion picture,"The Horseless Farm," During the show his eyes were method of farming." He then told was shown. The purpose of this focused on the screen. His mind, how­ me his mother-in-law had 640 acres power farming demonstration was ever, was thoroughly exploring the of land that she had been renting for not to make farmers out of city busi­ possibilities of the subject being about ten years for grain rent and ness men but rather to show these presented. A successful business man from which she was not realizing any HARVESTER WORLD profit to Speak of and that she was Every operation on this farm in 1930 empty when the Farmall had gone the very much interested in renting this after he got under way was very length of its 30 feet. land for cash rent. He also said that interesting to watch. The prepara­ The corn was then fed into the shell­ he could get 500 acres in addition to tion of the seed bed was accomplished er, elevated, weighed, and dumped the 640 and could lease the 640 and 500, with the Farmall and the 15-30 in a into the tank mounted above the a total of 1140 acres, at a rental of $6 manner so rapid and thorough that a sheller. Two trips through the field per acre. He wanted to know if I great deal of discussion arose in the (4 rows of 160 rods) would just fill the would show him some power farming district about this ordinarily prosaic tank above the sheller. The elapsed machinery and give him an estimate as procedure. The 4-furrow plow and time for one round trip through the to about how much it would cost to plow packer were used. The enthu­ field was approximately thirty min­ equip this 1140 acres. siasm over the plow packer was most utes. In one hour's time, four miles of In order to show him the power- gratifying. The planting of the corn shelled corn was in the tank ready to farming machines, he was immediately was accomplished with the Farmall be hauled to the grain buyer! escorted to our showroom. We think and 4-row planter. In cultivating the The grain was dumped from the that the sample floor at this branch is corn the field was worked over twice sheller tank into the truck. Within very attractive. Our machines, set up with rotary hoes, five single hoes an hour the truck had disposed of the and polished, made a very favorable behind the 15-30. Three plowings load and was back in the field waiting impression on him. His interest, at with the Farmall and 4-row cultivator for another load. The clocklike regu­ that time, was so completely aroused completed the cultivating. larity of this procedure made the that he determined to operate his farm Perhaps the most interesting feature visiting farmers and spectators marvel. by factory methods. of his "experiment" was the harvest­ The whole process was so mechanical He left the office very much en­ ing of the corn crop, another true and free from fuss and bother that one thused. In about two weeks he came "Once over and it's all over" process. could not help but appreciate the back and said that he had leased the Farmers came from distances up to revolutionary harvesting methods be­ land for a period of five years and was fifty miles to witness this revolution­ ing presented. ready to place his order for the ma­ ary performance. The setting was Operations were carried on twenty- chines. He purchased the following reminiscent of the field test of McCor- two hours each day. The other two equipment which was duly delivered mick's first reaper. hours were spent in greasing, fueling and operated last year: The two harvester-thresher grain and taking care of miscellaneous duties 1 15-30 Tractor tanks were used in his corn operations. of various natures. Electric lighting 1 3-Furrow No. 8 Plow One of these tanks was mounted on a equipment on the machines permitted 1 16/7 Fertilizer Disk Drill four-wheeled truck which was coupled night operation. As a matter of fact, 3 2-Row Stalk Cutters behind his Farmall 2-row picker, the the night shift was the coveted shift 1 No. 11 Harvester-Thresher corn being delivered directly from the and so great were the demands for it 1 Pick-up Attachment picker to the tank. The cylinder that it became necessary to draw lots 5 No. 5-A Rotary Hoes sheller was pulled into the field, and a to determine the unfortunates who 1 No. 60 W/No. 201 Soil long trough, about thirty feet long would have to bear the heat of the Pulverizer and mounted on wheels, was drawn up day. 1 4-Row Cultivator to it. The feeder was arranged in the Detailed records of expenses were I 1^ H.P. Engine bottom of the trough so that it would kept very accurately; but unfortunate­ 1 2-Row Farmall Corn Picker move toward the sheller. Above the ly his figures are not for publication. 1 4-Furrow Plow Packer sheller the second grain tank was He has informed us, however, that his 1 Farmall Power Lift mounted. A weigher or counter was "experiment" was financially success­ 1 Farmall Tractor incorporated in the construction of this ful. 1 4-Furrow No. 8 Plow tank mounting. He was then ready It's a long step from motion picture 1 4-Sec. 1647 Wood Lever Harrow to start operations. 2 Electric Light Equipments entertainment to lower crop-produc­ The Farmall picker would enter the 1 16-Foot Windrow-Harvester tion costs. But this example of one 1 No. 4 Tractor Disk field, traverse two rows of 160 rods, of my fellow members of Rotary has 1 12-Foot Wide Type Disk Harrow turn around and come back on another proved conclusively that both merit 1 4-Row Corn Planter two rows of 160 rods. This trip of more consideration than is generally 1 Fertilizer Attachment one mile (two miles of corn) would accorded them. Had it not happened 1 No. 1 Corn Sheller W/22-Foot just fill the tank. The husked corn that I showed this picture, this large Feeder from this tank was deposited, without volume of business would not have 2 Farmall Wagons a stop, in the long corn trough. By materialized; the eyes of numerous 1 Pony Corn Sheller opening the grain tank door as it came farmers in this community would have 2 Harvester-Thresher Grain Tanks up even with the trough, the tank was remained blind to the practical possi-

(&3NTINUBD ON PAOB 7) HARVESTER WORLD PUBLISHED BY INTERNATIONAL HARVESTER ORGANIZATION, 606 South Michis.n A„n»,, chic.90, U. S. A. C. B. CLARK, EDITOR • L L. FAIRBAIRN, ASST. EDITOR • GLENN V. JOHNSON, ART EDITOR

FULL SPEED AHEAD FOR 1932 to pre-1930 methods. The recent training he Farmers are bound to return to the implement has had in conserving assets has left its impres­ dealer in 1932. sion. He has got to be shown real value for his Undoubtedly, after two years of staying away, dollar, real reasons why his old equipment costs they have run a lot of their equipment into the him more to operate than the new, highly high operating-cost zone. Repairs and service efficient equipment you are convinced he needs. mount rapidly on machines after their normal Demonstrations on his farm are in most cases a period of efficient operation. This period varies, valuable influence in vitalizing the picture of of course, with the nature of the work and the lower costs. care given the machine. At the risk of the reader's criticism for adapt­ Furthermore, when the farmer is buying ing a well-worn phrase to the coming business normally, great numbers of machines reach the year, we are going to say with emphasis, "1932 end of their period of usefulness and economic in this industry will surely be what you value each year. And each year the dealer sells make it." him replacements. That was the practice until 1930. In that year the normal number of machines reaching the end of their period of usefulness were not replaced. DEMAND INFLUENCES PRICE In 1931 another great quantity of equipment The automotive industry, including automo­ should have passed out of economical and effi­ biles, tractors, and motor trucks, was in the cient operation. It, too, should have been developmental stage before the war, with every replaced. opportunity ahead for reduction in cost through Likewise as 1932 passes through the seasons, improvement of design, standardization, quan­ the third year's piling up of worn-out equipment tity production, labor-saving machinery, and will proceed. better processes. So that is the picture of the situation as this The cumulative savings achieved by these industry starts the new year. various means have been more than sufficient to Three years' replacements to be made in one offset the increased material cost and higher vear on the farms of this country if the dealer labor rates, and these savings have been con­ and our organization are equal to the job of sistently passed on to our customers in our tractor convincing the farmer that it is cheaper for him and motor truck prices. to buy and reduce his costs. For example, a 10-20 tractor now sells at a Common sense seems to indicate that the reduction of 43 per cent from the price current aggressive fact-finding, fact - demonstrating in 1913, and afar better tractor at that. A 1|- dealer is going to find business as good as he ton motor truck now sells at a reduction of 55 cares to make it. per cent .from the price required for its purchase The farmer will not be easy to sell according in 1916. • • HARVESTER WORLD

(CONTINUED FROM PAGE 5) deal of pleasure and valuable experi­ what motion picture films have done bilities of power farming; my friend ence; and I would not have been able for the Kankakee International Har­ would have been deprived of a great to cite this extraordinary example of vester branch.

Side by Side in the Same Field of Wheat, the 1831 Reaper and the 1931 McCormick-Deering hlarvester- Thresher Each in Its Own Way Harvested the recent Crop to the Plaudits of 3000 Farmers, Business Men, State Representatives, and Others who Attended a FHarvesting Progress Demonstration Staged near Springfield, Illinois. Vice President Cyrus McCormick, Jr. (on harvester- thresher, and fourth from left in group), Spoke on the Developments in World Harvesting Methods during the Past Century as the Result of his Grandfather's Epochal Inven­ tion. Branch Manager H. L. Brubaker (on harvester-thresher, and extreme left in group) and his Organization were in Charge of the Event. "It was an Interesting Visualization of the Development of Agriculture in the Last Century. ..." the Springfield State-Register Said Editorially. "It was Especially Informative and In­ structive because it Exemplified the Products and Inventive Genius for which that Great Company has been Famous for Many Years." (Group picture, left to right) Mr. Brubaker; Stuart E. Pierson, Director, State Department of Agriculture, Illinois; R. S. Byers, Assistant District Manager; Mr. McCormick; and J. H. Craig, Assistant Director, State Department of Agriculture.

HOW ABOUT THIS? for these shows is 3841 and we believe that fully as many have seen the reaper on our sample floor, inasmuch as the pupils of each school visited the branch in their turn under arrange­ Nowcome s Mason City, given in the July Harvester World," ment with the school principals. Iowa, with evidence to show that the Mason City begins, "but Mason City "During the last week in May, record established by the Jackson, also has something to be proud of. including Decoration day, we showed Michigan, branch and published in "In connection with the Y.M.C.A. this film to 2700 people in six nights. the July Harvester World is not to be we have shown the Reaper films in In three towns where we have no the last word in attendance figures twelve schools in four days. At each dealers, requests for the film came and number of daily showings of the of these schools we were given an hour from competitive dealers. "Romance of the Reaper" motion and a hal^ ?.nd the show was put on "We have also been averaging an picture. as a history lesson. Two hours were attendance of 200 or more where the "We have taken great interest in taken up at the junior college in this film was run in co-operation with the the record of the Jackson branch as city. The total estimated attendance county agents as a program feature at 8 HARVESTER WORLD November-December, 1931

4-H Club and Farm Bureau meetings. diamond jubilee at Osage, Iowa, the schedules arranged with the Y.M.C.A. In country schools we have had picture was shown to more than a and church workers for this fall. attendances averaging 250. In con­ thousand people. "We are very proud of these record nection with business organizations, "Furthermore we have made ar­ attendances. We trust, too, that Saturday night showings were made rangements with a movie man who our Jackson branch friends will read during July in various towns to meet­ has a contract in various towns to this record with as much interest as ings averaging over 500. During the show free movies, and have other we read theirs."

FRANKLIN HESS

By WILLIAM S. ELLIOn, General Coun

II ,HE death on September 30, 1931, of Franklin Hess, general attorney of the International Harvester Company, brought a sense of sorrow and loss to the whole organization, and especially to his associates in the law department and in the general offices. His death was sudden and entirely unexpected, as he was on duty at his desk up to almost his last hour and appeared to be in good health. In the fullest measure Mr. Hess was a charter member of the Harvester organization. He had been identified with the farm implement industry from boyhood and all through the FRANKLIN HESS Company's existence of nearly thirty years he had been an invaluable After the Harvester Company was quite sure that all who knew him member of its legal staff. formed in 1902 he came into its professionally will warmly endorse Born at Somonauk, DeKalb County, service with the Champion organi­ the statement that his legal ability, Illinois, in 1870, Mr. Hess was brought zation and in 1903 became managing attainments and attributes were of the up in a farming community and there attorney, occupying this office until first order. As adviser and adminis­ absorbed an understanding of agri­ December 12, 1920, when he was trator in the Company's legal affairs cultural conditions that was to serve made general attorney. he had the rare advantage of first-hand him well throughout his career. Mr. Hess had taken an active knowledge relating to Harvester prop­ During the vacations of his six years interest and part in the affairs of his erties, litigations and policies. We in academy and college he worked alma mater, Knox College, ever since who worked with him day by day in the field force of the McCormick his student days. In June, 1923, he can never forget the sterling quality Harvesting Machine Company. Fol­ was elected to the board of trustees of the man, his unfailing patience and lowing his graduation from Knox as one of the three alumni repre­ courtesy, his calm judgments, and the College in 1894 he served for a year sentatives, and three years later the warm-hearted geniality that he in­ as principal of the public schools at board elected him one of its regular stinctively displayed in all the con­ Tonica,Illinois. Removing to Chicago, members. tacts of life. he was graduated from Kent College of This notice would fall far short of Full sympathy in their bereavement Law in 1897, and then joined the law its purpose if it did not include some goes out from all of us to the widow department of Warder, Bushnell & effort toward a just appraisal of of Mr. Hess and to his daughters, Glessner, manufacturers of the Cham­ Franklin Hess as a lawyer, as a Mrs. Roland F. Barker and Mrs. pion line of harvesting machinery. Company officer and as a man. I am Harris G. Pert. HARVESTER WORLD

"After the Photograph was taken the Boys gave Three Rousing Cheers for the Harvester Company, " Branch Manager R. H. Potter (extreme right of group of three in foreground) Reports

CANADIAN FARM BOYS

WIN TRIP other places of intere^, including the branch house. A special feature of this year's tour was inspection of the government's forestry farm, where the w AS KATCHEWAN farm boys twenty-five groups, twelve from the boys were addressed by the Hon. who have won distinction in stock- Saskatoon branch territory and thir­ W. C. Buckle, provincial minister of judging and other competitions held teen from surrounding branch terri­ agriculture. by their local agricultural societies tories, each group being in charge of "Different boys attend this Camp are rewarded each year with a trip to a supervisor. annually," Manager Potter writes, the Saskatoon Exhibition as guests One of the high lights of the boys' "and ever since the Camp was started of the Exhibition board. The honor visit is a sight-seeing tour of the city, we have supplied them with agricul­ of being selected as a member of a fleet of motor trucks being provided tural extension department booklets, the visiting delegation is a coveted by Branch Manager R. H. Potter for given them a ride around the city, one which arouses keen competition that purpose. Thus transported the and extended other courtesies. We among the aspirants in each district. boys visit a number of the city's lead­ always hear very favorable comment This year the Camp consisted of ing industries, the university, and during the months following."

EVERY DEALER'S SERVICE STATION

operations on which definite prices FULL SPEED AHEAD! can be quoted. There are numerous group service operations which, as the result of careful thought and time M

McCormick-Deering Manual of Stand­ throttle control, checking governor on Page 7 of the McCormick-Deering ard Maintenance Operations and operation, adjusting carburetor, set­ Service Manual. Prices. ting engine speed, inspecting air Speed up your service station. Each group of operations is de­ cleaner and oil filter, and adjusting Solicit your customers for overhauling scribed in detail and in sequence of fan belt—all for only $9—does impress or other servicing jobs this winter. operation. This arrangement draws the owner. When thus explained in Here's a department of your business attention to their value. Valve grind­ detail, he realizes that the $9 price that has possibilities for overcoming ing quoted at $8.50 might not bring represents a real value. some of the effects of curtailed buying in that business. But valve grinding A Standard Tractor Inspection Re­ power on the revenue of other depart­ plus carbon removing, tappet adjust­ port is available to dealers desiring to ments. Use the inspection report ment, ignition timing, spark plug adopt a systematic method of solicit­ blank as you canvass during the next cleaning, gas line and strainer clean­ ing service work. The many advan­ 60 days and keep your service station ing, checking range of ignition and tages of using this form are described busy.

SERVICE THAT BUILDS GOOD WILL

By H. G. SHALLENBERGER, Manager, cultural agents and others, to use the that subject at any previous time in Agricultural Exteniion Deparlmeni IHC extension service. Experience the history of the United States. has taught us that the more we The agricultural extension depart­ co-operate with agricultural agents ment has educational material which and farmers the more enthusiastic they can be used in any program directed A good method for become about our service and the more toward helping the farmers to prepare branches and dealers to build up a likely to respond with their good will. themselves for greater efficiency in close and intimate contact with farm­ The betterment of farm conditions farming. ers and their families is that of urging has now become the concern of more The department has published book­ community leaders, including agri­ people than have been interested in lets, as fine a series as can be found HARVESTER WORLD 11 anywhere, on a wide range of subjects ings, and that the people who have that have to do with better farming, attended the meetings have been better communities, better schools benefited. and better homes. These booklets are Teachers of agriculture report that distributed by the department and this lecture material has proved to be furnished in quantities at actual cost the most effective means of placing to bankers, commercial organizations, before their classes the agricultural and others who will use them in the subjects discussed in every-day work. development of their communities. Agricultural agents use it because Within the past year nearly one they have found it valuable in arous­ million copies of these educational ing interest in improved agricultural booklets have been distributed. practices. M. C. EVANS Lecture charts, lantern slides and At this moment the country is in motion picture films covering farm and the grip of changing times, and to keep home subjects are loaned to educators, in step with the new developments Getting Ahead educational institutions, chambers of we have economically and under the commerce, county demonstrators, guidance of experts revised our lantern farmers' organizations—in fact, to any slides on the following farm and home organization or individual who really subjects: Corn, Soil, Dairying, Weeds, wants to do something for his com­ Garden, Home Economics, Canning, / V 1 • C. EVANS, for the munity. No charge is made for the and Development of Agriculture. For past two years assistant to the assist­ use of this material except express the information and direction of ant superintendent at McCormick charges to and from Chicago. lecturers, each set of slides contains a works, was recently promoted to During the past year these charts, set of lecture notes outlining in brief assistant superintendent. slides, and reels have been used at form the story each slide tells. The Mr. Evans is well known in the more than 9,0(X) meetings, and more slides tell about the best up-to-date manufacturing organization by reason than 1,500,000 people have seen them. methods used by progressive farmers of his work several years ago when There has come to us, in a large in growing corn, soil testing, prepar­ he was selected by the industrial number of cases, definite information ing seed beds, obtaining good seed relations department to conduct a regarding the good results obtained grains, giving right cultivation, caring foremen's development course and by the users of these educational for and adapting the crops to the soil. through contacts with the various materials. For instance, a banker in They tell about the value of dairying, works while chief safety inspector. Mississippi distributed some of our selecting pure breeds, sanitation, bet­ He started as employment manager booklets in his locality. As a result ter homes, making the garden pay, at West Pullman works, in 1918, there has been a marked change from fruit and vegetable canning and weed following several years' connection the former ruinous one-crop system of eradication. with organizations in which his farming to the diversified system, not Leaders of agriculture in every com­ schooling in mechanical engineering only in that county but in some of the munity are realizing now, more than (University of Nebraska) was plenti­ adjoining counties. ever before, that extension service is fully seasoned with much practical In Kentucky, a county agricultural really essential. It is time well spent experience. In the succeeding eight agent induced the local banker to to let them know that we have this years his assignments included, in distribute some of our cow books. service to offer. addition to the foremen's develop­ Later, on request of the banker, we ment course and the safety inspector­ sent a lecturer to give a chart talk on ship, a period of sales and service dairying. The county agent helped experience at the Denver branch house and other duties. In 1926 he was put with other meetings where IHC ,, C. ARCHER, formerly charts, slides and films were used, and R. in charge of the preparations for the assistant manager of the Southwestern progressive manufacture of binders today there are enough good dairy district, has been transferred in a cows in that community to support and mowers at McCormick works, was similar capacity to the Northwestern made assistant chief inspector in 1927, the thriving creamery which has district. since been built. chief inspector in 1928, and assistant Innumerable similar instances could to the assistant superintendent in 1929. be mentioned. The records show that R,.• S. BYERS, formerly many of the users are influential men assistant manager of the Central dis­ and women, that the material has trict, has been transferred in a similar helped them to promote better meet­ capacity to the Southwestern district. 12 HARVESTER WORLD November-December, 1931

For the Purpose of Presenting Harvester's Centennial Motion Picture, Romance of the Reaper, to the Greatest Possible Num­ ber of Visitors to the IHC of Canada, Ltd. Exhibit at the 1931 Canadian National Ex­ hibition at Toronto, Ontario, the Company Built and Equip­ ped this temporary 300-Seat Motion Picture Theater in con­ nection with its Farm Equip­ ment and Motor Truck Display in the Coliseum, one of the Principal Exhibition Buildings. "Standing Room Only" was the Rule at Virtually All of the Six - A - Day Performances.

UNUSUAL AT THE

FAIRS

rAMMALL A Cow, 100 Per Cent Genuine in so far as Externals were Concerned, with DRIVEN BY RADIO 1 an Attached Fully Functioning McCormick-Deering Milker, in which the Circu­ 10 3SAM.-25»PM.~'425PM lating Mi I k(?) was Visible to tne Onlookers, was a Feature Attraction of the Exhibit put on by Branch Manager W. L. Jens (extreme right) and Assistant Manager C. A. Smith (beside Mr. Jens) at the Wisconsin State Fair at Milwaukee.

Here are Branch Manager H. L. Brubaker (left) and M. F. Peckels (Now Branch Manager at Fort Wayne, Indiana) Proudly Displaying the Cup Presented by Stuart E. Pierson, State Three Times a Day, while a Dense Crowd of Farmers and Other Visitors to the Director of Agriculture, on behalf Illinois State Fair lined the Enclosure, this Radio-Controlled Farmall, Head-line of Governor Louis L. Emmerson, for Attraction in the Springfield Branch's Exhibit, was put through its Driverless having the Best Farm Equipment Maneuvers by J. J. Lynch (under umbrella at left). Radio Expert and Owner of the Exhibit at the Illinois State Fair. Equipment Rented from him by the Springfield Branch. HARVESTER WORLD 13

';•'" ' • ' •1*

A Pencil-and-Paper Analysis of Costs and Profits to the User was the Foundation on which M^ this F-30 Farmall and 2-Row Picker Outfit was Sold and Delivered last fall by Dealer H. W. Althaus (figuring) to Christi Ruch (looking on), a Custom Picker at La Rose, \ - '<;_! w!T^ flftiiHl^AliHPvi •^ -^A ?lbLM^B!^'# '' '•• '' ''•^'''

"

'». Ml'-m- ../ttfJ;" ';^'^v':••;•- 'JCBIHB'I^I

THE LOW-COST QUESTIONNAIRE SELLS TRACTORS

A certain blockman "Whatever success I've had selling money every year just as long as he who has led the field in tractor sales on tractors," this blockman said, "has kept on with horses. So one night I his branch territory for years was asked come from selling the savings idea took one of the stories in the maga­ how he did it. He replied in substance: first, then the tractor. That's what zine for an example and started in "With my little questionnaire." it all amounts to. with a pencil and plenty of paper to He had his own low-cost question­ "I hadn't been trying to sell tractors figure how much difference a tractor naire, you see; had it long before the very long," he went on reminiscently, would make in the cost of working Company's printed one came out. It "before I had to ask myself: What's an average farm of 200 acres in my was not as neat—it was mimeographed the big idea in selling a farmer a territory. —nor as complete as the one we have tractor anyway? Is a tractor just a "I found there were a lot of things to work with now. But it had helped luxury, something that will take some to figure in that I hadn't enough him sell tractors! of the hard work off him; or is a tractor information on, but at any rate I made He hadn't used it on everybody. He a necessity, something that will pay a start that night on getting my cost had just used that little mimeographed its way on his farm? If it wouldn't sheet licked into shape. From then sheet to get close to fellows who pay its way, I figured, it was a luxury; on I kept getting information on the couldn't be reached with ordinary if it would pay its way, it was a neces­ costs of horse farming from every methods. He estimated that 20 per sity. I've never had a farmer dispute source I could and kept getting tractor cent of the sales he had made over a that reasoning yet. farmers to tell me what it cost them to period of years would have been "Well, along about that time I got operate tractors. I found the state impossible without his figuring-sheet! to reading our Tractor Farming maga­ experiment station bulletins a great Twenty per cent! Twenty out of zine, and that got me to thinking more help. I carry a bunch of them in my every 100 tractors had been sold by than ever. According to what I read grip all the time now. They'll settle pencil and paper. in there, a horse farmer was losing an argument about as quick as any-

(CONTINUED ON PAGE 16) 14 HARVESTER WORLD November-December, 1931

''GOVERNMENT FOR THE MANY — OR THE FEW?''

By DAVID LAWRENCE

Following are excerpts from a recent radio addresss over a S2-station hook-up of the National Broadcasting Company

lyttem by David Lawrence of Washington, D. C. They are reproduced here because of the nonpartisan view they afford

of some fundamental issues of national policy which will be in the spotlight of public attention and interest during the

present session of Congress. Mr. Lawrence is exceptionally qualified to act as an unbiased observer and interpreter of

such questions and discussions. In sixteen years of service as a Washington correspondent, writing for more than 150

daily newspapers of all political faiths and complexions, he has well earned the national distinction he enjoys for accu­

racy and fairness in commenting on public affairs. For the last (ive years he has been making regular Sunday evening

radio broadcasts bearing on various phases of the relation between the people and the government of the United States.

Wr ^E are hearing strange stract. They have become very con­ cost to us of past wars and the annual things nowadays about government. crete and we shall hear more about cost of preparing for the next war. Critics have arisen to emphasize that them in the months to come as groups It includes payments on interest and government is full of "bureaucrats," petition government to let them limit principal of liberty bonds sold to the that government is "wasteful," hence production and yet charge the consum­ American people; it includes payments our high taxes, and that the time has er what they please. First of all let to World War veterans for bonus and come to perform a surgical operation us concede that the problem of govern­ payments for disabled and sick veter­ represented by the slogan,"less govern­ ment expense is serious and that ans; it includes money for pensions— ment in business." federal, state and local expenditures all of this for war. The term used to describe govern­ have risen in the last decade. But it Now what is the remaining thirty ment co-operation with industry or would be as unfair to attribute it all to per cent spent for? Much of it goes for business or the individual is "pater­ one cause—paternalism—as it would public roads and public buildings to nalism.' ' But it all depends on who is be to argue that because government give work to unemployed. Much of it being helped. If the government aids has defects it should be abolished. goes to enforce laws that dishonest the farmer, some of our business men In a complicated existence such as and criminally minded people violate. denounce it as "paternalism." If the we have in America, with a growing Much of it goes to administer the government sets up a system by which population and a multiplicity of collection of taxes that people do not manufacturers can be safeguarded problems growing out of the World let their government have if they can against the sale of cheaply made prod­ War, it was natural that government avoid it, and much of it goes virtually ucts from abroad, why that's only burdens should increase. The World for subsidies to American business and legitimate protection. War in 1914 was not caused by any­ industry as well as the American But we who are on the sidelines body in the United States, least of all farmers. Very little of it goes for have a right to ask: by our administrative officials. And actual administration. So even if you "What is the true function of the conditions that have developed could cut out all the funds spent for government? Where does it begin and from the war period were not delib­ the so-called bureaucrats and adminis­ where docs it end? Shall its favors be erately brought about by American trative services, you would hardly distribtited to a few—to groups here governmental interference in the eco­ make a dent in the federal tax burden. and there? Or is government obligated nomics of Europe. Still, today we are The truth is government for genera­ to maintain the general welfare and spending in the federal budget approxi­ tions has been the spokesman of dispense its bounty for the direct and mately four billions of dollars a year. national desire in the expenditure of indirect benefit of all its citizens?" Seventy per cent of that sum, namely public funds. And by national desire These questions are no longer ab­ $2,800,000,000, represents the annual is meant the deliberate judgment of the HARVESTER WORLD 15

national legislature after weighing the should aid business in the pioneering merits of every special plea in terms or emergency stage and then retire; of the general welfare. that it should help infant industries; Thus, today federal aid is granted to that it should aid the farmer and the shipping and the American merchant laborer. That's how government has marine can borrow money more cheap­ been functioning and we must concede ly from the federal government for that it is expensive. But the result has new ships or the purchase of ships been the continued growth of America. previously owned by the government It is, perhaps, natural that in a de­ than it can in the money markets of pression primary and original purposes private capital. should be forgotten and that the pen­ Federal aid is granted the airplane dulum should swing to the reactionary industry through the air mail con­ thinking, whose instinctive concept is tracts, which again encourage a trans­ oligarchy—a government by the few portation industry. for the few—instead of a democracy Federal aid was given the railroads for the many. originally in grants of land and rights But what of the tax burden; what is of way worth many hundreds of the financial problem of the federal, millions of dollars, which wealth state and city governments? It shall be belonged to the American people. the subject of another talk. But permit Federal aid is given every day to the me to say to you tonight that if the publishing industry through the grant effort of those who are turning their of second-class mail privileges, while critical eyes on government were DAVID LAWRENCE the average citizen pays higher post­ simply to bring about efficiency and a age for his mail. balanced budget and they aimed to do Federal aid has been given, and is foreign credits were endangered. it by a carefully distributed expense being given, to the automobile indus­ I think everybody is entitled to which recognized the basic principle try through the billions of dollars argue against government interference that all groups have equal rights to spent in public roads, without which with business or even the extension federal aid, then there could be no the development of the automobile of government aid, but a respectful doubt of a legitimate approach to this would have been seriously retarded. tolerance requires us to remember that all too tangled subject of budgets. Federal aid is given every industry it is a poor rule that doesn't work But under the guise of economy, that obtains a protective tariff be­ both ways. If there is to be no further there are groups which would, if they cause it cannot compete with cheaply government in business, then logically could, use the present emergency to rid made goods abroad. This aid is in­ it might be argued that all aids be themselves of every regulatory arm of tended, not merely for the manufac­ withdrawn lest this become a govern­ government, of commissions that in­ turers, but for the workingmen whose ment for the few instead of the many. sist on fair play, of commissions that purchasing power is maintained If, however, the principle is maintain­ endeavor to protect the consumer's through the wage levels thus pre­ ed that government shall continue to interest, of commissions that execute served. respond to the demands of the people, the trust bestowed on them by legis­ So when we enumerate all these expressed through their national legis­ lative mandate of other years, and federal aids and subsidies, we cannot latures, that all public funds, federal, last, but not least, of bureaus that are overlook the concerted attack that has state and local, be distributed so as to charged with the duty of applying recently been made on the tendency promote agriculture as well as indus­ restraints to those who would exploit of government to aid the farmer. try and commerce, education as well as in their own interest an otherwise Agriculture is a twelve billion dollar sanitation, then the question need not unorganized public. industry, basic in America's scheme turn on whether government is pater­ These are days when government of things, yet a net expenditure of nalistic, co-operative, or unduly help­ and the individual have been brought $100,000,000 a year for co-operative ful, but whether government in the closer together than ever before, when marketing spread over two or three various fields of action designated for our government has become less and years is pointed at as wasteful. Over­ it by our legislative system is carrying less an isolated institution of stone night we granted foreign peoples an out the mandates of the people and and mortar, housing a clerical person­ indefinite postponement of $250,000,- spending the money in the general nel. It is rather the human expression 0(X) due our federal treasury, because interest. of national desire in an emergency our rightly paternalistic government The present system is a develop­ and, functioning as such, it will never wanted to protect our banks whose ment of generations—that government fail. 16 HARVESTER WORLD November-December, 1931

(CoNTINUBD FROM PAOB 13) analyze your problems. It won't take He'll try to prove to himself that he's thing, I find, because most farmers will long to figure whether you can do the 'not losing that much money.' He'll accept the state's figures without work on this farm cheaper with a talk to his neighbors. But the net question. They will here in Iowa tractor for the next ten years than you result will be the same nine times out anyway. After I got my form in can with your six horses.' of ten—you go back a couple of days shape, I had it mimeographed and ' 'Put it up to the farmer something or so later and write the order. kept on using it until this new one like that and he'll catch on as a rule. "This questionnaire and the sales came out. That Company question­ He's probably thinking that you can't analysis system arc two of the best naire, by the way, is certainly a dandy, show him a saving anyway, and is things I ever handed the dealers on and the title of it, 'Will a Tractor willing to watch you try. After you my block. They work together fine. Pay on Your Farm?' fits it like a start in to ask him questions and put And here's how: glove. down the answers, he gets more and "The winter months are the best "In saying that this questionnaire more interested in spite of himself. time of the whole year to talk business has been responsible for 20 per cent of You figure everything at the outside to a farmer. He's got all the time you my sales, I don't mean I used it on limit. If you give him the benefit of need then. You can get right down only 20 per cent. I often used it to save all the doubts, he'll be with you 100 to brass tacks and come to an under­ time when I could have got the order per cent after you get going. The standing; he won't try to put you off without it. The point is that a fellow nice part of selling a tractor this way like he will later in the year when he's doesn't have to talk to a farmer very is that you know from experience how real busy. That's why the winter is long before he knows whether he's you're going to come out in the final the best time of all to make the sales getting next to that farmer or not. If comparison; but the farmer doesn't. analysis farm-to-farm survey and the he's getting along all right without When he's agreed to everything as you best time of all to sit down and fill out using his pencil and paper—standing went along and finds at the end that one of these questionnaires with a out in a field maybe, or in the barn— he's losing several hundred dollars a good prospect and leave it with him why the thing to do is go ahead and year with horses, he's just speechless, to study. That's how the two go get the order. But if the salesman that's all. He can't believe it. And together. sees that he's not making the grade, he no wonder. If he's a farmer who has "Another advantage of this winter­ wants to say something like this: never kept a cost record in his life, it time selling is that you get the farmer 'Well, Mr. Farmer, maybe a tractor will take some time for the meaning thinking about his operations for a wouldn't save you any money on this of those figures to sink in. whole year, just when he's got the farm. I don't know. If a tractor "But the tractor is sold right then most time for thinking. If you get wouldn't make you money here, I and there! You know it, but the him thinking that he'll save more wouldn't want to sell it; it would hurt farmer probably doesn't. You don't money by starting early in the spring my business as well as yours. But if have to rush him into signing up, as a tractor farmer, naturally you'll it would make you some money, you'd though. You tell him you'll be back deliver his tractor in the early spring. want it, wouldn't you? And if it in a couple of days and suggest that And with the sales analysis follow-up made you money, it would help my he look the figures over, talk to his system you'll get back to see every one business too, wouldn't it? I'd like to Farmall neighbors, and decide for of your prospects at exactly the right suggest that if you have a little time himself what he wants to do about it. time; you won't arrive too late and we go somewhere and sit down and "He'll look those figures over. you won't miss any."

"YEAR-'ROUND demonstrating means winter-lime demonstrations as well as PROMOTE summer demonstrations. Tractors, feed grinders, corn shelters, small engines, cream separators, milkers, can all be demonstrated during the winter, and these lines are all salable at that time of the year. Outside demonstrations, tractors WINTER-TIME and feed grinders, for example, are good if the weather permits, but if possible it is better to have the machines inside. Winter-time Saturday afternoon feed DEMONSTRATIONS grinding demonstrations certainly attract a crowd and give the dealer a chance also to talk other lines on display." — Branch Manager F. E. Reishus, Mason City, Iowa. HARVESTER WORLD 17

we cannot conceal our admiration for the fruitful and lasting work which you have accomplished in France with­ H . L . Cowan out interruption during the past Retires quarter of a century." After his retirement Mr. Cowan visited old friends in America. He recently returned to his permanent HI,, L . COWAN, adminis- home in France, where he will enjoy trateur delegue of the Compagnie the many friendships built up during Internationale des Machines Agricoles a quarter century of notable service in and prominent for many years in that that country. company's affairs, recently retired from active service. Mr. Cowan qualifies for the title of veteran with ample honors, having a service record here and overseas which runs back to 1889, the year he / / applied for and got a job as book­ Way Back keeper at the St. Joseph, Missouri, When" branch of the Deering Company. H. L COWAN When that branch was closed in 1894 he was appointed office manager at his retirement by the French govern­ Cleveland, Ohio, and four years later ment when it awarded him the Cross IIHB history of the intro­ was promoted to traveling auditor. of the Legion of Honor of the rank of duction of the reaper to European Two years later he was made a general Chevalier. The award was the sub­ countries and the tremendous subse­ traveler and the following year was ject of favorable comment through­ quent development of the American promoted to district manager under out the implement business and in the harvester trade is replete with colorful C. H. Haney, then sales manager. In farm press. This decoration is highly incidents of a character seldom if ever 1903 Mr. Cowan was advanced to dis­ prized in France and is rarely con­ met with now. trict manager and in the same year was ferred on citizens of other countries. For instance, take the Deering assigned important duties with the Presentation of a jeweled replica of binder demonstration pictured on the International Harvester Company of the insignia of the Legion of Honor following page, with Prince Otto Australia Pty. Ltd. was made in the presence of a number Eduard Leopold von Bismarck, the He returned to Chicago in 1905, re­ of C.I.M.A. employes by Charles former Iron Chancellor of Germany, porting for a time to John G. Wood Blum, branch manager at Nantes, the central figure, and the time, 1898. of the manufacturing department, but himself decorated with this order For many years Prince von Bismarck in 1907 was appointed to assist T. A. while an officer in the French army would have nothing to do with LaPorte, then in charge of the Paris during the world war and therefore binders. Finally, however, the German office, thereby beginning the term of privileged to make the presentation. representative of the Deering Harvester service in France which has been Mr. Blum spoke in part as follows: Company, with the assistance of C. continuous ever since. He was made "The organization over whose des­ H. Haney, who is today Harvester's branch manager at Bordeaux in 1910. tiny you preside unanimously applaud­ director of foreign sales, found the way Then in 1916 he returned to Paris to ed your nomination to the national to the statesman's confidence and sold succeed Mr. LaPorte in charge of the order of the Legion of Honor. This him a Deering Pony binder. Then C.I.M.A. business, which position he high distinction which is conferred followed the important "starting" has since filled in a manner highly on you, and which you have so well and demonstration. satisfactory to the stockholders. merited, reflects credit on our entire It is related how the Prince, very The valuable character of Mr. company. old and feeble, appeared in his car­ Cowan's service is recognized not by "Your collaborators had the riage at the grain field and commanded the Company alone. His constructive thought, and we have been appointed the driver for a while to follow the efforts to improve agricultural effi­ as delegates to offer you with their binder as closely as possible. Then ciency in France during the past sincerest congratulations the insignia for a long time he sat and watched this quarter century through the applica­ of your new rank as evidence of their ingenious American contrivance as it tion of better methods and machines esteem, their affection, and their passed up and down the field leaving a were also recognized just previous to respect for you, yourself. Further, trail of neatly bound sheaves behind it. 18 HARVESTER WORLD November-December- 1931

tin ..Ml ,JI iliK Moment (33 years ago) Prince Von Bismarck of Germany (seated in carriage) asked the Young Deering Representative, C. H. Haney (partially obscured by coachman), Now Director of For­ eign Sales, to Show him the "Thing that Ties the Knot." The Demon­ stration Resulted in the Sale of the First Binder to be Used on his Estate.

The Prince was greatly interested and, standing beside the carriage, time in silence. and asked many questions about the demonstrated the tying mechanism "Well," he pronounced at length, operation of the machine and its me­ with a piece of twine. He also exhib­ "you Yankees are ingenious fellows. chanical features. He was especially ited a bound sheaf so that his distin­ This is a wonderful machine." interested in knowing how the knot guished customer might observe the was tied. result more minutely. The Prince Mr. Haney, to explain this feature. studied this interesting example of removed the knotter from the machine American inventive genius for some

Make a Display of Toy Tractors, Trucks, and the Other Miniatures During the Christmas Buying Sea-, son. Put the Display on a Table among the Grown-ups' Sample Machines and Both Stimulate Sales of the Toys and Sharpen Interest in the McCormick-Deering Line. HARVESTER WORLD 19

become a Harvester pensioner. At DEALERS a gathering of the Little Rock organization in his honor. Branch JOIN IN PRIZE Manager Floyd Sherrod presented a EXHIBIT memento of his long association with the business. His service, beginning at Mem­ phis, Tennessee, totaled 28 years, A TESTIMONIAL WHAT AM SALESMAN: "Yes, sir, of all our tiGHT Iowa dealers most of which were served as The following letter was received cars.this is the one we feel confident staged a co-operative McCormick- salesman and blockman at Little by Dealer H. C. Brownson, Roch­ and justified in pushing." Deering farm equipment exhibit at Rock. ester, Vermont, from a satisfied PROSPECTIVE CUSTOMER: "That's the Clay county fair this past fall "Mr. Powell," the branch says, customer: no good to me. I want one to ride which, for the third successive time, "being the oldest member of our in." —Tit-Bits (London). was declared by the judges to be "Dear Brownson: Here's $37 on organization, both in point of serv­ the best display of its kind on the that nice new machine. It runs • ice and in actual age, will be greatly grounds. This achievement is espe­ more like a watch than a mower, THE older you get the more reck­ missed at the branch and by the less the younger generation be­ cially praiseworthy in view of the and it runs so easy and so still that dealers. He plans to settle down comes. —Lij I. exacting requirements of the fair several times I've started mowing at at Berryville, Arkansas, with his • board with regard to exhibits, the night, fell asleep, and in the morn­ chickens and garden. We all wish FROSH: I want a pair of corduroy high quality of competitive dis­ ing would find myself still going him many years of happiness." around, with horses fresh and mak­ pants. plays, and the size of the fair, which ing all the turns alone. Many, CLERK : How long? with approximately lOO.CXX) paid many thanks." FROSH: HOW long? I don't want admissions this year was adver­ • to rent them—I want to buy them. tised as the world's largest county SNAPPY •—College Humor. fair. The eight dealers who thus A JUNIOR reporter, frequently • maintained their reputation as high- reprimanded for relating too many "My worst sin," she said sadly, class exhibitors and aggressive details and warned to be brief, "is vanity. I spend hours a day business men were W. C. Noehren, turned in the following:— before the mirror admiring my Spencer; Ketelsen Implement Com­ "A shooting affair occurred last beauty." pany, Everly; Stuart Davis, Ruth- night. Sir Dwight Hopeless, a "That's not vanity, darling," ven; Ray Mather, Laurens; O. F. guest at Lady Panmore's ball, replied her friend; "that's imagina­ Smith, Marathon; Farmers Supply complained of feeling ill, took a tion." —Tit-Bits (London). Company, Graettinger; M.J. Hjelm, drink, his hat, his coat, his de­ • Sioux Rapids; and C. A. Johnson, parture, no notice of his friends, a IN A business man's household Albert City. taxi, a pistol from his pocket, and they probably speak of hash as a The Fort Dodge branch writes: finally his life. Nice chap. Regrets merger of several food products. "We consider the first award in and all that."—r//-B<>j (Lmdati). —Life. this case a real honor. There was • • a total of fifty-four McCormick- ENOCH SIMS INFBKNAL machine—the one just PROSPECTIVE Buyer: How much Deering machines on display, nearly ahead of you on Sunday afternoon. milk does that cow give? all of which were run in stationary • —Lift. SI: I don't rightly know, but demonstrations. QUINCy "What is that blue ring around she's a darned good natured critter "Much credit is also due Block- that humorist's neck?" and she'll give ail she can. man C. E. Smithson, who co-oper­ VETERAN "Oh, some one choked him in his •—College Humor. ated actively with the dealers. He jocular vein.'' —College Humor. • was largely responsible for the loud RETIRES • SAPHEAD: "I say, Gwennie, what speaker advertising which was in­ A MAN who possessed a cheap would I have to give for just one strumental in bringing the crowds brand of motor car took it to a little kiss?" to the exhibit each day." QNOCH SIMS, well garage for the night, and was GWENNIE: "Chloroform." known on the Quincy, Illinois, shocked when the proprietor told —Tit-Bits (London). branch territory as a veteran him the fee would be a pound. • DETECTIVES in mystery novels machine man of the early days, "Why a pound?" he asked. "I could save themselves lots of recently retired on pension. shall come for it in the morning." trouble simply by looking over in Mr. Sims began as a salesman for "Ah", said the garage owner, the back of the book. —Life. the Piano Company at St. Louis, '•'that's just it. Will you come?" NOW FOR • Missouri, in 1898. In 1902 he went —Tit-Bits (London). USHER (to cold, dignified lady): LEISURE AND with the Deering Company at • Are you a friend of the groom? Quincy, Illinois, as a salesman, con­ SOMETIMES I believe some people A GARDEN tinuing in that position after the say, "Well, I've got such a bad LADY: NO, indeed! I'm the formation of the Harvester Com­ cough I believe I'll go to the bride's mother. —College Humor. pany. He was blockman from 1911 movies." ^ —Life. • AN old lady was told that the tWING POWELL, to 1920, and from 1920 until retire­ SOMEHOW I got to thinking about police were looking for a man with who "has been with the Company ment traveling repairs salesman. how many hundreds of thousands of a monocle. longer than any other man in the " 'Enoch' was on the job early people would choke to death an­ "But surely it would be better," state," according to the Little and late," Branch Manager J. W. nually if hot dogs had bones. she said, "if they used a telescope." Rock, Arkansas, branch, recently McGlasson writes. "If he wasn't —Lij,. —Tit-Bits (London). stepped out of active service to selling a dealer repair parts he was so HARVESTER WORLD November-December, 1931 busy straightening up and rearrang­ nection with the development of ing stock or building new repair grain drills, recently passed away at IN MEMORY bins. He liked to see a dealer's his home in Rochester, New York. repair stock in order so one could Mr. Huntington's connection find what he wanted when he want­ with the farm equipment business ed it. The writer has known and was a long one. Back in the '80's been associated with Enoch ever and '90's he was employed in the since 1902, and he is one employe woodworking department of the who always followed instructions Empire Drill Company at Shorts- and had the Company's interest at ville. New York, which afterward heart, first, last and all the time. became a division of the American "Mr. Sims will be missed by the Seeding Machine Company. Later MAURICE KANE dealers and by his co-workers of he was transferred to the experi­ the Harvester organization. We mental department where he was all wish for him health and happi­ especially noted as an expert ness in the years to come." on the internal feed for grain drills. His last post was in the Harvester Company's Richmond, Indiana, works, where for ten years prior to retirement he was manager of the experimental department. BRANCH "It is always with feelings of MANAGEMENT regret that we record the passing MlAURIC/ E KANE, in 1892, and was made assistant of such men as Hiram H. Hunting­ known to the older generation of manager of the engineering depart­ CHANGES ton," said the Shortsville (New Harvester men in every section of ment in 1903, the year following York) Enterprise, reviewing Mr. the country for his work in the the formation of the International Huntington's business career. "Dur­ engineering department, which he Harvester Company. Promotion to ing his residence in Shortsville he ^. E. WELLS, formerly headed at his retirement in 1914, manager of the department followed was one of the outstanding men of assistant manager at Elmira, New recently passed away at his home in in 1905, and from then until his the village, one who always stood York, has been transferred to other Chicago. retirement on pension in 1914 he for things that were right, uplifting, duties. Mr. Kane's connection with the continued to be an outstanding and decent. He was of the type implement industry, more particu­ figure in all that pertained to the F. H. Elliott, formerly assistant that always leaves a monument in manager at Saginaw, Michigan, larly with the development of the improvement and diversification of memory that will endure. We harvesting machine lines, began in the product. has been transferred to Elmira, New do not believe it possible for any York, in the same capacity. the fall of 1871, when he started to To the last, Mr. Kane, who was human being to have lived a cleaner, work for Warder, Mitchell & Co., L. D. Thorpe, formerly assistant a member of the E.B. A., maintained better, or more useful life." Chicago, manufacturer of the manager at Winona, Minnesota, has a keen interest in and contact with Champion line, as shipping clerk. been transferred to Fargo, North the business to which he had so From 1884 on, Mr. Kane was Dakota, in the same capacity. fully devoted his life. His frequent more and more prominently identi­ F. C. Johnson, formerly assistant visits to the Chicago office where he fied with the development of the manager at St. Cloud, Minnesota, could chat with friends old and various lines manufactured by the has been assigned to other duties. young are remembered. company, the field experimental John Claerbout, formerly branch He is survived by Mrs. Kane and MOURNED work taking him on long trips to manager at Williston, North Da­ seven children, one of whom, a son, virtually every part of the country. kota, has been transferred to St. Paul, is connected with the business He was placed in charge of the Cloud, Minnesota, as assistant at Neuss, Germany. Interment was at experimental and patent activities manager. INEWS comes from the Mount Carmcl cemetery at Chicago. Council Bluff's, Iowa, branch that J. W. Collins, formerly assistant J. W. Kelly, pensioner, recently manager at Williston, has been passed away at the age of seventy- transferred to other duties. eight. Mr. Kelly was a veteran in the business, having started in the bind­ "Joe Banting entered the employ er department of the Deering Com­ ONTARIO of the Deering Harvester Company pany at Piano in 1880. In subse­ at Toronto in April, 1901, and HE quent years he was a binder expert, SALES rendered faithful service as salesman collector, salesman, and blockman and blockman from then until he LIVED A USEFUL with headquarters first at Minne­ VETERAN was retired on pension in May, LIFE apolis, then Omaha, and finally 1930. As an organizer in the days Council Bluffs, where he was special "I of pioneering the sale of Harvester traveler in 1919 when he retired. products in eastern Canada, he was IN the death of C. Many friends will regret to learn outstanding. He enjoyed the con­ J. S. Qoe) Banting, which occurred HllRAi M H. HUNT­ of his death. He was a member of fidence of his local agents, his recently at his home in Toronto," INGTON, a pensioner since 1922 the E.B.A. employers, and his co-workers. He the Hamilton, Ontario, branch of and formerly one of the outstanding had jhe happy faculty of persuading the IHC of Canada, Ltd., writes, men in the Company's engineering without argument. Always on the "this branch mourns the passing of department, particularly in con­ side of right, he was right. May one of its stalwarts. HARVESTER WORLD 21 we all deserve the three-word right in the home, and win the tribute of his pastor, who assisted WHAT friendship of the parents through LONG at the funeral services: 'He was the boy." SERVICE RE­ faithful.' " Mr. Banting was a OUR READERS member of the E. B. A. SAY WARDED

I HE article, "Don't Forget the Farmer's Wife," in the August-September issue evidently struck a responsive chord at the "TO KNOW Cincinnati, Ohio, branch. The HIM WAS following comment is taken from the branch's bulletin: TO LOVE HIM" "In this month's Harvester World we find a very interesting treatise on selling the farmer's wife through the idea of low-cost production. It is FELIX K. MOVER very true that the wives really have the final answer in the question of 'to buy or not to buy.' For in­ TELIX K. MOYER, stance, think of your own humble W. C. SANDERS blockman on the Philadelphia, self. When you want a new radio Pennsylvania, territory since 1915 and the wife at the same time wants and with fifteen years' service prior a new cook-stove, don't you always to that, recently retired on pension. OLD- compromise by buying the cook- Mr. Moyer's starting job was as stove? You sure do, unless you are a salesman for Aultman and Miller TIMER WILL a glutton for punishment. N. R. MELHUISH Company, Baltimore, Maryland. In REST NOW "The Harvester World is right in succeeding years he was employed suggesting that we should sell the for a short time by the Piano farmer's wife on the idea of power company at Harrisburg, and later W.C.SANDERS, for farming unless the farmer is a good NI. R. MELHUISH, by the Osborne company. He was the past four years in charge of the enough salesman himself to sell his a pensioner since 1929 and formerly promoted from salesman to assistant Display Room at McCormick wife on the idea after you have him manager for many years of the blockman at Harrisburg in 1906, works, recently terminated more securely sold. However, we might Saginaw, Michigan, branch, where made blockman the following year, than thirty-five years of service add: Sell the whole family but he was well known and esteemed and transferred to the Philadelphia with retirement on pension. more especially the boy. Can't you in business and other circles, re­ territory in 1915. Mr. Sanders is well known to the older fellows remember when you cently passed away at his summer "His long record of successful Harvester organization and to many begged your dad for that new court- home at Mackinaw City, Michigan. service as blockman," Branch dealers through his numerous con­ in' buggy, which you finally got When he retired in 1929, Mr. Manager H. A. Maloney writes, tacts with visitors to the Display after so many days of hard selling? Melhuish's service totaled over "was the result of his kindly dis­ and his long previous connection You younger folks no doubt talked thirty years. He began at Chicago position and untiring effort in the with plow and tillage sales, of Dad into the purchase of his first in 1899 as a salesman for the interests of the Company and the which he had charge for a number automobile! Deering Company. From then until dealers. We are sorry to see him of years at Chicago office. "Whether you believe it or not, 1910 he was salesman, blockman, retire. We hope he will live long He began with the P & O Com­ these boys usually get what they and general traveler successively, and enjoy many years of happiness.'' pany at Canton, Illinois, in 1896 persistently ask for, and if you make with headquarters at Kankakee, as a clerk in the sales department them want up-to-date labor-or time- Chicago, and Aurora during that and by 1901 had reached the position saving equipment they will get it. period. He was promoted in 1912 of assistant sales manager. Pro­ They are taught modernism through to assistant manager at Richmond, motion to sales manager followed their high school agricultural Indiana, and transferred in that HARVESTER in 1908. In 1919 when the P & O classes, 4-H Clubs, etc., and are capacity to Columbus, Ohio, in business was purchased by the susceptible to the power farming 1915. In 1917 he was promoted CLUB OFFICERS Company, he was placed in charge idea. to branch manager at Saginaw, in of plow and tillage sales and "Many progressive dealers have which position he continued ably OFFICERS for the continued in that position until seen the advantage of co-operating until retirement. He was a member year 1931-32, also nine floor direc­ appointed manager of the Display with these boys by taking an active of the E. B. A. tors, were recently elected by mem­ Room in 1926. interest in their work and even by The Saginaw branch pays the bers of the Harvester Club (Chicago Mr. Sanders' many friends placing IHC agricultural extension following tribute to its former chief: office) as follows: P. E. Gilbert, throughout the organization will books in the class rooms for both "His death marks the passing of president; A. C. Friedsam, vice learn with pleasure that he brings collective and individual use. a great leader. He was a man of president; H. P. Waldbauer, secre­ to this parting of the ways good "When the dealers promote the exceptionally even temperament, tary; and G. H. Mellor, treasurer. health and a keen desire to make power farming idea and cultivate pleasing personality, both socially Directors: G. F. Dawson, G. S. the most of the leisure period ahead. the friendship of the boys they do and in business capacity, true to Kinzig, J. A. Frank, R. D. Kidder, With their congratulations go a three-fold service. They make a employer and employes, and a H. L. Runge, J. A. Fritsch, E. C. warm wishes for a long and happy future customer out of the boy, builder of business men. To know Reinmann, E. J. Stokes, and R. M. life. place a persistent sales advocate him was to love him." Sprinkle. 22 HARVESTER WORLD November-December, 1931

Ferguson, a veteran employe, was salesman for the Deering Harvester the southeast block of the Fort FAITHFUL retired on pension not long ago," Company at Fort Dodge early in Dodge branch, where he developed SERVICE reports the Fort Dodge, Iowa, 1900 under D, W. Needier, who was the McCormick-Deering business to branch. at that time branch manager. In a high standard, leaving to his "Mr. Ferguson's early years were 1902, when the Deering business successor a splendid organization spent on a farm, and the experience was taken over by the present of successful McCormick-Deering III he gained there was a valuable Company, Mr. Ferguson was pro­ dealers. 'I background for the work he took moted to blockman, which position "While his dealers and old asso­ IN recognition of up later. He began service as a he held to the date of his retirement ciates in the business regret his long and faithful service, Stuart A. at the end of almost thirty-one years retirement from active service, they of active service. are happy to know he is being well CHRISTMAS 1907 GREETINGS "During the last twenty-two taken care of by the Company and 1931 years of Mr. Ferguson's career with that he will continue to make his t the Company, he was in charge of home on his farm near Fort Dodge."

1931 J. B. MOULTON PASSES Cfor I HEIR many friends, Harvester Company was formed, he including former associates in the was selected for the responsible Ti«^enty-five Years Harvester organization, were shock­ position of auditor of sales and ed by news of the recent tragic death collections. Further advancement —the money from the sale of Christ­ of Mr. and Mrs. J. B. Moulton, at came in 1911 when he was chosen to mas Seals has promoted: Los Angeles, California, on Novem­ head the financial administration of ber 13, 1931. They were so badly the business in Europe, a post he —the establishment of sanatoriums for injured in an elevator accident filled with conspicuous success for which followed a fire in the apart­ the following fifteen years. treating tuberculosis ment building where they had lately On retirement Mr. and Mrs. —the finding of tuberculosis in time to taken up residence that both were Moulton continued to reside in effect a cure dead within a few hours. Brussels, Belgium, but several —health inspeaion of school children Mr. Moulton retired in 1926 after months ago decided to return to devoted and outstanding service to their native land and make their —the teaching of habits that help to insure the Company extending over a home in Los Angeles, there to renew good health period of thirty-six years here and with members of the Harvester Club —the bringing of rest, good food, sun­ abroad. His record from the time of Southern California many pleas­ shine, fresh air, medical attention to he started in the accounting depart­ ant friendships of other years. A memorial service for them under the sick children ment of the Deering Harvester Company at Chicago in 1890 was auspices of that organization was one of a steadily developing capa­ held at Los Angeles, November 18. cTtelp C/igkl (^yuberculosi.osis city for leadership which was The only immediate relative recognized by successive important surviving Mr. and Mrs. Moulton is promotions. He was made general their son, Harold, a resident of BUY CHRISTMAS SEALS auditor for the Deering Company New York City. Mr. Moulton was THE NATIONAL, STATE AND LOCAL TUBERCULOSIS ASSOCIATIONS OF THE UNITED STATES in 1899. In 1902, the year the a member of the E. B. A. EMPLOYES BENEFIT ASSOCIATION DEATH BENEFITS PAID IN OCTOBER, 1931 WORKS OR DEPT. DATE DIED NAME AGE OCCUPATION CAUSE BENEFICIARY AMOUNT DATE PAID Auburn 9-14-31 Jesse F. M. Hopkins 55 Stencil Cutter Sickness Wife I Yr's. Wages 10- 1-31 Auburn 8-28-31 Fred Copp 48 M older Sickness Children 1 Yr's. Wages 10- 6-31 Auburn 9-15-31 •S. Wright Milk 83 Pensioner Sickness Daughter $ 600.00 10-19-31 Auburn 10- 2-31 *John Eschraann 84 Pensioner Sickness Daughter $ 600.00 10-19-31 Chatham 10-19-31 •Arthur G. Lampcrd 55 Retired Sickness Wife $1000.00 10-22-31 Deering 9-18-31 Joseph Wozniak 47 Machine Operator Sickness Wife 1 Yr's. Wages 10- 3-31 Deering 9-25-31 •Andrew Olscn 76 Pensioner Sickness Wife $1000.00 10- 3-31 Deering 10- 2-31 •Frank Carlson 78 Pensioner Sickness Wife $1000.00 10- 6-31 Deering 7-31-31 •Jesse W. Akcr 73 Pensioner Sickness Wife $1000.00 10-22-31 McCormick 9-19-31 •John P. Dahl 66 Pensioner Sickness Wife $1000.00 10- 2-31 McCormiclc 6- 9-31 Alex Borkman 63 Packer Sickness Next of Kin 1 Yr's. Wages 10- 6-31 McCormick 10-22-31 •Carl J. Johnson 76 Pensioner Sickness Wife $1000.00 10-30-31 Milwaukee 9- 9-31 tjohn Gogg 68 Handy Man Sickness Children $ iOO.OO 10-10-31 Milwaukee 10-13-31 Joseph Patck 39 Machine Hand Sickness Parents 1 Yr's. Wages 10-27-31 General Office 10-16-31 •Maurice Kane 82 Pensioner Sickness Wife $2000.00 10-28-31 Sales Field: Chicago, III. 9- 5-31 Patrick Kane 63 Checker Sickness Wife 1 Yr's. Wages 10- 2-31 Sioux Falls, S. D. 9- 1-31 •Albert Goesman 68 Pensioner Sickness Wife $1995.00 10- 6-31 Madison, Wis. 9-26-31 •Thomas J. Ross 76 Pensioner Sickness Daughter $1800.00 10-14-31 Payments from September 1, 1908, to October 31. 1931: • Indicates members for death benefit only. . -,^, r, I, /Total for October, 1931 . .$ 25,305.61 t Indicates members for limited death benefit only. 4,762 Oc^'b'{f,,,io^,iy R,po„',d . 5,344,939.15 TOTAL .$ 5,370,244.76 MEMBERSHIP OCTOBER 10, 1931 24,093 64 SPECIAL BENEFITS 55,874.21 104.841 DISABILITY/Sickness $4,902,607.70 CLAIMS PAID I Accident 605.230.82 5,507.838.52 F. E. CHAPMAN, Sapt. Total imouat of alt benefits paid ..$10,933,957.49 Employes Benefit Association Announeins the McCORMICK-DEERING HAMMER MILL No. 1 -the NEW Hammer Mill Value!

ERE is a new McCormick-Deering product which Sold Complete with meets a distinct need among farmers and live­ Cyclone Dust Collector H stock feeders. It offers all the advantages for and Two-Way Bagger which mills of this type have become famous, and offers them at a new low price which opens up a field hitherto untouched. It enables the McCormick-Deering dealer to offer his trade true McCormick-Deering quality, safe and strong construction, and extremely efficient opera­ tion ... all at a price within the reach of all prospects. There isn't an unnecessary piece or part in this new McCormick-Deering Hammer Mill No. 1. Just good, solid, strong construction, based on common-sense, modern design. And what a mill it is! All moving parts, including the fly-wheel, are assembled on a shaft mounted on two large ball bearings. These bearings run in a bath of oil and are fully enclosed and protected from dust, dirt, and water, assuring long life and minimum friction. The McCormick-Deering Hammer Mill No. 1 has been tested on hundreds of farms in various sections of the country and under all grinding conditions. It grinds shelled corn, ear corn, wheat, oats, barley, beans, peas, rye, and various roughages, providing a palatable, easily digested livestock feed at minimum cost.

FEATURE this new money maker! Demon­ strate its efficiency. Point out its complete equipment, including cyclone dust collector and two-way bagger, and let no one overlook the fact that this necessary equipment is in­ cluded in the regular price. Already, McCor­ mick-Deering dealers are moving the new hammer mill in good volume. If you haven't gotten under way in your community you may be overlooking a real opportunity. Ask the Harvester blockman for helpful suggestions.

INTERNATIONAL HARVESTER COMPANY

606So. Michlsan Ave. (Incorporated) Chicago, llllnoil McCORMICK-DEERING RMOUR & COMPANY, in the person of the executive who knows more about Armour transportation than any other A one man, gives this unqualified endorsement to Interna­ International tional Service. Armour experience, embracing hundreds of branches and plants, and thousands of vehicles, openly declares Harvester Truck that "International Harvester readiness to serve is unequaled." The Armour statement is the keynote of the January 2-color Service is first International advertisement in The Saturday Evening Post, Collier's Weekly, and other national magazines. Advertising—sound, con­ in the United vincing, and to the point—will carry on with a full schedule for // International Trucks during 1932. It has helped International States Trucks gain nation-wide recognition and remarkable sales in a few years of concentrated effort. —From a Statement by During the past year of stress and economy Armour was buy­ an Armour executive ing more Internationals than ever before. And hundreds of other users have learned to do likewise. While sales for the entire truck manufacturing industry during 1931 show serious declines for the nation as a whole, International scored phenomenal gains in important centers all over the country. As examples, the Inter­ national gain over the previous year at the New York branch, November 14, was 40%; at Philadelphia 48%; at Indianapolis 69%; at New Orleans 23%; at Denver 13%; and at Billings 34%.

ARMOUR Gives High Praise to INTERNATIONAL TRUCKS

IXTERXATIOXAL 'Cruck !J>eaLer in both city and rural sections, has an exceedingly bright pros­ 'Intsrnatlonal ^ pect ahead. International Truck Sarvl The United Statei" Trucks are better than ever; (•orlation and hauling efficiency ate vital ARMOUR & coMPA^Y providfR anothi-r faclura with us," says an Armour execu­ their fame is greater than ever iJL chapter in the endless Biory of Inter­ tive, " We use trucks at hundreds of poinU national Truck 8UCCCKS. For more than and growing daily; and their the nation over, yet we operate only fifteen years Annour's have come to Inter­ limited facilities for the purpose of re­ widely advertised prices are national Harvester tor trucks. And during pair and upkeep. We prefer to depend on 1931 —a year of severe stress and oosl- lower and more attractive than the truck manufacturer for the service, cutting economy—Armour's invested in a and wc say without hesitation that the ever. Every truck user and larger fleet of new Internationals than in International Harvester readiness to any previous year. prospect in the country, in serve is unequalled. International Truck every price class from the low­ As with hundreds uf other large-fleet service goes a long way in helping us to operators and thousands of single Interna­ render our own vital service.' est up, is keenly aware of tional owners, Armour's are pleased witli When you next make a truck investment the attractive lines of the modern Interna­ lnlrrn.tion.l br«nrhe. .rr f.Wt INTERNATIONAL in the pic- put your trust in Inter nationals, and in the tional models, and they know fmm h>ng lithcd lu MOV- We ni»j rploculi-1" «!• celebrated service that stays with these .r .rf ih.^ ture today. Make the most of experience that quality and dependability ^11 town trucks. Yon will find cordial and lasting are to be found under the surface. „ ,„,„ _ Ihrm .U. An.1 the opportunity! iperation at an International branch— As for the Service that keeps Inlcnia- and any International dealer will meet Ideili pitlerne' lionaU on the job, this great packing firm you in the same spirit. edit vithout reserve, "Truck iraiis- INTERNATIONAL HARVESTER COMPANY

Printed in U. S. A.—Harvester Press