Out and Home. —By " The Extractor."
Page 14
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The difficulty of the agents' question in connection with the sale of commercial motors was dealt with very tactfully by Mr. Arthur Spurrier, of Leyland Motors Ltd., at the Agents' Section dinner last week. I had a talk with him. the night before, Meeting him up at Olympia, and that was before he had framed in his mind the precise line he should take. It would be easy, of course, for a speaker like Spurrier to talk interestingly all round a subject and leave his hearers exactly where they were before. We have brilliant examples of this forensic skill daily both in the House of Commons and out, but that is not Spurrier's. way.
Up to very recently, the agents, speaking generally, have done exactly nothing in the shape of spade work. They have religiously kept aloof. Now, after manufacturers and their direct representatives have canvassed likely users from John o' Groats to Land's End at an enormous outlay, but with satisfactory results, the agents want to step in and demand their percentage. Mr. Spurrier did not hesitate to tell them precisely where they stood. All the same he did not leave them without hope. It is for them to show their interest.
I am acquainted with many agents in this country, and I know of large numbers abroad who have done most excellent work in the commercial-vehicle-industry. They are now representing the most prominent English firms and are reaping a good harvest. I have urged on this page before that there is an excellent chance for agents in the large centres to make a start with the parcelcar. Retail tradesmen do but require convincing. A demonstration vehiele will not be an extravagant outlay, and the manufacturers of these vehicles are looking out for agents who are willing to tackle pioneer work and, be it noted, it is not missionary work as it was in the early days. I repeat that makers are desirous, to appoint. agents, and we will gladly introduce agents, if suitable inquiries be addressed to this office.
So also with the larger vehicles, it is up to the agents in towns, where makers' depots are not established, to apply for agencies, but they must be prepared to put a stake in it. They must guarantee to take a certain number of
e hides. even if the number be small Manufacturers will then feel that. there are real agents at work for them, net middlemen holding out hands for commission for work which has been done by others. Mr. J. Stafford and the other officials of the Agents' Section and M.T.A. are doing excellent. work. I have had many talks with the resourceful Stafford on this subject. He is fully aware, tali-nigh he " denies the soft im
peachment," that agents are only just waking up to the possibilities of the heavy side, now that " the goose is ready to he plucked " as someone said. It is for Stafford to attach the foregoing propositions to his agenda, when stump speechrug to his merry men up and down the country. His earnestness and his eloquence will go a long way.
Mr. J. H. Adams seems to me to be making a, sheep track of the railroad between London, Birmingham and Manchester. I never meet him, but he explains that he left 3,Ianchestee that morning at some unearthly hour, or else he is going. It all means, I suppose, that he has constantly to get down to the Belsize factory to see to his deliveries of vans, lorries, etc. He takes a human's holiday as far as I can see on Sundays by " Belsieing " gaily down to i3iighton and haek. Anyhow he very adequately filled the chair, supported by his directors, at the dinner to their agents at the Cafe Monied) on Wednesday of last week. I •think he exhausted every ruse—and he knows a few, to get out of making a speech, but eventually was cornered and really did quite well. This Manchester concern is fortunate in having " the goods" as the Americans put it, and in addition a band of enthusiastic loyal
workers.
Overlapping, in the matter of automobile dinners, was unavoidable last week. I would not deny myself going in towards the end of the speeches to the Areol-Johnston function at the Trocadero. This was unique in one way, being a presentation given by the agents to that particularly popular person Mr. T. Cl. Pullinger. J. Graham Reece of Liverpool was in the chair, on behalf of the Arrol-Johnston agents, handing over with suitable remarks a fine silver tea service and a silver tray. on which were skilfully engraved the signatures of the combined donors, and there was Pullinger who fairly rose to the occasion on his acknowledge —cuts. Quite a remarkable gathering this, reflecting the true esteem and affection in which T.C.P. is held.