' - TTTE SUXDAY OTEGPyTAy. PORTLAyTV MATtCTT 28, 1915. 9 .,
I .
BURDEN OF DEALER
Ifl AUTOS IS HEAVY
Fred West Tells How Untiring
Efforts to Please All Family
, Oft Brings No Sale.
LOSS OF EASE MOURNED
Manager of Gerlinger Company Says
JIany Demonstrations Mean Profit
2s Eaten Up and lire or Ques-
lions Is Tax on Salesman.
BY FRED W. "WEST.
Ituuer of the Gerlinser Motorcar Company.
Have you ever stopped to think how
easy it was to sell cars in the old days?
When a man got w mo pmui
noon the family again sally forth to
keep an appointment w"
two dealers. m .
The first car is put out of their
mind because the salesman that dem
onstrated to them made a poor job of
it and killed the merits of the car.
- They now enter the last place. After
the family have talked themselves out,
father takes the salesman in hand and
shows how much he, knows about an
automobile.
Qneatlons Fired Feint Blank.
"Has this car a full floating axle7
What is the size of your axles, and are
they made of nickel steel? What is
the bore and stroke of the motor and is
it hung on three point suspensions. How
. noa Ae .mil 11 HI ft j a llOW IHftIl7
UUJ WW V ' "
crank shaft bearings have you? Is this
a genuine noneycomo mumiwr ......
many gallons of water does it carry?
Do you use babbitt or annular bear
ings in the gearset and have you sec
ond growth hickory wheels? How far
will she run on a gallon 01 eta, n
; -.1 on nil? Dn VOU USe
Timkin or Hyatt bearings in the rear
construction ana is inia u
front axle? I don't care about speed.
How is she for power?"
Alter getting an tms
ha feels better and takes time to look
at his watch, and is surprised to find
that it is 6:80 and he has taken up two
and one-half hours mora of the sales
man's time. While the bombardment
of questions was going on the r'est ot
the family argued so much that they
bate each other, also father and the
car. .
The salesman drives them home and
is told that he will get his answer
Monday, and then gets home at 7
ROAD TO BE MARKED
Goodrich Company Maps
Trail to Northwest.
Out
TOURISTS TO BE DRAWN
'See America First on Goodrich
Tires Is Slogan and Booklet
Is to Be Sent to Westbound
Automobile Tourists.
"See America first on Goodrich tires"
Is the 1915 slogan adopted by the Good
rich National Touring Bureau. This has
special reference to the Northwestern
States, for the Goodrich Touring
Bureau has announced its plans to
cover Colorado, Wyoming, Montana,
Northern Idaho, Washington and Ore
gon with the Goodrich guide post signs
and is preparing accurate road log and
. hmka in ha distributed
niguwnjr uwf """""
throughout the United 6tates. Copies
AMERICAN MANUFACTURERS SUPPLY NEEDS OF BATTLEFIELD.
33
TV, i Vr.
. n...mAv(iAsi d nrl motorcvcleS
areeavonrtU1 .KltSSSk SSS;"t will aid the Bed
Cross corps in handling the wounded promptly "feff.-rien "' bulance wnich is built to carry several wounded at
. tlmTwfthTscomriird8 S Sd.."JSV" arrangement.
chasing he went to some friend of his
that owned an automobile and asked
him how he liked his car. Naturally
the fellow told him it was the best car
tn the world, though it had probably
been hand raised in one of those big
o'clock to a cold dinner, and has to
prove to his wife's satisfaction that he
was not out with a chicken, and did
not stop for a couple of cocktails.
,r.mr No BonxTht After AU.
Now lust flzure this out. All this
been hand raised in one ot mono i jjow Just figure mis out. au .
i wi0 nn numerous in i .. ni.An nmttir npnrlv four weeks.
J M 11 1 U II fitvwa lias " K'-" J . .IJSeLLllJK LJJ . v. j ,
the East in days gone by. and through time consumed and cost "''gathering together camping outfits and
. r.n th Dart of trie .i ,n..t.ntin thA onmbined amount oil.. rannf4T.ir.vi fontA m&M. The
prospect was to go to the firm selling money WOuld be more than the profit (jooarjci, National Touring Bureau
these cars and talk to the salesman. n the car sold. But was the car thoritjes estimate that fully SO'
j t what hA Would fiT6t
KJ1U HI 13 to - " "
-Tflir o irtrtk t her: alnt ene a beaut
' tu- t that motor: why. cay, man,
ratte a iuok hi. inutnoj nwuiun i. -- ---- - . pje, win ue uu t"c v"-
a a- w- la-hv sfi v mail. i.nf nnA ha Hoat Brother Iiaa t nrn rhmiaanrla nr won
IjOOK a I II a I. IliUtVI ( " I IUO Bb V11U "'- ' . I SUlllIll'lfi ,Wtl ,aavww. - -
- . i anv Athfir cat haniH Ka Aipht ovlinrtftr and BISter I j.,i ,nnci nrVilh rhlo rniintrv afforas.
it nd he rides like a I a-antpri six. Sunday more discus-1 'Thov Atfmntf that manv thousands
Monday of these cars will traverse the North-
Cv the prospect would like to take everybody that he decides to suit him- bureau has designated as the Goodrich
. . ' . . i -i n ta air nTIA Lal .n rroh h Ifl tint, nulls it All OVCf 1 vt An jnt.in na Troil Th.O -fit art K f rOTTl
orwo questions. He did not want to Lis ears, beats it out of the house and Dcnver, oes north through Wyoming
7KBl Cilvnowmi . . ,
covers tne t-arn-ro-ram
to Glacier National Park,
bother the salesman or let him thinK
that he doubted him, but he would like
to ask how fast tne car couiu nave,
and how far wo-'d he guarantee it to
run, without repairs.
How fast could she go?
Conditions Change With Times.
"Well, I can get 60 out of her if my
carburetor is right, and as to the guar
antee, if anything happens to let go
within 6u0 miles we will fix it for noth
ing." . .
This satisfies the prospect and he
buys the car.
But how different now. When a man
gets the fever ho writes to almost every
manufacturer in the country for cata
logue and specifications, and begins to
etudy them thoroughly: then comes the
eliminating process. He figures how
much he wants to put into a car, and
thvn takes the catalogues of about four
or live popular-priced cars and picks
them to pieces. Next he presents him
self at the store o,f some dealer han
dling one of these cars. He. wants the
salesman to understand that he does
not intend purchasing, but is just look
ing around.
The salesman, having heard this re
mark so often, is wise, and begins to
tell all he knows about his car. the
prospect all the time saying nothing,
but taking it all in. After learning all
he can from this salesman he thinks
he must be going. Would he leave his
name and address? No. he would not
leave his name and address, but would
call sgain.
Proceedings Repeated Sften.
This proceeding carried on by the
prospect in the store of each dealer
selling one of the cars the prospect has
in mind. This takes probably a week
or lt days, just to think about it. Then
comes the return call for a demonstra
tion. Each tirm tries to outdo the
other in the way of demonstration. Yes,
the prospect likes all of the cars he has
tried, but must now consult with friend
wife, so next Saturday afternoon, ac
companied by friend wife, his 16-year-old
son and 18-year-old high school
daughter, ho again presents himself at
one of the aforesaid dealers' place of
business and they all pile in for a
demonstration. This over, the follow
ing takes place:
Boy (aside to salesman) How fast
can she go?
Wife (aside to hubby.) "Gee! but
that old bus rides hard."
Girl (aside to mother.) "Don't it look
cheap? I don't want a four, lets get a
six. May Brown has a six, and they
haven't any mors money than dad
has."
Father to salesman "What guaran
tee do you give on this car young man,
and how about your service."
Good Serrlee Is Assnrvd.
The salesman then tells all about zd.uvu pampnicy, ,";-"" - Z
the good service his f,rm giv.s. anc I the ;
Door JX9 service kivcu uj Ui0
bow
comoetiLors.
Well they
as they
another
must rro now
have an appointment with
Seaside Asks Crossing Change.
cir.PU ftr "March 27. fSnecial.)
wiThthceon 0?" Permission to l-Pv.T.nth et t
this car rides a little better, and tne crossing m mo
daughter likes the color of it better seaiue , c," V n h
than the other one. Well it s 5 o'clock Seaside was asked of the State Railroad
now and they must go home. After Commission by the Common Council of
considerable chow chowlng that night that city. An underground or over
k.., h two r out of head street at the crossing la declared
sold? Father liked the first car, but c carrying more than 1,000,000 peo
mother wouldn't listen to it, she llkeJ pe, will be on the roads this Summer,
the last one the best. Brother had sptnning toward the thousands of won-
1119 cl a, "
.nrw, a t aw that evenine wear
ing a broad smile ana anvins '
new Ford.
RICH OWN LEAST AUTOS
PEOPLE WITH I.ESS THAS 3000
1 EARLY HAVE SST.OOO CARS.
Montana,
Highway to Glacier National -arK,i
thence south and west through the lake PACIFIC HIGHWAY IJT WASHINGTON
-j A KTnwtiavm TfloVist ntiH nn into I . . . .
I Cfe IUII UI 1 fciaa
Snokane. later crossing the Cascades
"Practically every mot" n J commtaslon Decides to Take Up Work,
tranRpnntinAntftl tour. With time tOJ
spare, will be Interested in taking this
T . c e 1. trtni.lcf an onnor-
tuni'ty to visit the great National parks
oi tne uniieu oiaico ihwuuiub
, I,. Bos Saya Percentage Shows That
Majority of Owners Are Merely
Thrifty Folk.
"The National income tax returns
furnish a lot of food for thought, espe
cially to those of modest resources who
have hesitated about buying an auto
mobile." says C. I Boss, the Hudson
and Keo truck distributor for Oregon.
"It appears that of the cars regis
tered In the United States only about
400,000 are owned by persons having
an income of $3000 a year or more,
while about 887.000 are owned by those
who receive less.
"This does not mean that vast thou
sands of people owning automobiles
cannot afford it not at all. It means,
rather, that a great percentage of the
American public has come to look upon
motoring as a comfort and a conven
ience that pay dividends in health and
efficiency. Most owners find- that the
expense of maintaining an automobile
is easily met by pruning other indul
gences, less attractive and beneficial.
"A great majority of those of limited
means who buy cars are thrifty folks,
primarily proved by the fact that they
have the money to buy a car- in the
first place. You will find most of
them Improving their condition during
their ownership of the car. the next
best possible proof."
"SCEVIC KOCTE" SELECTED
Walla Walla Folk Pick Course for
Antos From Spokane.
WALLA WALLA. Wash., March 27.
(Special.) "The Washington Scenic
Route " an automobile route from Spo
kane to Walla Walla and on to the coast,
was selected, here at at meeting of
Commercial Club secretaries and auto
mobile men from towns along the pro
posed route. . -
0. C. Soots, secretary of the Walla
Walla Commercial Club and originator
of the plan, was named as publicity
man. It was decided to erect sign
posts every few miles along the route
and also to nave primea uunajuiu
facilities and interesting points,
of these will reach every motor tourist
"For the first time Americans are
beginning to appreciate tneir uwu
country." said W. D. Albright, manager
nf tho Portland Goodrich brancn yes-
vfirvwhre motorists are
getting their cars reaay ior tne roau.
au
fully 300,000
More Studebaker
Cars Registered
One State
in
This
than most manufac
turers built the whole
year
That's more th"" most manufacturers built in the whole year.
And if s 50 per cent more than the California sales of any other car
that's priced at more than five hundred dollars.
But the important thing to the man who is buying a car U not how
many Studebakers were bought but WHY.
For California is one of the best markets for cars in the whole
country. And every manufacturer of motor cars centers his strongest
selling efforts on California. And so when Studebaker, with all that
competition of cars at every price, OUTSELLS every other car
that's priced at more than five hundred dollars well, there must
be mighty good reasons for California's choice.
And the reason simply is the car itself and what it can do on the
roads. It's as handsome a car as ever you laid eyes on. Graceful in
design and rich in finish. But year after year in all kinds of weather,
Studebakers have been making good. And year after year buyers of
Studebaker Cars have become more convinced of the service-giving
quality and safety and CERTAINTY that Studebaker builds into
the car
Jiisllk
and this is
the car
) a
M mr a mim
a S BfJi UWr car that's the big tnmg.
StmhbtJur Feature
Heetrie Llchtlnc aod Startliic Tofl
Floating Rear Al Timkwa Beer
inss Safctr Tread Rear Xlraa One-
man Trpe lop.
Smdahasar ROAOSTEg.
Stadafaaknr FOUR - -
Stndebakar UCHT SIX
Stmithmkm SO.7 ymmitm-.O.B.Dbt
I KNOW
reasons that led 13.366 Californians to
buy Studebaker urs .
SMS
ss
135
1480
See
the
I-"-"! car at
IB i hi innmniW I '-- -'" '
PS The Oregon Motor Car Co.
Chapman at Alder Sts.
Phones Main 9402, A 7656
TO GET ATTENTION.
for Which- 425,000 Is Available, bat
Not to Halt Auto Traffic.
eliminating one of the worst stretches
of the highway, at a cost ot approxi
mately $50,000.
- Work also is planned in Clarke and
Cowlit2 Counties, $192,000 having been
appropriated for this section of the
highway.
The highway commission also decided
to spend the balance of $1600 available
for the Olympic highway for the pres
ent biennium on the graveling of the
Lake Quinault section) allowing this
money to be expended under direction
of Chehalis County.
. Quarantine Has Its Say.
E. G. Wlllems, foreign representative
of Dodge Brothers, who is at present
en route to Panama, waa forced to sell
his demonstrating car before leaving
Cuba, owing to a strict quarantine
maintained by the Cuban authorities.
Mr. Willems wanted to ship his car t
T.n.i. hnt an eDldemlo ot the bu-
Kionio plague caused the n'V1!""
flolsis to lorDia ampuicum
oars hetween Island.
rtTVWOTi Wood MftTflh 27. ffiDS
Rainier, the Wonderland Drives tol , , . In expending the $2,000,000 made
, . iTrtrtl SHaQtn and Crater I . - ., v. ; ..i ... wtrlr
ixiuuui. .lwu, . . . i avanaDie ior Dutia msu.
Lake on the trip souin over mo x-a-
r.akn nn the trin South over the Pa-1 ,iTvr hiennium. first at
citic Highway, the latter having just tention will be paid to the Paciflc
Kaan alcrn.nAiitH with &11 thft reCOm- I , r ...1. i .,1. . ,nnHiv!matllV
mended side trips. j425 ofto ls appropriated. This decision
"One of the Goodrich sign-posting afJ reached Dy the Washington High-
trucKs Js in seanie ana m Aiim wi" way Commission this week, at its nrst
start east on the Goodrich Wonderland . he,d sln'ce adjournment of the
Trail erecting the enamel ana moe- . . . ,
structlble signs on four-inch oak posts, I u possl
tnorougniy creosuLou, suaisui ..viwoo
Washington through Spokane, Northern
THaho and into Montana points, con
necting thi National parks and the
main nignways, inence buuui
Cheyenne and Denver. This will be
. - t - Ii.a,. Tiilv 1 ho i to nffnro
CVUI1JIDICU .w.w " "
every possible facility and convenience
to tne tnousanas ot wunsw vnv
be induced to take this route. Except
ing the large grades on this Goodrich
Wonderland Tour the roads in general
are better than the Lincoln Highway
from Cheyenne to Reno."
There !s no pauperism In Serbia. The
poorest have aomg sort of freehold propertyl.
ah nA.etMA lTTinrovements will be
mtito thi Snmmn. the commission de
ntnen. hut care will be taken not to
ini.rmnt automobile! travel, as the
entire highway in Washington already
i ADI1., navanhl. MlfrhWRV CommlS-
sioner Boy was instructed to prepare
his plans accordingly.
The Thurston County work, eliminat
ing the Nisqually Hill grade, probably
win ,A on of the first nieces of
work undertaken. The Northern Pacific
Railroad has deeded to the state four
miles or railroad graoe aDanaonea on
1 - . : . 1. n T : ,. T ... .1 aiiI.
off line. This will be widened and
connected with the existing route.
AaMrlcaaLaFtaace
maamrlenm
aouu r.
Au.tla
Bars
Wttf-Omtntt
Urlscoa
Biockwar
u
Chalmvra
Ctiandlar
GbarrolaC .
Col by
Cblamaa
Catnmarca
Contlnaatal
Corbitt
Craaa
Crawford
Creacaot
una
of American makes of electri
cally equipped motor cars
owe a large part of the success
of their starting aod lighting
systems to the source of
electrical energy, the
STORAGE -a
Will
BATTERY
Vte
Norwalk
CTexlatnil
Prmtt
Favckarti ,
flltrim
PecrlM
Pp -Htrttod
Prfnl
Ftitia-Palaw
Rtnt-i
Renault
Ro
RumiU
Saxon
6arra
Serlppa-Bootft
Saagrara
ft. C. V.
Eimpl
KUaai
larHfl In
traita
Darta
Dauby
palMoa-Boot
Dodga
Oorrtti
federal
rtmaktlai
rimtoM lodlatia
Gnmm Jackaoa,
OramnDf aatatai Jefferr
1 Craat Eagia Jop
Great WaatacA Kally
CHtia m Wni
Barw(xd-Bate3r KUtel-Kav
Hayoaa Klloa
Bupmoblf Knox
Halladay . Krt
Bcrfl-Brooka taxlnfltuai
Howard LooocaobUa
Inraflaf V'
Istaratat Lawfta
Lyoaa-AtTaa
LtBCll
Limlxrt
McFartas
Mclotyro
Marion
Martin
fteor
Mats
MltcbaU
Motioa
Monarch
MoarM
Maraaa
Speedwell
Staaord
Stcirm
St I -at a
Statteman
Stern berft
Stndeboka
Stuts
Tudhope
Touraind
Velie
WaatcocC
Wtcbita
Win ton
Where You Can Get Expert Battery Service
PORTLAND, OR. Chanslor & Lyon Co., 627 Washington St.
ASTORIA. OR. Atlas Supply Co.. 509 Bond St. -EUGENE.
OR. Sweet-Drain Auto Co.. 1030 Oak St.
New
Six
Jiis monogram en ifia
radiaior stands for ail
jam CBJiaskuttt bxXsc-qjt
Our demonstrator has anived and is on
display at our salesroom, corner Broad
way and Burnside.
q This new Chalmers "Six" is the result of
a demand for a quality car at about $1500.
fj It is not a cheaper edition of the "Light
Six" or the "master Six."
tj Its type of construction is unique. The
motor is of unusually small bore and extra
long stroke high speed on minimum
gasoline.
IJ In material and workmanship also, it is
a Chalmers car with all that means.
IjfA cordial invitation is extended you to
call.
H. L. Keats Auto
Company
Portland, Oregon Seattle, Washington
to be impracticable.
uaw cuuutiia. uc., k . u , .-...
t
. . c. ... v .rtAv-ltn h irnnracticable.