THE OREGON SUNDAY JOURNAL, PORTLAND, SUNDAY MORNING, JANUARY ' 25, 1820.
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JOURNAL'S AUTO DIRECTORY V
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AUTOMOTIVE' SECTION
UKSCK i. -BROMBEEO. EDITOR
1
-OTnr sm .mis iihii
JL.
HIT TILE PROSPECT IN THE RIGHT WAY
One of the things that men of the automotive industry must bear in
mind" Is, that selling automobiles is no longer the haphazard, willy-nilly
pastime it may have been once. The time is rapidly coming, and is
almost here, when personality" is counting for less and real, hard
knowledge of the' product 'the salesman Is selling; Is demanded by the
prospect. -
C One of the old-time methods of doing business and of holding cus
tomers was the use of what political men call "perquisites," , little things,
seemingly unimportant, Such as discounts, special favors, acts of favoritism,'-that
held the customer but did net increase his respect for the
product, or swell the firm's bank account one bit.
; Here is what an exchange has to say on the subject:
" '.."When the prospect asks for a discount, a spare tire carrier or some
other concession, it (s easy to say, 'I'll see If I can put t over for you.'
It satisfies the prospect for the moment and the salesman secretly feels
that tie. has' made a 'hit with the customer by interceding for him.
"A recent canvass of owners in one large city indicates that this is
not only the wrong course for the salesman to follow, but a hurtful one
as well. All of the owners interviewed agreed that they would much
prefer to do business Wtth a straightforward salesman, .who has the
courage to stand his ground and state the reasons why such a concession
ttould not be made without the loss of money by his boss, than with one
who 'stalls.'
f ' "Almost any prospect will tell you that he would rather do business
with the head of the organization than with a salesman. Yet, did you
ever hear of a business bead who told a prospect that 'he would see if
he could put it over?' '
The fact is that we like best to do business with men whom we feel
to be our business equals. A salesman who truckles to a prospect, lmrns?
dlately places the prospect in a position of advantage over him and admits
his own inequality.
'It is to your Jnterest as a salesman to stand Just as high as possible
In the eyes of your customers. It is imperative that they accept you as
business equal. You cannot afford to Jeopardise your prestige by
truckling to anyone.
,- "Deep down in his heart, the prospect respects most the salesman who
ll big enough and loyal enough to make it plain that he has but a single
standard of business ethics.
"Real bigness' in selling Is something which can only be attained
through the constant watching of little details. One moment of weakness
wilt undo; years of upbuilding. Get the executive viewpoint in dealing
with prospects. ' Make them look up to you, not down at you."
-The head of your house does not hire your personality altogether.
Be hires first your selling ability. He does not employ you to "put things
Over" for the customer, but to "put things over" for the firm.
A
, Don't Be art Expert Driver
Are accidents caused by drivers who do not know the finer points of
driving, or are they caused by drivers who believe they know the fine
points so well that they take chances a novice would shudder to even
' bonslder?
- 'There seems to be a considerable weight of opinion in favor of the
.. latter view. Accidents are not mere nicking of fenders, or of bumping
Into the car ahead or to the rear, with resulting slight damage. Acci
dents are When the machine heart and soul runs amuck and becomes a
detriment to society. The novice may take chances, but not willingly.
He Is afraid. HlrchUf fault is lack of confidence in his handling of wheel
and brake.
and brake. The "expert driver," filled with conceit at his ability and pos
sessed of over-confidence as a helmsman, is the greater menace.
The "expert driver," the smart aleck of the automobile world, is
handled without gloves by American Motorist, which says:
"It is almost needless to say that since the exhibition in stunts In driv
ing is apt to be an expensive habit, the expert driver is rarely found among
the owners. Usually he has graduated from the washstand in a garage,
While sometimes he is a specimen of the so-called natural-born mechanic
a species that neither mechanical progress nor scientific "training seems
to have been able to exterminate. It Is the expert driver who is chiefly
responsible for the animosity of the pedestrian against the motorist. It is
he who scares old ladies into hysterics while bearing down upon them
with a rush, only to Clap on his brakes with a bang and bring his car to
a stop half an inch from the pedestrian's shin.
"lt you want to watch him, stand In front of a busy garage for awhile,
and you will have ample opportunity to observe his doings. He will come
' out of the garage at full tilt, clear the opposite curb by ripping the steer
ing gear around with all Mb might and disappear around the next corner
In similar fashion. When he returns he will rush down the block at a
speed of 60 miles an hour, throw on his brakes some 8 or 10 feet from
the stopping point and bring his car to a halt within its own length; .11
of which, of course, looks very clever to the expert driver and costs
money for repairs and excessive deterioration to the owner. This sort of
'a driver is the one to whom an open muffler is music In the ears; who
Imagines himself a miniature Oldfleld.
"If you do not drive your car yourself, beware of the expert driver, or,
at least, nip his ambitions early In the proceedings."
1 -
EDITOR HITS MARK
El
James H. Cassell, who is now at
the head of affairs for the Associ
ated News, the official organ of the
Portland Garage and Repairmen's
association, is one of the best known
news writer and advertising men in
the city. He was formerly on the
Oregonian, . both as reporter and as
editor f its movie department, durs
ing his career in Portland, and was
at one time automobile editor of
the Spokesman-Review in Spokane.
After leaving active work as motion
picture writer and editor. Cassell was
associated with an advertising agency
n this cKy for a short time.
Cassell takes a wealth of Information
with him as an instrument In putting
out his new-vehicle of social and techni
cal chatter, and from reports trickling
down the row about a "34 page paper.
he must have discovered something up
his sleeve that's a scream.
Eugene Dealer Opens
2 New Branch Houses
J. F. Dopplmaier. who recently estab
lished an automobile agency in Eugene
for the Case, Grant and Stephens cars,
announces that he has opened branch
houses in Albany and Salem. M. J.
Campbell of Clatskinie will have charge
of the Eugene branch and Dopplmaier
of the Salem house. Campbell was for
merly engaged in the lumber and shingle
business at Clatekanle. Dopplmaier came
to Eugene about two months ago from
St Helena
Trail Construction
Plans Are Enlarged
More work will be done -in trail con
struction in the Siuslaw and Cascade
national forests this year than in any
past year, M. L. Merrit, who is in
charge of forest improvement work.
said today. A special effort Is being
made, Merrit said, to interest the pub
lie In national forests. The extra trail
work is not only for the pleasure of the
tourist, but to aid in fire fighting as
well, he said.
I I
Wherever you see a motor car
with the sifcn of the triple triangle
on the radiator, you may know
that it is entrusted with the repu
tation of the
Worlds Champion Li&ht Six
ONITED MOTORS CO.
Elgin Distributors
829 WaakingtOB St. Phone Broadway 2393
James H. Cossell
IN NEW
IDEM
James H. Cassell, Former News
paper Man, Now Getting Out
Portland Auto Paper.
run
Mb,
TOURING a period of six weeks, the following twelve
nationally known concerns each purchased from one to
six Oldsmobile Economy Trucks:
Standard Oil Company of Indiana
Coca-Cola Company of Georgia
Park & Tlford,Nw York City
Loose-Wiles Biscuit Company, Chicago
Fairbanks & Company, New York City
Boot Brothers, Chicago
Large conccrn nth as these bay only on a
basil of prOTea rgloe. 1 ney purchase tite:
making tjhauiUTS tests of many
tracks.
To Delco Company, Dayton
American Glycerine Company, Dallas
Dr. Brush Kumyss Company, Mt. Vernon, N.Y.
Thompson Lumber Company, Minneapolis
Board of Water Commissioners, Denver
Goodyear Tire & Rubber Company, Akron
Because of its sreren valae, more
Oldsmobile Economy Trucks hare
in the hands of consumers in the
months.
These features are
responsible for the Olds
mobile Economy
Truck's speed, depend
ability, and economy:
A powerful, 4-cylinder, YaWe-in-head
truck motor; internal gtar
drifS; complete electrical system;
35x5 pnaantatic cord tires: extra
long, flexible, stmi-slliptia
springs.
The purchase price of an Olds
mobile Economy Truck is to
iBTcitmtnt which will yield
dividends to yoo in lowered
haulage costs, (M7ti)
than 5000
been placed
past fire
makes of -s - -
Chassis with Dash and Windshield. .$1500
Chassis with Steel Cab 1545
With Handsome Express Body 160O
Oldsmobile Company of Oregon
BROADWAY AT COUCH
FLOTSAM
They feund that Swede that was
drowned."
Where T'
'Gliding along with, the current below '
the falls."
"Ah. Sort of a floating Axel?
CBCEL
"You say they never sit together?
He sits up front and drives, and she
lolls back in the rear?
"Yep. And they fight all the time."
"Hm-ra. Snubbers fore and aft. as It
were."
PINHEAD
'I'm tired of bowling here all night.
with never a strike. Can't seem to
knock'em all down."
"Sort of a spare tire, eh?"
CLUTCHED!
Cotter He kills his engine so much.
Why don't he use his gear lever more?
Pin Oh, he's sort of a shiftless ras
cal, y'know.
NUMBERED
The hairs of our heads are num
bered," said Judge Cam, profoundly.
And. so too, no doubt, are the days of
some of these reckless drivers."
HOPES
A news item says that the King of
Spain Is getting a car upholstered in
pigskin. We hope he don't try to hog
the road with all that stuff.
Shock Absorbers
C. B. Clarke, distributor of United
States tires at 26 North Broadway, an
nounces that he has taken in as partner
W. t. Miles, formerly of the Broadway
garage. The new firm will be known as
Miles t Clarke, and will continue the
distribution of United States pneumatic
and solid Tires. Also, no doubt, Mr.
Clarke will be able to show more Miles
for each tire than he did before.
Bob Carroll of the Charles C. Fan
company local distributors of Fierce
Arrow cars and trucks, returned last
week from an extended California tour,
in which be visited San Francisco, Los
Angeles and other points of interest in
the state, making a short run through
the southern part of the fruit belt. Car
roll reports that business is hitting on
all cylinders In the southern common
wealth. Howard T. Ranlstn of the Service Sales
company left last week for the factory
of the Service Truck company at Wa
bash, Ind., In an effort to have more
Service trucks sent to the Oregon terri
tory. He was accompanied on his jaunt
East by J. A. Knudsoa, Western factory
representative.
Gerald Good sell, of the Palace Oarage
company, local distributor of Standard
trucks and Ford cars, has just left for
a visit to the Standard factory at De
troit. He will also visit the Ford fac
tory while in that city, and intends to
be one of those present at the conven
Uon of the National Automobile Dealers'
association, representing the local Ford
dealers.
M. O. Wilklns, president of the Deal
ers' Motor Car association of Oregon,
left last Friday for Chicago, where he
will attend the Chicago Automobile
show. He will also drop in on the Cleve
land and Minneapolis shows and attend
the convention of the National Auto
mobile Dealers' association at the La
Salle hotel in the Windy City. He will
return about February 4.
Frank V. Smith of the Howard Auto
company, who made his mark in the
last Rose Festival, and who is this year
one of the directors of the coming fes
tival, was a member of the committee
that welcomed General Pershing to the
iiu.,li- m.i m 1.1, i, mum ill
nni s
The new third lever en the
ftuuiramt m, si fr v the
rtfr k temctmtd, is stt
it t$ Premier Cutler
Hsmmer Magnetic Gemr Shift.
This euhanUge is ptadimr H
Premier t k alie the alumi
num meter hmilt fe the Pre-
tremitr &4eid f-Z Stvm-Pttttngrr Clatml Car
THIS new aluminumi2cd
Premier is presented in
direct competition with the
finer type of European car,
on the assumption that it is:
forc correct in point of en-4
gincering; more efficient in
operation; more elegantly
simple in its appointments;
more appcalingly beautiful
and more socially distinctive.
Finally, from a strictly mon
etary standpoint, it is a far
better buy Premier, com
pletely equipped, sells for less
than the price of a European
chassis alone.
McCRAKEN MOTOR CO.
wtiir
turn
tngineerinr JtfsrmenSt
fstinSed JuiffL
490 Burns Ide St., Cor. 14th.
DISTRIBUTORS
Per&sU. Or,
M OTO R. C Q RTP O KATi ON
THE ALUMINUM SIX WITH MAGNETIC O lAfc I HlfT
i ' i ! i i a ! i ii ll, r n ii i i ii
RETHLEHEU TRUCKS Northwest Auto Co.
u
Electric Light and Starter Distributors, Alder at 18th
7 II
rramui
offers mors of "bat you actually need la an automo-
n
bUe,"
BRALY AUTO CO.
Mala 8M. Sal
lttk aai Wssfcisftoa su. '
"" RUBIN MOTOR CAR CO.
";v W ; : Oregon, Washington, Idah Dtslrjtmtors
- Broedwsy and Hoyt. Phone Broadway 89
First Car in ths U. S. Sold Complete, including license and 82 weeks af free'
' ' -v service. .
King
SIXES
BROADWAY AT OAK
Mitchell. Lewis & Staver Co.
FIRST AND EAST MORRISON
. J
Ws are Authorised Factory Representatives
as ' for
UNITED MOTORS aKRVTf!Fl. INC
With a Stock of Genuine Parts for
DELCO. KLAXON. REMY
Sunset Electric Co.
Eighth and Davis Streets. Broadway 111
HEADQUARTERS FOR EI.KCTRIC EQUIP
MENT FOR AUTOS
RAINIER
Worm Drive TRUCKS
. SALES AND SERVICE
SERVICE GARAGE
351 First St. Phone Main 2417
MOTOR TRUCKS
1-2.3 ft and 5 TON CAPACITY
Palace Garage Co.
Ittb and Stark Streets
(ACCESSORIES AND REPAIRING
a
E
EilMIIIINItimUMIIHUflffiM
ARCHER & WIGGINS
Distributors of
AUTOMOTIVE ACCESSORIES
Sixth Street at Oak
(QSehlH&fQ BATTERY CO.
Broadway and GHsan Phone Bdwy. 546
The only battery with a definite guarantee.
All make.) of batteries charged afid repaired.
David Hodes Co,
I N. Broadway and Flaaders
- AUTOMOBILE GEARS
PARTS AND ACCESSORIES AT
REDUCED PRICES - t
' ENGINES A SPECIALTY
MA
I II I I W I K 1 - T
EDISON Gibn Sorage Batry Co.
STORAGE 12th and Alder SU.
BATTERIES ! Broadway lilt
Electric Service
Broadway 1764
A X.srse Stock of Farts (or All
Electrical Systems.
A
CXPEBT8
Auto Co.
Specialists on
Electrical Troubles
Free Inspection
.XIDE
BATTERY SERVICE STATION
All Makes Batteries Tested and Repaired
The Storage Battery Co.
348-350 Couch St. Phone Broadway 3043
Hayes Wire Wheels
Wire Wheel Distributing Co.
435 Stark St.
Phone Broadway 605
000
600(?(?
(PCS.
t ( : i r y s i
Northwest Auto Co.
Dlttrtbstors '
Miller Tires, Tubes and Repair
Materials, Miller Ad-On-A Tires
Alder at 18th St. Portland, Or.
Qtntjoyrrf SPEEDOMETERS
O ' VC ' OlA' I sV and "BIG TEN NECESSITIES"
They're More Than Accessories
i-f. ' Official Service Genuine Parts
OteWdft Product Service Station, 333 Ankeny Street
SERVICE MANAGERS ! !
- Tft Is Yalvs
-Da Tai Rcatlss ths IIT ana SWTTN TI
SmsrcB Tals of th 1 ST fllJ I I OrtsStav -Wsrkf
UTILITY EQUIPMENT SALES CO.,
Ml SFALSIXO BLDtt. MAIsT Ml
WIRE WHEEL SMl-
WIRE WHEEL SALES AND SERVICE CO.
435 Stark Straet. Pbons Broadway 60S
II
!!! m
ttit Miii . .i--4-
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city 'last-Sunday morning, -
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