Richmond Palladium (Daily), Volume 36, Number 172, 30 April 1911 — Page 11

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MIC. IFTTTMlv- pasjs AND SUN-TELEGRAM.

MOM)

FAiILILAJD

RICHMOND, IXD., SUNDAY MORNING, APRIL 30, 1911.

in many cases, the moving of the two cars being one new car and one sec- v . ..... - ; ' ond hand-car involves more labor -"" i f J Jgg '- ... j-' ; than it would require to find a mar- I 'III ' ' ket for, and sell one new car, and at .. yX-5l . ... , r V r the same time the profit on the trad- j, g" I I " Yi'

Don't Force Deprediation On Second-Hand A utomobiles

"The second hand car problem is not a problem at all," aaid C. C. Hanch treasurer of the Nordyke A Marmon company. In the course of an address made at the recent banquet of the Indianapolis Motor Trade association s reported in the Motor World. "It la nothing but a condition, and 99 per cent of the condition has been created by the motor car dealers themselves. To show how th condition has been created I shall give a hypothetical but true example. A certain dealer recently allowed a customer $1,500 In trade for a 190? model of a certain car, which cost the user $1,600 in the first instance. "The condition has largely grown out of the theory that trading a new car for a second hand one, and obtaining a few dollars 'to boot' is making a ale. Dy the mildest possible stretch of the Imagination such a transaction could not be classed within the category of salesmanship. Anybody can give away goods or sell them for the prorerbial 'song.1 "Automobile dealers who engage tn such transactions will in the course of Ua). when the motor car business

gets down to a real competitive basis, find themselves in a different class and commanding a different consideration from what they now enjoy. ' It is unnecessary to say that the scale will be lower down.. Some motor 'car dealers think they are now experiencing competition. " "Dealers as yet have not learned what the word . 'competition means, and In the final round up, when the law of the 'survival of the fittest' will prevail, those who do not profit by the experience of other lines will find themselves in the laudable undertaking of trying to trade an aeroplane for a wheelbarrow. "One of the fundamental troubles Is, that some persons connected with the motor car industry have failed to realise that the Interests of the manufacturer and the dealer and the user are all common.- Any practice which conserves the interest of one party to the detriment of either of the others will result, in the end. In conditions unfavorable to all parties. A bargain that is not good for the maker, ttrs dealer and the user is a bad bargain for all parties concerned, including the . par

ty who gets all 'the best of the bargain. 1 "The maker who cheats both the dealer and the user will ultimately pay the penaly by having no market for his product. The dealer who cheats either the maker of the user will pay the penalty by ultimately losing his trade or his selling lines. The user who cheats either the dealer or the manufacturer will pay the penalty in lack of service, when he gets in trouble, and inability to make a fair bargain when he wishes to trade in or sell his old car. The laws of human nature cannot be abrogated so long as the sense of memory remains.' Whenever one party to a transaction cheats the other party, it is human nature that the cheated will not forget, and probably not forgive, the cheater. - "I wish to state a few facts that are of interest: "First It is against the best Interests of the dealer, maker and user to persuade a customer to sell a used car before he has had proper and reasonable service out of it, because of the excessive forced depreciation that at once ensues. "Second Trading a new car for a second hand car, with a difference to boot, either large or small, in no case creates or makes a sale of a new car. In result, it simply places a new car where a sale had formerly been created, and compels the dealer to create a market for the second-hand car, and

in many cases, the moving of the two cars being one new car and one second hand car involves more labor than it would require to find a market for, and sell one new car, and at the same time the profit on the trading transaction in about nine cases out of ten is less than the profit of making an initial sale. "Third Selling second-hand cars in about seven cases out of ten creates dlsatisfied customers. Why? The purchaser of a second hand car in, about four cases out of five is misled either unintentionally or intentionally, in regard to the condition of his purchase. His mind is poisoned against the motor car industry in general and against the dealer and the secondhand car in particular.' "Fourth Trading new cars for second hand cars does not appreciably increase the number of cars ' used. New cars are now made adopted to the pocket book of any second hand buyer. "Fifth If dealers did not make Improvident offers for 'second hand motor cars, owners would either sen such can on their own account, keep them for emergency or continue- to use them regularly. : In either of the two events the market for a new car would be left open, where otherwise a second hand car would have to be sold. ' "Sixth Solution of the condition lies in the channel of utilizing some

'horse sense, co-operating with and getting acquainted with competitive dealers, obeserving the experience of dealers in other lines for instance, the typewriter man and lastly, and by no means least, keeping a considerable quantity of salt on hand to use in connection with statements made relative to alleged offers of xompetltors for second hand cars."

GOVERNMENT SEES VALUE OF MOTORS

The United States government realizes the value of .the motor cycle for army use. " For some time the army of

ficers have realized the value of the Indian for messenger service. Lieutenant Odell, of Monroe, Wis., has used his Indian. motorcycle yearly at the state militia camp to great advantage, especially for quick messenger service where there is a necessity for quick work. The powerful seven-horse Indian is adapted to this work, with its wonderful free engine clutch.. With this clutch a powerful motor like the Indian seven is easily started from a standstill without any effort whatever, and. as the motor is so powerful and flexible in its control, is .will easily pick up when the clutch

is thrown in, even in the most difficult places, 'such as even rough fields or deep sand. The heavy downpour of rain which sometime? occurs - makes absolutely no difference . in this per

fect running motor. , ; When the first preparation were being made for the military demonstrations in Texas, along r the Mexican boundry line, a rash order for a sevenhorse Indian ;Twin was wired from Washington to the Hendee factory. The Indian was shipped at ones to Fort Sam Ittton, Texas, where it is being bsU Cy Jor the wort: of messenger lirriz L'l fat "other c emergencies Car arise, ' reason that the India Is ready fir Immediate use at any and alt tiaus. - 1

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