The Washington times., 1921-07-06

Nearly everybody Is waiting for
the deadlock, or "clinch" to end.
ADOPT DEMPSEY'S TACTICS.
Why not try to adopt Dempsey's
winning tactics?
Why not utilize every ounce Of
our strength to accomplish some
thing. even though we md our
selves in an extremely tight place
and sorely handicapped?
Why not keep batterinG away
with as much determination as the
worlds champion tighter exercised
when he found himself in a tight
place?
OF course. there are obstacles. OF
course, 1t Is next to impossible to
accomplish big results during this
deadlock. Capital and credit are
scarce Interest rates are onerous.
Production costs are high.
Buyers are indifferent or worse.
Competition is keen. Most markets
apparently are oversupplied. The
prevailing tendency is to wait for
the deadlock to end
Yet IL has been demonstrated by
quite a respectable number OF cor
porations and firms and individuals
that big results can be achieved in
face OF all these difficulties.
Instances of this kind have already
been cited and now I have Just re-
ceived another impressive illustra-
tion OF what can be done when a
proper amount of initiative and push
and force and steam is applied.
The National Cash Register Com
pany has sold more cash registers
during the last six months than in
any other half-year of its history.
REDOUBLED EFFoRIs.
Most concerns selling a product Of
this kind would have simply con-
cluded that things were so bad that
there was no use trying to force the
pace in inducing merchants and
others to spend money.
What did this triumphant organi-
nation do? 1t redoubled its efforts
all along the line. Last month, for
example, 1t set up certain selling
goal and, although this goal seemed
impossible OF attainment, IL launched
measures calculated to reach II.
Fourteen executives set off on a
tour of all important centers in the
eastern half of the United States
and into Canada
They held meetings with the local
statesmen, infused new zeal into them,
emphasized what statesmen in other
cities were accomplishing. presented
optimistic facts about what the COM
pany had been able to achieve in the
first FIVE months of the year. pumped
into them fresh and forceful selling
arguments and otherwise fired them
with pep.
After each days strenuous work
OF this kind, the fourteen executives
utilized their nights to travel to
other cities.
or course, all previous June records
were smashed.
And the company is confident that
1921 will prove a banner year in i,r
long history!
The head OF large concern manu-
featuring food products told me yes
terday that by lowering prices, by
intensifying their selling campaign
and by advertising aggressively, they
had been able to come through all
this period of general dullness with
fying colors.
Both volume of business and prof
It's compare very favorably with any
prewar year.
Several automobile companies have
secured equally satisfactory results
by adopting similar methods In the
textile industry like records fUve
been achieved in quite few in
stances.
An official Of concern selling
office appliances told me yesterday
that while other companies In this
limo were falling behind. it's business
was larger than ever-solely because
of the dynamic efforts exerted and
the faith that IL could be done. Ger
tain insurance companies, ] under
stard. are eclipsing all their former
records.
Yes. most OF us are hghttng in a
~clinch" at present, We are apt to
feel hand-tied and foot-tied-and
purse-tied. But what is here said
demonstrates that at can be done"
Copyright 1871. by y. 9 Forbes)