THfc OMAliA fcuMUl BhK: A I' Ob ST '2b, Wli
9-A
THE MAN WHO SELLS THE CAR
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He Does the Talking;, the Car Does
the Business.
BUYEES TOLD OF MANY DETAILS
Scarcity of SaW'snirn with Technical
Knowletljuc of Mechanics
Shop Training la a
Necessity.
it Is not more tiuin a decade since one
"of the largest circuses of this country
'used a "horseless carriage" as a leading
feature of Its "grand stret'. parade."
'The blase city folk and their more im
pressionable rural neighbors flocked to
the streets through which the parade
'passed and watched this marvelous self
propelled vehicle with more awe and
..wonder than ever the caged lions and
tigers had been wont to inspire in them
' ,as children, and, toot as it might, even
the fascinating steam calliope received
but a passing glance that served to em
phasize the fact that it was already a
back number. IThe only 'horsaJess car
riage' in captivity" which, of curse, it
wasn't was advertised broadcast by the
sagacious press agent, and for a season
this one automobile, which could not
jelimb a C per cent grade, probably paid
greater returns, on its Investment than
any motor car that has ever been built.
" That one lonely car now has 499,999
cousins scurrying over the country, if
the1' statistician's estimate of one-half
. inillion automobiles now in use is cor
rect, and those same country gentlemen
who once jogged to town from miles
round for a peep at the only tame
horseless carriage now ride comfortably
to the circus in their own touring cars
or runabouts and talk learnedly of "mag
netos," "Ignition," "differentials" and
"transmissions." j
The average business man may wondeJ
how so young an Industry could develop
sales organizations that - would Induce
the inhabitants of the country to ab
sorb such a large number of relatively
high priced "luxuries." The truth is that
perfected sales organizations were not
necessary and while many of the manu
facturers of today are well equipped in
this direction, the automlbile is still, to
a greater or less extent, its own sales
man. After the first few road races
and demonstrations proved that the
"horseless carriage" would really "go"
and that It was destined to be a prac
tical vehicle, the public went "automo
bile mad." To see one was to want one,
but to want was not to own, for even the
simplest was a high-priced affair in
those days; but as a result of mortgaged
homes the automobile rapidly became the
plaything of the members of several
strata of pur social clay. The owner
of a modern, high-powered, seven-passenger
touring car or limousine that rolls
smoothly and silently along at fifty
miles per hour may think with derision
of any sane person going mad over the
one-lunged chugging vehicle of ten years
ago, which could scarcely use the "high"
except when running down hill; but he
must remember that such machines were
at that time the best obtainable, that
they would really go and that the bi
cycle, which was then at the height of
Its popularity, had created a demand for
some sort of vehicle In which long dis
tances could be covered without the rider
doing all the work.
An Automatic Salesman.
Yes, the automobile has Indeed been
an automatic salesman and although
those of the' ' early" day "Weare certainly
not silent salesmen,- the sound of the ex
plosions and the whirr of the gears
only served to aid the machine to toot
its own horn to 'the better ad vantage.
Buyers were not then Interested In gear
ratios, valve arrangement, compression
or displacement, and although the men
.who sold the cars were generally from
the factory, their technical experience
was wasted in a desert of hot air. The
gasoline engine was a new source of
power and as only a chosen few were
Initiated into the secrets of its workings,
the Innocent purchaser created a demand
for "hot air" salesmanship by virtue of
his very ignorance of the machine In
which he was planning to Invest a cou
ple of thousand dollars or more. If the
statement on the salesman's part that,
"Our valves are ' lifted by hardened
cams," was met with the questions from
the , "prospect," "What are cams, any
way?" and "Is your machine faster than
the Blank car?" the obvious conclusion
is that if the agent wanted to make the
sale he had to change his tactics and
give the would-be purchaser all the "hot
air" for which he seemed to be waiting.
Consequently you can hardly blame the
factories for having replaced their tech
nical men eight or ten years ago by
others having a persuasive personality
and who were born salesmen. They had
but few technical questions to answer
and some popular cars sold themselves
so easily that the agent had merely to
rake in his commission.
Technical Training.
A large majority of the half million
motor ears now In use have been sold,
in spite of, rather than because of, any
extraordinary efforts or display of in
telligence on the part of the salesmen.
This is not Intended as an arraignment
of motor car salesmen as a class, foi
CARTEECAR NEBRASKA COMPANY
NAMES BROMWELL MANAGER.
mum m m w
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Heyn Photo.
t. w. bromVelu ,
Tom Ji. Bromwell, the first salaried
salesman ,ln the automobile business In
Omaha, has been appointed local man
ager for the Cartercar Nebraska com
pany Ten years ago Bromwell went to
work in Omaha selling automobiles on a
salary and has been here ever since ex.
cept for a brief sojourn as salesman In
Minneapolis. The local agency of the
Cartercar company controls the states of
Nebraska, Minnesota, the two Dakotas,
Wyoming and Colorado.
many there be who are thoroughly fa
myiar with the construction and manu-
Jtitii" tj ui. rrry pan ui wie macnine ana
who are as ready to talk with an Intend
ing purchaser seeking practical informa
tion as with one who is more amenable
to conviction through oratorical efforts.
It has been stated that the automobile
manufacturing plants todav are eaulDDed
with perfect sales organizations and, so
far as certain features are concerned.
this is true to an extent little imagined
by the public In general. Manv of the
manufacturers have supplemented their
sales organizations with technical de
partments which strive to deal with anv
troubles with regard to their cars that
may arise after purchase. In this man
ner the company assumes a sort of fath
erly care over its products and th own
ers are aided in obtaining the highest
efficiency from their machines. One
company has gone so far as to keep a
complete list of all past and present
owners of its cars and if a machine has-
been sold and resold half a dozen times.
each separate possessor will be listed,
together with any repairs that have been
necessary during Its existence. Manv
factories also maintain garages and re
pair shops In the larger cities where the
local agents may see that the machines
of their patrons are properly cared for
and kept in good condition.
Handicaps Overcome.
The men in charge of these various
departments are the very best obtainable
and a large number receive large sal
aries; but notwithstanding the complete
ness of such systems, the fact remains
that many of the present day salesmen
who may be turned loose on the unsus
pecting prospect either make such ab
surd statements or display such a woe
ful lack of knowledge of the practical
and vital points of automobillng that
they furnish a striking proof of the self
selling abilities of the modern motor car.
Nowadays nearly every one who attends
the annual automobile shows is either a
motor car owner, a prospective purchaser
or is In some other way directly or In
directly interested In the industry. The
automobile in itself is no longer a nov
elty and more can be seen on the streets
!n ten minutes than were ever assembled
at a single exhibition; and It is. conse
quently, but natural that a large ma
jority of those who attend the shows,
while possibly not experts, are at least
familiar with the general construction
of the motor car.
The automobile factories, in some in
stances, are "up against' it," and it is
not to be thought that these conditions
in the sales end are now of their own
choosing. They are doing their best to
instill into their salesmen a sufficient
mechanical knowledge and some manu
facturers even go so far as to require
each member of the staff to complete
an exhaustive technical course at the
factory before he becomes an active
part of the selling organization. Thus,
under these conditions, no one will be
found in authority on the salesroom or
exhibition floor who has not had a shop
experience and technical and laboratory
work In the factory itself, and it is
probable that a salesman with such a
training would be amply able to take
care of himself and would seldom find It
necessary to call the "factory man" to
answer questions of construction and de
sign. Harper's Weekly.
Persistent Advertising is the Road to
Big Returns.
THE
AUTO ACOIDEHTS ARE COSTLY
Casualty Insurance Mea View Outgo
with Alarm.
LAST YEARS LOSSES PILE UP
Wider I ", Not tircnler Hasnrd,
the t ansc Hip, ifr llaton or
Less l.ibrrnl IN.I loirs
Considered.
licrans--1 of the rapid increase tu the
losses due to automobile accidents, which
In 19)1 amiMinted to almost -2 per cent
of tholr totals, accident Insurance men
are becoming alarmed, according to Ber
trand A. I'ose. vice president of th.?
Travelers Insurance company of llaitford.
who presented a paper on this subject jtt
the convention at P'ortress Monroe of the
International Association of Casually and
Surety I'nderwrltrs. According to the
speaker. In the fiv years prior to 1008
automobile losses amounted to less than
$ per rent of ull lopes. But since then
they have risen rapidly to nearly 21 per
cent last year. To meet this situation
the insurance- men are considering higher
rates or less liberal policies. t In his ad
dress Mr. Page said In part:
"Ten years ago, roughly estimated,
there were less than 100,000 pleasure auto
mobiles in the United States and Canada,
Today there are at least 900,000 in use.
While the auto claims have ben steadily
on the Increase, there has been no ap
preciable diminution In horse and vehicle
accidents. The average amount paid for
claims und?r this heading for the five
j ears, 1902 to 1906 inclusive, was 10.4 per
cent of the total looses. In the year I'm
we find horse and chicle accidents con
ititut!r.g 6.6 per cent of the total in
amount of claims, arid uutomoblle acvi
detits :i.8 per tent of -thu total.
Indemnity Claims.
'Indemnity claims from auto accidents
May, 1906, to April 1. 1912, In the amount
paid were In excess of the death losses
during the same period; MS claims were
paid last year for crunklng accidents
alone. Of tho 1.S35 auto claims in 1911
1.S17 were for indemnity losses.
"It Is our experience that the greater
number of claims do not come from the
reckless use of an 'automobile, unci from
the nature of tlw accidents they might
occur to anyone however cautious mid
conservative. When the automobile first
came Into popular uso was assumed
that an extra rate to oyer the hasard
was not expedient. bvnu?o the proper
use of an automobile fs one of liie cus
tomary diversions of outdoor life. Wc do
not contend that it is anv more hazardous
to run an automobile now titan It was ten
years ago, but wo do contend that be
cause of its use Iveing almost universal,
the exposure is one which must be con
sidered in connection with Insurance of
the select and preferred classes. That the
average automobile owner personally
operating and caring for same should pay
m extra rale is evident from the figures
heretofore quoted. There in those who
cunnot safely be Insured at less than
extra special hazardous.
. "We charge a chauffeur $10 per Jl.OOO
yet his position depends on Ms care In
operating the car. He Is experienced and
does the right thing instlnotlvely. He
has nothing to divert his mind. His In
terest is not In scenery nor the beautiful
women who adorn the tonneau. Ho has
not sptnt the evening at the club, and
if he wishes to ho'd his portion he learn
tally t!uit there Is a ftrli t prohibition.
hi'lii able to chauffeurs only, tiKainst the
mixing of alcohol and gasoline, even in
small quantities.
"It cannot be said that exposure is
only an incidental one, such as hunting,
fishing and other rport. The Insured Is
at It daily or nightly from eight to
twelve months In the year. We can as
sume the hunting hatard for two weeks
to a month each year, but If our Insured
makes hunting his business we advance
his :ate from K to tl& per SI 0J.
ll..t.W-. t' L 1 .1 U ...I
"Mvtcit has been sa'd about tho neces
jolty for higher istes or a less liberal
! policy contract. With automobile acci-
' ratios, although unwarranted llberallxa-
I tlons In the policy contract have not been
without their effect."-Boston Transcript.
'dents constituting In the year 1:11 about
; 22 per cent of the claims In amount and
over M per ceul In number, it would ap-
pear that the remedy for the situation
I lies in the securing of an adequate rate
in connection with the Insurance of thoe
who ute automobile daily. It Is unfair
to chafge the non-user for the claims In
cut red by his mora exposed neighbor.
'Ten years ago there was practically
no such thing as an automobile accident.
Iast year, claims from select, preferred
and ordinary class risks were increased
by automobile accidents 18 per cent, and
(his does not take Into account horse and
vehicle socldsnts caused by automobiles,
nor Injuries to pedestrians and person.'
on bicycles, motorcycles, etc., who were
run over or Into by autos. During the
last few years the automobile has been
the big factor. In Increasing claim loss
Pointed faraurpns.
Women laugh with a wise nmn and at
a fool.
Nothing Is too absurd for some people
to undertake.
A bachelor's ideal woman Is usually
one he couldn't get.
A little widow is even more dangerous
than a little learning.
There ate more lemons then plums on
the political plum tree.
, Many a man Is friendless because he's
too regular with himself.
Those who Ins I tt upon having the
biggest half do not seem to realise that
there Is no sucn thing.
Do the best you can today. You can't
always Its putting It oft until tomorrow.
It takes a tKitu leader to fool the
people who are being led into believing
they sre going It on their own hook
Chicago News.
hut mors good things com to those
who go after them.
Cnli jpplness seldom abides with a man
who loves his home.
A small boy trys to practice economy
in the use of toilet soap.'
A woman who marries for spite has to
take It out on her husband.1
.Some poplo act foolish and then get
sore because others notice It
It wouldn't take long for must people to
tell what they think of you,
Hon t wait for things to come to you
until you ure too old to enjoy them.
Many a man's good, disposition Is due
to tho fact that he U afraid of ills wife.
The things a man Is going to do are
usually synonymous with the things he
will never accomplish. Chicago News.
The Hypocrite.
Kev. George H. Lunn, the new mayor
of rhneriady, says, "I don't preach,
(Jive to the poof,' but "Stop taking
from the poor.' "
Kir. I.unn discussing this dictum the
other day, said:
"The millionaire social reformer, unless
he la a very sincere man, always remind
me of the husband who brought home one
evening a bottle of champagne and a
lobster.
' 'Is It your birthday, dear,' hesaid to
Ids wife, and I purchased these' delica
cies as a little treat for you thisievenlng
with your birthday dinner."
" 'You are very kind," the woman an
swered. but I thought you knew 'I never
touch champagne, love, while lobster in-
variably disagrees with me." I
" 'Never mind, my dear, never I mind,
the husband answered. "That being tho
case, I'll Just eat the lobster my lf nd
drink the champagne to your health.'"
Albany Journal. j
Motorcycle Note s!
Fifty pitorryclps hav,e been ordered
by the Forestry Department, of Penn-.
sylvnnln for the use of rangers on the .
reserves and stations of that tt ite.
Work has been started on i tc con
struct of a new running trae t on the
InstdeTv "itordrome at News fk. N. J.
VheaV ''c created a panic by
dashing tlm. business t ertlon of
Detroit recontly. reyele Of Jeer Wil
liam Bird took upv chase, coi ewred the
animal and was afcav. h(K' L it when
If dropped rtsd from exhaust son.
The luryland Motorcycle club has
Just taken a forward step cc roneratlnn
with the F. A. M. In abolish m (motor
cycle abuses. The club pulsed j a , resolu
tion ,ijaimt the open muffler, feeding,
tank and handle bnr rldln; end has
gone so far as1 to ask the police to
enforce It stringently.
The1 motorcvlists of Snnnv France are.
to have a chance t show tbsir ability
In an endurance run. Augiaf 33th at
Pontalnbleu. near Paris.
Motorcycles are being ussj by offi
cials at the Fort Collins, Cjio United
States Experiment Station it a 'conducting
investigations throughout ti) atato. i
The famous tour of the iihort Grass.
Kane.. Motorcycle club r artert from
Garden City, Kans., August J 1th. The
tourists sr t Jonrnsy irrough "three'
states and spend , fifteen Cjays en 'route.
inn
OMAHA BEES
D'IRE'GTORY:
Of Automobiles and Accessories
E
A.
Boickand
Welsh Cars...
Nebraska Buick Auto. Company
ilaoola Branca, 13i an X. "I'S; Oen'l Kgr.
sutiHua " " omafcs, Branch, 1912-14-19 P annua ft. LITE WTT, Kg.
Overland and Fops
Hartford
VehBr unt Automobile Go.
Council Blnffa Xa,
Omaha. sbr.
II FOUR MODELS
J Prices-$1,150
y to $1,700.
OHIO ELECTRICS
Marlon Auto Company.
o. w. Mcdonald, Mgr.
2101-2103 Farnam St.
JOilH DEERE PLOW COMPANY
Salesroom -Cor. Tenth and Howard Sts.
Omaha, Nebraska.
peerless GUY L. SRUITH
HUDSON
2205-2207 Farnam Street
rf&f$. Wallace Automobile Co.
motor car nil j Farnam Street
FLAN
JUL lyMCUCil
for a Car, Y
THIS, RSDUGED TO A PEW WORDS, it thtrfcepote to the 1913
mammatneat f t&c Fkftdert Metw Ompany which will appear in
ttas 4 otSfK 4sfc papers of every prominent city in the Ubhed
SraHiwhtMi 8eptentr Eftecutfe.
TO TESL YOU at thii tuoevcuJla be to tefcmr lampetitort--
od f&at wt io cat tictfce to do, fee w bave a mrprc fa store for
tbsxa as-weft as for yum.
HiSi MUCH WS WILL SAT, hwever Sixes sKhrsively m3bc the
Flanders skean frara near on. The perfection of the electric mH
storting Arm has made the Sb k sny size and at any price the
logical, the hkaate the inevitable car.
WE'VE EZEN IN THE BUSINESS since Hs birth-batched every
change led the way in most of them. And since a roan can't have
tws) religions and worship sincerely at both shrines, we pin our faith
in the fature to SisJes exchwverySixes.
AND WHILE WE WONT PROMISE to-grve you a Six at exactly the
figure nxsitioned because the Flanders Six must be a complete and
aa wp-to-the-minute Six in every last detail we will give you one at
a price so little above that figare it will be within your reach if you
afford a car of aaorc thaa 35 horsepower at all.
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wtiiWfrWi iiiiiatiiwiiniiip r i inir ! Him
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Entitled to a S5sy
aying More tfean
ou are
NOt NO YOU ARE WXOKG JkGMN. Don't jump to coadusioos.
That isnH the price nor the horsepower. Guess again. But you wont
get any nearer to it thaa oar estescned competitors who always wait
fers to show the wagrvnd then try to get on the band wagon can
guess what this Flanders organization has op its sleeve this time.
IF IT WILL INDICATE ANYTHING to you we will say there will
be two Flanders Sixes. One of these wilTbe a five passenger model
of such sise, power and quality and at such a price you'd be foolish
to buy a four at any price.
IT'S HARD ENOUGH TO SELL POURS JfOW for everybody sees
the writing on the wall. It will be a lot harder to sell your second
hand Four a year from now when you will certainly want to sell it
and buy a Six,
EVERY MAKER KNOWS-Pours are now obsolete-aod Sixes inevitable.
But the others can't afford to admit that fact until they have cleared
their floors of Pours and changed over their designs and equipment to
make Sixes. They must all come to it we are as usual a year ahead.
GO THIS AD IS JUST TO WARN YOU. After feeding it you will
have only yourself to blame if you buy an obsolete Four and pay a
price for it that entitles you to a better tar and a Six.
FOR WE PROMISE YOU the immediate future has such a ear in
store for you a Six of the quality yea expect fsans Flanders and
backed by the name and guarantee of Flanders.
YOU ENOW THE MEN back of this product Everitt, Mctsgqr aad
Flanders; Kelly, Paul Smith, Pslledep the same group of seen who
four years ago revolutionised an industry and set a pace in prices and
quality that others are following yet and haven't caught up; the men
who made E M P "30" the greatest oar of its ticae, '
THESE MEN, NOW HAPPILY KE-UNITED trad supplfimeated by
specialists of equal skill and experience Fred Hawes, for ten' years
chseT en teeroYthe Cadillac Company; Bruce Ott, admitted by the
entire trade to be the greatest body designer "Che tastiest miQiner
that ever dolled up a car;" Richard Miles, the foremost metallurgist.
THESE AND THE HOST OF nFSRTSopswscliers a&-who cos
stitute the Flanders stfgsautttkxt, here oontriteted to make the
fthcoroing Flanders Sixes incomparable in H t&osc points dear to
the hearts of festidlous otttorJsts and satisfying to the eye said the
standards of expefta.
WE SUBMIT that, if these men do not know how to snake and to
market autovsoDfles and to take care of their customers afterword,
then no group of men does know. If history doesn't repeat
in this case then ski3 counts for naught, experience is a waste of tana,
there is no stoength in unity, and business Is wot an exact science. .
BUT BUSINESS IS AN EXACT SCIENCE experience k aa
accurate guide skill i an asset the united skill and experience of
experts must produce superiority and history mSH repeat ksctf, for
the Flanders policy and the Flanders product for the ooxascgyw-wia
work a revohitioa in the automobile industry as gsoat as did the
appearance of E-M-F "W four years ago and of ths bcsMifulFlBTKlers
Electric mors recently.
THESE MEN, HEADED BY FLANDERS, have led ks$4Mr bm
forgotten how to fcllosp if indeed they ever knew. ttktitam :
Is a series of auoeeaees. Failure has turned to success wasr &r
magic touch. Their reputation Is world-wide aad ticsfe ffSstadstase
legion and they are found wherever automabUea aft found. Par
every car they have ever made has made a friend.
WE ARE NATURALLY EAGER to tefl you tH bow test we rcrfn
Tot the reasons given. We refrain save to say thereH.ke two aseSels
of Flanders Sixes. One a luxurious ssven-passenger ear of fetch ;
power, eacjuisite body design aad complete equipment of the highest '
order and to the last degree of faddishness as well as of utility, and to
sell at a price that will make it impossible for you to ewruse voussdi"
for paying a higher price for any car on earth.
READ THAT LAST PARAGRAPH AGAIN. It's a trBa aaeiv4
and there's more in it than appears on the surface. , :, ..... j
THE OTHER FLANDERS SIX wiH be a five-passenger ear. aa oxant
duplicate in every detail of design and finish and equipment bsrt
smaller of cowrtc - and will sell at a price that justifies our fcssvCTae
THAT'S ALL FOK OR PRESENT. Surmise sB you wSli Bee Che
fragments together. Let your imagination have foil sway. Yotrtnaov
Flanders and the Flanders organisation try to forecast what they wd
produce. Try to anticipate the most you can hope for and then you
will still be far short of the splendid reality. That, in full detail wB
be announced about September fifteenth. s .
WATCH FOR IT HERE. And if you desire to lead instead of follow
if you want a car of the future and not of the past wsit for it. . ,
DEALERS THIS FOR YOU ' i
Th Flanslsrs Maior ConHMtqr trill Osaka U ttMuaaml SUas for )91S. That
sounds a trUls paedast for ua, hwt rmMmbsr thaa ara bif , lusurlotta cars '
and this natnber make tt FlaxKUrs Motor Company tha largost producer
f 8k as ha tho world. Dottvorios) wiH osiaunoaeo iimmattUtaiy after tho ot
nettneomtmt. Quarts-, reputation and price guarantees these 11 be sto
oompotitMtt. Lt etaooara osoryvharo horo anticipates this, so mm have
thousand of applications mm tie otaxxdy. Being obte to pick and show, .
we are corofutly aeloctirtf eho hoot. We wont dealers w4m wiH pi vpmif re
present Ml and our product localh. Aim) wo are oelectfng thoee wo tranh
will so foKheot with ua. For wo are bulldfnf far permanency and for tho
benefit of all, customers inclwaVosL
Do you think you ore that man im your torHtorrt Tbon got in touch wba
our district manager hU word la low thoro. Ho So o partner in tboi
business trios! and true and has whole interest bound up In its future.
Hotter aee him at once before ho ciooos up tor sour territory at kh ImmmJ
quarter, oddreee given baVow
C. F. STEWART, District Manager, 226 37th Street, Des Moines, Iowa.
FLANDERS MOTOR COMPANY, Detroit, Mich.
665 East flilwaulcee Avenue.
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