Show AUTO DEALERS HEAR DEAR TRADE OF-TRADE PROSPECTS Tom Botterill of or Denver recently gave a talk before tho the automobile di division dl- dl vision on operation Co Between M Manufacturer Manufacturer Man Man- n- n Distributor and 1 eater Mr n Botterill is 18 a 0 recognized factor In th the industry being one of or th the largest distributor distributors dis dis- in the United States Certain conditions are arc discussed by Mr Bot Bot- which exist in Indiana today and will exist in fn future for the dealer or or distributor Tho production of cars is rapidly increasing and th the dealer mu must t be bo ready dy to take t. them Tho address address address ad ad- dress appears in full Tho m most t useful operation co that the automobile distributor can give tho the dealer in the coming months will willbe willbe willi be such operation co-operation ns as will help him keep his business 8 In sound Bound condition I financially It is hard for tor any man in any branch of or tho the automobile Industry to I keep his vision clear and his boat steady at all times In the tho com coming In months this Is going to bo be particularly difficult for tor the dealer Just now business Is good bood with him I l 11 lIs Is almost too good because It Jt may have tho the unfortunate effect of swinging him off his feet teet a little and I tempting him Into less carefully watchful methods and unwise contracts contracts con con- tracts and obligations Demand Will Mil Shirt Shift Shirts ft As s winter comes come's on this th's condition of pressure high pressure ure demand In the s selling branch of or our Industry will wilt undoubtedly undoubtedly undoubtedly edly change somewhat Tho The demand domand for cars will not bo ho so strong But the factories ma may then be bo getting Into their best stride with plenty of or ma ma- and plenty of ot labor and the they will want an outlet foe foi hea heavy pro pro- pro pro-I The result of ot of this will be bo pre pressure suro I upon the dealer to accept cars I And then n will como the test teat of ot tho the dealers dealer's ability as a business man And the test of the Intelligence of or orthe the operation co-operation that his distributor has been giving him If It his distributor has only been shouting to him of ot the glories of ot the Imme immediate present tho the dealer ma may not have 0 looked ahead to this winter time problem or at least not have foreseen sufficiently clearly what It would be He ma may ha have 0 undertaken taken property yc- yc that tic up his whole summer summer summer sum sum- mer profits he be may have permitted his overhead o to set get Into such a condition condi condl- I condl-I tion that Chat Ial it is hard to reduce It and he may may have havo made somo some trades that turned out very badly If U he has been doing these things thins s through the summer he ho m may have havo had hada a very bus busy sea season on without really putting putting putting put put- ting himself In good condition finan man dally And If U so when tho the winter test that I have referred to comes he is apt not to be prepared to meet ItHe It itHe He Is apt t t. t throw up his hands and say saw that I lT cannot take In the I winter any such number of cars as his i distributor Is suggesting and if it th the I matter matter- Is pressed at all he Is er very apt to defend himself with tho the counter- counter complaint that ho was not noL furnished Car cars enough in the summer when ho o could sell ell them I 1 Now the result of all this Is apt to be a somewhat stubborn and resentful resent resent- ful fui ul attitude upon the part of or the dealer a perplexed and very uncomfortable uncomfortable situation for tho the distributor and serious demoralization of conditions conditions conditions condi condi- at the tho factor factory Each of tho the three Is apt to bo be at least a a. little displeased with the other two Harmony In Is And that ls Is exactly tho the tho condition which never novel should hould be There Thera o ought to be harmony between the three al always al- al ways ways not not ays not simply surface harmony but real harmony of or thought and harmony harmony har har- mony lOony of or action operation Co In its true sense But to begin to operate co when tho the winter enter problem is right at the tho door is to begin too late Tho timo to begin preparing for tor January is Juno June at al at least In most states The distributor instead d of discussing discuss discuss- ing only tho transient and more or less unimportant matters of or the current day should bo be conferring soberly with his dealers concerning tho t future tue By soberly I do not at l all l mean pessimistically or I am an aman an nn optimist most of the time limo and oro so than now I look upon lh the future with the tho most unreserved con con- I The thing I am pleading for Is not a I s policy polley of crepe hanging but simply sane sano forethought and tion Surely It should not either olther discourage age or displease n. n dealer deater If It his distributor tor sits site down with him and nd goes over tho the condition of his business speaking as lS one business man to another with common interests I common 1 If It If a deniers dealers management is hi so lax In some particular that It Is wasting money money for him aim the distributor can cnn do I Imora moro more than any one ono else to set things rl right ht If It the dealer denIer I Is not not ns as many deal deal- do dealers lerg l- l I familiar r with ers erg are not sufficIently not sufficiently the various wn ways of securing th the assistance assistance as- as of of local banks the tho distributor 1 I tor can accomplish a Q very cry Important I good by explaining th these se ways was and I per perhaps calling at the tho bank with tho the I j dealer to strengthen tho the tankers bankers confidence confidence confidence con con- In the lines line the dealer denIer Is carrying carrying car car- and the tho outlook for tor the Indus- Indus tr try I If a dealer Is considering new Quarte te In III my nv opinion the distributor should know kno it anti and should go o into the I matter quite thoroughly I I If he hp does not bell believe eye tho the move to I I he a wise I e one foj for the dealer I think he should hould tell the dealer so so for the dealers dealer's dealers dealer's denler's deal deal- ers er's own 11 not good good not you ou understand as an arbitrary interference bu but t simply simply sim sim- pl ply as 8 the opinion of the ono one who Is most Interested in the dealers dealer's success suc suc- cess l Theres Theros the tho point of or the whole thing J gentlemen The distributor ought tobe to tobo bo ho the dealers dealer's best friend In every oven In In- In stance He lie ought ht to be tho the one ono who rho IB is most sincerely and anel keenly Interested In the success of oC er e every move that tho the dealer makes operation Co should not mean merely merch the sending out of or In bulletins In which too often otten there isa Isa is isa a good deal more bull than tin but tin but earnest to shoulder working 01 t oi t of problems and overcoming of or difficulties les The local dealer necessarily has hns a n I Ireat great reat many retails details to look after and a I man who Is 1001 looking after details often oCton neglects to look ahead and md neglects to I think of the business in a bl big way When ho nl n neglects to look ahead and neglects to set net et tho the larger view jew of ot tho the i I automobile Industry a n dealer Is apt tobe to tobe tobe be unprepared d for the around tho turn and become confused when he I n I suddenly drops r ps Into it I My conception of the best co opera cooperation I tion now between the distributor and the dealer ml might ht be Illustrated b by picturing picturing pic pic- turing the distributor as the one who mentally goes over the tho road rOld ahead and th then n comes hack back to te tell the dealer where the will Ill be found round next I dl day and caution him n against the tho leak leakIn leakIn In his tank the tho thin place in his tiro Uro and the cylinder that's missing The operation co-operation that I am thinking of Is not Indifference but active friendliness It Involves fewer multi multi- 1 graphed bulletins and more personal conversations Man Ian to man discussions of things s as the they real really are and as thc they II seem likely to be the distributor trying trying try try- ing to get Jet an n exact and accurate understanding understanding understanding un un- un- un of or the dealers dealer's situation and advising him how to better It I I 1 said In the beginning of these re remarks remarks re- re marks that It is hard for an any man In Inthe inthe I Ithe the automobile Indu Industry try to keep his vision Islon clear and his boat stead steady The r distributors distributor's best operation cooperation with his hla i dealer consists of his helping help his dealer deal- deal I er to do Just that that to to keep his hla vision I clear and his boat steady avoid vold extravagance ox- ox carelessness and undue und o lib lib- 1 I no now In order that ho he may bo be In i proper standing at the bank when the buying public IB is less eager but the I fae factory fac- fac i tory tor tormore more PO so |