Grand Forks herald. [volume] (Grand Forks, N.D.) 1916-1955, 1920-08-30

in the domestic market. To the ever.
lasting credit Of the American manu-
facturers, II can truly be said that
they realized the Importance OF and,
with dependable vehicles, simple Of
design. easy to repair and capable OF
withstanding the hardest usage. im-i
posed by rough roads and lack Of me-
.chnnica1 knowledge on the part of.
the The operation OF cars
under these conditions has been to a.
large extent r~asponsfbles for much Of
the s~implifcation OF design, perfec-
ton OF mechanical device and devel-
coupled with liShtness In materials,
that has occurred In automobile en-
cheering practice. Some American
manufacturers, 1t is true, failed to
comprehend what would be expected
of their product and found their eff
forts to keep In such markets expen-
sive and futile. but their bitter ex-
ample to guide those who GEEK the
foreign markets IN a wise and far
sighted way.
Delivery Of an automobile may be
made on it's own wheels to a place far
distant from the freight station and
for this reason 1t has often been the
real forerunner OF American trade.
AS in other mechanical appliances,
service is Of vital importance to the
user. and here again, the user has to
have facility Of acceas for repairs and
replacements. This Is evidenced by
the large volume OF export OF parts.
American manufacturers have al
ready established service facilities
through their dealers and branches,
based on q wide experience in the do-
nestle field, and are rapidly coming
to realize that the fundamental me-
service is the price OF future goodwill
and business. A dealer whose ulti-
mate object is to dispose OF his goods
ts not likely to appreciate the value Of
having them stay sold. So our manu-
facturers, having in mind their g-
perience In building up stable dealers
organizations at home, are looking
teSrity and business methods Of tho
dealers who arr to be the custodians
of their reputation abroad. Until the
early stages of large automobile pro-
.duction, the American dealer was fire.
quently a graduate racing driver.
While many of these NOR rose to the
opportunity and became capable and
prosperous business men, most OF
them were 500 replaced by others
"AAN 70 ~ ~ VIZ
velop along the lines Of good mer-
In foreign countries the
same evolution is rapidly taking
place; In some, already accomplished.
1t Is essential In building q sales or
ganization in markets whose only
frequent contact, except by cable. is
by'letter whose reply may take weeks
nan be not merely experienced IN
selling. but that he should have a fair
knowledge OF good business methods
and practice. He should understand
the essentials Of banking and have
fixed and reliable financial habits. He
must be broad-minded enough to
study and know the factory view
ing that he is the medium through
which the buyer is to become and re-
main a permanent customer Of the
company. and endeavor to perpetuate
a friendly feeling between the two.
In this connection it is not to be
forgotten furthermore. that he who
sells American goods abroad ID
charged with a heavy responsibility
for the maintenance Of American
good within its national form. Ameri-
ca: is judged by her product as well as
should be- dropped At, the source and
nothing but the finest spirit and
ethical integrity practiced in dealing
with foreigners. To deal falsely with
your brother in America is bad
enough. but he who cheats q foreign
er is little short Of a traitor. No 9th
er product benefits more in foreign
trade, through q reputation for In
trfnsic merit than the automobile.
Unfair dealings. a poor product, or
faulty service bring quick retribution
in the loss of the market. Eternal
vigilance liz the price Of foreign bust
ness. This the American manufac-
turer Of automobiles or other prod
ucts must realize, and apply his pro-
verbal aggressiveness to the develop
ment and extension of foreign mar
kets, and the results win be sure.
Yankee tricks are a thing Of the past.
Chief as a determining factor In the
increase Of foreign demand for auto
mobiles is the building Of roads. It IL
not overestimating to state that II
there were ~serviceab1e roads for their
use. the foreign countries would take
within q period of "a few years q NUM-.
Der Of cars equal to those in use in
this country. China with its indi-
vidual accumulated wealth OF cen,
turtles. would and will buy auto
mobiles in tens or hundreds Of thou
sands al fast as roads are construct
ed. Russia will some day-let us
hope soon-come out OF chaos ana
her numberless millions will furnish
an enormous market. But in these
potential markets the automobile
must follow the road builders.
As an organized industry, the auto
robbie manufacturers are behind an
educational movement in the value Of
good roads. Through the National
Automobile Chamber Of .Commerce. It