Amarillo daily news. [volume] (Amarillo, Tex.) 19??-current, 1921-11-16
By J. 4. DERlM

4 salesman for a Kitchen cabinet
manufacturer was calling on one Of his
best cutomcrs. q furniture dealer In
town II 10000.
The dealer was pessimistic Great
gohs OF gloom hung about his office.
business was a. dead as cuffin.nail.
he had not been able to sell the kitchen
cabinets he had ordered six months
before. a second order was entirely out
81 the question.
Here was an evident impossibiity. \
dealer who was still overstocked with
cabinets ON hand six months was clear
| ~ not one on whom To- waste much
time.
This Kitchen cabinet salesman, how
ever. was the kind that is doing the
! impnssihl, as a matter OF daily routine.
| He was In the habit Of using his head
10 think with instead Of as stand
un which to hang his hat. lie also
believed he owed duty To- any dealer
who was stuck with his line
tie asked q few questions The town
was an agricultural center The
farmers we've not buying They had
money. but they were not spending II
lor even seemingly Indispensable ma
rhiucry Tho dealer had given the cab.
ncts the ordinary amount OF advertis.
.rg. but had pat nu special or unusual
effort behind them
4 believe I can sell those cabinets
lor YOU. the salesman said. after some
thought Il am ready to try, II you
can loan me the front sidewalk tomor.
row. saturday"
The dealer was more than willing.
The nest morning Nh h. &. salcs
man was on the job lie had two cabi.
nets moved 90 the street right out Ia
| he curb To filled them with Kitchen
utensils. aud with flour sugar and
other food products from a ncighbor-
NIX grucery. which was only too glad
To make the loan In return for small
sign mentioning the stores name.
The salesman had had painted, the
night before. large sign. which read.
See This Kitchen Cabinet
l In Action.
~ EuN't FAtAhfi hAff' hNh WIN
II ~ what every Woman wants
Now selling at ..........f ........
The sign was fixed between the tw,
cabinets so placed that u would BE-
easily read 10y passershy ON both sides
of the street
The cntcrprising salesman stood ~
top of one of the cabinets. soon at
tractcd crowd. and hoppcd down O.
,,gin demonstrating
before the dnN was over be- had SOD,
the twelve cabinets ih' dealer had ur
hand and had taken orders fur cigh'
more The dealer. with th, idea of con
inuing the demonstration himself co.
drrcd sixteen more cabinets
That salesman and other s1Iesmcn
NJ his company. are now holding street
demonstrations wherever DO b. needed
throughout the country one idca has
been worth many thousands of dollars
II is obviously au idea that can h'
applied To- other products
\ mutor.truck dealer Boz town ~
similar size know that local 'urm
ture dealer needed motto. truck. DO
could not sell him although ths fur
niture man was favouhlt disposed o.
finally ELECTED the r,asou--the furn.
turo dealers bank wouldn't lend hu
the money 4 trip 20 th' h1uk. with li
the persuasion Of the true. dealer $500.
'riilc The r"spOnsr oft th, tukr
Nat a truck wls overhead expense
money was too tight Tor such loans
The truck dealer $3.50. stamped ID.
'ho moment Rut De- miu '.urr
thinking ln three d., hr 1910. Hl..
~ the furniture store ~ vas SIf"
div
"lus' let mc browse around H..
among your statesmen and .HH
1nd ASK whatever questions H...
was his proposition
IT. mw customer after uN...
MOST ~ them farm proprietor. ....
I