Alma record. (Alma, Mich.) 1878-1928, 1916-09-07
BEAN JOBBERS HERE
CONTINUED from page one)

eminent OOmmlSSlOnafN AT TT. lHOHl-
as on my neck for twenty-five also,
Miss Alert, didn't We specify delivery
line on our last order to Bean 4 60. ?
Yes we did, answers the young lady,
after moments thumbing the order
book.
"'Well then, what the AT this
iuncture, Smith of the c. Ii. & ID. steps
into the Office and his greeting serves
to divert Miller's irritation. To the
Luery-'what can do for you to-
day. Miller replies, Answer this
riddle, forthwith setting his troubles
before the solicitor. That shouldn't
prove such hard one to tackle
volunteers Smith. Leave it to me
and I'll wire our people at Toledo to
find what the Ann Arbor did with
the car.
Later in the day, we hear Miss
Alert say to Miller, The c. H. & d.
have just telephoned that our car of
beans was delivered to their line to-
day and same should be on team track
here tomorrow or the morning follow
ing Alright answers Miller, tell
ly and to hurry that Kroger order, as
we'll as the Fl. Thomas delivery, as
soon as the car is reported set for un-
loading
Nov gentlemen, this is a typical
example of very simple service of
the average freight solicitor. And
why does he do it? Well, why does
h. alu,axe racorp;za x,o,, coll ,,o,, h.,
name, pass the time of day, or spend
as much time as possible in your
presence? I'll tell you why.
Simply because he is trying to
make himself a good salesman, and
you certainly need his wares.
"A sale in its modern conception,
is made up of the three-fold factors
Of price, qaulity and service. These
identical factors, may as readily be
recognized in the solicitors sale of
his company's transportation, as in
the sale of-beans for instance.
1.-THE solicitor in his bid for favor
able routing on your traffic, offers the
price of an equality Of freight rates
with his competitor or in many cases,
by reason of his familiarity with, or
access to, rate structures and tariffs,
points out lower combinations of
rates, than the shipper-left to his
own devices-might either discover
or be familiar with.
The quality, refers to the kind of
physical transportation provided by
the operation of trains. Here is the
solicitor in selling you. points out per-
foImances Of record or schedules
maintained; familiarizes you with the
points of record or schedules main
tanned; familiarizes you with the
points of advantage in his connections
or terminal facilities and in general,
eonvinces you of his company's ability
to get your freight over the road, with
the minimum of delay.
( "The factor of service in the sale,
may be seen to cover those details
incident to the transaction, such as a
possible reconsignment or a diver
sion; tracing or the prompt handling
of such correspondence, kilograms or
telephone calls, as the shipping may
involve. With this factor in mind.
the solicitor outdoes himself in his
effort to keep your rate files equipped
with appropriate issues, supplies you
with maps and train schedules if need
be; helps you to adjust your claims
and is quick to advise you Of any
change in conditions that vitality effect
your shipping.
"The law has given to shipper, the
right to route his freight; therefore
having such right, it is expected that
he will exercise the privilege, as he
ought 10 be in position 10 know bet
ter than anyone else, what routing
best serves his purposes, However,
shippers are not always versed in
these details as they may be involved
IN new business constantly cropping
up and the solicitors advice may Of
ten be followed in these cases, to adj
vantage. In many instances, solicita-
iton is based upon prior knowledge of
the prospective movement, and rout-
ing as we'll as rate involved, has doubt
less been determined and is fire.
quently in the solicitors hands, saw
ing shippers the necessity of pro-
longed search for such data,-if OF
all available
"Predicating this statement upon
the assumption that the shipper is i'm
a position to know which carrier or
combination of carriers can furnish
the best service for each of his Or
ders, the routing of shipments implies
that the shipper has an intelligent
conception of the fact that prompt
transportation between seller and
buyer, is one of the most effective
means in the extension and retaining
of trade ask you, gentlemen, are
You getting from that solicitor who
comes to your Office, all that he has to
offer you?
advice in the proper fling of legit-
innate claims and their settlement.
forms a fertile field for the solicitor
t. ingratiate himself into your favor.
A conscientious solicitor does not con-
slider his duty done when the traffic
has been successfully turned over his
company's rails. but sees to it that
his shipping or receiving friends are,
taken care Of in any claims that may
properly be recognized.
"Claim departments of railroads
are usually swamped with claims from
all quarters and the average investi-
gator in these offers, probably prid-
ing himself upon his sense of Justice.
holds no interest in one claimants