AGENTS' AGITATION AFTER THE SHOW.
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COMING BACK from the Olympia Shaw, agents, who there took the opportunity to fix up their arrangements for handling cemmercial motor vehicles, were not in a very pleased frame of mind, and there is such a general feeling of displeasure that it is well it should find relief through the safety valve of The Commercial Motor.
Let us first appreciate the point of view of the Lancashire agent as distinct from the agent in London. The conditions of life, of industry, and of outlook are so entirely different that much misunderstanding often results from want of knowledge. In the south, business is frequently conducted quickly, and -with a decisiveness that not often happens in the Manchester area. The Lancashire man, setting out to purchase a motor lorry or a delivery van, has to be convinced not only of the wisdom of his action, but as to the real business bargain he is acquiring. He will compare the records of several vehicles.; he will call on the people -who -already have some vehicles in service, and he will get down to the fundamentals .before he decides.
The agent has to find customers, and then he has to educate them to the merits of his particular claim. ALI the while his expenses are going on and the process of conversion may take a long time, and be a dear one too.; for the buyer has to be self-assured that he is getting fall value for money.
And then, when all the trial runs have been given and the confidence c28 obtained, the agent can only promise delivery in due course, provided a deposit is paid. Thus is business fallen.
I have conversed with a wellknown Manchester firm, already agents for a standard type, who wanted to add another model to their list to complete their range ; they called on several principals at the Show on the first day. They were told to call again on the Wednesday for final adjustment, and then held off till the end of the Show, only to be told that they could have a 'small allotment of vehicles on payment of a deposit equal to a third of the value of each lorry booked but not promised.
"The truth is," suggested one of these partners, "the commercial motor agent is practically financing the maker—and in addition to his ordinary establishment charges, the agent is expected to hold together a string of waiting customers, till the maker can supply.
"From his prospective customer he takes a deposit of, say, £25 ;he adds another £275, and hands
to the manufacturer as a deposit on a lorry that may come 'some time, ever, never '—a state of uncertainty that is disastrous. For the agent deals with business firms in the, same town ; they meet him daily, and when, as sometimes happens, they get an opportunity of acquiring another lorry to suit their purpose they want the deposit back again. If has to be given ; but the agent can claim no such rej turn from the maker without fear of disturbing business relations."
Such is the view of many agents who would welcome a freer trade than now prevails. Makers should recognize the important part that agents play in educating the trades_ men and business houses to the value of commercial motors. And they are it is contended, taking advantage of the freightage and duty on imported vehicles to make gain which really arises from the heavy demand and the comparatively light supply.
Hence the plea that the agent should have -more consideration ; that he should not be expected to contribute SO largely to the financing of the business of the principals, and that a time-table of probable dates of delivery of vehicles should be devised.
Altogether the motor agents in Cottonopolis did not seem to come back from Olympia, in: the most pleasant frame of mind—and some are looking forward to the holding of a Manchester Shew—the Alex andra Park Aerodrome is suggested as a. better venue than some of recent years.
Doubtle RS the manufacturers have their problems—raw materials, labour, etc. ; but the commercial motor agent will have to be encouraged. He stands at considerable expense ; he is developing repair works and overhauling departments that will help to maintain the running a,nd, the reputation of the vehicles he handles; hence the case that his position should be considered and his views regarded with all sympathy that reliable business warrants. MANCT_TNIAZ.T.