Capital journal., March 19, 1921, Image 4

1
-
The Capital Journal, Salem, Oregon.
Must Have
Change In
Sales Plan
Return to Normal Is
Making a Salesman
Apply More Than
Bare Talk, Says Ex
pert. There Is no mystery about the
present pause for breath in busi
ness. The readjustment mears sim
ply this Yesterday is was a ques
tion of supplying the market To
day It Is a question of marketing
the supply. Industry has turned
from a production to a selling; ba
sis. For five years the cry has been
production. To-day the cry 1" for
sales.
In this readjustment there has
been much talk of liquidation. But
there must be liquidation pf more
than materials and supplies there
must be liquidation of methods
habits is a more appropriate word
of doing business built up by the
artificial conditions of the last few
years.
Sehvtivo Baying Itctuni".
In the last four or five years buy
ers, especially of automobiles, have
stood in line to purchase not a par
ticular car but the first car on
which they could f;et delivery. Val
ue became a secondary considera
tion. Today selective buying power has
been restored. The buyer is seek
ing value. He is Imposing upon tin
manufacturer the double task of
giving utmost value to the buyer of
his product. In other words, the
manufacturer mint get hiRhect val
ue in every phase of manufactur
ing from the purchase of raw ma
terials to the turning out of the
finished product if he would give
the value to carrv his product in
the highly compettive market thai
is developing out of reconstruction.
Selling Bcooinos Need.
It Is no longer a question of sup
olvine the buyer. Tho task con
frnntinr- business today Is selling
the buver. And the real burden ol
reconstruction is falling on the
shoulders of the sales organisation.
in carrying this burden. Ameri
can salesmanship must get back to
fundamentals. It must aslt Itself:
"What is selling?" Is it 3imply or
der taking? Is it signing up an
order, sending it into the factory
anil forgetting about it.
The day of jaw-boned, have-a. ci
gar salesmanship l at an end. The
successful sales organization today
Is the one that realizes It must give
service If It would get business. It
m.iui hnve a clear conception of
the nseds of the Industry it serves.
It must keep its fingers constantly
On the pulse of tin- trade.
kO ANSWERS
8?Sp9 " Larry D.Stone J
y " fit!"5t,BT Wir1 Br
Lubrication.
Just a little lesson can best be
told by admonishing the car own
er who takes a personal interest Jn
his car to look to his lubrication
dally. Look at the oil in the motor
daily, Do this or your car Is not
a good car long. It Is the general
lubrication aside from the motor
that turns new cars into old ones
before their time. Universal joints.
spring bolts, steering arms and
knuckles, all of these go toward
making the rattley, squeaky old
usu uui ui wnai snouta be a new
machine. Learn the location of
your grease cups and oil holes,
give them a little twist every day
and be sure that you fill them
when they are found empty in
stead of passing that one up. A
simple spring bolt on any standard
make machine will cost from fifty
cents to two dollars, the grease that
It will take to keep percepible ware
from this is too small to figure. Fill
those universal joints, that trans
mission and rear axle just a little
oftener than they need it. Don't re
ly all together on some set rule
which says that grease or oil in
certain place should last a certain
number of days or miles. Look
yourself. Tour transmission or dif
ferential may have some place that
oil or grease works from and that
was not considered In the rule and
instead of going thirty days as the
rule says may be almost dry at
twenty.
With regard to motor oils, get a
good one, with the body recommend
c-d for your car and stay with it
changing the weight only for win
ter and summer, just a little light
er when winter cornea on. Chang
ing oil every time some new make
Is shown you, is costly. I lost three
good races at different times be
fore I learned to stick with what 1
knew had been giving satisfaction
Mechanical troubles are best cared
for by a capable mechanic, but pro
per lubrication Is up to you.
Limousine Stolen;
S. Holmes Speaks;
Ouija Nabs Crook
California To
Arrest Drivers
Who Litter Roads
Los Angeles, March 19. Discar
ded lunch boxes, tin cans, bottles
and similar trash dumped along
highways of Southern California uy
careless auto parties will had to
arrests, according to a new plan an
nounced today for keeping the
highways clean. It Is hoped to start
a general movement that will eli
minate unsightly rubbish -dumps
along the beautiful roads built at
great expense through the land of
oranges.
While the entire 1 lame for dirty
roadsides Is not placed on auto
parties, they are responsible for a
great deal of the rubbish and will
be penalized. Riverside county Is
the llrst to put the anti-rubbish ouija.'
law Into effect and it Is expectet! Mr.
that other Southern California j little
counlies will follow suit nt once.
The campaign was inaugurated am!
la tier inosecut"d bv the Automo
bile club of Southern Callforn
Which has branches In a score ot
cities and a membership of over
70.000.
A check will be kept during the
coming year In order to test the
flcienev of the campaign, which if
successful, is believed will be fol
lowed In other parts of the 1'nited
States where there are favorite au
to touring spots.
Evanston, III., March
$5,000 limousine of Mr.
Kdwin A. Watson is back in the
Watson garage again and the ouija!
board gets all the credit. j
For months Mrs. Watson had'
not been on speaking terms with
the astral smart set. Her oulia
board, forsaken and forlorn in a j
uusty corner of the attic, almost
had succumbed to sleeping sick
ness. Then the Limousine was
stolen. And for days the Kvans
ton police and private detective
were baffled. One morning Mrs.
Watson was musing for the thous
and and first time. "I wonder
who sotle that car? I'
She dropped tho grapefruit
spoon. She tossed her napkin on
tne table. She clasped her hands.
Her eyes lighted.
Ask "Wee-Joe."
"Ed, dust off the ouija board.
And telephone the chief of police.
41y fingers tingle. It's a call.
Hurry! We're going to find him.
I feel It."
Mr. Watson executed both com
mands. Mrs. Watson had just
poised her fingers to receive the
long distance cosmic call when
Chief Charles W. Leggett urrived.
asked Mrs. Watson.
"Who stole our aufo, ouija?-'
"C-h-a-r-I-e-s T-a-t-e-s."
Mr. Leggett. who doesn't helievi
in Santa Ciaus or spirits, thinked.
"Who's he?" he asked.
"Who's he, ouija?" repeated Mrs
Watson.
"It's him." the board is said .
have replied.
"It's he," Mrs. Watson explain
ed. "Appsrently that's all we can
get right now."
I Mr !.' -' M nrnnlxtH IKa "
flivver and fared forth to find
Charles Yates. Just west of the
Davis street viaduct he encount
ered a limousine that strikingly
resembled Mr. Watson's. A man
stood beside It.
"You're Charles Yfltez," said
Mr. Leggett.
"I'll hit-. I'm Charles Tates."
"You're pinched."
"Why?"
"Tou stole that car."
"I did not."
But at the police station Mr.
Yatex was confronted with the
ouija. He confessed.
"What I want to know." de
manded Mr. Yatez, "is the name
of the guv that sauealed la thit
17. -The , ,
and Mrs. I Former Port.! an ri
Auto Man Named
Chevrolet Head
... xmeuiuuu nas been named
by Sales Manager B. H. Mulch of
the Chevrolet Motor company of
California as assistant to the sales
manager.
Mr. Trueblood has been connect
ed with the Chevrolet organization
for several years both at Portland
Oregon, where he assisted C. M.
""u iaier at tne factory of
-evroiet Motor company at
Oakland, California, where he serv
ed as assistant to Mr. Steves.
Hefore joining the Chevrolet or
ganization, Trueblood held an exe
cutive position with one of the lar
gest companies of the northwest
headquarters at Portland.
Upkeep Big
Factor In
Economy
Cost of Auto to the
Owner Bears Direct
Ration to Care and
Attention.
Detroit, Mar. fp. "We all ap
preciate the fact'that our automo
biles are shorter lived man
ought to be, and that during the
comparative short life, we spend
too much money for keeping them
running," says an old-time motor
ist. "As the average man says.
It isn't the first cost, but the up
keep that bothers me.' Upkeep
on a fairly good car is directly pro
portional to the attention you give
to three vital factors lubrication,
adjustment and careful striving.
L'nless all three are followed out.
your motoring is costing you more
than It might. I know a great many
dies. When ths anlml gets sick
you get a vsterlnary and pay him
to help get the animal well, which
you could have done In the first
olaoe by proper feeding and clean
ing. The veterinary charges you
so does the repair man.
"Every owner of an automobile,
whether it costs $5000 or 500,
ought to know where and when to
lubricate and he should under,
stand the fundamentals of lubri
cation. This is the first step, to
be taken up in detail in another
article. Without an understand
ing and without carrying out the
complete instructions to the let
ter, you will not motor at the low
est cost per mile, and you will also
not prevent your car from depre
ciating rapidly.
"Unless you know every point
of adjustment on Four car. how
can you expect to know when cer-
they tain parts need aajusimem : n,vc.
when you discover someinuig i
wrong somewhere, bow do you
expect to save money by telling a
repair man to 'fix it up'? The re
pair man is in business to make
money on repairing cars, and noth
ing pleases him more than to get
an owner who doesn't know about
his own car.
"Bear in mind this one funda
mental an owner can save a lot
of money if he can tell a repair
man just what to do. even thoush
the owner doesn't feel that he
owners driving meaium-pricen wama iu uaueu i" j.
cars wno cut tneir cost per ran
with
Continuous Spring Lubrication.
Continuous lubrication is afford
ed a new automobile spring by
cup-shaped oil reservoirs in the
end of each leaf.
down to less than railroad milea"
for one person, and I know own
ers of the same make and model
whose cost runs to 10 cents a mile
and more. If one owner can run
at 3 cents a mile, with a full load,
any owner can if he will try.
'Your automobile represents B
valuable investment, and you can
not protect that investment by an
ccasiona' visit to a service station
or a little oiling here and then
whenever you happen to think of
it. Your instruction book tells you
to do certain things at certain
times, and if you don't do thes
things you must be satisfied With
a high cost per mile of -travel. In
many cases It la pure laziness on
the part of the owner that keeps
him from doing some work on the
car every week; or in other cases
it is ignorance; in still other cases
lack of time. If you haven't time
you must pay someone else to do
the work at the proper time. If
you don't know anything about the
mechanism of your car it is your
business to learn to be satisfied
with high depreciation and high
mileage cost.
"If you had $1500 or $2000 in
vested in a number of cows or
horses, you wouldn't feed them
whenever you happened to think
of it, or clean them when you wer e
reminded by some sympathetic
lover of animals. Machinery talks
pretty loudly some times, and when
it talks it drags gold out of your
pocketbook. Machinery, like an an-
New Snow Motor
Proves Success
Senator Owen of Oklahoma, a
friend of Major II. H. Armstead
received from Ironwood. Michigan
the following telegrams as to the
demonstration of the new snow mo
tor, an automobile that traverse
unbroken snow of any depth on the
flotation principle of revolving,
drums on either side of an automo
bile body revolving at right ang'
to the chassis and ac tuated by inch
high skates set at an angle to the
body of the drum. It makes a
floating, supporting rotary screw
through snow and has great power
"Snow motor today. February
18, readily pulled four sled load
of logs over Collins Lumber com
panies road at Pine Lake. Load ex
elusive of motor and sleds weighed
eighty four tons. Tomorrow we re
turn to Ironwood over another un
broken country road and 8unda.
demonstrate In Ironwood pulling P
sleds filled with men through th'
streets. Am taking movies of every
thing. Armstead."
"In presence of about 2000 spec
tators today, February 21, snow
motor pulled nine large dray sleds
loaded with men and boys abou
four hundred on sleds. Demonstra
tion was most remarkable as the
load was pulled on a much used
dirty street in town and far from
our ideal conditions of clean snow.
Oct movies of the above. Arm-
imal, gets weak and sick and then stead
I-eggett manipulated the
triangle. Slowly is soelled
out:
"He doesn't know."
lie don't know-chief.
repaled the
Auto Prices
Of Future
Uncertain
Rveryone Is wondering whether
automobile prices will be higher or
lower next summer. Announcement
Which have been made since the
national automobile shown at New
Tork and Chicago have not helped
to solve the question, since the.'
announcements are apparently con
flicting in natir. Yet in this very
fact may be found the answer.
Cars which are simple in design
and ecomonlcal of manufacture
may be expected to come down in
price. In fact, some manufacturers
of cars In this class have already
announced reductions.
Other types which require more
Intricate production processes and
Involve the use of special materials
WHAT'S Till-: OBE?
I drain the radiator
And keep the hnu'ries filled;
I watch the tire Inflator
I keep the knocking" s'il'ed.
1 grease the differential,
The springs, the fan. the clutch
I watch each small essential
The timer, bands and such.
I watch the road for bridges,
For crossings I slow dJwn;
I struddle ruts and -IJges
I'm careful when in town.
In neutral gear I place her.
Whenever I must stop.
I never try to "race" her
Or let the "back-fire" pop.
At TBYINU. I keep busy.
But for my very life;
I can't drive OCR old Lizzie
To suit the bloomin' wtfs.
Kemp K. Deer-en.
Franklin Has Best
Year in Its History
TIRE
We Sell
SOUND TIRES
''Made in the West for Western Roads." Everyone knows the superior quality of
these tires. We simply wish to call your attention to the fact that we sell them.
Also Racine Horseshoe Tires
Known for their low mileage cost.
RETREADING
AND
VULCANIZING
Is Our Specialty.
Come in and see our up-to-date shop.
Salem Tire and Vulcanizing Co.
154 South Commercial Street
Salem, Oregon
" ( . More mtac m" t . .
'nam COST leSS
1:0 proved to be th banner
year for the Kranklin Automobile
company, for during that year !.
5s cars were shipped from the Sy
racuse factory, thus eclipsing all
urevtmis records The hear nreviniia
Will continue at present prices and v.ar ,n ,,, wn,n ,hiprunts of
In some cases will cost ii.eie, it is
pointed out.
In cutting down the cost of a
motor car to the public the first
sanential is simplicity and efficien
cy of design, together with facility
Of production. An unusual achieve
ment In this departmint of auto
motive engineering is the Successful
revival of friction drive, a feature
which in a primitive form, render
ed several makes of cars popular
for many years.
Individual Kaln shsrids.
Individual folding rain shields to
attached to the backs of the
sats have been invented for the
Mnfort of riders on the top of
iotar omnibuses In bad weather.
Jul ItNAL WANT AOS PAY
cars aggregated S.17J.
December of lilo was the most
ucctsrtful IWmber In the com
pany's history, 1041 cars having
been shipped snd sold. On Iecm
ber tl not a single completed car
was on hsnd at the factory.
As Indicative of the rermt besvy
demand for the Kranklin car it is
interesting to nots that 44.000
Franklins were shipped and sold
during the past five years. For the
two year in-riod ending December.
31, 1I. shipments of cars ajrgn gi
ted 1.TJ, which is double the
number of rsrs shipped during the
five years beginning mith and
ending with 115. Thl.. too. f'
double the number of car shipped
luting the nine year period begin
ning with 1(0! and ending with
Ills.
WE WISH TO ANNOUNCE
To our many friends and customers that we have finally secured a tire which
measures up to our desires. This means that we have backed ud HOOD ttrvs
with our good reputation and hard cash. P Uiikjb
It means that you can now buy tires that will give you perfect satisfaction
"Put on a HOOD and forget for 1 year."
"mt on a HOOD and forget
it for a year."
GREAT
WESTERN
GARAGE
OPEN
147 N. High St.
ALL NIGHT
Phone 44
Autos Wrecked
For Insurance
Police Allege
Buffalo, March 19. The finding
of the wrecks of seventeen autos
at the foot of a eliff on the south
shore of Lake Erie, a few miles
west of Buffalo, has convinved ttie
police that companies insuring ag
ainst theft have been systematical
ly cheated. Insurance companies. In
sell-defense, are carefully ejtamio.
ing candidates for insurance of this
kjnd
In this Lake shore graveyard of
automobiles are makes of many
sorts, from the plain runabout up
to the pretentious limousine. "Marks
on the edge of the 85 foot cliff and
the condition of the machines in
dicate that the automobiles were
set afire before being sent over.
The theory of the police I that
the machines were stolen from the
owners, insured against theft under
fictitious names, reported stolen so
that the insurance could be collec
ted and then destroyed to prevent
detection for theft.
Police records show that in three
months. 484 cars were stolen, 41
if which were found burned or
destroyed and 108 are still listed as
missing.
Paaer Containers for W 1 'y
Cone-had paper containers J! toi
that also serys as funnsls have "ov IKWaZH
heap invented tor the Purpose ull hic s5l
carrying fuel to automni.it..., . . w ""ver frT"" ,
Ine all ti.. "li iJ
EASY TERMS
LIBERTY SIXES
The factory has arranged to hanriu ...
This means that we are independent of I T
can sell you a Liberty on easy navm,t0
J. E. RINGROSE
Distributor
Pan American
LW
- . "Liirht pJ
f 4 ii i lAinrti i .i, . ... """" "-JL "
llAb JUtJItPIAL VY AIM T ADS SATIIpt
THREADED
RUBBER
T ATTT7DV
Wilard
i
With Threaded Rubber I
Separators or Insulators
Ordinary separators are a natural product
end therefore, are never strictly uniform.
They are made of thin sheets of chemically
treated wood.
Threaded Rubber Insulators are a manufac
tured product and therefore, absolutely uni
form. They give uniform protection to the bat
tery plates and uniform satisfaction to the user.
Threaded Rubber Insulators do not warp,
crack, check, carbonise or puncture. They
put an end to loss of time, temper, battery
rental and money that are inevitable when
ordinary separators are used. Threaded
Rubber Insulators are found only in the
WiHard Threaded Rubber Battery.
So thoroughly has it been etUbliibed
through more than five years' experience
that the Willard Threaded Rubber Batter
gives more miles of uninterrupted service pet
dollar, that it has been selected at standard
equipment for 173 cars.
Bone dry the only battery that tm be
shipped and stocked without a drop c
moisture in it.
The manufacturers of the cars listed below have selected Threaded Rubber
Insulation for their cars because:
1. Rubber is by far the best insulating ma
terial known.
2. Threaded Rubber Irundatiao Is the most
satisfactory ftirm of porous rubber and
battery insula i tea must be porous to allow
free passage of the solution,
3. Experience has proved that Threaded
Rubber Insulation outlasts the bntterr
plates -and consequently means greater
vnhre and greater satisfaction to the owncss
of their can.
Acssoa Chevrolet Fulton
Acme Citroen
Alurns-Foi Clydesdale GMC
AU American Cole Garford
Allis-Chabnen Coiner Giant
Americun Colonial G title
American Comet Great Western
LaPrancs Commerce
American Commodore RCS
LaFronoa Coiubdatej Hafan
ol Canada Corliss Hatneld
Apex Cr.iwford Hawkeys
Annleder r.Minmgham riayoes
Atterbury Henney
Auburn Daniels Highway
Auarm Owrt Holmes
Avery Davis Holt
Day Elder Hupmobue
Bacon Denby Hnriburt
Bell Dependable
Belmont Diamond T Independent
Bessemer Dixie Flyer InHuina
Bethlehem Dodge
Bets Dorm Jordan
Bidrfle
BoUstrom Elrar K'narl
Buffalo Elgin Koehler
Canadian Bdacne F W D Lancia
Cannonball Fargo Lands
Capitol Fergus Lewis-Hell
Carrol1 Kerns Lcxangton
Cast Franlcin Luverae
MHC
Madison
Marraoa
Master
MrFartam
Meneca
PMnflBsSnM
Mercedes
Packard
Paige
Parker
Psrrett
Pat n son
Stewart V.F.
Studebakef
StutJ
Mercury
Merit
Meteor CPVjob)
Mets
Miner
Napoleon
Hash
Nelson
Nelson k
LeMnrm
Prugeot
Phianna
Pierce Arrow
Premier
R CSV Knight
Rainier
Renault
Es
Republic
BeVere
Riddle
Roliinsoa
Rock FaOf
Ysrrjnjtaa
Thunuit
Tilfia
Titas
Tiwrmomj
Tissssgt!
Trarkir
IsiaOtr
OMmatl
Uma
Vefit
Vun
Vulcan
Noma
Nut taws
(Canada)
Buyers
Ogrcn
On Hickory
CHdsmobue
Oneida
Southern
Standard
Standard8
Stanley
Stanwuod
Ward
Wart
Werner
Wester
Whim
Wins
Wilson
Winthsr
Wiotoo
Wulrertae
Degge & Burrell
Auto Electricians
238 North High Street,
OLESON'S
USED CAR
EXCHANGE
Where you can get a used, but not abused, car for a "little down" and terms 0
balance.
FIFTY CARS
Chevrolets
Buicks
Fords
Reos
To Choose From:
Oaklands
Scripps
Overlands
Clevelands
Studebakers
Maxwells
Chandlers
Elgin
If you want a GOOD ustvi mr in h.a .-l ei;t; rnme in and k
i vjwu i . i trv . i mill, ui LUUUi wv'ia --
our stock. We believe we have he largest assortment in Salem.
349 N. COMMERCIAL 666