Show GIVES GIVS ADViCE J i iy y S V fi H I l TO DEALERS BEAU Adequate Prospect List and Efficient System Essential CHICAGO Jan lilt 10 lIlt lilt and miss methods ot of o fading buyers for automobiles au- au automobiles have been discarded by successful automobile dealers deal rs and the definite analysis ot of o the sales territory Is supplying Ing tho pi I she merchant with 1111 the b bests of 01 his sales gales campaIgn according to toC tC C A Vane Vine general manager m ot of o the i National AutomobIle Dealers elation How hoe Ho this Ibis marl market ana anal als Is made mide will be the lie feature pres pre ot of o the eighth annual con cation at Hotel La Salle Chicago rr f r tl 26 to 29 Inclusive Build lag Ing tin the Retail Sales S le Campaign a astep astep I step by step explanation will be presented bv by Edward Payton Cleveland 0 O considered the lead leadIng leadIng leadIng Ing retail r tall automobile sales manager In the country At various times during the last five file ears Payton has won three national sales sale con cou contests contests tests one of ot them vine can Ing a cash cabb of the others almost equally valuable During the tho lest year ear r as president of ot the Clel Cleveland eland used car bureau he has directed tl tle the e sale of ot used automobiles To Indicate the value vallie of this I forehanded knowledge dge of a teal lerr tor s a sales ale possibIlities Pa Payton will present at Chicago the result ot of a recent market analysis for a dealer handling n Il 1500 In a n town of o 90 80 people FAULT IN LIST This dealer s i factory ranked among the th first ten In production lit In Ills his territory the dealer was Ill fiC In retail elles Cars Cars P hat were not even In n the first ZO 20 producers were delivering more niora nu au automobiles in this territory than the thed d dealer aler whose market maret a was analyzed 10 ed thal the d dealers dealer's entire record comprised a alist alist alist I list of oC o so called prospects The 0 owners owner's ners ner's list fist was as made up of ot set se eral sheets of ot paper paver swing giving no In Information Information information formation except names and ad addresses addresses addresses dresses many Incorrectly spelled or wrongly addressed 1 The he sale sales force was discouraged by lack of prospects and shortage of business Within three weeks time the I market anal analysis vas v as a completed The dealer was gh en eu a Il prospect I file of ot 1900 located and Identified bu buyers erB all 0 owners Ders of oC 25 or more real estate A list ot of 1600 Identified buyers all nil with w a credit rating of ot to A list listor listo or of identified buyers hu el s rated al and up A total of or people definitely located and iden- iden identified iden identified tl all of ot whom hom during 1325 1925 I will III willbe be In a the car market and who will actually buy from 1500 to 1800 au In the 1500 price class T and can cant t bp be slopped stopped front from doln doing It II I Tho dealer has scheduled cars for Cor 1925 as aa against 25 tor for 1924 be- be because because be because cause of hIs bis new knowledge of or the market GETS TRADE FA FAST S T DUring Dunne the first ten dale davs da s after the completion ot of Ih the market an an- analysis the tb dealer sold 15 new au- au automobiles au automobiles to the Identified buyers although in the first 11 months ot of the year he h had sold only 53 auto aulo automobiles automobiles mobiles How this analysis 18 was made madr and how it can be made by any dealer In any territory will w be b the theme ot of Pay Pa tons ton's discussion Fitting the Sales Plan to the Prospect all II be the subject dis discussed cussed by Harry Collins Colllns Sp ot of New York merchandising director tor of ot the th Remington T Typewriter ler company Championship Stuff Sture will be the subject of ot an address by W E of St Louis and Good and Dad Selling Methods by W D B Burruss ot of New York sales soles consultant of oli r r the th National Automobile Dealers association Approximately 2000 dealers sales managers auditors and service managers are expected to attend the convention nn |