Hammond Times, Volume 15, Number 307, Hammond, Lake County, 17 May 1922 — Page 12

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THiU TIMES Wednesday. Mar 17, 1922. B H n L raoe

Hammond

Gary

Auto

Dealer

Tm classification addree-ses given before the Hammond Rotary club which attracted a good deal of praise are given below. (BY ROT M. FUDGE) Early in April a man asked me howbusiness was. I told him how many cars we had sold during- the month of March, which was, I admit, a considerable volume in view of the prevailing financial conditions at that time. Then this business man said, "Well, how did you do it?" Now, the thought -which was in that man's Blind is typical of the general lack of understanding or appreciation ajnong business men of the very important part of the motor car plays In this country's business, educational, social, and health-development. This same business man has never stopped to realize what a hole -would be made in his sales If all passenger vehicles were suddenly legislated out of use, as some of our law makers In Washington wanted to do a few days ago. - Tet, there wasn't a. single business man outside the automobile industry Itself who raised his voice In protest against such legislation. It would be difficult to contemplate Just what disaster would 'IbefaOl every business rerjresented (!hre today if such, a thing should ever come to pass. And little do most of you men realize what real happiness is brought into the hearts of the poor hard working housewife and her children with nothing better than a fifty dollar "flivver" that runs, and takes them out Into the country. Xow thia gives rise to the question, "What is the automobile V In 'answer I am going to read you tTie version of Mr. J. O. Munn, one of this country's foremost advertising copy writers. "I am speed made aubject to human will. I give mankind dominion over distance. I open the avenues of all the world to humanity. I enlarge the radius of human life. I expand the horizon, of human opportunity. I give to man a locomotion as rapid and a.s subtle as his desire. I give to his body the speed and mobility of his ambition. I promote peace and good fellowship in the human race, for I have bridged the spaces that kept men Isolated and ignorant of each other. I hurry the master minds of the world to conference places where the destinies of nations are determined. I snatch the dying from the scythe of death and outrun him a thousand times a day. I am the silent partner in all the business houses of the world. I pave hours out of man's work day and give them to him to play with. I make man free of all the far places of venture, recreation and deligiat. I am most capable and constant servant in the homes of men. I bear the sick swiftly and gently out to r.aturo whos touch puts the roses into cheeks fatigue haa faded. I take men from their stifling cities of steel and tcne out to the murmuring streams and wind swept meadows. I osment the ties of home and kinship v?lth the blessing of frequent reunio-. ;d concerted recreation. I give swvemacy of locomotion to man whom nature made slower than the beasts. I am individual transportation free of all laborious limitations. I am the automobile." m Tet, we very frequently hear the remark, "this country has gone car crazy." So it has. But it has also been crazy with prosperity and is , now, comparatively speaking, a condition which could not possibly preINDISPENSABLE TO THE ROMANTIC YOUNG MAN THE! Impravetf SArrrY razor. 19M Lamps Our Beautiful Stock of Lamps Will Appeal To You We Invite You To See Them Standard Electric Co. 633 H oilman St., Hammond THE NEW Smart Style Lulling Comfort Economy NOW JiAXE COTTITi iT AUTO SCTPPLY SALES II. A. Thlel, Pre p. Doujrlas and Hohman sts., Phono Hammond 17 41 The Chandler Motor Car Co, Price F. O. B. Factory CWvcluuJ 11

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vail without the motor car. The man wno owns a car, or two or three, who says that John Erown can't afford to own one is much like the man -who has a cellar full of choice liquor and votes dry. Show me the town where everybody Is driving a car. That's the place where there's real business activity and prosperity; the place where you and I like to live. It is my sincere belief that one of the best ways for you men to increase the possibilities of your own business and your own town is to boost the sale of the automobile and talk its utility. Most of you well remember the day when merchandise was marked in characters and -sold at any price which the customer could be induced to pay. Modern merchandising policy has eliminated such practice. How many of you men here would have the courage to ask a merchant today to cut the price on a suit

of clothes? In the early days of sell ing automobiles, and to a considerable extent today, there was no fixed policy as far as price .is concerned. This Is a condition a few- of us in this business are fighting hard to eliminate. There is no secret re garding discounts on the standard makes of automobiles. They range from 15 to 18 per cent. None of you men, nor I, can look at a nevv car and say what it should nell .for Manu facturers of small production gen erally price their product as high as it will stand; then offer special trad ing allowances or extra discounts as Inducement to exploit their rroduct. We are constantly solicited with such propositions. But a business house who has a reputation for square deal ing to maintain cannot conscientous ly recommend this class of merchan dise, and so will not resort to such practice. It requires a lot of courage to turn down a sale for the sake of an extra tire. Tet, people feel that when they come In the market for an automo bile, it is perfectly ethical to ask for anything and everything. But the principle Is wrong for both the buyer and the seller. As the Golden Rule Is a fundamen tal principle of Rotary, this body has and is doing much to upset the old theory that success cannot be ob tained honestly. I have applied the Golden Rule In our business ever since it was started. It has, on occasion, cost us sales; yet, it. pays because in three years, our house has not lost the good will of a single customer. The automobile is discussed In the home, in the office, in the work shop, everywhere. But don't ever say such and such a car is no good or that car is junk. I would not say that about any automobile: neither would one of our employes do so. All cars like all persons, have some good In them. Fundamentally, the house sell ing the car makes it either good or bad. It Is unjust to classify all men In my business as robbers and cut throats because you bought a ca i and got stung. The car was nrobuiy au rignt bu: the man who sold it to you fell down on his job or it was a car with a long discount and had a very low resale Aaiue. in either event, you bought merchandise at a cut-price not permanent transportation satisfacJ tlon. The modern automobile merchant likes to be regarded as such; not as a factory representative or an agent or a garage man. He con siders himself a public servant in every sense of the word. His business is that of merchandising in transportation. I profesy that the time is not far distant when you will shop for a merchant rather than for a car. The responsible dealer establishes good will only through proper and satisfactory service to his customers; and the fact that he is a responsible dealer of automotive transportation is of itself sufficient to satisfy the purchaser that he sells good automobiles. He could not conscientiously recommend anything else. I am glad to say that our house has established much good will In the community, and that is perhaps best indicated by the fact that we have. in many cases sold the new car and appraised the old car afterwards, the purchaser having faith In us to accept our valuation as just and fair. There are a few other automobile merchants in Hammond whose used car appraisals will seldom vary more than fifty dollars from my own either way. These appraisals are In accordance with good business practice. They are good merchants and good mer chants make better towns. I do not regard such competition as competitors; but as co-operators for better merchandising methods. All establishments which are doing business honorably should have your patronage, and most of all, your moral support. Such support eliminates the unscrupulous dealer who Imposes upon the poor and untrained purchaser and will likewise, hasten improvement in your own automobile transportation, service, and Investment. If in your opinion Bill Bellman is a good H00P1HG COUGH No "cure" but helps to reduce paroxysms of coughing. V A. RO RUO Over 17 Million Jan Uted Yearly BUSINESS MEN'S LUNCH 55c MEE HOTEL Substantial Choice Dishes ames Congls U Resturant

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WIFE SEEKS DlVUKCit- KKOM KECTOUHUSBAND AFTER SUICIDE OF WOMAN

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Left to right, Mrs. Catherine C. Borev, the Rev. Francis B. Boyei, and the late Mrs. Bcrnice Bouchier.

The Rev. Francis B. Boyer jumped into the limelight some time apro 'only by getting beneath the veneer j as the "man in the case" after Mrs. Bernice Bouchier, pretty and fasci- of things that their true worth can j nating, had committed suicide. Now his vrife, Mrs. Catherine Gardner be learned, it Is only by looking; Boyer, is suinjr him for divorce as a result. Boyer ia a former curate into the soul of a man that an esof a fashionable Boston Church. timation can be maae of his true - character, no matter wnat the out- .

banker, Fred Crumpacker a good lawyer. Jack Jones a good doctor, I a good automobile merchant, then tell the world about it otherwise it is more honorable to say nothing. That is my conception of Rotary. An automobile trade has, in many cases, much comely attached to it. A man drives up with a car. Fudge, I line your "WillysKnight. I'm sold on it, and the way you do business. Come out here, I want to show you what a good car I have." Then he begins to tell me It is the best car he ever owned; runs better today than it ever did. Xow. what the automobile man has to do Is to sell his own merchandise and his own house rather than permit the customer to sell him his used car. Every used car taken In exchange has to be resold. If we ask more than the car is worth, the customer is dissatisfied, his good will is lost, also the possibilty of ever sellng him or his friends in the future. To illustrate a used car transsaction, let us say we appraise it at $300. Oo m November. It is an open car and will probably not be sold until spring. Storage j at the rate of 115.00 per month for five months is $75.00; repair order job amounting to $45.00; painting, $4').00. Early in April a man comes in and is interested in that car.

Nine times out of ten it will takeitomers; the matter of etiquette on

irom inirty minutes to three or four hours to get it running. By that time the customer is dissatisfied and decides he doesn't want it. But. on the other hand, suppose he take it. Three wtours work at $1 50 per hour plus a rebuilt battery of $12.00 makes the total inventory of that used car now $476.50. We have to get that amount of money to break even, to say nothing of bookkeeping involved, salesman's commission, and advertising. But the car Is one year older and there is the risk of losing $100 to $300 on the transaction. This is the tragedy. Now, business can only be com ducted successfully at a profit, and all the profit the reputable new car dealer wants today is the profit on his new car. If he doesn't have that, how is he going to qualify himself with proper tool equipment and service facilities to properly take care of his customers? The automobile as it stands on our sales floor Is absolutely worthless. It becomes valuable only when it Is put in motion; and automobile j ownership has reached such a figure In this country that the serv-! lceing of cars has become truly a public service in every sprue of the Word. In this respect the mer- 1 chandislng of automobiles is different from that of most any other retail business because the car requires service after the purchase. There are approximately ten million cars running in these United States today; and to keep thern all running and in satisfactory condition Is the gigantic task that Is put up to the service men in this country. The automobile is transportation, and according to statistics compiled by the National Automobile Chamber of Commerce, better than 90 per cent of our passenger cars are used more or less for business purposes. American people, as we all know are Impatient. Tou pick up the telephone to register a call. If you don't get your party promptly, you begin to complain about the telephone service. You drive your car down town when the weather Is below zero, let It stand all day. Then if you happen to have trouble starting it, the cor Is probably condemned or the dealer's service. However, practically all Inconvenience and trouble has been removed from the well-nigh miraculous operation of the motor car. The machine which, a few years ago was a highly speculative and, quite often, Impractical proposition has been perfected now to the point where it functions every day smoothly and powerfully. The car buyer expects nothing less of the automobile. This cer.ainty of performance has been given to the automobile by th exercise of a sincere interest of the dealer who has the right conception of his owner's requirements. The manufacturer makes a thousand cars, all 'Identical. They go into possession of a thousand owners, all different. It's the dealer's business to see that all give complete satisfaction. The fact that thfy are doing so, shows how much more than merely a sales organization the modern automobile merchant must be. In the early days of selling automobiles very little attention was given by the agent to the matter of proper instruction in the operation and care of the car The result is that most of the people owning automobiles today do not know how to drive a car properly or take care of It, and any minor trouble he may have Is generally his own fault:

yet it is practically impossible to get car owners to read an instruc-j tion book. .

We, at the time of delivery and and Bert to each other. We are afterwards give ttgem the essential an,i Tom and Jack and B 1 1 instruction verbally, but they for- not in lip service only, but in our get. We have tried putting these friendship for each other and our essential instructions in writing desire to serve each other as each for the convtnence of our custom- f'f us would he served. The golden ers, yet it is surprising even what rule over again. In closing I would little good result Is ootained from ive a borrowfed definition of a this method. But it is our duty friend. to keep everlastingly at it. That is, "WHAT IS A FRIEND." a service we owe our customers. j 1 win ttn ou- 11 ia a P"son The automobile should last raUch,wllh wnom you dare to b 'ourself' longer than it does, md the re.,- i Tour soul can naked with him'

ons your car wears out sooner than VOU think it Should 1 ( n.r r.r,t on your account. You don't drive it right and you don't take care of it. One of the most important things we have been stressing upon is proper lubrication and keeping the ca broncleane out; however. the carbon cleaned out; however, Knight motor. ' The averaee car trad in , a new car at less than twenty-five thousand miles. It should go one hundred thousand satisfactorily and it would if you would follow carefully your dealer's instructions and give it the ordinary care that it Is entitled to. Our effort in this regard have cost us some money and considerable time, Just now we are working on another campaign among our custhe hichwav. Gettlnsr across the

important courtesies and safety you can keep still with him. It garettes a week is the average conprevention. For example, stopping makes no matter. He likes you. He s"mPt'on ' women in ordinarily the car at the approach of railroad is like fire, that purifies all you do. Sood social position, crossings or any road Intersection Throueh and underneath It all he' But the best authorities state that

where the line of vision is obstructed, keeping close to the right hand curb before making a right hand turn, making gradual stops in traffic instead of sudden ones. Having sold you a car, either new or used, we are more interested in you than when you were in the market. We feel the responsibility for the satisfaction of every individual who deals with us. and have a sincere and honest desire to meet your desires profitably and adequately. Our service department is organized with the one idea of rendering- service to the people who need it to do what is necessary quickly, economically, and satisfactorily. To do this, it Is necessary to hve trained mechanics specialized In the repair operaton of the cars we sell. Also, we must have the special tools made by the automobile manufac turer for short-cutting these repair operations. This specialized service makes It pos.:ble for us to perform a repair operation on an Overland or Willys-Knight car in five hours which, perhaps would take a less qualified service station ten hours. This all works out In the form of a saving of money and time to the customer and, of course, in any business, the better the service which it can render Its customers, the more valuable that house becomes to the community in which it operates. The world has become very thrifty within the last couple years, but it Is still buy:ng automobiles and finding that the one way to save money is to spend it wisely on things that pay constant dividends. Tour time Is your principle assst. The automobile adds more hours to your work day; more days to the month; more months to the year. So it follows that it increases your productiveness, to say nothing of the social and other advantages derived from the motor car. That the car pays each one of you constant dividends, none of you will question. So, it is my job to see that our house is always In order wth the right men. and the right tools, and the right disposition, to provide our customers with maximum transportation service from every car we sell. FRIENDSHIPS IV ROTARY. (By R. J. STEELMAX. ) Friendship in Rotary has a real meaning. If it did not, I could not stand up here and talk to you. for only friends would permit that. There is that about Rotary friendships that is very hard to define. It is something that gets under the skin of a fellow and makes him feel a bit more human and causes him to realize that the blood that courses through the veins of his associates is just about the same temperature as that which keeps him going. It tends to melt, through the warmch of 'personal understanding, thojc carriers which cold business is likely to erect in the path of its own progress. And one of the beauties of friendship in Rotary is the fact that it never ceases. It is building constantly in an ever widening circle, and because that friendship is based on and built with service, its value is all the more real. When I began to talk. I did not intend to launch upon any eulogy of friendship, but tne more I think about it, the more convinced I am that it is something tnat you can--not talk about In plain, ordinary,!

everyday language. The more you '

t think about it. the more fully you ! realize what it has meant to us in ! Rotary. There are many of "us, who, if it weren't for Rotary, would never really get to know each oth- . er. We would never be able to get down beneath the surface which business foims over the real t characters of many of us, and to see the real worth of a man Is one of the hardest things in life. It seems to me that the mere fact that Rotary exists is proof that men from every field of endeavor! are working with a common aim. are s triving to the same end, so j that light may shine with a richer brilliancy on humanity to the greater good of us all. We seek understanding and in Rotary we are taught that the bhortest path to the fullest understanding Is through friendship. Friendship is the desire to serve others. Friendship is the desire to give, not fjr the sake of the giving, but rather that through the i giving someone or some principle of right living may be saved. I think that every one of you can realize the truth of what I said, when you stop to tmnk of the different attitude toward each other that each of us hits now that vl: are friends, than we had when we were merely acquaintances. It is ward indication may be. In Rotary we do just that. Here! we are all Bill, and Tom and Jack He peems to ask 'ou to' put on noth ,n' O"1!' Wht 'OU 8 r? He does nr,t want you t0 be better or wo"e- "When you are with him you fcel as a Prisoner feels who has been declared Innocent. Tou do not have to be on your guard. Tou can sav what you think, express what 'ou feel. He is shocked at nothing. I offended at nothing, so long as it is genuinely you. He understands those contradictions in your nature: that lead others to misjudge you. I with him you breathe freely. You can take ore your coat ana loosen ' your collar. Tou can avow your little vanities and envies and hates nd vicious sparks, your meanness and absurdities, and in opening them ' up to him they are lost, dissolved in the white octMn of his loyalty. He understands. Tou do not have to be careful. To can abuse him, neglect him berate him Rest of all knn- ir.v.. a sees, knows and loves you. A friend. I repeat. Is one with whom you dare to be yourself." .

( "We have a larg. number of woIn a recent automobile truck test men on our books who have placed by the Argentine army over earth regular orders for a supply of three roads, with trucks loaded to capac? hundred a week." states one of the My. the one American entry was the best-known firms of tobacco dealonly truck to finish the entire ers in London. "But the ordinary course and complete the trials in a woman smokes at least one hundsatisfactory manner. red weekly.

Thursday's May Sale Opportunities NO PHONE OR MAIL ORDERS RIGHT RESERVED TO LIMIT QUANTITIES

4 ..SDALF w::en- full, -jyry

S - yard u,u ac"cd Spec'l. yard 1 C "C

I P-V b VtTkV , ,K d Will f ilivkSTAMPED TOWELS pink novelty weave cloth, closed Jy I 8 I V?VV n stripfcd and plain towels in in back. Each 39 C It I flx( Pretty designs, excellent Y at ( Y If I f values. Each at MEN'S BALBR1GGAN II WmrWf U $1.10 WEAR-EVER SHIRTS AND DRAWERS I . VfX fMlhsNKn PUDDING PAN Ecru, short sleeve shirts; draw- 13oi7 'iflALfPj l)V? 2 quart size AQr ersjhave double wats. 45 C 1 1 j '

LOS ANGELES HAS ADDED ATTRACTION; I YOUNG GEYSER AS AUTO HITS HYDRANT I

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Geyser in Los Angeles street after auto hits fire plug. The combined efforts of the police department and waterworks of Los Angeles were necessary to stop a miniature geyser from flooding the city. It started whao an auto ran wild and crashed into a fire plug.

LONDON WOMEN ARE

CIGARETTE FIENDS QOUrt Statistics GWe IlTlpetus to Ani-Tobacco Drive in England. INTER NATIONAL NEWS SERVICE LONDON. Way The anti-cigarette campaign in England has received a biS impetus through an admission n the courts that one hundred cilnls 18 an underestimate, cigarette i manufacturers say that great num - bers of women smoke two and three I times this amount. WARD C " cW

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y i. . v k i 'A 4 "Then we have one hundred and fifty to two hundred and fifty women to whom we regularly supply cigars. The average order is twenty a week. For a woman to smoke three or four cigars daily is nothing at the present time. "In addition to these, we have betwen two hundred and three hundred women who are confirmed pine smokers. Their average consump-J tion works out at half pound a month. For these we have invented a special pipe, with a stem that can be lengthened. "Pipes are usually smoked in the country, or when the smokers are at home reading. Women mostly prefer the finecut tobaccos, but we have lately had a big demand for the coarser blends. Shell briars are the pipes mainly in request. "British women no longer ask for scented cigarettes, and the Russian .variety has entirely gnne out of favor. But they all like mild tobac co and delicate aroma. Morever. we have to take special precaution that teeth do not get discolored. "When a women first cot.ies to us we ask her whether her sense of taste or smell is the more acute Then we have to blend accordingly, some tobaccos we have to blend solely for smell. INAS

tZUIn,ZV oX, rmy percent, of these are for women.

LEAVE SEX BEHIND BY HAZEL, BLAIR. 4i f STAFF CORRESPONDENT I. N. SERVICE NEW YORK, May 17. "Leave sex? behind all ye who enter here" would be an extremely timely desk mottofnr verv business and nrof essional

SAYS AUTHOR

woman, Irs. Annie Nathan Meyer, g one of the founders of Barnard co!-. , lege, and author of successful plays, ; on the "woman question," declared

to International News Service. In .her latest play, "The Advertlsing of Kate.'" Mrs. Meyer has her heroine, a business woman, go out' to lunch with a man client, inclined to play upon her sex rather thar to attend to the business that was to be settled at the noon -hour. This has caused a good deal of debate among some folk who marshal the. morals of the universe forth for In-: spection each day. "I insist that it was right and is right for a woman to go to lunch or dinner with a man business acquaintance if the motive behind the going is right and her heaJ level." Mrs. Meyer explained. "Of course she must have sense enough to dress suitably but attractively and must not try to combine basl ness with pleasure." Mrs. Meyer holds the belief that "manners and attire for the office are second as to how the office, woman shall conduct hereself with the men with whom her office po-' sition brings her in contact." ' This successful author and observer of life believes that It Is woman's duty to make herself attractive but not so exceedingly attractive that the mere male of the species will lose his buslnesss sense. "Woman must win in the business world by brains not by( mer beauty," she concluded. 1 Fewer Admirals But More Teachers Wanted INTERNATIONAL NEWS SERV1CE1 ; P.". RIS, May "tjive us fewer admirals and more university pro fessors." is the demand of one of the weekly political reviews. The paper cites Le Journal as to the plentiful crop of admiral's in the French navy. "At Brest there is a vice-admiral, two contre-admlrals, andother admiral commanding the division of schools, a post recently created to eccupy more admirals; a fifth admiral commands the division of the Voltaire, Diderot and Condorcet, oil egg-shells out of fashion and without value; a sixth admiral commands the cruisers Michelet and Victor Hugo, which are not worth more. "On the other hand the appropriations for our faculties and laboratories have necessitated reducing the number of profe sors," says Le Carnet de la Semaine. One business house in Londoi still contains the same ftxtutrcs which were put in place there ia 1667.