The Washington herald., 1912-05-26

is at least unreasonable; and the con-
tinuation OF this fallacious practice has
led to much disappointment.
The application OF machinery to mer-
chandise delivery purposes calls for an
accurate knowledge Of the work to be
performed, an intimate familiarity with
the capabilities Of the machine and
sound Judgment in the method OF ap-
plication.
The commercial engineer should be
conversant with transportation operation
and cost under ali circumstances, and
should acquire those habits OF mind
which will enable him to regard me-
chanical equipment from the standpoint
Of ownership.
The principal duty Of the engineer
will be to carefully analyZe the condi-
tions prevailing in those cases where
It is desired to introduce machine equip
men for transportation. One Of the frst
provisions in making these investigations
should be TO verify the resulting figures
by the responsible representative OF the
prospective purchaser.
This will insure that correct informa-
tion Is being used as foundation for
comparison, and that there Will be no
subsequent contradiction. or distortion
of fact, to defeat a presentation OF
economical substitution. There Is a
marked advantage in possessing this au-
thenticated information since It insures
to the Investigator definite basis Tor
demonstrating economy.
IAN analytical study Of the work TO
be done, or how it is at present per-
formed, will often afford great ad-
vantage to the purchaser who Is not
usually qualified to critically examine
his own operating conditions.
1T should be fundamental purpose
Of the engineer to provide his co-operat-
ing statesmen with serviceable informa-
ton OF a Bookkeeping or monetary char
acter entirely devoid Of technicalities'
with perhaps the exception Of perform
ance data.
'Tn generally seeking for stimulating
means to promote business the engineer
should be ever on the alert TO utilize to
advantage those methods which have
been effective in other organizations en-
gagged in the introduction Of industrial
apparatus"
How the salesman may best cooperate
with the transportation expert was told
by the speaker, who continued:
In presenting his case to new pros
poets he should create the impression
that he is a solid, intelligent man, with
plenty Of energy and perseverance, and
well versed in the purposes Of his mis-
sion.
perseverance, in the direction Of con-
yincing the purchaser OF the utility and
economy Of the machine he has to sell,
without introducing technical discussions
or invidious contracts with the products
of others, IS an art very rare and very
valuable"
william p Barnhart, local agent for
the Everitt line, is very happy over the
recent changes that have occurred with
reference to the Everitt factory organi-
zation.
He recently returned from Detroit
with the news that the entire interests
of Walter Flanders had been trans
ferred to the Everitt factory organiza-
tion, together with the services OF Paul
Smith, the former EMF sales man
ager: Mr.. Geraghty, financial expert
and factory organizer; Frank Smith. OF
the sales department. and Mr.. Miller,
Of the car order and service depart
ment. These gentlemen, together with
T. A. Peck, formerly OF the Abbot-De- !
troit Company, and now head Of the
department Of the Everitt fac
tory. viii prove valuable additions to
the Everitt forces
AS an evidence Of the growth and
popularity Of the Everitt cars. the read
srs Of this column will notice elsewhere
he fact that the comparatively new
lrm OF william p Barnhart q Co. have /
already outgrown their large salesroom
md service department at 1910 Four
.eenth Street and have removed TO
much larger quarters at .tG Fourteenth