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EXPERT TELLS OE SOTO SELLING PROBLEMS By Carl Bernhardt. Advertising Manager Cole Motor Car • Company.) Are you buying a car? Are you selling a car? Are you manufacturing a car? Have you ever ridden in a car? so, y°u are wondering about the ire of the automobile industry. llie time has passed when mo ears are simply ordered. Today i s must be sold, not bought. Hun reds of different sorts of cars are man o'tured. Os the cars on the market — , ist of them are good. There is a :iaht for supremacy going on—and re are a lot of bystanders who are -itting like sparrow’s on the fence, .itching the show. As an indication that the six-cylin der brained fellows in the automobile ndustry are not asleep, a remarkable itherlng has Just been held in In danapolis to discuss this very thing. Indianapolis the city, as a gasoline , no r. became tremendously interest ,,,1 —for Indianapolis is one of the two g; sollne centers of the world—and the ry life blood of the town depends on the solution of this problem. The big automobile fellows called it ,i sales convention of automobile deal ers. "Joe" Cole acted as qjialrman — • ole. of the Cole motor. Pelletier was own from Detroit. Elbert—yes—Fra IJbertus —was there, too —Elbert Hub bard, of the long hair and long brain. There was a. representative from Sys ni and from Opportunity, a man from the New York Chamber of Commerce — yes, and Wilbur D. Nesbit, who gets hundreds a week writing copy for the Mahln Advertising Company’ when he isn’t girl o’ my dreaming. And why did they all come? “How To Sell Automobiles.” To decide the future of the auto mobile industry. They came to decide whether we shall ride—you and me—or whether we shall walk, for they’ came to decide the future way’ of selling automobiles. It was “Joe” Cole \vho sprang this idea originally—that automobiles have been ordered, delivered but not sold, as he said: “It’s the man who makes money fom rhe dealer, who saves money for the man who buys his car. who will make the most money, who will win the race. “A dealer who actually sells his prod uct does the man to whom he sells a favor,” was the text of the convention, The Seaton Wheel Company Manufacturers of THE WONDERFUL SEATON SPRING WHEEL are organizing a selling company for the State of Georgia. ♦ ffißy ■ ! * y ¥ ■■i^w*^ry < wEßOsL X jffl 3wgk\i. '?• '■' '^Sc^RhH^wjwfi^y^B* Jny ' MTffi&lLg., wrQ wt f TP-JISWiV ■t'f SfJ jr jr|W H/f wQj"’ wl m a, f R ; 1 Wl*J : ' J -,3|iWffiffil e«>_X ®Bhk g J i 1 W '’tOw/if ■ '& / 7 I '•' aWl • ' : ' wly^w/^yll 'w,! wfew' .; > - Interested and responsibile parties who have ability can obtain details of organization from FACTORY REPRESENTATIVE, at Room 818 Piedmont Hotel. Wheel on Exhibition at Auto Show. Demonstrated with car upon Atlanta Streets. Ad Men Will Take Over Auto Show for Big Charity Night Society night has come and gone, with the record of a brilliant success. Today’ the scenes are shifted at the automobile show and it is Ad Men’s day and “Charity day.” • The Ad Men’s club of Atlanta has pledged itself this year to raise a con siderable sum of money to be used by the Associated Charities for general charity work in the city. As one of the ways of raising money they’ have in augurated this Ad Men’s day at the automobile show. One-half of the money taken In at the box office to night will be given to the Associated Charities. In order to stir up enthusiasm for the Charity night the Ad Men will parade the city and will whoop things up. So many tickets have been sold for this event that it should be a howling suc cess and should bring the attendance tonight above what it has been any night this season. Tomorrow night will be Suffragette night, and Miss Elizabeth Freeman, the English speaker, will address the crowds from the Johnson-Gewinner space. This will be an excellent chance to hear this famous speaker and one which all those interested in the cause with Cole presiding to pound it in with his dominant personality. “If you show a man how wonder ful his tires are. how wonderful his gears and transmission, he will not swear when he has trouble—he will not have trouble. The future of the au tomible industry’ is therefore the dealer. "And the manufacturer who gets these fellows to market his product will win the race—for such men will not sell an inferior product.” The proceedings of this convention have been edited, and they arc on the press and will be sent out to any dealer who wants to know what the big fel lows in the automobile business think about him. Will Publish "Whole Outfit.” One of the Indianapolis men who took care of the actual details of the sales convention in Indianapolis is in At? lanta today. When asked about the handbook for dealers, he said: “I have just edited the whole out fit Pelletier, Elbert Hubbard, Wilbur D. Nesbit. John Lee Alahin, J. J. Cole, H. O. Smith, Zimmerman of System and Opportunity, J. G. Jones of the Alexander Hamilton institute and New York Chamber of Commerce. It’s good stuff. Any man who is interested in selling, buying or manufacturing any thing—particularly motor cars- will enjoy it and make money’ with it. Any one can have one by’ writing to J. J. Cole, chairman of the General Sales Association of Automobiles, In dianapolis." THE ATLANTA GEORGIAN AND NEWS. THURSDAY, NOVEMBER 21, 1912. •••••••••••••••••••••••••• : HERE IS CENSUS OF • : MOTOR CARS TO BE J : SEEN AT THE SHOW J • « • Total number of cars shown . 104 • • Roadsters 12 • • Touring cars ... 53 • • Limousines 5 • • Gasoline coupei 3 • • Electrics 10 • • Trucks 8 • • Light delivery wagons 3 • • Chassis ... 7 • • High wheel vehicles 2 • • » of woman’s suffrage will avail them selves of. Saturday’ night will be closing night, but a special inducement of* some sort will be offered for that occasion. Sat urday Is always “Sales day” at the show and a number of deals that have been hanging fire will be closed up that day. \ The sales thus far have been entirely satisfactory. The local branches have gotten in touch with hundreds of theit dealers in this territory and the local sales forces have done big business. WALTER E. FLANDERS EXPLAINS PLANS OF U. S. MOTOR COMPANY As there seems to be a general misun derstanding and considerable misappre hension among dealers handling the va rious lines—Stoddard, Maxwell, Flanders, etc. —as to just what will happen when Waited E. Flanders takes hold of the reins of the reorganized United States, Mr. Flanders has made the following state ment: "While I am not yet ready, and It would be premature, to announce the new sales policy’ in detail, I will say that the general policy will be to leave matters just as they are so far as dealers are concerned. That is to say’, those dealers who have been handling Maxwell or Stoddard cars, will continue to enjoy those agencies un disturbed. And dealers who are handling the Flanders Sixes will also continue to handle that line undisturbed. The sales, like themanufacturing policy, will ne one of expansion, not of contraction. “I have never seen any great success achieved by cutting down. The way to make profits is to increase output. And, that being our plan, it goes without say ing that we will need every good, every competent man the old organization, whether in the field or in the factories. "It seems to me logical that men who have been trained to sell Maxwell or Stoddard cars in the field, who are Imbued with loyalty and enthusiasm for that product, are the ones to continue to rep resent those lines. And that will be the policy. “And while the general administration offices will be moved to Detroit, our New York office will continue to be an im portant one." MOTOR SHOW HAPPENINGS R. H. Williams, sales manager of the F. B. Stearns Company, is in Atlanta for a couple of days. * « • According to the Southern states field manager of the Premier Motor Manufac turing Company, j. e. Levi, the Premier Company- during the month of October manufactured more cars than they ever produced in any one month in their his tory. In October the company shipped more cars than it had ever shipped in any one month in the history of the company. The total sales for October were much reater than in any other month, and November thus far is equally promis ing. In October and November, 1911, the Premier Company did an excellent busi ness, yet the same period of this year shows that more than twice the business done last October and November has al ready- been done. ♦ » « I his is the night c> the badger fight given by the Johnson-Gewinner Company for a number of invited guests. Six fighting bulldogs have been secured meet the badger. This beast, shipped here from Mexico, has been in a num ber of fights and has on at least one oc casion bested five Mexican dogs. This is the first time he has ever been sent against six. He will undoubtedly do some vigorous scrapping. N. M. Rogers, of Birmingham, drove to Atlanta in his Pope-Hartford to see the show. • • ♦ B. B. Morris, circulation representative of The Automobile and Motor Age. at the .show, says that this is the first exhibit pc has ever attended where nobody has asked him what time the races begin. •’When they ask.” says Mr. Morris. *‘l always tell them that they start at 10:30. as soon as the floor is cleared off. but T always advise them not to wait.” He states also that this is the only show on record where coat hangers and cigar lighters were not given away at some exhibit. He says the popular coat hanger is a nail and the popular cigar lighter is a match. * * * The Premier ocean-to-ocean prairie schooner will travel South after the show, visiting Macon, Jacksonville and many points in Florida. » a • The Studebaker Six. the first ever shown in the South, reached the Atlanta show Tuesday night', after a wonderful run from Detroit. This car was sent down by’ road instead of by train in order to demonstrate its roadability. Factory officials traveled with the car and for the first time saw it put to as gruelling a test as a car is likely to experience. The car came through from Detroit in less than five running days, with everything ship-shape and in perfect condition. The engine worked like a dock from start to finish. This new Studebaker Six is a sensa tional offering at the price and is destined to be immensely’ -popular In the South, where, “six " strength is needed to nego tiate bail roads and where the flexibility is highly valued. • t The Seaton wheel continues to be one of the points of interest of the show. The demonstrating ear has been in con stant service and equipped with the Sea ton wheel and solid tires it rides as smoothly as any’ pneumatic tired car. Progress is being made in organizing a Georgia sales company which will mar ket the device in this state. ... Praise for the Fifth Regiment band continues to be heard as thg show pro gresses. It has proved Itself to be a fine organization of real musicians. Its music Is up-to-date and tuneful and it is all well performed. So well has this band satisfied everybody that it is doubtful if ever in the future anybody who desires a top notch band in Atlanta will go out side the city to get one. • • • The Atalanta Spring Wheel. Invented by’ Frederic W. Brown, continues to at tract attention. The theory of the device is excellent and it has proved itself in re peated trials. The fact hat it does away entirely with the expensive and trouble some pneumatic tires makes it a hit with believers in motor economy. • TWO WEEKS FOR BOSTON. March 8 to 26 is the time set tor Bos ton’s 1913 mater car show. The pleasure vehicle will hold sway during the first week of this time, while the last week will be given up to the motor business wagons. KMO * \ V .~ v \* \.2. . \ It \®L - -~- . ///<ir-iTW ?.’W4F •?S SP W^ -r~r-r~ — \s'"'■ ''' ' i»- *'■• ' il '''’ ''j fMBiWMMWWBMWwBB w |X*sdi ; v» ps*. ; iwFN! i !IK |® ®~SsBHl — ® Th® tread that makes 81 the brake effective Wo A ' n situations like this, your safety depends ' InMfeSx I Sik upon the co-operation between your brakes I I tIWIW ■ th® treads of your tires. »i N° matter how good your brakes are you don’t stop if the I IWKW treads of your tires don't respond by gripping the road. “All ’ I i*-r IRW I e ‘brakes’are with you” when your car is equipped with SR Goodrich ™»Tires " Bess in the Short Stop" The Safety Tread takes orders from the brakes This new Safety Tread tire solves the skid 7«*J ~ /' ; T^ tS ® n d brings the car up standing, by removing the cause. It is a Goodrich J l6 ’’ rs * “ ar ?° touch the street pushes Tire thru and thru. It has Goodrich Quality, the ooze out of the way, and keeps it away Goodrich Unit Construction and Goodrich ? / fjf / while the other bars get a good grip on the Tough Tread—only more of it. It delivers X* .*• - clean spot under the tire. mileage in Goodrich heaping measure. 100 branches and service stations and innumerable dealers everywhere can now supply you with this new Safety Tread, in any size and to fit any rim. The B. F. Goodrich Company, Akron, O. Largest in the Word Atlanta Branch 25-Houston St. GAS ON LITTLE FARM MAKES FARMER RICH ST. CI.AIRSVILLE, OHIO. Nov. 21. John Rotl.geb was making $2.68 a day as a miner until gas was discovered on his seventeen-acre farm. Now his income is SIOO a (lay. ugnnj f/ ' IL /fff - / iBV /«/ Pope-Hartford Model 31, Itl 4-Cylinder Limousine, 40- 18l Igl horse power, long stroke Igl motor, Gray & Davis electric /*/ starter, electric dynamo light- Igl ing. Completely equipped. 181 /// *3,250 111 JK L°" “ S“ v, “ CRANE )JL 1 30 and 32 James Street / • The gas fixtures lighting the main Audi torium and Courtland street were designed and manufactured by General Gas Light Com pany for the National Commercial Gas Asso ciation Show, and are used for Automobile Show. ANOTHER “WOODROW WILSON.” MONTGOMERY. ALA., Nov. 21. Woodrow Wilson Bailey, a two-day-old baby boy, has the distinction of being the first child in Montgomery’ to be named for the president-elect. He is the son of Mr. and Mrs. M. J. Bailey. CHILD-BORN WITH FULL GROWYI OF GRAY HAIR WHITESBURG, KY., Nov. 21.—Pins Creek farming community is agog over the birth of a baby boy with a full ■ growth of gray hair. Mrs. John H. Craft, wife of a farmer, is the mother.