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Overseas Increases. The Daily Report. Friction Drives.
By "The Extractor."
"We are greatly pleased with the increase in our business across the seas,' said, a prominent vehicle maker to me the other day, and this is typical of opinions constantly ex pressed to me. It is particularly interesting to hear at this period, because our staff is once more in the throes of preparing the Overseas Annual, which, I may be forgiven for pointing out,, is a separate number for export apart from our regular weekly issue. For greater convenience, this bulky tome is divided into sections with a thumb index, so that one can turn up readily the precise pages required, be it matter appertaining to goods transport., passenger transport, fireengines, agricultural tractors, tires nnd wheels, component parts, or iower plant. The Overseas Edition has naturally become the universal reference book abroad for those interested in the commercial-vehicle movement, It is not purchasable or circulated in Britain, but a voucher cony is sent to all those (li scrim Mating individual; whose business announcements appear therein. Our Business department will therefore be busily occupied during the ensuing month in allocating the available positions. At election times voters are entreated to "poll early." I venture to insinuate a similar request.
Li Om midst of a. general talk with the principal of a great concern doing business with the motor trade, the conversation turned on to outside representatives, and he told me that,a gentleman, recently added to their outside staff, strenuously objected to the system of " daily repotts," urging what be thought. were excellent reasons why they were arbitrary and unnecessary. At last the principal had to put his great. foot down squarely and firmly. The representative urged, as many others do, that when in provincial towns one does not finish with one's customers until quite, a late hour, sometimes at bedtime, which is, of course, perfectly right, but customers always understand that there is " writing " to he done and there is always an odd half-hour between four and eight when the most occupied representative can jot down either with pencil or ink in hotel or in railway train a record of his day's work, the orders obtained, the special prices quoted, concessions given and deviations from standard faithfully chronicled. All these details are so necessary for, reference afterwards in a well-conducted business. On the other hand, principals will be careful in appraising aman's work not to pick out a single day's report, but to take them collectively, because in the case of a representative who travels from town to town he may have to make one report before half his day's work is over. The next day's result may represent a day and a half's work, but of this I am convinced, after years of much careful observation, that the system of daily reports is the true one, whether the representative or branch manager is earning £.250 a year or four times that sum.
Friction-drive has been diligently persevered with in the case of the Forest van made at Liverpool, and, as we long ago predicted, it has developed into a complete success:-'I was in Liverpool last week and had a short demonstration amongst the traffic, being much impressed with its power and flexibility. Within a few days we expect to have the opportunity of trying this gearless van in service and hope to report the matter in some detail.
An idea will be gleaned of the great business possible amongst the light trades, when I say that Messrs. F. B. Goodehild and Co., Ltd., sold last week 16 Auto-carriers. Although Goodchilds are steadily engaged with new fourwheel models, of which much will be heard shortly, the sales of the nimble three-wheeler are going well and seem likely to keep up in the future.