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Wanted—Haulage Canvassers

4th July 1952, Page 51
4th July 1952
Page 51
Page 51, 4th July 1952 — Wanted—Haulage Canvassers
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Which of the following most accurately describes the problem?

E. II. B. Palmer, 0.1-1.E. WHEN full freedom is restored to vv road transport, there will be keen competition and a need for haulage canvassers—but they must know their way about. Some people forecast the opening of a dam, having fastened on to the words of the White Paper: "In order to allow road haulage to play its appropriate and expanding part in the transport system, provision will be made for greater latitude in the granting of new licences. . . ."

Perhaps they have ignored the writing between the lines or the last words of this context ". . . where need for a fuller or more convenient service is shown." These take the gilt off the gingerbread, but it is certain that competition will be open and fierce, and both road versus rail and road versus road will be in the arena.

Key Men Haulage canvassers, as key men in an awkward situation, will be in demand. Their task is difficult, but it pays the right types. Some of the salesmen's schools might well introduce a special course for haulage canvassers, in which case the first point to be stressed would be that rate-cutting is the least important of all factors. If road transport is to be emancipated, let it be kept out of the bargain basement.

Low Rates

However, the operator who can offer a low rate without loss of efficiency should be free to do so. There are some who try to obtain traffic at any price and this is not good practice, for it has been proved many times in the haulage industry that whatever is lost is lost for ever.

There is nothing prosaic in finding haulage business. Every opportunity

can be an adventure. There are no samples to carry. Visiting hours are short. Seldom will whoever matters be available before 10 a.m. or after 4 p.m., or between noon and 2 p.m. Exclude Saturdays and Friday afternoons and we have an 18-hour week into which all one's efforts must be put.

Business Tips About 20 years ago, I used to give unsolicited business tips in "The Commercial Motor." When a tip is offered on the Derby, it is natural to wonder why the tipster does not seek to benefit by his own wisdom. In my case, it was because I had done so to the point of becoming extremely well established. Whatever was wanted in the way of haulage, I knew where to find it.

It therefore did me no harm to pass some tips along. Never once did I deal in the bargain basement. There was no need to and there never is if the right kind of customer is offered the right kind of deal, as the following story shows.

A • cantasser calling upon a multiple grocer)/ concern was given the message: "Sorry. Nothi'ng

to-day." Unabashed, he scribbled: " What about Folkestone?" on the back of a card and sent it into the boss. The canvasser was called back halfway down the street and was asked: "Can you take a weekly load of unpacked groceries and provisions to Folkestone., and what is your rate? "—The deal was clinched and the account ran for a long time.

Study the Press

An assiduous study of the trade and national Press paid well. A bankrupt stock of many tons was once moved, and a floor-load of clocks travelled to Birmingham and back at an exceptional rate for an exceptional service. Small successes like this help to put one on top of the world.

As regards rates, the customer worth having is not looking for the cheapest, but he does hope for reliable service. A cut rate for a back load makes its repercussions quickly felt.

A canvasser will meet all types of men and only experience will teach him the correct approach to make. One dispatch manager could always be found in the bar. He would talk business, but had to be paid for it. Another would never accept a drink without returning it. Between these extremes, there will be found a host of good fellows and many good friends.

The Goal

What is the goal for an ambitious canvasser? There may be a seat at the high table where his experience will count, but he will probably not want it because it would divorce him from a fat commission account. personal connections and a wide circle of friends who speak the same language.

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Locations: Birmingham, Derby

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