Cyrus Hall McCormick: His Life and Work

by Herbert Newton Casson

His plan, with regard to these agents, was to fasten them to him by exclusive contracts, which forbade them to sell Reapers made by any other manufacturers. Each agent was given free scope. He was not worried by detail instructions. He was picked out for his aggressive, self-reliant qualities, and the whole responsibility of a certain territory was put upon him. Once a month he made a report; but he stood or fell by the final showing for the year, which he made in October. This plan of leaving his men free and putting them upon their mettle, developed their mental muscle to the utmost. Also, it made them intensely loyal and combative—a regiment, not of private soldiers, but generals, each one in charge of his own province, blamed for his defeats and rewarded for his victories.

The fifth factor in the McCormick System was the Customers' Good-Will. For the good-will of other capitalists or for the applause of the public in general, no men cared less than McCormick. But he always stood well with the farmers. "I have never yet sued a farmer for the price of a Reaper," he said in 1848. This heroic policy he pursued as long as possible, knowing the fear that all farmers have of contracts that may lead them into litigation. More than this, he freely gave them credit, without being safeguarded by any Dun or Bradstreet. He allowed them to pay with the money that was saved during the harvest. "It is better that I should wait for the money," he said, "than that you should wait for the machine that you need." So he borrowed money in Chicago to build the Reapers, borrowed more money to pay the freight, and then sold them on time to the farmers.

In some cases he lost heavily, as in Kansas and North Dakota, where the first settlers were driven off by drought. But as a rule he lost little by bad debts. Immigrants of twenty nationalities swarmed westward upon the free land offered to them by the United States Government, and usually each man found waiting for him at the nearest town one of the McCormick agents, ready to supply him with a Reaper, whether he had the money to pay for it or not. As may be imagined, the effect of this policy upon the settlement and welfare of the West was magical. There are to-day tens of thousands of Western farmers who date the era of their prosperity from the day when a McCormick Reaper arrived in all the glory of its red paint and shining blade, and held its first reception in the barn-yard.

One instance of this deserves to be embodied in the history of the Reaper. In 1855 a poor tenant farmer, who had been evicted from his rented land in Ayrshire, Scotland, arrived with his family at the banks of the Mississippi. There was then no railroad nor stage-coach, so the whole family walked to a quarter section of land farther west, not far from where the city of Des Moines stands to-day. The first year they cut the wheat with the cradle and the scythe, and the following year they bought a McCormick Reaper. They prospered. The father went back for a visit to Ayrshire and paid all his creditors. And the eldest son, James, became first Speaker of the Iowa Legislature, then a professor in an agricultural college, and finally the founder of the Department of Agriculture in all its present completeness. To-day we know him as the Honorable James Wilson, the first official farmer of the United States.

There was one other method in the marketing of farm machinery, which seems to have been originated by McCormick—the Field Test. As a means of stirring up interest in an indifferent community, this was the most electrical in its effects of any plan that has ever been devised. As a pioneering advertisement, it was unsurpassed. It was nothing less than a contest in a field of ripe grain between several machines that belonged to rival manufacturers. Sometimes there were only two machines, and in one grand tournament there were forty. And all the farmers in the county were invited to come and witness the battle free of charge.

The first of these field tests occurred near Richmond in 1844. McCormick had challenged Obed Hussey, a Baltimore sailor who had invented a practical mowing-machine, and who was offering it for sale to cut grain as well as grass. In this instance McCormick won easily. The judges said that while the Hussey machine was stronger and simpler, having no reel nor divider, the McCormick Reaper was lighter, cheaper, scattered less grain, and was better at cutting grain that was wet and in its method of delivering the grain.

"Meet Hussey whenever you can and put him down," Cyrus McCormick wrote to his brothers. In one letter, written the following year, he is so enthusiastically aggressive in the pursuit of Hussey that he proposes to his brothers a grand final contest. Hussey is to be dared to sign an agreement that in case of defeat, he will pay McCormick $10,000 and become the Maryland agent for the McCormick Reaper. McCormick, on his part, is to agree that if he is beaten he will pay Hussey $10,000 and become the Virginia agent for the Hussey machine. Nothing came of this confident proposal, either because it was not put into effect by McCormick, because Hussey refused to accept it.

But the field test flourished for more than forty years. It did more in the earlier days than any other one thing to make talk about the Reaper and to move the farmers out of the old-fashioned ruts. It provided the vaudeville element which is necessary in salesmanship where people are not interested in the commodity itself. As often happens, it was in the end carried too far. It became the most costly weapon of competition. It introduced all manner of unfairness and often violence. The most absurd tests were frequently agreed to. Mowers would be chained back to back and then forcibly torn apart. Reapers were driven into groves of saplings. Machines of special strength were made secretly. And so the warfare raged, until by general consent the field test was abandoned.

These six factors of the McCormick System became the six commandments of the farm machinery business. They were largely adopted by his competitors, and exist to-day, with the exception of the exclusive contract and the field test.

By 1850 McCormick had not only solved the problem of the Reaper; he had worked out a method of distribution. He had established a new business. But even this was not enough. He was now beset by a swarm of manufacturers who sought to deprive him of his patents and of a business which he naturally regarded as his own. It remained to be seen whether he could stand his ground when opposed by several hundred rivals; and whether he could duplicate in the courts the victories that he had won in the fields.