We did not ruthlessly go after the trade of our competitors and attempt to ruin it by cutting prices or instituting a spy system.

We had set ourselves the task of building up as rapidly and as broadly as possible the volume of consumption.

Let me try to explain just what happened.
To get the advantage of the facilities we had in manufacture, we sought the utmost market in all lands--we needed volume.

To do this we had to create selling methods far in advance of what then existed; we had to dispose of two, or three, or four gallons of oil where one had been sold before, and we could not rely upon the usual trade channels then existing to accomplish this.

It was never our purpose to interfere with a dealer who adequately cultivated his field of operations, but when we saw a new opportunity or a new place for extending the sale by further and effective facilities, we made it our business to provide them.