Where to Draw the Line.
Page 4
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By Henry Sturmey.
The commercial motor vehicle in its many forms covers a very wide sphere of usefulness, and it is difficult to say, with -certainty, just where its profitable use begins and ends. So far as the larger types are concerned—the vehicles for heavy loads and tractors—the limit is more easily defined than it is in the case of the types at the other end of the scale. With these larger vehicles, the limits are set, at least so it appears to me, by two factors, and two factors only, and these are : first, the ability of the manufacturers to produce mechanically-propelled outfits to deal with the loads required ; and, secondly, the limitations set by law. The latter result in a much clearer and more definite line of demarcation than the former, for the manufacturer, if unrestricted by legal enactments, is always increasing his ability to produce vehicles -capable of dealing with increasingly larger loads ; and, as it is—all other things being equal—to the benefit of the user for each traction unit to do as large an amount of work as possible, where the trade justifies it, the call will ever be, at this end of the scale, for vehicles to deal with the largest loads which the Law will allow, Lighter Vehicles t
At the other end of the line, the matter is not by any means so clear, but I consider that the possibilities of profitable usage are more far-reaching than many people think. The limitations here are not affected by any legal enactments, but rather by the ability of the manufacturer to pro-. duce an efficient and reliable vehicle at a sufficiently low price, and by the individual circumstances surrounding the trade of the user, and I think a great deal of misconception exists concerning the matter. In the first place, the ability of the manufacturer to produce vehicles small enough has been amply demonstrated although, as with the enormous demand said to exist for the small, cheap, pleasure car, but which doesn't materialise, he is not yet able to come quite down to the ideas of many possible users as regards price. Still, when we get below the " two-tormer," we have a very wide range of selection, in vehicles constructed to carry 30, 25, 20, 15, TO, 8, 5 and 2 cwt., the last-named taking the form of a tri-ear, with parcel box in place of front seat, so that it will be seen that the manufacturer has, so far, done itis share in the matter. Unfortunately for him, however, his efforts have not, as yet, by any means fully met with the .support they deserve, as the trading community, whose business is suited for these lighter loads, has been very slow to avail itself of the facilities offered. At first sight, it would appear that, seeing that the number of traders whose loads run to moderate figures is so very much greater than that of those whose business runs to larger quantities, the demand for the smaller types would be large and vigorous. But it is not so, for, whilst a few of each of the smaller sizes are sold, up to now there does not appear to be any really substantial call for anything much under 30 cwt., and so much so that one firm, which last year put a vehicle of this capacity on the market, has now withdrawn it, and will in future make nothing under 40 cwt., whilst another firm, hitherto specialis_ ing upon 5-cwt., ro-cwt. and 15-cwt. vehicles, is dropping altogether its smallest model, and bringing out one capable of dealing with 30-cwt. loads, for the simple reason that any healthy demand runs solely on the larger sizes, and is much stronger for a vehicle larger than it has on its list.
The Narrow View.
No doubt, as time goes on, and tradesmen find out more of the subject and get more faith in the reliability and value of motor vehicles, this will amend itself, and demand for the smaller types of delivery wagon will fill up down the scale ; but it will take some time and much hard work to effect the change, for the British tradesman is a most conservative individual, and very slow to move when it comes to any change in the customs and conduct of his business. As T wrote in a previous article in this journal, the larger tradesmen and the wholesalers appreciate the Value'of machinery in business, but the average retailer and small wholesaler is slow to perceive its advantages, and, for the most part, even where he is favourably disposed towards the idea, he is Waiting for some one else to " try the experiment." For one thing, all appear to look only to existing conditions and fail utterly to perceive that the use of a motor vehicle may, and very probably will, alter those conditions. Times and again, when discussing this matter with tradesmen, have I been met with the rejoinder " What would be the use of a molorvan to me? I haven't got work enough for it. If I had five or six horse-vans, like So-and-so, I might consider it, but I haven't work enough for more than one horse-van now, and it wouldn't pay." They look at it only from this point of view, and entirely fail to see that, with ordinary business enterprise behind it, a motor vehicle would not only do the work of their one van, but would so increase their business as to keep itself fully employed.
A Successful Departure.
In proof of this—on the principle that " an ounce of practice is worth a ton of theory "—I adduce the following Five months ago, the Excelsior Stores, Ltd., of Weymouth, started a small van. It was quite an experiment with them, as no other tradesman in the town was using one, and, moreover, up to that time, they did not employ even one horse-van. All their town deliveries were made by hand, and what out-of-town orders were received were sent by carrier. Therefore, on the line of argument almost universally adopted, that, unless one employed at least two horse-vans, a motor wouldn't pay, it should have proved a white elephant to them. Well, what has been the result? I was in Weymouth last week, and was talking to the manager, and his report ran on these lines. " We are," he said, " entirely satisfied with the result of our experiment. When we began with the van, we had two customers outside the town, whom we supplied by carrier. N OW we have worked up two nice rounds of out-town business, which is steadily increasing, and we are doing a good additional trade, wholly attributable to the use of the motorvan. And what a wonderful help it is in a rush ! Why, before Christmas, it was invaluable. Our roan was out two days taking orders only, and the two days before Christmas he delivered full loads to these customers, and dealt with a tremendous lot of work in town as well. He was working till 10.30 at night, and horses couldn't have done the work. Yes, we are perfectly satisfied and couldn't be without our van now." No better illustration could be given of the truth of the adage that "the proof of the pudding is in the eating thereof and not in the chewing of the string," so far as its application to motor vehicles is concerned, and this experience amply proves that the motor vehicle has a practical and useful sphere of influence considerably beyond the generallyaccepted idea that it is no use thinking of a motor vehicle unless one has already work for at least two horsed outfits. As to just where the practicability of the motor as an aid to business ends, it is difficult to say, but I think the line may be drawn at those conditions of business which call for house-to-house delivery in a confined area alone, with no possibility of extended trade and no outside area to extend in. Few tradesmen can honestly say that there are no chances of adding to their connections, and there are many, who might give a trial to the small van, who should have the same experience as the Weymouth stores.