Evening star. [volume] (Washington, D.C.) 1854-1972, 1914-03-08

found to be the most convenient means
Of exchanging ideas between motor
traders distributed all over the American
| continent.
| "As each trader takes a pride in his
own organization being. in his honest be-
lief, the most efficient of the whole series.
1t follows that men weigh their words
before they dare speak at these meetings
Yet there Is no hesitancy frankly to state
difficulties experienced. 1t Is usual on
such occasions for a trader attending a
convention from some other part Of the
| continent to reply to somebody's state
relate the manner in which he himself
has been able satisfactorily to overcome
precisely that trouble.
Some Picturesque Arguments.
"Some Of the most picturesque argu.
| ments are naturally those that come
from the far west, as instance that
which appealed to the old backwoods-
man who stated he would be prepared to
purchase q given make of car II, In his
opinion. it were not SO weiehty to be
heavy on tires. How much do you
scale?' inquired the ready salesman.
Two hundred pounds replied the pc.
o ea hundred e1eeV and thirty. Who wears san
out the most boots, and vhy?' asked the
salesman. And he sold that customer
that car. On another occasion the price
question cropped up. a likely customer
complaining that the vehicle in question
was too dear. and that he had been Of
fered a CHEAPER car on which there
for cash. What is the biggest item in
motoring? asked the salesman De-
probation, I suppose replied the inquir-
er. Very WELL answered the salesman.
If the other chaps new car has depre-
ciated 10 per cent by standing on the
floor of the showroom. what will it do
when you begin to use 1t on tho road?
That is the sort of talk the transatlantic
motorist understands and likes.
Apart from discussing salesmanship
at these conventions. point Is made OF
requiring each agent to give an account
of any fresh system OF serving the pur-
chaser he may have evolved on his own
initiative during the past trading year.
For example, a firm in Toronto has hit
on the idea, among others. OF placing
cylinder Of compressed air Tor pump
ing tires in a box on the outside OF the
premises. and Of furnishing each Of its
customers with a key. which enables him
at any time of the day or night to have
access to the cylinder and pump up his
tires without effort. This is only
small matter, and you might think 1t
the fact that this garage, like most OF
the large ones throughout America, ant
like some of ours at home, is kept open
day and night: yet it is the sort OF thing
that counts.
Instant Service.
Another example came under my no
tice in Chicago when a man in motoring
kit stepped aboard the tram I was ON and
alighted. as I did. at a certain big ga
rage. 1t was Sunday morning. yet the
huge premises were open with complete
staff in attendance. including salesman.
AS we passed through the doors he
turned to me and said: Do you know
these people? I replied in the negative.
Well he said, I've been waiting for this
for fourteen months. Now just you
watch. As the attendant came up he
said: / don't know why, but my engine
won't start I've left the car six miles
out. The attendant lifted a telephone.
few moments later a car was at the
door My chance acquaintance boarded
it. The next l saw Of him was at the
steering wheel Of his own car. which he
drove into the premises. With a radiant
face he said: I call that service. They
send out car and an expert at an in
stant's notice. The whole thing is fixed
on the spot. and there is nothing to pay.
I've driven back Just to tell you that
like that sort Of thing SO much that I'm
mighty glad my car did break down..
THE American system of motor trad
ing aims at getting customers to talk in
that way. 1t Is found that brings more
business than the clever talk Of all the
statesmen. At the City Club Of Vancouver
/ thought l had fallen among group OF
men trying to sell me car. 1t turned
out they were only completely satisfied,
therefore enthusiastic users But to
achieve all this means. of course, that you
have to be established On a big scale and
to have staff srfi1cient to cope with all
manner of emergencies, for the customer
hoy honn to1 IN lv g
same way had the breakdown occurred
500 miles from the establishment.
After these factory conventions each
of the direct concessionaires returns to
his own center. and has first of all a con-
vention composed of his own stan. He
relates to them everything he has Cleaned
from his fellow-traders that is applicable
to his own business. He further takes
the statesmen individually and makes them
try to sell him one Of his own cars, en-
deavoring in every possible way to
stump his man. OF course, no mere elo-
quence or fancy talk, such as often sue
ceeds in this country. is Of any use on the
other side.
Sale Does Not End It.
When a car is sold that is not regard
ed as the end. but as the mere beginning
Of the transaction. Car and customer are
from that moment deemed part and par
eel of the firms organization. and have
to be looked after accordingly. Thus. a
month after a customer has received de-
livery Of a car, the method of one firm
is to send him pocket calender inclosed
in nicely produced leather case, from
which it is detachable. Against one day
of the month there is stamped an arrow,
with circle surrounding the numeral.
At the bottom there are the words Re-
| member to send your car in on the morn
| ing of the above date for our free month
| ~ inspection At the beginning of every
| month a fresh calendar Is sent out and
the customer has merely to withdraw the
| previous months card from his case and
| replace the new one. Thus, every car In
| use within each agents area Is inspected
once a month.
The results of that inspection are set
out in a long sheet bearing headings
which cover every part of the car The
| inspectors work is further passed by an
overseer. The owner receives due copy OF
| the report of the detailed inspection, the
| inspecting department keeps another. and
record of whatever Is done to the car,
| together with its cost, Is entered UT, in the
card index system and kept in another
department of the office. No blanks are
left in the inspectors report. Against each
mart of the car he has to write either