Show AUTO MAKERS MUST KNOW PUBLIC PULSE Overland Man Says Factory Must Sense Public Demand Demand Demand De De- mand in Advance The John N. N Willys retail sales congress congress congress con con- gress which was held at the Willys- Willys Overland headquarters in Toledo during the last week was perhaps perhaps perhaps per per- haps of ot more interest to the automobile automobile automobile automo automo- bile buying public at large as well asto asto as asto to the man who sells cars than anything anything anything any any- thing g that has yet been done by the tho big Toledo automobile manufacturing concern according to Manager Arch Browning of the Browning Auto Supply company local Over Willys Overland Over Over- land distributors For a long time a number of original plans and methods to increase sales and find manufacturing efficiency have been under way closely supervised by John N. N Willys president of the tho com com- pany But in the con congress ress just closed It would seem that Mr Willys camp came closer to getting a first hand view of public demand than anyone in the in inI in- in dust I It has been necessary according to Browning for quantity producers of motor cars to sense public demand more quickly than any other manu manu- I fac The very future of their business has been at stake because e the minute I manufacturers take their fingers off the buying pulse of the public overproduction overproduction overproduction over over- I production of an article not in demand or underproduction of an article In Intensely intensely intensely in- in tensely desired might result I A large part of of the Willys-Overland Willys company's success no doubt has been due to the fact that it catered to the I publics public's demand But Mr Willys was I of the opinion that a shorter quicker I and more Accurate route for this In Information Information information In- In formation could be found He set out outto outto outto to obtain It and the recent retail sales congress was the result Obviously the men to speak most authoritatively on what the public wants are the men who actually sell the most cars to the public public public-In In other words th the star t salesman 1 I words th the star t salesman 1 I Accordingly some months ago the plans for the John N. N Willys retail I sales congress were named Retail salesmen of Overland and I Knight Willys-Knight automobiles In ever every part of the United States were grouped in classes and set out to establish in indIvidual individual individual in- in sales records for a three months' months period Of the thousands of oi contestants entered only three hundred hundred hundred hun hun- dred were given the opportunity to act as delegates to the congress on a basis of personal performance No o financial financial finan finan- cl cial 1 credit accrued The entire plan was based basI on the element of honor and ami the distinction gained through this leadership The contest In this way lacked any of the harmful effects that come through speeding up an to temporary temporary temporary tem tem- effort for a certain period through unusual remuneration The contest on test came to a close on Wednesday August 22 and announcements announce announce- ments were made through the country naming delegates ates to the congress which started in Toledo on Tuesday 4 Salesman Elmer Rector of ot the Auto and Supply company of Salt Lake City won the distinction of being the star salesman for this territory and was delegated to make the trip to the factory After an inspection of factory facilities facilities facil facil- at Toledo and a dinner which was wasten ten tendered ered the dele delegates ates by Mr Willys at the Toledo club club club-at at which time substantial recognition was made of records of ot unusual merit through the presentation of some very handsome cups and trophies that were offered as honor awards bv by official and department department department depart depart- ment heads of the company the entire party participated In a Great Lakes' Lakes I cruise on t th the chartered steamer South American holding holding- meetings aboard and finishing their journey in Chicago at the end of ot the week Among the subjects discussed on the cruise were How Not to Sell Automobiles Automobiles Auto Auto- mobiles Fitting the Car to the Buyer Buyer Buy Buy- The er er Treating the Public Right Evils of Exaggerated Claims Why Efficient Service Is Imperative and scores of topics on other of salesmanship The steamer schedule provided an opportunity to Inspect the great service service service ser ser- vice facilities of the Overland Willys-Overland organization at Detroit and Chicago |