The Richmond Virginian. (Richmond, Va.) 1910-1920, 1912-07-21
HOW TO JUDGE
MOTOR VEHICLES
SECRETARY STONE GIVES ADVICE
ON DEMONSTRATING TRUCKS
TO MERCHANTS.

| Charles f. Stone. secretary OF the
| Motor Truck club, spoke at the clubs
recent monthly meeting on motor truck
demonstrations. 1t appears that the
custom of free demonstrations has
| been abused In this city and that one
after another rival manufacturers have
been systematically used by merchants
with vague, IL any. prospect of buying
| trucks to do vast amounts of CONNER
| cfsi hHuttug for them free Of charge
There are mercantile houses in this
city which have so abused the privi-
icse as 10 put themselves on the black
list OF truck sellers.
In part MIR. Stone said:
Nv lille l am not a believer in DEM
onstrations II Is often very excellent
thing TO run "a truck about and show
> 1t, but in this work / wish to make
distinction from demonstration work.
often a merchant Is too busy OF IN
different TO call at the truck sales
room to inspect the vehicle. and tho
next best thing Is TO take tho machine
10 him In this manner An inspection
may he made or some enthusiasm
aroused During such inspection tours
1t may be advisable to take load or
TWO FOR the prospect, but this does
not come under the head of demon
strating work Under certain circum-
stances I believe that demonstrations
are advisable and should be given to
determine:
First, IL capable OF being manoeuv-
red readily at loading or discharstng
point or through narrow streets:
Second. II capable of being fitted
with q certain type or size body
~ "a I'll he, Itvs.v Ina
up exceptional grades or over road
conditions of a trying nature;
Fourth, to determine whether or no
the delay at ferrys and docks or other
terminals is so great as TO offset the
trucks advantages;
Fifth, to determine whether. or not
the spring action Is too severe for the
character of the load to be hauled;
Sixth, and often in laying out new
work for the truck, where such work
has never before been attempted, to
determine the possibilities.
Under no circumstances should
long demonstrations be granted; a day
or two Is quite enough to definitely
determine anything we wish to bring
forward, the rest Is largely a matter
of mathematics. The old view that
demonstration will indicate the oper-
ating cost of motor trucks has long
since been exploded The only thing
1t shows Is the ease with which the
ma chine can be operated, power and
spring action. absolutely nothing else.
The majority OF demonstrations as
given today could more economically
and quickly be made with pencil and
paper
we are Inconsistent in another very
vital particular; namely, the personal
appearance of our statesmen. Our hu-
man sales force goes forth well dress
ed. but the silent salesman, the truck,
often barely has enough paint left on
1t to cover half the metal. with a body
much the worse for wear and perhaps
festooned with coils OF old rope and
string, When 1t comes chugging and
snorting up to the door OF the intended
purchaser is 1t any wonder that he
Ia loath TO go near the thing. II 1t
is thought desirable for salesman to
dress well why not our demonstrating
trucks, in keeping with the standing
and reputation Of the companies be-
hind them"