SHALL THERE BE AGENTS? A LIVERPOOL AGENT'S VIEWS.
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After reading your reference to " Shall there be Agenter in THE COMMERCIAL MOTOR of the 14th November, I cannot help but think that the opinions there expressed are extremely fair, considering it, as you have done, from the point of view of the buyer, and also with all due regard to the unpreparedness. in many instances, of the motor agent to take OD this commercial-vehicle side of the business.
As to whether there shall or shall not be agents, one thing is certain: the selling side is going to cost something. If it is done through an agent, then the agent must have something to recompense him for the purchase of a trials wagon and the organization which he places at the disposal of the manufacturer, as well as of the buyer. But, if the agent does not do it, the expense will still be there, the only difference being that the manufacturer will have to bear it, and, whichever does the selling, the coat has to be added to the chassis by the manufacturer. It is as well to remember that the appointment of agents frequently means a decrease in the cost of selling, rather than an increase.
As a commercial-motor agent, might I point out what my firm do in return for a small commission from the manufacturer I We have a large garage in the centre of the city, the position being such that, whilst it means a big expense for rent, the advantage to my clients is con-sioierable, seeing that there is practically no dead mileage, as we are situated very close to their business premises. We-keep various-sized motorva,ns, so that we are able to give a demonstration run and show what the vehicles will do under full load, and under the conditions demanded by the particular trade and in the particular district where we are demonstrating. Now, if a maker had to send down a, vehicle every time to give such trials, the selling side of the business would be considerably increased, and the vehicle would cost the buyer more than it does under the present conditions. For the convenience of our clients, we keep a large variety of spare parts in case of accident, so that their vans are kept off the road for a minimum period. And it is always as well to remember, while a car is lying up. standing charges still run on—interest on money, depreciation, insurance, wages, rent, etc. Our garage is kept open day and night, so that, in times of exceptionally-long hours, we do not specify any particular time when vans or wagons may return to our garage. We keep mechanics working there all day and all night, and there is always a van at the disposal of the staff, so that, in case of accident, a man may take out spare parts, or in other ways render assistance with the least possible delay. We have several washers and polishers on all night, so that all vehicles entrusted to us are turned out clean next morning. Naturally, our electric-light bill for the all-night work totals tip, and altogether our working expenses are fairly high, but this is all incurred for the benefit of business men who appreciate that it is important to keep their vehicles on the road for a maximum number of days per year.
When we give delivery of a new van and some small thing goes wrong, we do not keep our client waiting several days while we write to the maker. We do the
work promptly, and then cuttituunicate with the maker; the latter, knowing us, is usually willing to accept our decision in this matter and " foot " the bill. In some cases where he has not done so, but where we have been convinced that our customer was not to blame, then we have stood the expense. Briefly : we "father" any vehicle we supply ; we look after our clients' interests in every way ; we look after the interests of the manufacturer by smoothing away little difficulties which may not be serious, but which may cause friction between the manufacturer and the user ; also we can give all sorts of interesting data regarding the costs of running, etc., from our own experience, and no one understands the local requirements like the local man.
Regarding Mr. Spurrier's remarks on pioneer work, my firm have borne expenses in pioneer work. We purchased one of the earliest vertical-engined Albions made, also one of the early-model "J. and B" vans, and for many years we had the doubtful pleasure of losing a, considerable amount of money by our socalled enterprise.
The pioneer work which was done by the manufacturer, whilst being magnificent in its way, was very often to a certain extent paid for by the purchaser, who had put on the road for him a vehicle which continually went wrong, and in many cases had ultimately to be consigned to the scrap-heap. With the manufacturer, his early training was an investment which is now bearing fruit, but the pioneer agent was nearer the position of the early buyer, as he ran a vehicle which was far from being a perfected article, and orders were worse than few, sometimes not a single order coming along in twelve months.
The work done by firms such as ourselves in pushing commercial vehicles has been such that I claim manufacturers are now benefiting by it. The terms offered to the motor agent by the manufacturer of commercial motors are frequently so small that they do not even cover working expenses, and a very serious evil at the moment is that the manufacturer is quoting private users quite as big a discount as he quotes the agent. I have numerous proofs of this. Incidentally, I may say that I quite agree that in cases of large users, such as railway companies. special arrangements would have to be made between the manufacturer and the agent.
In my opinion, also, an entirely-separate garage is necessary for the running of the commercial motor, that is if it is going to be run properly, and for that reason my firm have a separate organization entirely apart from the pleasure side.
The great point I wish to make is, somebody has to pay for the selling side, and I claim that the mosteconomical method of selling is by the adoption of good agents—firms who are out to do something for their customers, and I further claim that, if the agent seriously lays himself out in the manner I have indicated, he is deserving of his commission and cannot give any of it away, if he is to make a profit at all. I have mentioned my own firm as an instance, because there I am sure of my facts, but no doubt there are plenty of other agents who have acted similarly. J. GRAHAM REECE (J. Blake and Co.). 122-136, Dale Street, Liverpool.