Evening star., 1915-05-02
Stick to One Company.

When you have the right company. stick
to it, not for few months or year. but
as long as you are in the business. Don't
build up a paying business by spending
your money and by hard work only to
lose all you have gained by taking up
some fly by might" proposition that ap-
parently promises a little discount, or for
other reasons that momentarily appeal to
you. The longer you are identified with
certain product, whether 1t is motor cars
or something else, the greater will be
your return, if you work. The most
requisite things to remember in picking
the factory you are to represent are that
ton Of doubt, and that their product ia
beyond question. Why not get special
agency rating on the people with whom
you are about to do business?
Concentrate your effort. and keep eter-
nally at it. This is the day Of success for
the one ideal man. the specialist
Don't blame your failure on the factory
you represent. The success OF the fac
tory is yours also Notice the most
sought after cars on the market today.
and you Will find they are the ones that
give the greatest value for the price,
A manufacturer Of this sort does not
have to give extra discounts to induce
trade, because he cannot do so and keep
up his quality And while we are speak
ing Of discounts did you ever think why
the manufacturer Of motor cars gives tho
large discount he does? No? For profit
of the dealer and for service to the own
ers who purchase the manufacturer 8
cars. This Is why the manufacturer. the
reliable one. has right to demand that
owners receive proper service
Have you ever stopped to think that a
factory willing to consign cars to agents
does SO from necessity. because they
must do everything and anything to sell
their cars? A good substantial company
don't have to do this kind Of business
Advises Limited Territory.
Don't grab or all the territory you can
get Just because in some cases the fac
tory grants same. You cannot work II,
and you know you cannot. Why ask II ?
You tie up territory because tho factory
stands by It's contract. and you do not
work 1t, which is Of no benefit to your
self excepting a few floating orders that
may be forthcoming), and at the same
time prevent the factory from gsttins
est and face the matter sQuArely, ask
ing for only what you can really carr
for7
Do you ever say TO yomsssf. Hsvs l
like way. making every sale stand BY
| itself and show its own profit7 some
dealers think Of and talk about tho auto
mobile business as a game" Why
OynSx
business? Why not use the same com.
mon business sense that has been sue
cessful In other lines of merchandising
What about the salesman Why no.
take good. honest young man and teach
addition to natural ability TO :" seii S o.ra =
the one great fundamental Of suoceea
that Of staying on the Job The day q
BOOKING and ':1oy-ridins" 10 past
| Pretty good? Why not have It cleaI
and neat and inviting? 1t counts
Sometimes ladies come to look at cars
and a slovenly looking showroom doe.
spoils a prospective sale. Keep you
| repair shop away from your showroom
| No really fine dealer mixes up hi
| dirty shop with his showroom. IT.
bad for business. Think about It.
Methods Of Demonstrating Cara
How do you demonstrate your cars
BY pulling of some particular stunt
that some competitor does Just be
cause he does? Did you ever thinl
| that most stunts" are the things tha
seldom. If ever, required in actua
service? This being the case, why d.
| it? 1t can do the car no good and I
proves nothing. Why not. therefore
give dlSnlned, smootn demonstration
| such as the car Is usually called upoI
| for In service?
Have you ever stopped to think tina
a car is never sold excepting at full
price? Order taking by meeting tn
other fellows idea Is not selling you
merchandise. Selling a car is making
the prospective buyer want what yol
have to sell. no matter what the pric
| is. Isn't that right?
What do you do about trading tn
used cart Do you make wildcat
trades, Just to meet those Of you
competitor. or what you arc told you
competitor is doing7 Don't you Enov
/ that II half the trades you hear abou