Arizona republican., 1920-03-28

derful car'-and Look at that elegant steering wheel. Now to my eye, there
 was nothing elegant about the wheel, or for that matter, nothing aboEt any steering wheel that ever appealed to me, even remotely, as being elegant. As the prospective customer stood and gazed vacantly at the car; I wondered
 what enlightment he would get next. found out.
 Tt seemed, that next to an elegant steering wheel, the second next most important item to be considered was doors that didn't stick The sales man opened and closed the doors 10
 prove that they would not stick. and with the remark, "Oh, it's a swell car all right he clinched the argument. The car happened to be one of the l better class. To my personal 'knowl- . ! edge it had some really interesting features that the prospect would have l enjoyed hearing about. I wondered why the secrecy. I wondered, too, whether our Cadillac statesmen ever | felt so destitute of facts. that they were compelled to mention guaranteed
 robe rails, or beautiful hub caps, to sell
 a Cadillac
 one evening last fall I stood watching the sunset at the Grand Canyon The lowering rays touched the canyon walls with q magic brush
 d glorious sunset, transformed the scene into wonderland of beauty. The re- flected lights on that evening seemed more beautiful than I had ever seen them. A man stood next to me. We had not spoken as yet. He turned to me and said, How bad the mosquitoes are tonight
 You may imagine what I thought, but it. serves to illustrate when I say that a salesman, to put his message over must have vision-he must be able to see something more than mass of assembled material--he must see and prove to the customer that by buying that particular automobile, he will achieve something-he will be benefited; he will gain pleasure or he will profit in a business way, or possibly all three combined
 There are dozens of good reasons why man should buy a Cadillac car good substantial ones-ariSing from facts buried deep in it's structure.
 The story of Cadillac began seven teen years ago, and is still in the tell ing To the man who unearths it, there is wealth of interest in piston, a crankshGft. or a bearing. If not interesting. an automobile is noth ing I have found automobile sales manship very lively topic and I ad- wise my salesmen to get out on the road and find out what kind of stuff automobiles are made of. There is something more to a car than simply hubcaps, robe rails, and doors that won't stick I tell them to go to the factory and watch a Cadillac workman at his bench-watch the scrupulous care he takes in working some little apparently insignificant part; see the pains he takes: see how he uses q mcrometer to shape it to the desired dimensions.
 Watch a Cadillac motor as it is assembled---then start back to Phoe- nix When he gets to Arizona, that salesman will have something to say to a customer that will be worth list ening to-"
 MT. Quinlan displayed Cadillac schedule delivery sheets for April. He is a great optimist. and he expects Cadillac cars to be delivered very soon. To one who is booked on the long list of names waiting for Cadil- iacs, this will be joyful news. There is every assurance that some Cadillac csrs will arrive during the month of April.