Newark evening star and Newark advertiser. [volume] (Newark, N.J.) 1909-1916, 1912-05-25
TRUCKS IN
BUSINESS FIELD
William p. Kennedy Compares
Their Maintenance with
That of Horsec.

Speaking before the Motor Truck Club
of New York, William p. Kennedy, head
OF the transportation cost bureau of the
American Locomotive Company, recently
told the Importance of scientific COM
p~arison of motor truck and horse ex-
penses as a factor In the adoption OF
trucks. His subject was "Administra-
tive Engineering and Salesmanship in
the Commercial Car Field" Mr.. Ken
nedy mad a plea for he type of sales
manship that recognizes the practical
needs of the Individual case.
THE characteristics of the commercial
line are in radical contrast with the
pleasure car business" he said, "the
inception and purpose OF the one being
so different from the other as to render
obsolete many of the formulated prac-
tises heretofore in vogue, conspicuous
, among which is a too complete reliance
upon the individualistic function per-
formed by the salesman.
"a rational investigation will prove that
the introduction of any novel business
utility of an economic character calls for
genius of a high order. II the utility
proposes to supersede some established
practise with expense reduction, 1t calls
for the faculty of comparative analysis,
which is at least II the
utility, furthefmore, is an article of ma
chinery, mechanical talent, If not engi-
neering ability, is a valuable necessity.
ITO expect the type of salesman usually
employed In the pleasure car field to step
into the breach and independently ehect
the introduction of commercial cars Is at
least unreasonable, and the continuance
of this fallacious practise has led to
much disappointment.
1.-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 Its ap-
plication.
THE commercial engineer should be
conversant with transportation operation
and cost under all circumstances, and
should acquire those habits Of mind
which will enable him to regard mechan-
ical equipment from the standpoint OF
ownership.
THE principal duty of the engineer
will be to carefully analyze the condi-
tons prevailing In those cases where 1t
is desired to introduce machine equip
ment for transportation. One of the
first provisions In making these investi-
cations should be to verify the resulting
figures by the responsible representa-
tive OF the prospective purchaser.
This will insure that correct informa-
ton is being used as a foundation for
comparison and that there will be no
| subsequent contradiction or distortion of
-. rauantotinn IF 0Fn-
nomical substitution. There is a marked
| advantage in possessing this authenti-
| Gated information, since 1t insures to
the investigator a definite basis Tor
| demonstrating economy.
IAN analytical study OF the work to be
done, or how it is at present performed,
will often AFFORD a great advantage to the
purchaser who is not usually qualified
to critically examine his own operating
conditions.
at should be a fundamental purpose of
the engineer TO provide his cooperating
| statesmen with serviceable Information of
a bookkeeping or monetary character en-
tirely devoid of technicalities, with per
haps the exception of performance data.
"In 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: I'm pre-
senting his case to new prospects he
should create the impression that he Is n
solid, Intelligent man, with plenty OF
energy and perseverance, and well versed
In the purposes of his mission.
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 contrasts with the products
of others is an art very rare and very
valuable"