Seventy Five Years of Hibbard Hardware, 1853-1930

SeuentyjFiue
U ears
of
HtBBAKfl
HAKBWAKE
1855 ** 1930
Fred
C.
Kelly
ILLINOIS HISTORICAL
SURVEY
Digitized by the Internet Archive

in
2012 with funding from
University of
Illinois
Urbana-Champaign
http://www.archive.org/details/seventyfiveyearsOOkell
SEVENTY - FIVE
YEARS
of
HIBBARD
HARDWARE
This edition of five thousand

is
copies
privately printed for
Hibbard, Spencer, Bartlett

of which
and
is
this is No.
t>&^
presented by them
to
&
Co.
DEDICATED
TO
THE MEMORY OF THE FOUNDER

WILLIAM GOLD HIBBARD
Copyright, 1930, by
&
Co.
All Rights Reserved
Printed in the United States, at Chicago
SiUL. tfUfc
JL*
CONTENTS
Chapter
i.
Hardware From the Human Angle
Chapter
11
Mr. Hibbard Chooses Partners
Chapter
in.
In the Beginning
23
Chapter
iv.
Hibbard and Spencer
31
Chapter
v.
Business Under Benevolent Autocracy
35
Chapter
vi.
Chicago Has a Fire
41
Chapter
vii.
Chapter
viii.
Why Three Names Still

Those Who Carried On
Chapter
ix.
Old Things
Pass
Live
...
....
Chapter xi.
Facing Difficulties
Chapter xii.
A Modern Distributing Plant
51
65
New Era
Meeting the
19
57
Away
Chapter x
13
71
81
...
87
INTRODUCTION
This book
is
obviously not a complete history of the 75 years
of Hibbard, Spencer, Bartlett

all
& Co. With hundreds of employes,
contributing to the success of the business, the complete story
could not be compressed into one volume. But the objection to
ground
a history covering all the
is
that
it
might be more
esting to those behind the scenes than to outsiders.

a little like the average
newspaper
who
seldom
ever bought by a stranger.
knows
if
might be
in a small town, eagerly read
by people
live there
It
inter-
and know every name mentioned, but
that anything of
The
out-of-town visitor
enough importance
would probably be recorded
to
interest
him
also in the larger city papers. In
preparing this book, the aim has similarly been always to keep
away from those phases of the complete

of
mere parochial rather than of general
this
book was not written
circle
but for everybody.
than the high points.
for the
It
story
which would be
interest. In other
home paper
words,
or for the family
doesn't attempt to touch on
more
ACKNOWLEDGMENT
Except for the hearty co-operation of various
company and other employes

spirit of
this
familiar with the early history and
book would have been
of the pleasant task
it
officers of the
&
difficult, if
has been.
Co., the preparation of
not impossible, instead
The author
is
especially in-
debted to Mrs. R. B. Gregory, daughter of William G. Hibbard,

for her graciousness in permitting liberal helpings of priceless
material,
from her charmingly- written family
corporated into certain chapters here.
(H^^L?
10
history, to
be
in-
SUMMARY OF HIBBARD HARDWARE HISTORY

1855 Firm of Tuttle, Hibbard
Store at 45
Water
&
Co. founded on March 22.
street.
1857 Fire destroys stock. Business resumed
1860
Move
to larger quarters at 62
name changed
1865 Firm
to
Lake
Hibbard
1867 Business in larger quarters
at
&
at 32
Lake
street.
street.
Spencer.
92-94 Michigan avenue.
1871 Stock burned in the Big Fire; business carried on tempo-
Mr. Hibbard's dwelling house.
rarily in
1872 Once more in larger quarters at 30-32 Lake
1877 Firm becomes Hibbard, Spencer

1882 Business incorporated under
Bartlett
&
&
street.
Co.
name
of Hibbard, Spencer,
Co.
1890 Death of Franklin
F. Spencer.
1902 Warehouse built and occupied on North
Pier,
Chicago
River.
1903
New
ten-story fireproof building
bridge.
completed
at State street
Death of William G. Hibbard. Election of A.
C.
Bartlett to presidency.
1914 Election of Charles H. Conover to presidency. A. C. Bartlett
becomes chairman of board of
1915 Death of Chas. H. Conover.

1922 Death of A. C. Bartlett.
J. J.
1925 State street plant condemned by
1926 Death of
J.
J.
Charles. C.
J.
directors.
Charles elected president.
city for
Whipple
boulevard.
elected president.
Frank Hibbard elected chairman of board of
Modern
14-story distributing plant completed
pied at 211 East North
Water
1930 Hibbard, Spencer, Bartlett

75th year.
11
directors.
and occu-
street.
& Company
celebrate their
Chapter
Hardware From the

Selling hardware
on a grand
ing business on earth

business,
it
touches
hardware selling
is
scale
because,
all
human
Human Angle
must be the most
fascinat-
more perhaps than any other

activity.
Seventy-five years of
a record
of three-quarters of a century
of
human customs,
human progress. The story
of
hardware
of changing
is
the story of
mankind.
When Hibbard, Spencer,

Bartlett & Co. distribute hardware through 75
become
as
much
years, they
a part of the
history of the nation as
had engaged
if
they
The
in statecraft in-
First
Hardware
Retailer
human wants. Isn't it as imknow how people cooked their food, built their
houses, or amused themselves, at any period of human history,
as to know the names of men who came to the fore in politics or
the military? Perhaps, as Hendrik Van Loon once suggested, a
thousand years or so hence we may have encyclopedias containstead of in meeting ever-shifting
portant to
ing such condensed references as: "Roosevelt
United States
at the
time the Wright brothers invented the
successful flying machine."
The
true story of any nation
the people themselves have been doing,
why. Most of us
satisfy
how he
how
they did
is
it,
first
what
and
our curiosity by asking merely what,
where, or when. But the wise

asked Henry Ford
president of the
man wants
to
know why.
once
goes about devising a newer or better

13
SEVENTY- FIVE YEARS OF HIBBARD HARDWARE
way
to
do
why
to find out
Away
Promptly he replied: "By
a piece of work.
it
was done
as
trying
first
has been done in the past."
it
back yonder in the days
when John Neanderthal and
the rest of our primitive ancestors lived in caves,
been enterprising enough to go into
if
anybody had
retail trade to
supply the
most items needed by the greatest number of people, he would

have started a hardware
mers and
store.
The first crude
pottery, stone
been suitable merchandise for a hardware dealer. Indian

or their duplicates,
if
would
begun
a child has
his interests are likely to
and playthings
great adventure
relics,
be listed in a hardware catalogue
still
modern improvements on
Once
ham-
weapons used by savages would naturally have
flint
same devices were not
the
to take note of the
available.
world about him,
be utensils of one kind or another, tools,
obtainable at a hardware store. His
all
may be
first
building a shack in the back yard. Turn
and when you
him
a live
boy loose on the
he
probably standing in front of a hardware dealer's show
is
streets of
any
city
find
window.
As we grow
older,
it
increasingly difficult to resist the
is
appeal of a hardware store
tools that arouse our instinct of
workmanship, labor-saving devices for the home

things!
We
go
into a
hardware store
and come away with something

needed. Only yesterday
No
matter what the
hardware
Then he must have
electric
human being
store.
home, or a well for
else that
we
didn't
house
is
built,
is
fix
the
about to do, he must
first
Before he can dig the foundation for his
his water,
he must have a pick and spade.
tools to build his house, besides all the hardit.
Once
the
he can't cook his food without a stove and uten-
from the hardware
lery, also
know we
corn-popper!
ware, including locks and hinges, that goes into
sils
adults' play-
an urgent want
out to buy a few nails to
set
dog-house and returned with an
visit a
to satisfy
Neither can he eat without
cut-
dealer. If he tries to raise his
own
store.
from the hardware
vegetables and keep his lawn looking decent, he must buy

well, everybody
knows what an
incredible array of articles a
14
man
THE STORY OF HIBBARD, SPENCER, BARTLETT &

will bring
home once he
starts
lighting his house, in painting

to
and from
it
and
monkeying with
it,
CO.
a garden. In
in getting himself transported
finally for his recreations,
ing, fishing or listening to a radio, the
whether hunt-
man who
dwells in a
house discovers almost every hour of the day that his
life is all
bound up with hardware. His wife may buy a yard of

which has nothing
to
do with hardware, but she
can't
calico,
make
it
into a dress or apron without needles, scissors, or perhaps even

a sewing-machine. Small
who
sell it to
be more
wonder
human
that
hardware seems
to those
than any other kind of business.
15
William Gold Hibbard
Chapter
II
Mr. Hibbard Chooses Partners

Now,
prise,
it
since
hardware business,
years, should himself
man who
loves his fellow
ings
man who
enter-
drives the stakes for
des-
grow and endure through
mounting
human
an exceptionally
is
follows logically that the
a wholesale
tined to
hardware selling
the
be a
human
be-
and understands them.
William Gold Hibbard, founder of

&
Co.,
was
man partly
human sympathy and
a successful business
be-
cause of his
his
His
rare gift for selecting associates.
greatest achievement as a keen judge
human
of
character
and here he
ex-
hibited almost a stroke of genius
was when he took
his first quick,
prehensive glimpse
at the girl
Lydia Beekman Hibbard
com-
who seemed
to
him an
ideal life
partner and decided instantly that he wished to marry her. In

later years, this ability to
associates wisely
make quick
proved to be one of
Young Hibbard had gone from

N. Y.,
his
to
Chicago
landing there
pocket and took a clerkship
later, in
and
decisions
his
in
in a
home town
hardware
locality, to attend
no trained nurses
there were
had helped
mother during her

19
the hardware
a trip back to
her funeral. Since
in those days, friends
to take care of his
in
store. Six years
when he embarked in
mother died and he made
Manlius, N. Y., his native
of Cortland,
1849 with three dollars
the spring of 1855,
business for himself, his
to choose
his greatest business assets.
and neighbors
last illness,
and
CO.
among those who had been especially helpful were members of

the Van Schaack household. It was when William Gold Hibbard went to thank
saw Lydia
B.
Van
this
family for their kindness that he
and overwhelmingly lovely that he then and there made a

sion
first
Schaack. She was so wholesomely charming
which must have had much
and the future of the business

didn't actually ask her to
in
do with
to
which he was
marry him
just starting.
day or two
until a
deci-
his successful life
He
later, just
before he was setting out again for Chicago; but so far as he was
concerned, the whole affair was settled after the
neous estimate of her charm and character.

his
instanta-
man,"
as
mother-in-law later declared, "whose course of action was
always a word and a blow and the blow came

his
first
"He was
mind
that here
was a
find again. If there
were
whose
girl
it,
from her
this
He made up
he could hardly hope to
rival suitors, they
make other arrangements.

Though he did not know
ideal of his dreams,
like
first."
would simply have
to
young woman who met the
seat in the choir gallery during his
mother's funeral, had observed him and thought what a good

face that
young chap Gold Hibbard had.
few days
later,
when
he was walking away from her home, after his proposal of marriage, she ran hastily
manded
good view
back to a kitchen window which com-
more
Gold Hibbard' s face. She told
him that she didn't know him well enough to marry him. The
most she would promise was that they might write to each other.
a
of the street. She wished to have one
look, as she told her mother, at
Hibbard's cause was greatly strengthened by the fact that her
mother had often heard

Chicago
who was
so
his
good
mother
talk about her only son in
to her.
They became engaged and were married

Hibbard bought a high hat for
it,
and
like to think that
his
in
December, 1855.
wedding, but forgot to bring
maybe he
forgot
it
on purpose. As
another indication of his good judgment in picking the partner
he did, the bride helped to wash and dress nine brothers and
sisters the
morning of her wedding

20
day.

have told of
romance somewhat
this little
in detail not
merely to provide an element of love interest for

story,
but because
regard
as of the greatest
it
this business
importance to the
future growth and prosperity of the firm of Hibbard, Spencer,
&
Bartlett
judgment
Co. Hibbard had not only shown his keenness of
in
making
happy
had
partnerships, but he
all
selection in the
most hazardous of
also demonstrated his ability as a
salesman. Indeed, since his courtship was so successfully carried
on by correspondence, he had proved what he could do
as a
mail order sales director. His marriage was important to the
more ways than
future of his business in
chosen wisely, his emotional

then on, with a happy
was never
life
From
a problem.
home background, he was
distractions or discords as
his
one. Because he had
might have prevented
free
his
from such
throwing
all
thought and energies into building a great business.
It
was
literally true, in
in a small
more than one
way and grew. At
direction, that
he started
the time of his marriage he weighed
only 105 pounds and his wife 95.
On
their silver
wedding day
much as had the two together. His first home, on

Adams street, was so small that the extra trunk, containing winter or summer clothing not in use, had to be taken to his place
he weighed as
of business for storage. Their sleeping quarters
that he
had
Small as
it
to get in
was, however, the
tion for hospitality,
were so limited
and out of bed by crawling over the
and
it
little
home soon gained
was Hibbard's custom
foot.
a reputa-
to invite
young
men who were away from home and boarding to come for Sunday dinner. This gift for warm friendships continued to be one.
of his outstanding characteristics
Andrew D. White, long
after
all
through his business career.
he had become famous
in the
world of diplomacy, recalled the days when he and Gold Hibbard were boys together in Cortland,
New York,
and Hibbard
used to act as clerk occasionally in his father's general store.
While
much
in his 'teens,
Hibbard, though a hail fellow well met, and
liked by his father's customers, took
ness or in any serious affairs, and this
21
little interest in busi-
was
a source of great

regret to
members
father, a great
of his family. But following the death of his
change came over him. From being careless and
toward business, he plunged
indifferent
CO.
in
with great energy and
determination to wind up his father's affairs and
set
out for Chi-
cago to take a job and make his way.

Hibbard's
first
connection in Chicago was with the wholesale
hardware firm of Stimson
&
Blair, later
William Blair
& Com-
pany. His salary was $300 a year and board. In the beginning
he had only such knowledge of hardware as he had picked up
from seeing the limited
line
handled
but he absorbed knowledge
readily
getting into business for himself.
in his father's general store;
and soon began
It
young man who had shown enough pioneer
way from
New York
Chicago
state to
to think of
was natural enough

spirit to
go
that a
all
the
in the days before rail-
roads should not wish to go along indefinitely working for
somebody
else.
Hibbard had made the acquaintance of Nelson Tuttle,
former dry goods merchant, familiar with handling finances
and
credits
and these two determined
to establish a
new
hard-
ware company. They took two other partners, Frederick Tuttle
and George M. Gray, who, however, were never active

business.
Each of the four put
capital necessary,
in
in the
an equal share of the modest
and the firm of Tuttle, Hibbard
& Company,
destined to become one of the great wholesale enterprises of the
world, was formed on
March
Press, in Chicago, Saturday
22, 1855.
morning,
The Daily Democratic
May
notice, the first ever printed relating to
5,
1855, carried this
Hibbard hardware:
CO-PARTNERSHIPTHE UNDERSIGNED have this day

formed a co-partnership under the firm and style of Tuttle, Hibbard
& Co., for the transaction of the Wholesale Hardware Business
at No. 45 South Water Street.
Frederick Tuttle.
William G. Hibbard.
Nelson Tuttle.
George M. Gray.
Chicago, March 22, 1855.
Inasmuch
as
Mr. Hibbard was the only one of the tour
had knowledge of hardware, we may properly regard him

real
founder of the business.

22
wno
as the
Chapter
III
In the Beginning
The new
They
firm did not begin business on too pretentious a plan.
make
didn't try to
trary,
To
a big showing or splurge.
the con-
they attempted only what their modest capital
would
aim was
to take
safely permit
and
their chief
such firm root as might insure steady

growth. Their
street
was
in a building
four stories high.
BFlwSiPwtgwfi
trf
a> ^
!
First Store
'
active
was no
had not
tne
much
of the firm,
men
was an
.
,
many employes would
of their energies in trying to keep
from the two
were a salesman, a bookkeeper,
salesmen had not yet been thought
modern catalogue was
Business
that even when engaged

6 3
/
in physical activity
.
office.
entire personnel of the place, aside
members
heavy
was there
yet learned that lack of heat
luxury
expensive
r
receiving and shipping clerk, a packer,
for hoist-
nails or other
elevator. Neither
anv neat exce p f
be compelled to use too
warm. The
wide and
feet
material could be sent to the basement; but
!z*|p!-' there
The
upon which
or slide,
24
had a windlass
It
Water
ing goods to the upper stories and a chute,
iAROWARE!
BBB
jfcjf*
store at 45 South
first
of.
monthly
and
a porter. Traveling
Their nearest approach to
price-list of staple articles
covering a single page.
While
neither Hibbard nor his associates could well have
foreseen the tremendous growth of Chicago, which

to
make
would help
possible the expansion of their business, yet no extra-
ordinary degree of imagination was necessary to peer into the

future and see something fairly stupendous. Hibbard
23
had only
SEVENTY-FIVE YEARS OF HIBBARD HARDWARE

to note the
in
growth of the
to see a
it
sibilities
cago
during the few years he had lived
city
sample of what a place can do, once
have aroused public enthusiasm.
was
still
future pos-
he struck Chi-
gold rush was on, and "western
in 1849, the California
fever"
When
its
spreading. Thousands of people were headed
west
anyhow, west, and
toward the west, the
far
many decided when
they reached Chicago, that they had gone
far
if
enough. Partly because of
grown from 28,269
Hf
.
ill
tf
in
this
westward rush, the
1850 to 80,023 in 1855.
city
When
had
young
till Uil:-
m4h
lite

* *
possible, but
*
*
*
iite
1IHI
iii
Hi
The Second
man
during
Store
six years of residence in a live city sees its
tion almost treble,
no wonder that he recognizes
of opportunity to enter business for himself.

farther, to 1831, only 18 years before his
see Chicago as little
pied by halfbreeds,
had increased from 60
Even with
its
as a place
Looking back
own
arrival,
still
he could
more than Fort Dearborn, a few huts occuand wigwams of the Pottawatomie Indians
altogether about 60 people! A year

tion
it
popula-
later,
though, the popula-
to 600.
population of more than 80,000 in 1855, Chi-
cago was a-plenty crude. The
first
railroad to the East
completed only three years previous and the

24
first
had been
public water

works had been
only paved
Lake
in operation barely a year.
street in
town and
CO.
street
was the
was only "planked." Because
it
the terrible condition of most streets, not
four families in the whole city kept private
of
more than three or

carriages. Along the
lake shore, carriages sank as deep as they did in the prairie
mud
only two blocks away. Michigan avenue was sparsely settled.
Only two houses had been
built in the block
where the Congress
Hotel stands today.
Where mud
common thing
holes in the streets were especially bad,
it
was
for practical jokers to place signs bearing such
"No Bottom Here," or "Shortest Route to China."

Even fashionable women were still being driven from one place
warnings as
to another in
call
two-wheeled
carts.
few old inhabitants
seeing one of these carts abandoned in a
front of
J.
H. McVicker's Chicago Theater.
by the way, that
er's,
Tom's Cabin,"
first
It
Mary McVicker,
little
mud
hole right in
was
as
still re-
at
Eva
McVick-
in
"Uncle
made everybody
she had become the wife of
cry. This was years before

Edwin Booth, famous tragedian.
Buildings were so poorly heated that public entertainments
during the winter months were not frequent.

for a lecturer to step
gloves,
was quite
still
was not unusual

his overcoat,
and leggings. Because of the lack of organized
diversions,
Perhaps
It
on the platform wearing
men devoted
man
likely to stay at his office until 10 o'clock at night.
it is
because of this tradition that Chicago business
put in longer hours each day than are the rule in
or in almost any other great
American
homes was beginning.
men
New York
city.
While public entertainments were few,

fortable
social
themselves to work and a business
social
life in
com-
Dignified, square white houses
of colonial design, with great pillars and spacious portico in

front,
fairly
and wide hallway through the middle, were becoming

numerous, and
ner, ice-cream
skirt,
if
one wished to give a formal home
could be bought any day in the year.
ascribed to the Empress Eugenie, had
in 1854,
and
women were
The
din-
crinoline
become fashionable
mostly wearing long sleeves and high

25
When
necks.
and read
as rapidly as
Chicago
home
lacking, people stayed at
by Charles Dickens which were being serialized,
he wrote them, as a leading feature of a four page
Washington
daily.
popularity and
much
Irving, too,
was
height of his
at the
"Uncle Tom's Cabin" was
read.
a best
still
People were reading more and beginning to think of so-
seller.
things.
called cultural
More
was
social activity
stories
families
Home
were learning how
homes required
better their
was becoming
life
to live
better
well and
hardware
In the establishment of Tuttle, Hibbard

the greatest contrast with
modern
business
less
as they lived
in greater variety.
& Company,
was the
of speed in communication or transportation.
crude.
The
perhaps
impossibility
telegraph had
been in use in Chicago since 1848, but mails were slow, trains
and shipments of goods from England sometimes
uncertain,
never arrived at
all.
from Liverpool for
The
steamer, City of Glasgow, had set out
New
York, with 450 passengers, and has
never been heard of from that day to
had not
yet
been
laid.
When
this.
The
one thinks of
Atlantic cable
first
all
that
had not
happened, that year when Hibbard hardware was
yet
sold
first
seems a long, long time ago. Not only were such modern inventions as the automobile, radio, aeroplane, talking
even
electric light
undreamed
of,
machine and
but there were no typewriters,
telephones, or cash registers in business offices, and no trolley

cars to ride
Ferry; the
home
first
on.
John Brown had not yet raided Harper's
petroleum
oil
well had not been opened; Buffalo
Bill
was a youngster only ten years
was
still
It is
more
cles.
old;
and John
L. Sullivan
unborn!
doubtful
if
Tuttle,
Hibbard
& Company
than 2,000 different items, mostly staple
Today, Hibbard, Spencer, Bartlett
&
ever handled
and heavier
arti-
Co. handle nearly
60,000 items. In the early days few orders ever came from
retail
hardware dealers that didn't include horse shoes and horseshoe

nails.
There was steady demand
for so-called Russian iron, then
the only material used for stove-pipe, and
all tin
plate
ported. Copper, for the bottoms of washboilers, to be
26
was im-
made up
was another important
usually by one's local tinner,

list
CO.
of the articles in almost daily
demand would
item.
certainly have
included: well buckets, moulding planes, shutter plates and
screws (for store door shutters)
muzzle loading guns, Rodgers,
Needham, Wostenholm and IXL

and
smiths' bellows
felloe oilers.
(English), black-
cutlery
wonder how many of the
present generation ever even heard of a felloe oiler. But
who
women
used to take comely young
days before automobiles,
knew what
we
out buggy-riding in the
a felloe oiler was!
hot-
box on a buggy could make troublesome complications.

Just
bard
two years
&
after
its
formation, the
Co. lost heavily from a
stock.
They promptly resumed
street,
where they remained
panic of '57, with
its
fire
new
firm of Tuttle, Hib-
which destroyed
entire
its
Lake
business, however, at 32
for three years.
Going through
the
depreciated currency and doubtful credits,
while also weathering the
effects of a disastrous
fire,
was
severe experience for a firm just getting a foothold; but, luckily,
they had been laying conservative foundations and were able to

pull through,
still
the firm sought
was
solvent, optimistic
new and
their location for
Hibbard
Hibbard
and courageous. In I860,
better quarters at 62
Lake
street.
That
about seven years, though in 1865, Tuttle,
& Co. ceased

& Spencer.
under that name and became
to exist
|I
INS
*
5
w
1
The Third
27
u
3
B g
2
s
Store
ill
""
jnr
'
Franklin
F.
Spencer
Chapter IV
Hibbard and Spencer

Mere chance
men
often brings
and help shape one another's
together to become acquainted
destinies.
Right next door to the
&
Co. was the office and
Hibbard
original location of Tuttle,
warehouse of Jewett
& Root, manufacturers of
and represented
Chicago by Franklin
in
stoves, at Buffalo,
Like Mr.
F. Spencer.
Hibbard, Mr. Spencer had worked as a youngster in his father's
New York
general store in
state.
Possibly because of congeniality due to the similarity of their
backgrounds, the two
men formed
to their business partnership. It
each had
traits that
to observe that
a strong friendship which led
was
supplemented the
happy combination,
for
Their friends used
other's.
even their whiskers were charmingly free from
wasteful duplication, inasmuch as Hibbard's were mainly on his
chin and somewhat sedate, while Spencer's were gayly festooned

at
each side, a sort of elaboration of his moustache, with the chin
itself
clean-shaven. Spencer, from the
mainly to
credits, in
which
because of his intuitive

for five
credit
gift,
minutes and say:
up
to
line
He was
business had
to
$4,000 or $5,000 you can have
for judging character
said that
It is
If
you want
And
his quick
me.
it."
Along with
was an exceptional capacity
genial,
grown
woman employe
devoted himself
he could talk with a new customer
"You look good
estimates were uncannily dependable.
friends.
first,
he was a genius.
this ability
for
making
warm-hearted and generous. After the
to sizable proportions,
whenever
young
got married, his associates used to laugh and
"Watch Spencer now or he'll give her the entire store."

Whenever he heard of anybody in need, his invariable ques-
say:
tion was:
31

"Is there anything
can do to help?"
His purse was ever open to those

It
was
nobody
said that
CO.
less fortunate
than himself.
Chicago gave so much
in
to
unseen
charity.
He
lived
his family
somewhat luxuriously
for those days
had an out-of-season delicacy on the
sure to mention several friends with
share
whom
and whenever
table,
he was
he would
like to
it.
So interested
was Spencer
in enlarging his list of friends that
he not only was noted for his cordial handshake, but for years
used a
little
drawing of an extended hand
as part of his sig-
nature.
Nothing was too
serious for
him
he came into Hibbard's private

just
bought a
lot.
"You know," he
good
said,
"we have been such near neighbors and
friends for all these years, as well as partners in the hard-
ware business, that

is
thought
it
would be
when our work

Then, a moment
fine,
done, for us to be so close together."
all
he added: "I've got a notion, Hibbard, to have the
later,
connected by a tunnel under the driveway. In that way

be a
It
first
bard
One day
announce that he had
Graceland cemetery right across the drive
lot in
from Hibbard's
to turn to a joke.
office to
little easier to
was
shortly after
Spencer.
Each spring and
Mr. Spencer had entered the firm that the
He made
fall
several years that
all
Hib-
trips representing
Waterloo, Iowa.
the sales effort outside of the
made, a
when Hibbard hardware

United
make
his headquarters at
he visited the principal towns in Iowa. For
was
office that the firm
of the
might
keep in touch with one another."
traveling salesman began to
&
it
lots
is
far cry
home
from the situation today,
aggressively sold in nearly
all
parts
States, besides a considerable export business to
Mexico, Cuba, Porto Rico, and South America.

Tuttle,
Hibbard
Hibbard
&
&
Co. had gone through a
fire
and panic, and
Spencer were compelled to accept the shrinkage of
values following the Civil
War. But by 1867

32
their sales
had
grown
to such proportions that they
street quarters to a
new
store at 92-94
moved from
their
Lake
Michigan avenue, with
double the previous floor space, and steam elevators. The business
was beginning
to hit
its stride.
33
Chapter V
Business Under Benevolent
Autocracy
From
the
first,
Mr. Hibbard had been the "big boss," and he
He was
continued to be that throughout his active years.
and did what he pleased without having

a4v,<*/ ^54j_^__^
to
a czar
pause to hold con-
ferences. His successors at the
head of the business have likewise

wielded a considerable degree of
autocratic power. It
icy of the
and
company
the pol-
is still
have power
to
go together
responsibility
in
every department. Perhaps this has
been an important element
company's growth and
Looking about
ful enterprises,
in the
success.
at other success-
one finds much
dence that the
man
at the
evi-
top
should be able to speak with real

[!WiJ*IW"ilW!ilMilWUJ*S^(.!.M.
authority.
The United
Steel
Corpo-
ration prospered under the policy
Mr. Hibbard 's Payroll
be the boss. Henry Ford never truly
domination of
Since his
his busines
word was
man and letting him

came into his own until his
picking one
was complete.
law, Hibbard sometimes used his
ways that were amazing and amusing
almost
as
merely the head of a business but patriarch of a
if
power
in
he were not
tribe.
If
there
appeared to be too many employes bearing the same name, and

therefore possible confusion in pay-rolls or other records, Hib-
bard simply changed somebody's name to whatever struck his

35

were an excess of Frank Andersons, one of these
fancy. If there
might discover that he had become Frank Johnson.

ployes were
named
Two
em-
Fredericksen. Hibbard ordered that one of
known thenceforth, as
name was George. Soon
the original name was lost in obscurity even in his home neighborhood. Sometimes Hibbard changed a name simply because
it did not seem to him properly euphonious. Inasmuch as most
of a man's friends were among his fellow employes, it was natural that he should come to be generally known by the name he
these,
employed
as a carpenter, should be
Fred the Carpenter
went by
at his
though
his first
work. In later years, a few of these arbitrary
changes of names caused legal complications over questions of

inheritance of property, and the courts had to decide whether
the baptismal or the
the identity of heirs.
had property both
Hibbard nomenclature should determine
One
tangle arose from the fact that a
in his original
name and
also in the
man
one be-
stowed by Hibbard.
For a long time the business was so much under one-man
direction that
Hibbard carried the payroll on a
in his pocket.
This
little
card always
included a cashier and bookkeeper at
list
$150 a month, salesmen
at
$75 and $100 a month, porters and
packers at $40 a month. A. C. Bartlett, employed in the stock
room, was later a member of the firm, but his name appears on
this payroll for
only $400 a year.
Like most autocrats, Hibbard was quick in his decisions.
Sometimes these were a
bit startling to the
cerned. In the early days, a
man came
person most con-
to apply for a job
and
chanced to see the head of the firm.
"What can you do?"

"Oh,
"But
asked Hibbard.
can do almost anything," replied the applicant.
tell
me one definite
thing you can do," persisted Hibbard.
"Well," declared the man, "I can do what I'm told."

"If
you can do that," replied Hibbard quickly, "you're hired for
life,"
Then, with a smile, he added: "And
can do what he
is
told we'll take
36
him on
if
you have a son
for life also."
who
man
This
his life
and
work
actually did
due course
in
his
company
for the
CO.
the rest of
all
son took a job which proved to be
equally secure.
Hibbard had
to his employes.
way
longer than they are
age day
men
it
now
Hibbard used
man
from 7
warehouse to work
for each
a.
m.
to 6 p.
of
work were
m. was an aver-
"Now
a coin, saying:
the
man
number
to
go
On
at night.
door as the
such occasions,
men came
have a good supper."
of employes
was small
it
half
and
to a board just outside the office door,
own
morning, running his finger up and
time of arrival and depart-
down
list
the board, and
body had arrived more than a few minutes
after 7 a. m.,
if
each
any-
he was
have a chat with the boss before the day was over.
After the firm had suffered from two or three bad
what was then
installed
tem for recording the

building. If the
a great innovation
visits of
watchman
the night
an
fires,
activities,
the omission
electrical sys-
was promptly noted
protection bureau. After telephones
No
the
failed to insert his key with proper
came
matter what time of night
it
on
his
in the office of a
into use,
the watchman's dereliction reached Hibbard's
of his sons to
they
watchman over
regularity at the various points intended for keeping tab
ately.
to
was customary
ure for the day. Hibbard personally inspected that
fire
out,
in those days.
write on a slip of cardboard his
likely to
for
He would hand
with half dollars.
filled
would buy a good meal
When
when hours
to stand at the front
holding a wash-basin
each
making himself personally agreeable
in the days
was sometimes necessary during the busy season
in the
dollar
of
Back
news of
home immedi-
was, Hibbard called one
accompany him and they drove down
to the store.
This took nearly an hour, which gave Hibbard ample time to
work up
a proper degree of indignation
toward the erring watch-
man. Usually he found the fellow sound

told the
watchman
that
if
Each time, he
he slept on duty again they would
have to get along without each other. But

the
asleep.
watchman somehow held
my
his job until old
37
impression
is
that
age forced his
re-
When
tirement.
upon offering
Hibbard
watchman
died, the former
a floral tribute
insisted
even though Mrs. Hibbard had
requested that no flowers be sent by employes of the firm. (It
money might have been used for

flowers should go toward an endowed bed at St. Luke's Hospital
for the company's employes.) But the former watchman sent a
rather costly floral pillow bearing the words: At Rest. How
Hibbard himself would have chuckled over the significance of
those words from that watchman, whose life had been mainly
was her wish
that whatever
devoted to trying to keep himself
Though
at rest.
a stickler for integrity in his employes, Hibbard
always had a tender spot in his heart for the
wrong, and always
bounds of common
ster,
working
that back
your
His son Frank, then a
came
man who had been
into his office with a plea
caught thieving.
He
he stole was worth about $50.
and probably
"By the way,"
own
sense.
him another chance," proposed Frank Hibbard.
"Let's give
stuff
him beyond
mere young-
his soft-heartedness to carry
for the firm, once
of sympathy for a
"The
some way of excusing him. Yet
tried to find
he didn't always permit
man who had done
will never
do
it
can gradually pay
again."
said the father, changing the subject,
finances?
Are you broke
"The bank account
is
"how
are
as usual?"
a bit low," confessed the son.
"Well, you've been doing good work and you can have $50
in
advance on your wages." Whereupon he called to the cashier
to give Frank a check.
"And now," resumed

that fellow stole,
feel sorry for
"I
found
the father, "if you
you can contribute
didn't feel so sorry as
pay for what
dollars as you
had a moment previous,"
now chairman
of Hibbard, Spencer, Bartlett
me
to
many
him."
observes Frank Hibbard,
teaching
want
just as
&
of the board of directors
Co. "Father had his
valuable lesson
that
it
is
of
always easier to be
benevolent with money not coming from one's

33
own way
own
pocket."

All his
life,
Hibbard was reverential and true
gious convictions.
He had
aside a substantial
sum
daily family prayers
CO.
to strong reli-
and always
laid
from the company's earnings each year
"to give back to the Lord."
"The Lord has been good
we must
to us this year,"
he would
say,
"and
see that he receives a just share." This appropriation,
which varied according
to the
amount
of earnings,
was used
for
aiding churches and other charities. Even to the present time,

the
company
still
follows the policy of setting aside part of the
annual earnings for helping worthy causes.

In his later years, Hibbard developed a habit of thinking in
multiples of seven.
The
real reason
sons and daughters and a wife,
was doubtless
making seven
had
six
When
he
that he
heirs.
bought stocks or bonds, he usually bought seven of the same

kind and tucked them away in his safety deposit box.
that
thoughtful anxious
from
his life's labors after
easily.
to
have
He was
his heirs not only benefit
he was gone, but benefit simply and
This seven idea was so often on his mind that his business
associates used to tell him, jokingly, that
buy and
sell
he would have liked to
everything in sets of seven instead of by the dozen.
39
Chapter VI
Chicago Has
a Fire
Hibbard's practice of handling a situation in his
once came near causing direful

ness on Michigan Avenue, to
was near
results.
The
own way
firm's place of busi-
which they had moved
in 1867,
and the roof of the building afforded
a base-ball park,
an excellent reserved space from which to view the games. Hibbard,
on returning
to the store
one afternoon
to note
ii
jj
how
things
-.
Saving Sample Boards
looked after some remodeling and enlargements of space
just
completed, found the place almost entirely deserted. Everybody
had gone
to the roof to
closing ball
games
watch the
of the season.
final
innings of one of the
Hibbard quietly climbed up
steep flight of steps leading to a trap-door, through which the
41

crowd had gone
to the roof,
crowd remain on the roof

over.
Then he
CO.
He
and locked the door!
the
let
long after the ball game was
until
nearly forgot about
them and by the merest chance
returned to unlock that trap-door and release his prisoners.
was
a lucky thing that he
very night a big
fire
happened
to
remember them,
broke out and the building was destroyed,
along with hundreds of other buildings.
Two
people were killed and nearly 100,000
left destitute. It
big
fire
ber
that started
fire
hundred and
fires in history
fifty
was
the
on that night of Saturday, Octo-
1871!
7,
Hibbard
probably
I
one of the most successful
in fact,
great Chicago
It
for that
doubt
lost heavily
trivial
if
enough
were
compared with those he had so barely escaped.
he would have
remembered
in property, but his worries
felt entirely
in the nick of
time to
let
comfortable
those
if
he hadn't
men down from
the
roof.
Right here
it
may be remarked
that
ployes of Hibbard, Spencer, Bartlett

the events of the
O'Leary's
fire,
&
many
Co.,
seriously doubt
cow kicking over
a lamp.
if
who
recall vividly
the cause was Mrs.
not entirely authenti-
It is
cated that Mrs. O'Leary even kept a cow.
of the older em-
Many
declare that she
always bought her milk.
One
of the
is
reminded here of the
New York
fire off
the wire for several hours, without
making any comment on the

fire in
By desperate
efforts,
Hibbard
& Spencer
were able
to save the
books and records and also their sample boards containing
cles fastened to
ware
about 3 o'clock
Chicago!"
most of the smaller items
first
disaster, finally,
morning, stretched himself and remarked, with a yawn:
"Quite a
firm's
Frank O'Brien's history
Sun, of the telegraph editor who, after taking
the account of the
in the
story, in
them
stores today, but
to use them.
sold.
Sample boards with various
for display purposes are
Hibbard
Having
&
common
arti-
in hard-
Spencer were probably the
these samples in a convenient form
proved to be of the greatest importance after the

42
fire,
for they

furnished the handiest possible record of the number, price, and
name
of the
maker
of each article needed.
Since two-thirds of Chicago

these buildings burned,
all
built of
wood and
was not easy
practically
to find a suitable
which to house a wholesale hardware
space right offhand in
Hibbard had a comfortable, big home of brick and stone
stock.
at
it
was
number 1701,
was there
original fire
had
made
started
Sunday, Hibbard's
on Saturday night. Soon
home was open
shelter.
it
temporary headquarters. The
their
after
midnight
not only to his firm, for what-
ever use might be necessary, but for
needed
and
a fashionable part of Prairie avenue,
that the firm
all
friends
whose
families
Drayloads of women, children and furniture
The Hibbard houshold, offering all the

command, didn't know what minute they,
imperative to move on. While many unex-
kept passing the house.

hospitality at their
too,
might find
it
pected guests were sleeping in improvised beds, or on the floor,
an anxious mother sat in watchful waiting with emergency
(packed
tions of clothing for four little girls
ra-
in quilts tied to-
gether by the four corners) in readiness for a forced move. But

the
did not reach that far and early on Tuesday morning
fire
Hibbard
&
Spencer were ready to
sell
Hibbard hardware
right
from the home of the founder of the business. That day they sent
out the following
letter,
prepared by A. C. Bartlett, later a
mem-
ber of the firm:
Chicago, Oct. 10th, 1871.
Dear
Sir.-
In the terrible calamity that has overtaken our thriving

City,
we have
goods
is
thank
God
suffered severely. Nearly our entire stock of
in ashes,
and
yet
we have
vency of our firm. In the past,
promptness and
and
great reason to sincerely
for the preservation of our lives,
and the
we have endeavored
sol-
by
fair treatment of our customers to merit
receive the patronage of the
hardware
redouble our energies in the future.

43
trade.
We
shall
We have now a great personal favor to ask

many
friends,
and
least possible delay,
are indebted to us will remit with the
and
We
orders for goods.
you will favor us with your
that
have a remnant of our stock from
which we shall ship as far as possible,

the balance of your
memorandum
in perfect order,
will be sent to
where two of our firm are engaged in

forwarding goods, with the UTMOST
shall
make
prices cheap,
when goods
it
to
are shipped
and allow you
it
New
from
your advantage to grant
you that
of each of our
of the trade throughout the Northwest,
who
viz: that those
CO.
York,
and
filling orders
DISPATCH. We
difference in freight
York. Hoping to make
and assuring
this great favor,
we
will be appreciated,
New
and
remain,
Yours
truly,
HIBBARD & SPENCER.
Similar notices
went
by telegraph. Before breakfast
briefly
an order had arrived, from a former employe; and before the

day was over, carloads of goods were on their way from
York and Milwaukee. Hibbard
&
New
Spencer were already rebuild-
ing their business. Because they had
made
a reputation for fair
dealing and dependability, their credit rating, even with their

business in ashes,
Bartlett,
was able
to
still
A-l, and this was a big help. Mr.
New York
to look after
to gain big price concessions
The
cash.
was
who went
buying goods,
from manufacturers,
with their plant in ashes, would be able to raise the cash

every
bill
was promptly discounted. Perhaps the
ing in disguise, for never had so
ware been needed

of Chicago, that
all at
many
once in one
tools
fire
and
city before.
had been only 80,000
in 1855,
was
fire,
Chicago was already a great

44
city.
was
but
a bless-
builders' hard-
The population
when the busi-
was now more than 334,000. In
ness
started,
for
did not believe that the hardware company,
sellers
spite of the
"
With
carpets removed
library
and living
at 1701,
and desks
from the
t"
-*%
**-
^>
~-~
,_,_.
*r
**]
rooms
installed, the encroach-
i|
'
ment of business on domes-
'Yiy.t^ *_J^
tic
.<,
The Old Hibbard Residence

storage,
and
this
arrangements began.
As goods arrived, more

and more of the home had
was
jammed with hardware,
to be used for office
true even
as
was
though the
too,
stable,
and
was
also a large shed hastily erected
on what had been a lawn and flower garden. All the more
expensive hardware was kept in the house.
The drawing room
space not filled with desks was used for storing cutlery.
Even the
was used. In the basement, only the laundry and
attic
refrigerator
rooms remained private property. Part of the
kitchen might have been seized for storage purposes, but
it
another business use, for busy clerks had no time to go

or elsewhere for lunch, and
had
haps more than ever before,

bard had chosen wisely
life
partner,
home
on the premises.
became evident
when he picked
that
Per-
Gold Hib-
his first partner
his
mean. Mrs. Hibbard not only looked upon the
experience of having her

ture,
it
to be fed
had
home
and made everybody
turned topsy-turvy as an adven-
in the
house comfortable, but had
time to take coffee and other supplies each day to sufferers
had been completely wiped
who
out.
Every lounge, sofa and spare bed in the house was needed for
clerks
who were
also
working
in shifts to help
guard the
Illinois
Central Railroad tracks, the route mostly used by tramps and
marauders coming to the
hardware
them
clerks,
city to steal
when on duty
a supply of butcher knives
to sharpening these
on the
rails
giving out the impression that
whatever they could. The
as guardians, carried out
and devoted part of
if
knives might be used in battle.

45
just for the
with
their time
moral
effect of
occasion arose the sharpened
were often emboldened by the disorganized condi-
Pillagers
tions immediately after the fire to pick

if
CO.
up what they could, even
property owners were near. While the
avenue store was
still
fire at
the Michigan
smouldering, Mr. Hibbard attempted to
remonstrate with a gang of hoodlums
who were
carrying
away
everything they could, but they hooted at him and were about
when a powerful man driving a team jumped down from his wagon seat to come to the
rescue. It was a time "when a feller needed a friend," and Hibbard felt so grateful for his vigorous aid, that he hired the man
on the spot to quit driving a team and come to work for Hibbard & Spencer. The man stayed in the employ of the hardware
to retaliate
firm
all
with personal violence
the rest of his
Not long
White, had visited the
number
the great
life.
before the
of
fire,
Hibbard' s old friend,
firm's store
and was much impressed by
immense chains and chain

and variety of
floor,
and with the number,
above
church
bells,
almost every conceivable kind of
fire,
White again
became of
"They
him.
bells,
visited
they were."
bells,
farm
Shortly after the
time trying to do anything with them,
them away; so we dug big well
the old foundation, and buried
Then he laughed
maybe hundreds
of years
mass of melted
bells
untenable theories as to
huge joke on them,
The makeshift
last long, for
was being
steamboat
bell.
floor
Chicago and was curious to know what
"We couldn't waste
down under
bells,
on one
on the
got melted and tangled up together," Hibbard told
or with hauling
that
locomotive
cables
bells
those chains and bells.
all
all
size
Andrew D.
heartily
them
right
where
and added: "Some day,
from now, archeologists
and chains and
how
deep
holes,
up
will dig
will evolve all sorts of
they got there.
And
it
will be a
for they will never find out the truth."
of keeping store in the
Hibbard home did not
within less than a week after the
fire,
the floor
laid in a temporary, one-story building, 100 by 300,
on ground now called Grant Park, on the lake
front.
lowing Summer, they moved into a new building

46
The
at 30-32
fol-
Lake

street
the same location they had occupied once before. This
store
was about the same
one destroyed and was soon
size as the
hopelessly inadequate for a business so rapidly growing.

firm rented adjoining space until they were using
ings
from 16
to 32
Lake
street, besides a large
Michigan avenue. Soon they outgrew
this
all
The
the build-
warehouse on
warehouse also and
jtp -.iiHfif.
-...'."
if
The Fourth
built a
new one with
river. Still
Store
and a basement, fronting on the
five floors
the business kept overflowing
was
balconies, but even then there
its
space.
scarcely
room
They added
to
keep an
extra chair to offer to a visiting customer. In 1893, the World's
the
made Chicago
The
population
had
grown
to a milfamous
lion and a half, and the building boom that came with the fair
created a demand for builders' supplies that made the boom
Fair
all
World's
Columbian Exposition
over the world.
after the big fire
Crowded
seem comparatively
as they were, the firm
trivial.
remained
at the
corner for 31 years, until they moved, in 1903
Mr. Hibbard's death
into an
building at State street bridge.

spent 31 years of their growth
street
year of
immense ten-story, fireproof

The old building where they
still
47
Lake
the
remains, though in another

company had torn
form, for after a wrecking

ber was used,
worked over
Since 1868
the
Wabash
ests of junior
firm
Water and Clark
had been the policy of the firm
more capable employes share
members
&
Co.
It
in 1877, inter-
were increased. The
was
in January, 1882,
name of Hibbard, Spencer, Bartlett &

The officers were: William G. Hibbard,
that the
being.
streets.
to let certain of
and
in profits,
of the organization
became Hibbard, Spencer
at
avenue, and the brick was
into a skyscraper at South

it
down, the lum-
it
Kimball building
believe, in the attractive
Jackson boulevard and
CO.
Co. came into

president and
treasurer; F. F. Spencer, vice-president; A. C. Bartlett, secretary;
Charles H. Conover and

of
Mr. Spencer
Nye,
directors. After the death
Mr. Hibbard continued
in 1890,
Mr. Bartlett became
W.
J.
vice-president,
Following the death of Mr. Hibbard
became president and Mr. Conover
we
In succeeding chapters
moving
vice-president.
become
shall
better acquainted
who
steadily forward.
*..
If
S^w.mmtu^
fffnttrt.ninni"'^"V."!."V
"
m m m " l*J"y"
r- -"
ia
The
'',*
""/"V-
Fifth Store
48
secretary.
1903, Mr. Bartlett
in
with Mr. Bartlett, Mr. Conover and others

old ship
as president,
and Mr. Conover,
"
'
kept the sturdy
Adolphus Clay Bartlett
Chapter VII
Why Three
Names
That three boys who grew up
New
same part of western
in the
York, should become acquainted in
later years in
and form a highly successful partnership

quirks of Destiny that
make
formed a great
man
Each
trio.
all
locality,
not only had unusual qualifica-
team work. Perhaps partly because of
ground, they attained a degree of

that
These three men,
from the same
supplementing those of his partners, but also was capable
tions
of
Chicago
a sample of the
is
life interesting.
Hibbard, Spencer, and Bartlett,
Live
Still
was an example
their
common
back-
harmony and co-operation
to everybody about them.
Mr. Hibbard, an exceptionally shrewd judge of values, always

did most of the buying. Mr. Spencer continued to be the credit
man, and Mr.
management
first
itself.
to think of organizing a sales force to
to call
ful
Bartlett looked after the selling, as well as the
of affairs in the building
on the
trade.
To him
is
due
in great
He was among
the
go out on the road

measure the
success-
building up of the elaborate sales system that Hibbard,
Spencer, Bartlett
his partnership,
spondence
into a
&
Co. have developed. In the earlier period of
Mr. Bartlett handled
in connection
with sales work.
book every order that came
The outstanding
associates all
all
orders,
He
and
all corre-
personally copied
in.
characteristic of A. C. Bartlett that his old
mention was
his capacity for
hard work. For years,
he put in longer hours than anybody else about the place. Mr.
Spencer always came
credits of orders
later,
Mr.
down
and get them
but never liked to go
Bartlett,
early in the
started.
home
to pass
on
Mr. Hibbard came down
until the last
being the junior partner,

51
morning
horn was blown.
felt that
he should be
down
as
as early in the
Mr. Hibbard.
special
abilities
He
morning
Mr. Spencer and
as
One
of his
the preparation of simple, vigorous
in
unstereotyped business letters
such
sent out just after the great Chicago

self
stay as late
actually did that year after year.
was
CO.
as the
fire.
He
one that the firm

could express him-
well and forcibly without wasting needless words.
Adolphus Clay
was born
Bartlett
in Stratford,
New
York,
but after his father's death went with his mother to live in the
town of Salisbury where he continued

attended Danville
Academy and
Institute, Clinton,
New
and got
York.
his schooling. Later
he
studied for two years at Liberal
He
taught school for a short time
his first business training as clerk in a general store.
At
the age of 19, he set out for Chicago and obtained a job with
Hibbard
Tuttle,
&
Co. His
where tinware was kept
who was going
to
become
occupy the newly-created
directors, the position
to dust the shelves
humble
start for a
man
successively sales manager, secretary,
and
director, vice-president, president,

to
were
duties
first
a properly
at the
1914, the
first
chairman of the board of
office of
he held
finally, in
time of his death, in 1922.
Early in his career with the hardware firm, Bartlett began to

set his
aim high. Willing
work, he saw no reason why he
to
member
should not aspire to become a
of the firm. But he did
not mention this to Hibbard or Spencer until he had

self so useful
and had
ware trade that

ignored.
that his
name
his
name
made him-
so well established in the hard-
his requests for recognition could not well be
The story is that he went to Mr. Hibbard and asked

name should "go on the sign." He added that if his
didn't
go on that
sign,
bard decided that the young

elsewhere and added his
it
would go on another. Mr. Hib-
man was
name
far too valuable to let
to the
go
masthead of the rapidly
growing business.
Bartlett
success
was serious-minded and
and were willing
to
work
prepared, he said: "If the young
house fully realize
how much
liked
for
young men who craved

In a statement he once
men when coming
their
52
it.
into the
advancement and ultimate

welfare and success depend upon their thoroughness, diligence,
and
loyalty
integrity, their futures are assured, for
with that
realization no one of intelligence can deliberately throw away

his opportunities."
One young man,
still
in his teens,
now
the head of an import-
made
ant department, crashed the gate years ago and by chance
way
his
"I'll
to the office of
send you
down
Mr. Bartlett
to the
to apply for a job.
employment manager,"
"and perhaps he can find a place
told him,
Bartlett
for you."
"I'd rather just deal with you," said the applicant. "Suppose
we
it,
arrange
but
you
none
if
any odd
in this
it
job,
see, I'll
is
way:
job available, I'm to have
If there's a
open right now, then
no matter what,
I'll
until there
work
is
for nothing at
an opening. Then,
be here on hand ready to take the job."
In later years, after the
young man had become
a vital cog in
the organization, Bartlett felt personal pride in having been wise
enough not
to let that applicant
Feeling a kinship for true
go away
jobless.
Bartlett
toilers,
must have been
rudely shocked one day in conversation with a certain young
man who had
recently entered the firm's employ. This
man, scion of a wealthy family, was

lege
where he had gained
just
young
out of an eastern col-
a reputation as a fashion plate.
took a job with the hardware company not so
He
much because he
craved a business career, as because his family had induced him

to
do
so.
Just as he
was receiving
his
pay envelope on the
first
Saturday night of his employment, he chanced to come face to

face with
Mr. Bartlett who greeted him
cordially.
"You must be feeling proud," suggested

now earning your own upkeep."
Bartlett, "to
know
that you're
"Oh, I'm feeling
so-so," replied the
young man,
in a non-
committal tone.
"And how much money have you earned
this
week?" asked
Bartlett.
"They've
just
handed me $4," replied the new employe.

55
"What do you
plan to do with
this first
CO.
money you have
earned?" further inquired Bartlett.

"I think," said the
it
young man, "that
I'll
put another dollar to
and go out tonight and buy myself a bottle of wine!"

Because of his irrepressible energy, Bartlett, after expending
much thought and
effort in his
own
devote to other enterprises, business,

cational.
He had
business,
still
had time
and edu-
civic, charitable
an especial enthusiasm for the Chicago
for the Friendless, of
which he was president
for
to
Home
more than
thirty-five years.
He
served as a
member
of the Chicago
Board of Education,
president of the Commercial Club, director of the Relief and
Aid
First
Society, director of the
Art
Trust and Savings Bank,
People's
Home, and
Institute, First
National Bank,
The Northern Trust
Co.,
Old
and was Trustee of the
Beloit College,
University of Chicago.
During the
latter years of his life,
he became much
inter-
ested in the development of the country about Phoenix, Ariz.,
and spent much of
came one
his time in the Southwest.
of the founders
and
first
Sunday Evening Club, known today

because of
its
Years ago he be-
vice-president of the Chicago

all
over the United States
country-wide radio audience.
Three genuine human beings, Hibbard, Spencer, and

each one fond of his fellow members of the
ever willing to lend a helping
isn't
hand
in any
human
meet the growing variety of human demands.
54
and
worthy enterprise.
surprising that they were successful in handling
ities to
Bartlett,
race
It
commod-
Charles Hopkins Conover
Chapter VIII
Who
Those
On
Carried
Perhaps the most colorful personality that ever dominated the

affairs of
Conover,
last of the czars.
capped during the
Of
& Co.
was Charles Hopkins
small stature, he had been handi-
earlier part of his business career
feeling of inferiority. Perhaps this
of his later success, since
it
by a secret
became the true explanation
may have been
never quit trying to improve himself. All
the reason
his life
Nothing
dent, with a passion for thoroughness.
why he
he was a
less
stu-
than com-
plete mastery of a subject satisfied him.
As a young
assuming new
rior officer to
business man, he
was inclined
He
responsibilities.
from
handle important work that he might well have
He was
looked upon as opportunity for himself.

shirk, but
to shrink
often appealed to his supe-
simply under-estimated his
own
in
abilities.
no sense
Gradually,
however, he became willing to accept more and more leadership.
Endowed with
a superior type of mind,
it
finally
became evident
even to himself that he was capable of exercising good judgment. Then, in contrast with his earlier feeling of inferiority and
hesitation about asserting himself, he developed an ability for
making instantaneous
amazing
vigor.
To
decisions
and of carrying them out with
the end of his
usually referred to
him with
affection
man," they were careful never
to
however, he continued
life,
to be sensitive about his small stature
do
and though
his associates
and respect
as "the little
this
within his hearing. All
loved him for his keen and unwavering sense of
though
his
manner
of administering
severe.
57
it
justice,
was often
stern
even
and

Having come
have
to
CO.
Conover acquired
faith in himself,
broad-gauge, long range view of business and thought always

of the future.
This gave him success as a buyer. Falling prices
One
never worried him.
of his favorite statements was:
can't reduce prices faster than
war occurred among
a price
low
as
more
as
nails.
nail
90's,
manufacturers and nails sold

fell,
Conover bought
After every spare bit of his firm's warehouse space

nail kegs,
was cheap.
it
"They
can buy goods." In the late
50 cents a keg. Every time prices
was occupied by
ever
was
It
basement along Lake
he began to rent storage space wher-
said that he
street.
When
had
nails in nearly every
the manufacturers finally got
together and raised the price of nails $1 a keg overnight, Con-
&
over had in stock for Hibbard, Spencer, Bartlett
one million kegs of
nails! Likewise, just
Co. nearly
before the formation
of the tin plate trust, which caused a big advance in prices,
Conover had hundreds of carloads of tinware stored
all
over
town.
Conover followed
In arriving at prices,
direct
methods.
salesman, representing one of the biggest manufacturers of

locks,
came
to see
Conover told him
him regarding an order
to
come back
for a
the next day.
He
new lock set.

made him
then
an offer that caused the salesman to gasp.
"You're within exactly one penny of the price
had expected
to ask you," said the astonished salesman.

It
was not mere chance
had enabled Conover
that
He had
so accurately at a fair price.
sample lock, and placed the various
and iron on a jewelry

exactly
how much
scale that
to arrive
taken apart the salesman's

little
pieces of brass, steel
he kept on his desk. Knowing
of each kind of material
was
in the lock,
he
could estimate with precision what the manufacturing cost and

a decent profit should be.
That was Conover!
Conover was born on July

the age of 12
went with
his parents to live in Buffalo,
the
same geographical area
cer,
and
Bartlett.
Hence
12th, 1847, at Easton, Pa., but at
that
N.
Y.,
had produced, Hibbard, Spen-
that western
58
New York
influence once

again exerted
in
itself
on the future prosperity of the
Buffalo that Conover
made
firm. It
with
his first business connection,
the wholesale hardware firm of Pratt
&
Company,
was
at the
age
of 18. This firm proved to be a great training school for thor-
oughness. After he had acquired a
hardware business and

to represent
his
first
to the
sent
him
work was
consin territory as salesman, and his
him back
knowledge of the
employers considered him competent
them among customers, they
they brought
rate
main
office for
into the
Wis-
successful. Later
more responsible
duties.
~mmM
tram j
State Street Store
Shortly before the great Chicago
employed Mr. Conover

afterward,
department.
to assist
Conover directed
that
his
native
it
the Sixth
fire,
in
in 1871,
Mr. Hibbard
buying goods. Not long
newly organized purchasing
Though he had been
even better as a buyer and

business
him
,P
a successful salesman, he
was always
in that
was
branch of the
shrewdness was most conspicuous.
Almost from the day of Conover's connection with Hibbard,

Spencer, Bartlett
both
in
&
volume and
Co. the goods they handled began to grow

variety.
When
59
the firm
was incorporated
in

1882, Conover became a
member
pany
of the
first
He became
consisting of five stockholders.
CO.
board of
directors,
secretary of the
1890, following Mr. Spencer's death, and was
in
some time before Mr.
vice-president in 1904. For
com-
made
Bartlett's resig-
nation as president, to become chairman of the board of direc-
Mr. Bartlett had been giving the
tors in 1914,
reins over to
Conover. His actual term as president was short, for he died

suddenly,
November
Throughout
4,
his life,
1915, in his 69th year.
Conover was a great reader. For years
he had a standing order in one of the Chicago bookstores to

send him any book in which they thought he might be
ested.
He
read thoughtfully, too. Comparatively late in
discovered that books which interested

tered
inter-
life,
him were often
he
clut-
up with Latin words and phrases that he couldn't under-
Once again
stand.
his old feeling of
inadequacy had prodded
him. Busy as he was, at the age of 60, he took up the study of
he might translate those quotations when they
that
Latin,
blocked his reading paths. His reading covered a wide range
and he was especially well grounded
He was much
Society
in
interested, by the way, in the
and was
one time,
at
believe,
keen mind that could instantly take in

his reading not only
made him an
sationalist.
its
Chicago Historical
Having a
president.
all sides
of a question,
sharpened his mental faculties but also
exceptionally charming and entertaining conver-
He had
a gift for friendship, too,
ceased to do
much
goods
keep up
just to
biography and history.
and
after
he had
buying, he continued to buy certain lines of

his contact
with old friends
who came
to
sell.
Like
many men who
are stern
and
czar-like in business,
over always showed a delightful personality in his
where he was not only loved by members of

nigh worshipped.
He was
Bartlett used to say of
"His work rather than
own home
his family but well-
a well-rounded character.
him
Con-
As A.
C.
after years of intimate association:
his voice
efforts."
60
proclaimed the value of his
John Joseph Charles

Mr. Conover's successor
had started
One
of his
to
work
first
jobs
as president
for the
company
had been that of
was
J.
J.
as a boy,
who
Charles,
back in 1873.
city buyer. In the earlier
days of the company, the city buyer drove about with a horse
and wagon
to pick
town and
jobbers in
up goods needed from the various other

also
from manufacturers'
stocks.
His duties
included looking after the horse that he drove. Surely there was
nothing about the job of currying or bedding
down
suggest becoming president of a great corporation
was that Charles always did

looked well cared
good
job.
a horse to
unless
The horse
invariably
for.
For a time, Charles was on the road for the company as
man and
then returned to the main
years, as buyer.
He was
office to serve, for
sales-
many
extremely conservative by nature and
his innate sense of caution
was of the utmost value
to the
com-
pany during the war years and the period of deflation that
lowed. In 1921,
became
when
necessary,
it
to
fol-
a period of drastic readjustment of values
the great distress of
many wholesale
houses, Mr. Charles had the stocks on hand so low that the
company could meet new conditions without
He had
foreseen, sooner than
serious hardship.
most executives, that an inevitable
day of reckoning would come.
North Pier Warehouse.
Meeang
ing the war period,

itary
age
management
dur-
male employe of
mil-
the special conditions of personnel
who
when
practically every
could go, went into uniform, was another unusual

63

job that Charles
were employed
managed with
in place of
CO.
good judgment.
rare
young men wherever
Women
possible, even
as order clerks
and elevator operators; and men of advanced
age were
with
fitted
those jobs where experi-
scientific care to
ence rather than agility was the prime essential.
Mr. Charles
when
to
thereafter,
arose almost daily, and Charles handled
them
new problems
with wisdom.
all
worries of one problem in particular, to be discussed in a
later chapter,
probably hastened his death, in 1926.
Mr. Charles was succeeded by C.

closely associated with
ple,
also fell to
they returned from military service
Throughout the war period, and
The
It
old employes back into their former jobs
fit all
who had been
him
J.
Whipple,
as vice-president.
who had
confidential secretary to A. C. Bartlett,
later secretary of the
company, Whipple had been
Hibbard hardware almost
as far
been
Son of C. B. Whipand
in touch with
back as his memory goes.
Whipple was educated as an engineer, and became the head

company at a time when the engineering type of mind
of the
was
especially useful. Earlier in the company's history, before
the era of scientific precision in business, an engineer in com-
mand might have been

had the good fortune
time
when the kind
of
a foolish luxury; but John
to be in line for
work he was
64
promotion
fitted to
Whipple
at the very
do was most needed.
Chapter IX
Old Things Pass Away

Once
a business
easy to keep
it
well established,
that
were done
trouble with this plan
human
of
still.
might be comparatively
it
going successfully by the simple process of doing
same things
the
is
is
that
it
The
in the beginning.
great
won't work. Since the essence
change, business requirements do not stand
life is
Perhaps one reason
why
and son when
father
together are seldom in full accord
is
in business
because of the inevitable
changes that have come with the passing of the years from one
He who grew up
generation to the next.

is
under the older order
sometimes slow to recognize the new.

In the hardware business, changes have been especially dras-
tic.
Scores of lines of goods, once of major importance to annual
have either ceased to
profits,
exist or
become
negligible.
volume
hardware dealer has literally seen a vast
The
of business
pulled right out from under him.
As
recently as 20 years ago, at least
tour that Hibbard, Spencer, Bartlett

a horse,
&
one item out of every
Co. sold had to do with
wagon, harness or buggy. But today even the names
of various
pertaining to horse-drawn vehicles have
articles
One day
almost passed from the English language.
when
recently,
twitted about the acoustic properties of a tweed suit
was wearing,
said:
martingales!" But
"Wait
my
until
you see
it
with the hames and
joke went to waste, for not one of
my
would have known hames and martingales by name

when they saw them. Many other items of hardware once a part
hearers
of our daily lives are today

straps,
buckles,
wagon body
snaps,
rods, rivets,
little
halters
more than
and chains,
and other
65
accessories,
memory.
Collars,
flynets,
clevises,
have largely gone

the
way
of
pug dogs and congress
shoes. If the passing of the
horse had been the only change toward
modern
hardware dealers might have found themselves

seas under cloudless skies.
man
had suffered from

been
hit
as
if
modern
whittle as they once did.
men
must
it
after another
Even pocketknives have
foe.
somewhat by the mechanical
require sharpening. Moreover,
calm
most of the things
had become obsolete. One item
sell
conditions,
sailing
But there came times when
have appeared to a hardware

he used to
CO.
which doesn't
pencil,
don't seem to
They have too much
else to
sit
about and
occupy them.
Almost coincident with the fade-out of the horse came the
lamp and
farewell to the kerosene
all
that
went with
it.
Some
25 years ago, one-half of one floor in the Hibbard, Spencer,

Bartlett plant
lanterns,
was devoted
to
lamp goods and
lanterns
stable
household lamps, overhead lamps, cleverly contrived
with chains for lowering or raising them, lamps and lanterns

in a variety of shapes
and
sizes.
The wick and chimney
alone was considerable. Today the company
still
lamps and lanterns but the volume of such business

trifle.
Electric-lighted
doors have
made
new ways
is
few
mere
flash-lights for out-of-
the change.
All along the line

life,
homes and pocket
business
carries a
it is
the
same
story of
changing modes of
of doing ordinary things, obsolescence of items
once daily essentials. Combine harvesters have cut into the sale
of steel forks
and other farm
tools.
Concrete and
steel
have
greatly reduced the consumption of nails. Because of the vast
amount
of preparation of building material at the mill, even to
the boring of holes, fewer carpenter tools are needed. In the

early days, by the way, nearly all mechanics' tools
were imported
were necessary
to induce peo-
from England. Desperate

ple to buy tools
nearly
all
made
made
at first
efforts
in
America
even
though they were
by enterprising tool-makers
who had
immigrated here from England. Today, however, American

mechanics' tools are everywhere recognized as the best.
66
of
The vogue of ready-made clothing has reduced the amount

home sewing. Hibbard hardware dealers used to sell thou-
sands of dozens of pairs of scissors and shears each year, but
today the sales are a mere fraction of what they were.

smith
is
passing and with him
black-
the items that he used to buy
all
from hardware companies. Likewise the

extinct.
The
tin
shop
is
but
all
Before the days of better public laundries and stationary
washtubs or washing machines in the home, the local tinner

did a big business
as already noted,
the tin
itself,
making wash
boilers for
household use; and,
he bought copper for the bottoms, as well as
from hardware companies. The copper boiler
ness had practically ceased until recent years

revival
when
was noted. Today grave rumors are sometimes
new copper
that an occasional
making
a slight
circulated
boiler sold by a God-fearing
hardware dealer eventually finds

associated with the
busi-
its
way
of so-called
into use
more or
less
home brew. But these

who circulate such
reports are doubtless ill-founded and persons

stories
must have very
Along with wash
little to
do.
boilers has
gone part of the tinware that
once went to the dairying industry. Tank cars for carrying milk
have supplanted thousands of cans.

Central heating has hurt the stove business.
Gas
stoves and
gas furnaces have reduced the rate of wear on stovepipes.
The
biggest sales outlet for shotguns has always been boys
growing up on farms. Today, with families on farms fewer and

smaller, even though city people have
and trapshooting, shotgun
more
sales in the last
leisure for hunting
20 years have barely
held their own. At the same time, despite a seeming increase

lawlessness, sales of revolvers
Automobile
one
traffic
who might
pistols
have greatly fallen
in
off.
has killed off the bicycle business. Even
care to risk bicycling
can buy a used car for

way,
and
less
who remembers when
Columbia brought $125
bicycles
apiece,
Wright, Palmer, or Dunlop
on the public highway
than the price of a bicycle. By the
tires'
67
such as the Stearns or
equipped with
Morgan &
Wooden
ware, once
much used
in
home
CO.
kitchens,
is
today
not only in less demand, but more difficult to handle, because

of the danger of being
damaged by warping
in
modern
well-
heated warehouse buildings.
Even the old-fashioned metal cuspidor, once handled by hardware companies
in carload lots,
now
is
less often
seen except in
antique shops. After interior decorators got in their devastating
work, there arose a feeling,
however
in a
useful,
is
now
widespread, that the cuspidor,
not truly ornamental, and no longer essential
well-appointed home.
Besides
all
the articles no longer used,
one time sold only
items, at
in
hardware
many
of the smaller
stores, are
today avail-
able at the five-and-ten.

It is
not surprising that
many
of the less imaginative hard-
ware dealers have grown discouraged and
"No
use staying in the business. Everything
hardware
stores
is
But of course
real.
said:
The
truth
cer, Bartlett
&
is
either
we
ever sold in
no longer needed or sold elsewhere."
all this
was
evident
when we
just the
seeming rather than the
consider that Hibbard, Spen-
Co. started to build up their business with only
about 2,000 different items and today they handle 60,000 separate
and
distinct articles!
68
Frank Hibbard
Chapter
New
Meeting the
Just as Scotland
world
is
said to produce the best gardeners in the
since the rocky soil
capable gardener can
so disadvantageous that only a
is
survive adverse conditions
are certain to engender

entific
Era
more painstaking
in business
and more
effort
sci-
knowledge. Indeed, whether in an individual or a corpo-
ration,
it is
and capable
adversity that breeds character.
Men become
clever
in proportion to the difficulties they learn to over-
come. The hardware business was never conducted so carefully,

or so successfully, as since a changing world began to force
new
xapid adjustments to
situations.
Intelligence
more
might be
new and unexpected problems.

Hardware men have become better business men than ever
denned
as the ability to solve
before because they have had to be.

business
more
discoveries.
article for less
of business
to
know
tions
it.
scientifically,
One
of these
than
it
is
costs.
knowledge
that
&
Co.,
compelled to carry on their
have made a number of important

sell
an
This may seem so elementary a
bit
that
it
is
not profitable to
one might expect almost anybody
But the surprising
fact
is
that
many
great corpora-
have come to grief by not knowing the actual cost of
ing each article on their
$2 more than
worth of time
it
lists.
The man who
sells
costs him, but regularly spends
in inducing his
customer to buy
an
sell-
article for
more than $2
it,
will never
become a Napoleon of commerce. Such transactions occur more

often than one might think.
a
Not long ago
happened
hardware store when a clerk proudly announced to
"I finally sold that
man
a cultivator
the last three months."
71
to be in
his boss:
been working on him
for

"Yes," replied the proprietor, "but that
has just sold a
woman
CO.
over there
little girl
a set of golf clubs in less than five min-
and made more money on them than you did on the
utes
cultivator."
It
must be obvious that the only way a big
tion can be just to all
ing one too
its
customers
much and another
too
to
is
selling organiza-
guard against charg-
little. If
one
charged too
is
another must be charged more than his share, else the
little,
Hence knowing
seller couldn't stay in business.
costs
is
only
fair play.
&
know
Co.
cost for direct labor, including clerical
any order,
is
21 cents.
It
it is
One
They know,
the same.
up a lamp chimney
is
work on each item
too, that the cost of
packing
as for
packing a dozen.
day, the head of the firm learned that several
went
"We
"that
it
for han-
much
nearly as
of
is
minimum expense
neys had been deliberately broken and thrown out.

ally
minimum
doesn't matter whether the item
fishhook or a farm implement; the

dling
that the
lamp chim-
He
person-
to investigate such wastefulness.
found," reported the
would
cost
more
to
man who had done
the breaking,
pack these two or three odd chim-
neys than they were worth.
didn't
myself, so the logical thing to do

we'll handle chimneys as they
was
want
to carry
them
off
to break them. Hereafter
come from
the manufacturers in
boxes of one dozen."
Out
of that episode
the smallest
erly
number
be handled
grew
a painstaking investigation as to
of various kinds of articles that could prop-
at a price fair to the customer.
Sometimes a customer complains: "You won't

than six and
To which
sell
me
less
need only two."
the wholesaler retorts:
"Any
small useful article
of which you can't sell six isn't properly displayed in your store
or isn't worth the space
Obviously,
to
it
it
occupies."
costs the wholesaler
more than
it
does a retailer
handle a small item, because in a wholesale house several

72

people are involved in handling each order, but a retailer can
pass
direct to his customer.
it
No
detail
is
too small to be approached with scientific care.
Companies which
sell
on
a large scale by mail,
know
almost
the exact percentage that their sales are increased by having the
index to their catalog in the middle of the book rather than at
When
the front or rear.
a customer must hunt for the index,
he has opportunity to see pictures and prices of various

that
may
articles
catch his fancy.
Hibbard's Model Retail Store
Attention to a thousand minor details, designed to benefit

their
customer as much as themselves, has enabled Hibbard,
Spencer, Bartlett
&
tomers each year.
Co. to gain more and more satisfied cus-
Like other wholesale dealers
learned, too, that they can be prosperous only
when
they
have
their cus-
tomers, the retail hardware men, are doing well. For this reason,
they have devoted
much thought and
attention to helping cus-
tomers to conduct their stores more profitably. Here again

countless small details are of the utmost importance. Scientific
management has taught
us, for
high as any shelf should be in a
example, that seven feet

retail
shop
because that
is
as
is
as
high as a clerk can reach without using a chair or a stepladder.

It isn't
that the clerk
minds the extra exertion of stepping upon

73

an
a chair to reach
tomer minds
it.
asked
article
When
for.
The
down from
that the cus-
is
the customer has to put the clerk to extra
trouble, then he feels an obligation to
has lifted
point
CO.
buy the
article the clerk
the top shelf. Rather than feel such an
obligation, the customer
likely not to ask to see
is
an item out
of reach.
The
that
it
clerk in a well-regulated
is
hardware
store
knows today
unwise to beguile a customer into buying what he
doesn't want. Perhaps a customer desires to buy a cheap ham-
mer, knowing that he has use for one now, but

it
again. If the clerk induces
no better
him
to
buy a high-priced hammer,
for the purpose required than a
diate transaction
may be
up that kind of good
may never need
profitable but
it
cheap one, the immedoesn't help to build
which makes the customer wish
will
to
return again and again.
One's memory doesn't need to go far back to recall the days

when most of the articles in a hardware store were out of sight
and a customer could not buy much without the aid of a clerk.
Today in a really modern store, nearly everything is in sight,
with prices plainly marked and the customer can look after
himself almost as well as in a cafeteria.
It
used to be that cour-
tesy required the clerk or proprietor to follow a
way from
customer
all
the
the rear of the store to the front door, in case the
customer should think of anything else he desired to
see.
Today
the clever retailer
knows
walk
door unaccompanied. The customer prefers
to the front
that
it
is
wiser to
not to have any clerk nearby, for then
have the fun of looking
it is
at various articles
let
the customer
possible for
and
buy something than
if
a clerk
to
he passes, without
any obligation to buy. Thus feeling comfortable, he

likely to
him
is
more
were along.
heard recently of a hardware store conducted by a father

son. In the absence of his father, the son
had
installed
mod-
ern fixtures and what the father called crazy new-fangled methods.
While
they were arguing one day about present-day busi-
ness practices, a customer
came
74
in,
unobserved, picked out

something he wanted, laid the exact change on the counter and
walked
out.
The
father looked at the son, astonished.
a demonstration of the very thing the son
Here was
had been trying
ideas.
It
may
not be good for a clerk's vanity to see a customer
wait on himself unassisted, but he can probably draw
wages than
which
to
Chain
ever, for the boss
When
may have
bigger profits out of
though they have offered the keenest kind of
stores,
many
have been a not unmixed blessing,
lines,
have forced many storekeepers to do their jobs
an independent
retailer
manages
were merely a unit
in the chain
better.
his business as well as
make more money than
the chain store does, he should
is
better
pay him.
competition in
for they
to
new
prove, and the father thenceforth submitted gracefully to
he has
for
if
expense.
less
he
He
not not contributing his share of the cost of supervisors, store
checkers,
inventory
checkers
and auditors.
He
own
his
is
supervisor.
Apart from
all
the improvement in methods forced into the
advanced on
hardware business by stern
necessity, business has
a vast scale in certain lines
while other items have passed into
what Grover Cleveland called innocuous desuetude.
we
are in an era of color.
in the
More
paint
is
Just
at
now
any time
world's history. People paint their homes, inside and out,
more frequently than ever
before.
Yet paint
pierced the surface of their possibilities.
are painted. In other words,
if
It is
sales
have not even
estimated that only
need paint each year, actually
about one-fifth of the areas that
still
used than
paint sales were doubled,
be possible to double them again. Kitchen ware
in cheerful colors.
some time now,
Even garden
tools
it
might
now comes
have color schemes. For
sales of paint, as well as of various articles that
are bought partly to display cheerful colors, have annually
well ahead of the previous year.
The
color era
is
gone
here.
Toys, which were practically unheard of in hardware stores

a
few years ago, have now become an item of tremendous impor-
tance.
As people have come
into this present era of greater
75

wealth, and
more income
the world has ever

to think
more about
in the families of
known
earners than
men have naturally begun

Children who in an earlier period
before,
luxuries.
of our economic history
wage
CO.
would have been expected
to contribute
earnings to the family income, are today chief beneficiaries of

the family surplus.
variety of
Hardware
dealers have lost the sale of a
goods that accompanied the horse. But thousands of
more annually on
families spend
would have
toys alone than
bought a horse and buggy.

Perhaps the householder
saw
cross-cut
pipe from the gas company,
ment
at the
who no
longer buys an axe or a
for his winter fuel because he gets
now
it
through a
spends more for golf equip-
hardware store than he ever did on tools for more
productive forms of manual labor.
The man who would have been content a generation ago

bamboo fishing-rod and piece of line, totaling a cost of
about a dollar, perhaps spends as much this year on his fishing
outfit as he does for a new automobile. Quick transportation
has made it possible for a fisherman to go far beyond trie limits
with a
of his
own
locality. If there are
no
to
be plentiful and eager for
bait.
home,
fishing waters near
he can jump into his car and travel to a place where
fish are said
(The only trouble
is
that this
very accessibility of distant waters often means that too
many
other fishermen have already been there.)

Just recently,
heard a hardware dealer talking about a
load lot of mulch paper.
Who
car-
ever heard of mulch paper a few
mulch paper
years ago? Perhaps one should explain that
is
spread between rows of vegetables in gardens, to conserve mois-
and prevent growth of weeds.
ture
rot
and disappear,
fertilizer.
Truly,
as
new
than the old become
once
made on
Most
we no
it
When
the paper begins to
does after a season,
items
come
it
into use even
obsolete. Profits that the
bicycles
he
now makes on
becomes good
more
rapidly
hardware dealer
radios.
of us find that, despite all the items of hardware that
longer buy,
we go
to a
hardware store more often than

76

ever before. Electrical contrivances for the
ing variety of
modern
money with hardware

true,
devices of
dealers than
60,000 different
all sorts
articles.
77
we
&
home and an
allur-
makes us spend more
intended.
If this
were not
Co. could not be selling
Charles John Whipple
Chapter XI
Facing Difficulties
When
Daniel H. Burnham, famous architect of the Chicago
World's Fair buildings, founded the Chicago Plan Commission,

with the idea of making the
possibly have foreseen
in the executive offices of
The Chicago
more
beautiful, he couldn't
gray hairs he would hasten
Beautiful movement, as
being dignified by the

its
city
how many
&
Co.
was called before
it
name Chicago Plan Commission, had
for
object the carrying out of a constructive plan for boulevards
and the future grouping of important buildings. One of the outstanding achievements of this commission has been the widening and straightening of Michigan Boulevard and the building
of the two-level
Michigan Boulevard bridge. This plan included
a two-level east
and west drive
bank of the Chicago

flaw in
it,
river. It
Wacker Drive on the south
was an excellent idea and the only
or rather the only distressing feature of
point of view of Hibbard, Spencer, Bartlett
&
Co.,
it,
was
from the
that the
plan meant the condemnation of their plant and property extending from State street to
Wabash avenue on South Water
street.
Negotiations between the
city
and the hardware company
the property were started in 1919, but until the necessary

issue
was approved
in June, 1924,
it
was not
for
bond
certain that the
plan would be carried out. Then the company knew that they
must move. Naturally,
no
trifling task to step
out and find
a properly located, reasonably-priced city site for
an immense
building.
It
was not
it is
until
December
of that year that they were
able to buy the ground adjoining their warehouse on East
81
North
Water street just three blocks from where William G. Hibbard had his first store. They immediately set to work on building plans. But, though the company acted quickly, the city's
plans had somehow advanced more rapidly than was expected.
At the end of September, with
pleted, the
The
company got
their
new
building only half com-
must move
notice that they
had already been awarded
contract
Where
old building.
should they go?
and soon!
down
for tearing
It is
one thing
to
their
be forced
out of a dwelling house, store furniture and go temporarily to
immense hard-
a hotel; but finding temporary lodging for an
ware
and without interrupting
plant,
again. After a desperate search, the
and Harrison
streets, a
They could
old one.
business,
is
something
company found,
at
rent
it
for six months.
But even that did not
moving
immense
of their
would be there almost any day to
start tearing
down
stock
workmen
could hardly be accomplished on the instant and
What
Paulina
building of almost identical size as their
solve their problems, for the
ing.
else
their build-
should be done?
Mr. Charles, president of the company, and Mr. Whipple,

vice-president, decided to
tractor
who had been awarded
building,
days'
go together
to the office of the con-
down the
days more time. With
be all moved before
old
the job of tearing
and make a plea for ten
reprieve perhaps they could
ten
the
wreckers came.
They were compelled

lessly
to wait
what seemed
them
to
long time before the contractor talked to them
when he
did see
them he showed no
a need-
at all,
and
special inclination to be
courteous or considerate.
"Yes,
we
can do
it,"
he
said,
"but
it
will cost
you $50,000."
Just then he was called away, leaving the two visitors to
themselves.
"John, what shall

"I think," replied
we
tell
him?" asked Mr. Charles.
Whipple, "that we should
tell
to hell!"
And
that
was
substantially
what they did

82
tell
him.
him
to
go
CO.
Their decision meant that they must perform the seemingly

impossible task of moving their entire stock to the temporary
quarters over one week-end
sible,
but they did
from Saturday to Monday. Impos-
it!
new
Luckily, in planning the
building, Mr. Whipple, as engi-
neer in charge, had carefully worked out the space required fot
By means of blue prints and a painstakingly evolved numbering system, he could definitely indi-
every item of merchandise.
and every
cate the future location of each
moving
inestimable help in
was possible
down
to sit
in
to the
an
article.
This was of
temporary quarters, for
office
and plan every
it
detail of
the move.
To
erect shelving
was necessary
tity
to
would have consumed
priceless time.
have a substitute that could be
built
It
on a quan-
production basis. Box factories worked day and night mak-
wooden packing boxes, about 3^2 ^ eet l n &> an<^ these were
used to move the merchandise, as well as to serve as temporary
shelving for it afterward. Some 22,000 of these wooden boxes
were used. Just try to picture what a pile these would make! If
placed end to end they would have covered a stretch of 14 miles!
ing
The moving was

with
started at
noon on Saturday and proceeded
rigid, military-like schedule,
which provided that every
hour must see certain stages of the job done. Employes exhibited
a fine degree of loyalty, as well as
amazing enthusiasm
for this
great battle with the impossible. Every able-bodied employe,

regardless of position, pitched in to
labor.
do
his share of
manual
Even women, not excepting stenographers and
clerks, insisted
upon contributing what they could
dling of smaller and lighter items.
work continuously
stirred
they toiled for
in the han-
The men were supposed
in three eight-hour shifts, that the job
proceed without interruption day and night. But
became so
by the do-or-die
just
to
might
many men
spirit of the enterprise that
40 hours without stopping
By Monday noon,
filing
for sleep.
48 hours after the job was started,
every piece of merchandise and furniture had been moved!
83

Business was partly interrupted only one day
work never was interrupted

their desks Saturday
morning
noon
them
to find
set
Monday.
Office employes
at all.
in the old building returned
up
new
in the
quarters
all
if
who left
Monday
ready for a
normal day's work. By Tuesday the company was able

business as usual, just as
Office
to
handle
nothing extraordinary had happened.
r%c
Mk
'
Moving
One phase
of the
moving problem was guarding the goods
along the line of march. Every available employe was needed

to
pack goods
None
one end and place
at
it
could be spared for police duty.
properly at the other.
The
city of
Chicago sup-
plied a squad of motorcycle policemen to patrol the three-mile
between the old and new location. All the teamsters and
stretch
truck-drivers, the majority of
for this
one
job,
couraged to believe that

stantly
on
whom
had been hired temporarily,
and were unknown

at least
to the
company, were en-
50 such guardians were con-
But the truth was that not more than half a
duty.
dozen motorcycle policemen were alongside the procession

any one time.
It
was a grand game
mind you, but out

worth was
lost
glow
was
at
in Chicago,
of a $3,000,000 stock of goods, not a dime's
en route. The whole moving project was a truly
marvelous achievement
a
of bluff. This
of pride.
Still, it
in
which every employe properly
was not an undertaking

84
that
felt
anybody
THE STORY OF HIBBARD, SPENCER. BARTLETT &

wished to tackle
completed
six
all
months
spectacular and with

fully three
at last all
over again.
later,
ample
was
The move
into the
carried out in a
leisure. Part of the
months before the
final transfer
employes were ensconced in
their
CO.
new
manner
plant,
far less
goods were moved
was made.
new
When
quarters, the
organized convenience of the place gave everybody a sense of

well-being that was not a mere notion.
filtered water, filtered air,
way from
the days
when
considered good enough

pails in
and whatnot, they had come a long
common
sink
as
if
roller towel
were
dumped
into
it
in
to
when one's noontime
lunch-box and was eaten from the top
of a nail keg. Every angle of the

of those days
and
a dash of oatmeal
keep employes from drinking too much

tin
every possible
sanitary comfort,
when drinking-water stood about
summer time with
meal came out ot a
With
modern
labor-saving plan, as well as every
new
plant bespoke the passing
when employes' muscles and
they were almost equally unimportant.
85
brains
were treated
Chapter XII
A Modern
Anyone asked
Spencer, Bartlett
Distributing Plant
to give his general impression of the Hibbard,
& Co. plant,
after a first visit,
Motion! Quiet, steady movement
is
might well
reply:
the keynote of the place.
Whether one notes the

order clerks on roller
or sections in the
skates,
moving along,
floor
>-Ji
<
goods forward, everything
N*
<j
belt-
carrying great piles of
like,
*-.
if
^p
suggests not merely activ-
ity,
but the activity of un-
swerving advancement
without waste
tne
Buyers' Office
effort. It is
movement
of well-
oiled machinery that

sure of
own power and
its
is
never creaks.
Even the typewritten records of the orders themselves are

never allowed to accumulate at a desk, but are dropped on a
moving
is
belt as rapidly as completed. Everything about the plant
like that
always
quietly
headed toward
its
goal.
In planning this great fireproof, 14-story sunlighted building,
and
its
equipment, Mr. Whipple had in mind two primary
requirements
larly, to
to save time in filling orders and,
scheme, every order, no matter

three hours
and ten minutes
and the new plant, even
ume
more
particu-
save labor. In proof of the practical workability ot his
of business,
is
how
after
large,
it is
is
completed exactly
released from the office;
after absorbing a greatly increased vol-
operated with 250 fewer employes.

87
THE STORY OF HIBBARD, SPENCER, BARTLETT & CO.

At an
among
earlier period in the
the officers
company's
had proposed
To
an insanity inquest.
if
an engineer
machinery to replace
installing
250 men, he might have been whisked

for
history,
off to the court
house
begin with, everybody would have
known that the thing couldn't be done. But even if it could be

done, why do it? Why buy costly labor-saving equipment when
porters
and stockmen could be hired
teamster and horses for $2

is
so great that a
justify his
and
day. Today, the cost of trucking
middleman or
economic function,
for $1.50 a day,
distributor feels duty-bound to
in
warehousing and re-shipping,
by guarding his customer against every needless expense. In

short, unless the
middleman can
mate consumer more cheaply than

other means, he
knows
it
good
$-<>
to ulti-
could possibly be done by
that he isn't doing a
k -:.'
maker
get goods from
job.
r-n
>
*.
Unloading Cars Inside the Building
The man who buys
tack-hammer from a
retailer dealing in
Hibbard hardware could not be expected to see with the naked

eye a relationship between
ized,
well-lighted
employe
there,
its
reasonable price and a well-organ-
distributing
plant in Chicago.
working by sunlight instead of by
But every
artificial light,
can do his work better, more rapidly, and therefore more

88

cheaply, than
with
if
the place had not been planned for
its
purpose
scientific care.
5-V
1&
Dispatching Orders by Carriers, Belts, and Tubes
When
one sees a whole
for unloading,
and lake boats making regular stops
pany's back door,

enterprise.
train of cars backing into the plant
it
becomes evident that here
Right across the Chicago
throw from the plant

trucks are carried
on
itself, is
lighters
not a picayunish
within a stone's
a freight yard to
more than 900 important points
These
in the
night. Besides all this transportation, the

ate access to
is
com-
which loaded
and then shoved right alongside
of so-called trap-cars for final loading.

to
river,
at the
trap-cars
go
direct
United States every
company has immedi-
the network of underground freight tunnels pro-
vided by the city of Chicago. Street trucking has been reduced

to the
minimum.
Important as
the place
is
the physical side of this great
would have no
employes. This
spirit
soul
makes
it
if it
were not
plant,
for the spirit of the
a living thing.
89
modern
Employes here are
who draw wages and come and
not just people
women who
stay at their jobs year after year
CO.
go, but
men and
and have a
feel-
ing that they are part of an important institution.
y&0
/
Shipping by Tunnel
In an atmosphere where promotions and rewards have gone

to those
who worked most
willingly and most intelligently,
shirkers have automatically been eliminated
'
l;
tV
Order Filling
90
and the organization
Not long
has thus been built for permanence.
ago, at a busi-
ness meeting of 25 employes, they discovered that their average
length of service was 34 years.

that
for
few years ago, records showed
August Schuman had been employed continuously as packer

50 years. Because he was a competent workman, he took
t?n;
Packing
good care of
for
his tools,
and
in his half century of
packing goods
shipment had used only two hammers. The
first
hammer
lasted for 27 years.
In the early days, the majority of
new employes were young
boys and they invariably began at $4 a week.
might show himself worth more than that

trial,
young man
after only a week's
but unwritten law said that $4 a week should be his
initial
wage. Perhaps there was a feeling that a proper sense of one's
unimportance
early tradition
at the start-off
was
should sweep the
ment
to
was good
that the newest

floor.
more
employe
Today, with more
in force, the belief prevails that
have a new employe sweep the
make sweeping
his life
for one's soul.
it
floor.
in
Another
any department
scientific
manage-
would be poor business

Unless he
is
going
to
work, he should be learning something
directly connected with selling hardware, without even
one day's delay.
Moreover,
it
91
turns out that floor-sweeping

requires a certain kind of
sweeping,
is
skill.
newcomer, unaccustomed
almost sure to take too
'&
CO.
much time and
> w
.-r
stir
to
up too
Floor Conveyors
much
dust.
Today
all floors in
the Hibbard plant are swept by
professional sweepers who, incidentally, are paid by the square

yard.
Weighing and Checking
This plan of paying employees on a piecework

ing each
man
basis,
according to what he has accomplished,
out by Hibbard, Spencer, Bartlett
employe receives
&
carried
Co. wherever possible. Each
a definite salary, but
92
is
reward-
he also receives a bonus
done above a certain required minimum.
for whatever he has
The bonus
ope
is
salary.
is
always paid in a separate envelope and
this envel-
of a different color than the one containing the regular
Back of
receives
this is a bit of
a bonus,
as
dropped on
his desk, in full
those about
him who have
that they have not
human
psychology.
indicated by a special
view of
his
one employe
neighboring employes,
failed to earn a
come up
If
bonus envelope
bonus are reminded
to their full possibilities. After a
vfmBSSi^A
u fm^^^mm
%m
^IF
t*
Assembling Freight
reasonable opportunity to learn a job, any employe
earn more money than his
minimum guarantee
perhaps unsuited to a
vigorous organization.
live,
is
who
fails to
regarded as
Shipping and Receiving by Boat
Since 1905, the
and
company has had
a pension fund in operation
in the quarter century since its
93
inception, this fund has
CO.
supplied 170 former employes with a total of more than $400,000.
At the present time, some 55 people are on the pension
and the
assets of the
For years, too,
roll
fund are well over half a million dollars.
has been the policy of the company to pay
it
employes liberally for time
lost
on account
and
of illness,
to
give vacations with pay after a year of service. Likewise, every
employe and
may have
his family
hospital care at
and the company uses the full-time

Every
Luke's,
St.
services of a visiting nurse.
new employe is asked to submit to a thorough

Not a bad lot co work for, these Hibbard,
examination.
physical
Spencer,
Bartletts
In gathering facts for this
have observed that
little history, I
was
nearly everybody connected with Hibbard hardware
were trying to be
interested in the past than in the future. All
showed more enthusiasm whenever we began
helpful, but they
to talk about plans for the years to
The
ahead.
come. They are
last three-quarters of a century
age of crudities to one of miracles.

in the years to
part of
more
modern
come? With
radical changes than
at
45 South Water
&
all
looking
brought us from an
What
is
scientific research
left to
now
business, the years ahead should
William G. Hibbard and
lett
less
happen
a regular
show even
have come since the days when
his associates started to sell
street, 75 years ago.
hardware
Hibbard, Spencer, Bart-
Co., having the kind of foundation that permits building
for the
long pull, expect to continue adjusting themselves to the
world as they find
it
and
of hardware most in
articles
be?
What
hardware dealer's
to be selling
demand 75
will be the
list?
on a big
scale those articles
years hence.
What
will those
most profitable single item on
lot of questions
should like to ask
the merchandise manager of Hibbard, Spencer, Bartlett

in the year
2005
94
&
Co.
1111
-'%,"*
Looking Forward
Will Freight Be Dispatched by Aeroplane:
95
UNIVERSITY OF ILLINOIS-URBANA
683K296S
C001
SEVENTY-FIVE YEARS OF HIBBARD
HARDWARE

Seventy Five Years of Hibbard Hardware, 1853-1930

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Seventy Five Years of Hibbard Hardware, 1853-1930

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SeuentyjFiue

Digitized by the Internet Archive

2012 with funding from

This edition of five thousand

privately printed for

Hibbard, Spencer, Bartlett

THE MEMORY OF THE FOUNDER

Hibbard, Spencer, Bartlett

All Rights Reserved

Printed in the United States, at Chicago

Hardware From the Human Angle

Mr. Hibbard Chooses Partners

Hibbard and Spencer

Business Under Benevolent Autocracy

Chicago Has a Fire

Why Three Names Still

A Modern Distributing Plant

obviously not a complete history of the 75 years

of Hibbard, Spencer, Bartlett

& Co. With hundreds of employes,

contributing to the success of the business, the complete story

could not be compressed into one volume. But the objection to

a history covering all the

esting to those behind the scenes than to outsiders.

ever bought by a stranger.

in a small town, eagerly read

and know every name mentioned, but

would probably be recorded

also in the larger city papers. In

away from those phases of the complete

mere parochial rather than of general

book was not written

but for everybody.

than the high points.

or for the family

doesn't attempt to touch on

company and other employes

familiar with the early history and

Hibbard, Spencer, Bartlett

book would have been

of the pleasant task

Co., the preparation of

not impossible, instead

debted to Mrs. R. B. Gregory, daughter of William G. Hibbard,

from her charmingly- written family

corporated into certain chapters here.

SUMMARY OF HIBBARD HARDWARE HISTORY

Co. founded on March 22.

1857 Fire destroys stock. Business resumed

1867 Business in larger quarters

92-94 Michigan avenue.

1871 Stock burned in the Big Fire; business carried on tempo-

Mr. Hibbard's dwelling house.

1872 Once more in larger quarters at 30-32 Lake

1877 Firm becomes Hibbard, Spencer

1890 Death of Franklin

1902 Warehouse built and occupied on North

ten-story fireproof building

Death of William G. Hibbard. Election of A.