Richmond times-dispatch. [volume] (Richmond, Va.) 1914-current, 1920-11-14
GOOD BUSINESS IS AHEAD
OF THE MAN ON THE JOB
National Automobile Dealers AS
ISOLATION General Manager Urges
Drive for Trade.
MILLION CARS TO BE JUNKED
Leaves Market { Great I'ussibili-
tics for Energetic Statesmen.
Leaks Should ic Stopped and
Wheels Creased for New Era.
BT HARRY e.. MOOCI<,
General Manager. National AutOmO-
bile Dealers Association.

TiFE. lEOiCsttlOnS pOlNt 70 SoOI
Guinness FOR the man who has both
fact on the concrete and hH eyes
'nGtcned TO the path OF continuation
n the business of selling motor We
hiclcs.
For som" months the bankers Of
ihn country have been quietly get
irE their business in shape TO meet
nc reaction that was apparent TO
-, who had analysed the trend OF
~" times. When the call came 10
rctr"nch for short period they. so
20 SPEAK. were sitting pretty tight
"hil. business men who were not
""nc.rned with the future were
caught unawarcS.
From reports and information Oh
.hncd from nearly every section Of
nc country, dealers have advised us
nat because they had conducted
heir business as all proper business
rttab!ishmcnts should be conducted
ne result wax that when they called
"u their bankers for loans even
hpu.h money apparently vas tisht,
meg were accommodated az readily as
heretofore.
i has long been the practice %
-l!ch concerns as the United states
Steel Company. Standard oil. the
l'"nn"y vania Railroad, the Wool
N"r'h company. and other big bust
nr"ses; TO keep in closest touch with
Irir bankers. consulting; them. get
ihS hrst-hand Information. present
nS statements OF their affairs and In
cry manner working with the
hnkcrs. This likewise has been
zone by those who ar. reporting to
mat they are experiencing no dif-
.thlty In obtaining banking accomo-
'alpn, and are actually doing n
'.enu'd business They arc ,prcpar-
"r until spring. when thcY wiil h,
excellent financial condition and
hHySicaliy able 10 take part in VIVA;
predict VIII he another summer
followed ~ ii- I'M ne a..
.-rmistIcc
Million Rc.nIe Orders.
~ estimated that there VIII be
,""OD00 cars junkcd this year Re-
Placements viii hc necessary. Every
uan who does not now own car
I'M wants on" Just ;.i he always
las; tn" farmers are getting good
,t- situation has been improved
the presidential election Is over
h'er! open-car oHne wants "A closed
'':tr. Business is waiting for tho
motor car seller who VIII stop talk
is about what has happened. and
yhat ~ going Ia happen. IL he viii
10 some hard WORK himsc!i and de-
mand of every one else in your
Proper merchandising methods.
can stores. clean statesmen, who
mo" What they arc talking about;
o@stein IN all departments Cost ac-
"puri!nE that really tells the s,or,
81 when. why and where you make
q proht or perhaps where you are
2s!ns money rug np the leaks.
hcient capital. and the banker Will
iro"n on any future attempt OF your
aoinT business on borrowed capital
Htosethor. instead of invested capt
lai. How much money should you
nave in your business? You ought
. know II you do not. \ statement
~ your affairs. II properly prepared
VII promptly place your banker in
fsi l,tt .ps,
Etring merchant Ia this business in
another year Will not bc even family
remcmbcred. tN. n.-I:ayou want to
Snow how TO prepare n statement
writ" headquarters.
Plug HnsincsS Leaks.
Have you dcpartmentizcd your
business so that each department Is
sia ndinS on IFS own bottom? If not.
i;'s almost too late now, but before
ne sheriff arrives. get going and see
nat Tho leaks arc plugged. II the
department thar il losing money can
ipt -" cured, Kick IL out rather than
Den "H 10" knowing. in.elllren,
nd working statesmen wiii be neces-
AIRY in this market and In the ia
4fe IL this business. because the
n6io! wise buyer OF automobi!.
kn""s you have the best car on earth
., soil. what he is eager TO learn is
Nhat no can EXPECT from you after
'l. has bought your product.
Specializing In your line Of mer-
ehandising will be essential. not only
know your individual line. but
'Ncrything concerning the business
1ht you arc engaged in. Good rlcr-
''andisinS means something more
nan merely receiving goods and sell
nS them Burroughs adding ma
nine. National cash register, multi
-faph. typewriter salcsncn are spc-
'ialists. Talk with one OF them
me timo and note the high-class.
Nc!l-informcd men they arc.
The Desire to Own Car.
Motor vehicle statesmen have the
tivan;aGe over any other mechanical
PRODUCTS; as there are literally thou
sands OF people who want to bug
ttrs that have never been approach
I'd. 'hc desire for ownership is all
'"ady ana waiting for the mani look
ng for business 20 accept:
'ihcr day that his business for the
0onth OF October exceeded the best
month he had ever had by s5,00G.
thlrty-one used cars sold in thirty
Jays. and this is in a city where sew
%tal dealers have closed their doors.
Ne is not selling what might be
called one OF the ten Leading brands.
back OF the produc; he han an or
stni%ation that IS putting on the
on the floor; the statesmen hold a
morning discussing their prospect
Hsts tlined up The night before. after
me regular business day). They 20
out to meet this Undecided proSprct
s.mcd with knowledge. cnthuslasm
ta!th in their business, and they have
.'Onc plain American CUTS" TO back
IL up.
This dealer writes: There is "a GER
tuin amount OF business in this city
shat il coming TO us and by cycrv
method that is fair and profitable 10
all concerned we are going to get
ours. and we are ready to fight for
"Spirit"-that's the word cut
prccs credit restrictions coal
miners strike. clcction-no,hing is
permitted to interfere with the big
.n"a OF rendering Il real service TO
Lhc communicative of selling indi-
N'iual transportation.
rho foregoing might he termed
'"mpositc picture Of many dealers.
rs word reaches National AutomO-
ole Dealers Association hcadUuar-
'rrs that there is business TO be had
IL the effort to find IL Is intelligenLly
undertaken
" noted British statesman is
crcdited with the aphorism that IL
much easier to be critical than
Sorrect. However. no dealer, sales
MANAGER, or salesman can truthfully
say; What's the use. there amt no
such thing as busness?" and takes
nH eaisry without bushing with
on trying. The law OF averages is
IS certain as the law OF gravity. and
II enough real interviews are held
Win prospective buyers, there will
pc no cause TO complain for lack OF
business.