Arizona republican., 1918-08-11
TRUCK HAULAGE
 PATRIOTIC DUTY

While the war has caused about face in sales methods in practically every line of business and profession, perhaps there has been no calling that has had to re-adjust its viewpoint and methods more than that of the auto mobile and motor truck salesman" says H. W. Nearney of the KisselKar company.
 Up to five or six years ago, the average automobile salesman had to convince the prospect that he sOhuld first own an automobile; that it would soon pay for itself in the time and la bor it saved him; that it would increase his efficiency and enable him to do twice the amount of work in the same length of time; that it would be a health producer. not only for himself but for his family, etc. In other words-at that time he had to sell the functions of the automobile. He had to first educate the people up to it's uses.
 Several years ago. this salesman had to about face and instead of pointing out tthe advantages of owning a car, which the public had by that time he . come thoroughly familiar with, he had to prove the superiority of his make oe car over that of his competitors; that the passenger car he was selling was manufactured of the best materials and by reputable manufacturers; that the motor insured speed to keep ahead of his neighbours dust; that it could climb hills like a mountain goat, and had brakes with the strength of those on a locomotive; and that it's riding com fort made your bed at night seem like hard wood floor.
 Today, he has again about faced and has now become the family ad- wiser for those car buyers, who either think they need a car when they do not, or who believe they can do without a car when they should not.
 Likewise, the present country wide use of the motor truck and it's increas- ing adoption by practically every branch and twig of the manufacturing, retail or industrial business world is due, to a large extent, to the hard work and untiring efforts of the motor truck salesmen. Years back, when the mo- tor truck was first introduced, the salesman had hard row to hoe, be- cause motor trucks were looked upon with skepticism. At that time it was thought that the horse drawn method of transportation could not be improved upon and the early efforts of motor truck manufacturers did nothing to help better the situation.
 But as the problems of correct truck design and durable construction were gradually solved by the manu- lecturers, and as new records of long distance haulage, of adaptability to different haulage problems, etc, were made, the business worlds antagonism gradually became less and less.
 From that time on, the motor truck salesman had to change his sales ac- tivities and selling arguments, accord ing to the design of the truck and the policy of the manufacturer his firm represented. He, too, had to make his solicitations half educational and half salesmanship.
 Today, the motor truck has become recognized as the enc practical solution of the nations transportation prob- lems. The government has ordained that it is the patriotic duty for every concern that hauls or delivers goods, to use the motor truck so as to relieve the railroads of short hauls.
 "lt was the motor truck salesman who jumped into the breach, and placed himself in the front on industria Americas transportation line, and by oint of hard work among those firms still using the old-fashioned horse equipment. has gradually helped tC make America the home of motorized transportation enabling the railroad: to take care of shipments for the gov. crnment and at the same time. assur ing the people of the United States al uninterrupted haulage and delivery c ihe necessities every community de bends upon to continue it's efforts to- yards winning thte war"