The Middleman.
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" Hornor. " discusses, in the course of his fourth article, some qualities of the good and bad middleman. There is no question that manufacturers and purchasers alike require to be warned against the evils which can be wrought by unqualified persons, and we have at all times been ready to give publicity to both sides of this important question. For example, in our special issue of the 12th October, 1905, which was largely devoted to the elucidation of the great openings which exist for the right class of middleman, we specifically deprecated the worthless applicant for commission, who gives no-services in return, and who is the cause of estrerne irritation to everybody that comes in contact with him. We are hardly in agreement with " Hotnoc " that there are no remedies: claims for payment of introductory commissions, which, in our judgment, should never exceed a per cent., ought to fail if a greater period than three months elapses between the registering of the name of the possible buyer and the signing of the purchase contract, and this course has already proved its power to get rid of one of the most objectionable and difficult factors in a selling organisation. We are inclined to think that the principal manufacturers have long ago " shed " this type of harpy, and that they arc already covering the-ground by means of salaried representatives, or concluding agency arrangements with established garages. We might quote many parallels from other trades to show that there is a solid basis for the recognition of the local agent, as, no matter how confident a maker may be in respect of the continued good running qualities of his chassis, it goes a great deal farther with an isolated purchaser to know that he has somebody in his immediate district upon whom he can fall back in case of incidental trouble.