New-York tribune. [volume] (New York [N.Y.]) 1866-1924, 1911-10-15
HUGE AUTOMOBILE PARTY
How Flanders Brought Army OF
Agents to Detroit Plant.
OPENED EYES OF DEALERS
They Learned Much of EMF
Manufacture and Had a Fine
Time in Addition.


note in modern merchandising and set
new high mark which II will be difficult
for other merchandising chiefs 10 reach. 1t
will he the harder for them to reach be-
cause while the agents are entertained by
the Big Chief" the sales departments OF
the company are closed, and no orders are
taken from the agents. no matter how hard
they beg to be allowed 10 buy mere cars
1t is all a social thing and ''go-look-see'
trip as Kipling's Commissioner said.
Last Sunday. at 2l5 o'clock, the agents
who are ranked under the Eastern division
started from New York in their special
train. C. f. Redden, manager OF the East
ern division, with headquarters at New
York, was in charge. He had with him
about 100 dealers from Connecticut, New
York. Pennsylvania. New Jersey and Long
Island. They were all the personal guests
Of Mr.. Flanders, and from the time they
started 10 the time they came back TO New
York, on the following Wednesday evening.
the hardest thing they had 10 do was to
spend cent OF their own money.
The New York train was the eleventh in
a series Of twenty-five specials which Will
cover the country from the Gulf to the
lakes. from Eastport 10 Santa Catalina ISL
and
The Texans were there in September.
They interested Detroit. Detroit interested
them They didn't Ike the brand OF cigars
they were given 10 smoke on the way up.
so they stopped the train and bought what
pleased them, and big Chief Flanders
nearly lost Ave OF his 26O pounds laughing
over the incident when they told him.
The Pacific Coast men were there. The
men from Missouri and Kansas were there,
and after they got home they got together
and ordered a trainload OF EMF "3O'
and Flanders go cars in addition TO those
they had already ordered.
But the New York train was the biggest
81 far 1t was under the personal supervI-
sion Of George DAILY. travelling passenger
agent or the New York Central lines and
he had some job 10 look after the running
Of the huge special OF eleven sleepers.
compartment car, a buffet car and two
diners
The entertainment was wonderful but far
more wonderful was the way it all ran
each minute filed and each move accom-
plished with the precision Of the moving of
an army. The Imagination that foresaw
the cementing OF ties between the factory
and the men on the firing liIe. the dream OF
the big men at the head Of the concern OF
what they could accomplish and have ac-
cOmplshed In the way OF business by such
procession OF special trains-these are the
remarkable things.
In the two days spent ct Detroit the
dealers saw. in round numbers. 500 90
worth of motor ears completed before their
eyes and shipped TO the dealers who had
perhaps for weeks. been begging for in
creased sllotments They saw in full blast
operation two OF the greatest automobile
manufacturing plants In the country. They
travelled for hours over a selected route
through the Studebaker factories and stin
were able to inspect but part of two OF the
ten plants of the corporation which oc-
cupies in the neighborhood of thirty-three
acres of floor space, employs All army 0:
i more than eight thousand men and has a
payroll Of $4,000 a month.
Walter Flanders wanted 10 show his
dealers that he did not believe any bust
ness, however mammoth. could profitably
get past the stage Of AMMAN to- man trans
action. He wanted them TO set the spirit OF
the machine he has built up in Detroit lie
wanted their confidence He wanted. most
especially. 10 show them that his promise
Of $1,000 motor cars for their sale In the
or bombastic boast.
The dealers came and saw all these
things for themselves They weren't al
lowed TO enter into any new business
obligations with the factory Yet there
was everywhere an underlying sentiment
that the $4,000 which the Studebaker
Corporation is expanding on IT'S series of
excursions. of which theirs was one. VIII
come back 10 the Arm a hundred times
over as the result OF the trip.
The New York train was boarded out
side Detroit by stan of BARRIERS, who saw
TO 1t that each dealer who wanted it. re-
ceived a clean shave.
Arrival at the EMF siding in Detroit
was timed TO coincide with the opening Of
the working day. The dealers were wei
coined by a delegation OF department heads.
led by Paul Smith, the sales manager. A
squadron OF Flanders ''20' touring cars
was drawn up at the curb, each bearing
a card on which appeared the names OF the
dealers II vas 10 carry The names had
been wired ahead and conceded exactly
with the membership OF the party Though
there were more than nifty cars in line
the dealers were soon seated and whisked
10 the Felowcraft Club, where breakfast
was served.
The morning OF the first day was spent
at Plant 3. the largest of the EMF chain.
which is devoted chiefly 10 the manufacture
Of the Flanders ~"
IN the afternoon a specially chartered
steamer took the dealers for ride on De-
troit's beautiful river. Dinner was served
AZ the Pontchartrsin Hotel. and a theatre
party closed the day. The Pullman train
was again waiting, berths made up. for the
second night Of the trip.
The second day al Detroit was spent at
Plant /, where the EMF ''3)' Is made.
and the programme WIS so planned that it
dwelt chiefly on manufacturing operations
not inspected at Plant g.
A group photograph was taken by the
company photographer. A ride around De-
troit's boulevard and parkway system made
pleasant the afternoon.
The last formal feature was a banquet
at the Pontchartrain. at which Mr.. Flsnd-
ers himself was present. Sales Manager
Smith officiated as POSTMASTER, and ad-
dresses were made by Mr.. Flanders, f.
Leroy Pelletier advertising director; C. T.
Redden and George Floyd. of the New
York Office. and others.
Mr.. Flanders received an ovation The
dealers gave yels and sang songs written
by Harry Caldwell for Mr.. Flsnders's es.
pecal benefit, and gave them with a zest.
The great manufacturer made no attempt
at oratory, but talked 20 the dealers in the
blum, frank manner for which he is noted
lie told them that the factory management
was actUated by the sole endeavor to give.