The Richmond Virginian. (Richmond, Va.) 1910-1920, 1912-11-27
Richmond VIII Have Greatest Racing Meet Of Entire Year
Motoring Notes
Good Road News
And Trade Matters

The advice of Kansas dealer con-
corning the solution of the u~ed car
problem has much of sound sense in
ii. A manufacturer says that the
best thing to do IL to take the car
in low enough so that it can be sold
at a profit. Very good advice" says
the dealer, ''but this is sometimes
hard to do. A dealer may trade foi
car that appears to be worth the
money he allowed for it, but upon
closer. internal examination he will
find that IL Is In worse shape than
he supposed, therefore he will either
have to repair the machine and add
to the cost or must lose on the trans
action. The best thing To do. as
rule. is to make fair allowance In
trading for a second hand car. Try
to deal fairly with the customer and
allow all you can, but try TO leave
margin for unseen defects.
AS to the disposition of the sec
ond-hand cars. 1t is small wonder
that they are slow sellers. considering
the way the average dealer handles
this line Of goods. He trades for a
car and then puts 1t into back room
among the storage or junk. and all
lows the tires to go down, the brass
or nickel To tarnish. and otherwise so
neglects it that the car presents a
heel appearance. This is just exactly
what should be avoided. If the deal
err has cars standing around the shop
bearing the general appearance of
junk. the prospective customer Is very
likely to agree that they are junk,
regardless of the argument put forth
to dispose of them.
Have you ever observed how some
sharp business man will buy a piece
xaf n nj 49,
pairing the fence, windows. doors and
roof and adding q coat or two of
paint he Is able % sell for almost
double what he paid for Il? This
Is case of where 500 spent for re-
| pairs will add $500 to the property
and the rule holds good with any sec
ond- hand machine.
Il think the following rules will
greatly assist in unloading the Sec
ondhand machine of, say, three sea-
sons use, suppose it TO be In the ave-
rage condition
Clean the machine thoroughly, re-
moving all dirt and grease from the
engine, gear and wheels. If the paint
| is in good shape. have a painter gave
! the machine a good coat of varnish
but it If needs paiting have 1T done.
Have the metal work cleaned, and
! liz the brass In aid. add a coat. of some
| new polish.
See that the tires are repaired and
kept pumped up. Nothing adds a
more deplorable look to a second
hand car than having three out Of
the four tires fiat.
If the car has a top and 1t Is faded.
q coat OF dye will do 1t good; IL 1t is
torn, or any buttons are off. see that
| they are put on and that the curtains
are serviceabie.
See that the car will run. If the
| engine requires attention. don't be
| afraid to do the necessary work This
| does not mean a thorough overhaul
| ing, but enough work should be done
/ on the car until you may say truthful
| ly 1t Is in good running order. DO not
dope the gears with temporary noise
i, eliminator for that IL an old dodge
| that long since plpvea er'' 1ee ~ "
| ing public is being educated and is
| looking for such tricks.
| BE able to tell customer the
| truth about the car. the same as If
| you were selling him new one. That
| Is. do not misrepresent anything Be
! able to back up all you say. Ii you
| tell your prospective customer that
| you will swear that so-and-so Is in fire
I shape and he takes the car and finds
/ you deliberately misrepresented 1T. he
/ Will tell ali IT 5 tEitHuS tfi6t eoA SaA4-
not be depended on.
| Keep your cars in clean, well
| lighted room, and keep the car, or
| ears, busted and presentabie and
| ready to run at a moments notice. Ii
you have a prospect and he wants to
see the car run and you have to spend
an hour pumping tires. etc. he is IL
/ able to change his mind. If a dealer
| has many secondhand cars at time
| he had better detail man or two to
look after this department. he Will
| find that 1t Will pay.
| Every dealer has to trade for a
| secondhand machine occasionally,
and II 1t IL in good shane of course
| the above treatment will not be neces-
sary, but II always pays to improve
| the secondhand car as much as pos
sihle and II will be found that 1t can
be sold for s1o0 or $500 more than
| expected II Judgment Is used In hand
| ling it.
| "Get reputation Of treating mar
| fat~ly on a secondhand deal, and yot
will find that he will send others Il
/ you. There are great many peopi'
who would rather buy good second
| hard car than to buy cheap new one
| ard this class of trade is general.
worth while.
| Don't he afraid TO tell the peopl'
| what Won have for sale Advertise =
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/ Continued on Sixth Page.1