1926-06-16 — Page 8

*High is our calling, friend! Creative Art."

Wordsworth

CALL "AT OUR OFFICE AND

'INSPECT THE MANY SAMPLES

OF VARYING® TYPES 'OF-

::

PAINTED-DECORATION.

To Suit Any Room.

All work carried out expeditiously under ez-

pert European supervision at reasonable rates.

Hongkong Interior Decorators.

19, Queen's Road, Central, First Floor.

To our Dutch Customers

Landed by S.S. Olderkek, a consigament of THIELEMAN'S provisions.

Come and select your order eä ly.

MAGASIN GENERAL

5. BEACONSFIELD ARCADE.

THE NAVY'S CHOICE

Coates?

ORIGINAL

PLYMOUTH GIN

OBTAINABLE,

EVERYWHERE,

ASAHI BEER

BREWED BY

DAI NIPPON BREWERY

Co., Ltd.

TOKYO JAPAN

Specially Brewed for Export.

Sole Agents:-

Mitsui Bussan Kaisha, Ltd.

YOU ARE

INVITED

inspect our stocks

the latest and best

bylos in Bathroom

quipment.

Beths, Hand

Basins, Wall

Fittings etc.

HONGKONG.

WIDE SELECTION OF TILES

Heating Systems installed for all purposes

Specialists in Every Branch of PLUMBING and SANITARY ENGINEERING.

C. E. WARREN & COMPANY, LTD. CHINA BUILDING

TELEPHONE CENTRAL 269 (Opposite Queen's Theatre)

TRAINING SALESMEN:

HOW VACUUM OIL CO. TAUGHT THEIR MEN.

The following are interesting ex tracts from an interview by Mr.. Fotor O'Shea with Mr. Charles E. Arnott, who is Vico-President, of the Vacuum Oll, Company :-

We have about 400 salesmen in the United States alone, selling to a mechanical market. Assume, without that necessarily boing the

OBITUARY

THE BARL OF DUNRAVEN.

PASSENGERS,

ARRIVED.

London, June 15. Per... 8.8. Empress of "Asia" fromf Dunraven Reuter Mr. T Band, Capt. and Mrs. S The death, has occurred of Lord Vancouver via ports, Jund 15-M

J. H. M. Andrew, Mrs, F. E. Bolton,

The fourth Earl of Dunraven Bridgeman, Master F. Bridgamar and Mount Earl (created 1822), Mr. T. Cassa, Mr. So Chong, Mr. and was born in 1841, the eldest aons. Chan Sing-mi, Mr. T. L Durand.

E Grimble, Mr. T. T. of the third Earl, and succeeded to Mr. L. Garner, Mr. E. A. Grifitho the title in 1871. Educated at Ox-| Mr. T. Grodiloan, Mr. R. A. Hough ford, he entered the 4th. Oxford ton, Mr. T. Hund, Mrs.

Hwans University Rifles in 1860, later Hw, Mr. W. Krieger, Mr. D. J. Lewis, Mr. T. M. Hu, Miss 9, Y. Hav, Infant holding commissions in the lat

Mrs. L Ladow, M14, Lam Fung-aze Aira. Militia, and 6th Bn. Royal Muns- Mastor Lam Kwok-chung, Mr. Lan ter Fusiliers. ⠀⠀⠀⠀

Leo Hua-cos. Olion, Mr. Lee Hua- Tshoi, He was war correspondent to Mr. and Mrs. C. Stanton,

1correct figure,, that we pay them an Life Guards, Glamorgan Artillery La Lupton Lam Wong-50

average of $3,000 a year. As sume that travelling expenses for |salesmen average another $3,000,

Multiply $6,000 by 400. We get $2,400,000, our expense for sales in 1967, and in the Franco-Prus men in a year. Extend that over asian War and Siege of Paris. five year period-and in the last In 1886-85 and 1366-87 he served

the Daily Telegraph in Abysinia and Men-sang,

Miss V. Smith,

Me. T. C.

Mae Sessons,

Zuppiger Mr.

Yang, Mr. A A. W. Andrew, Mr. Chung

five years sales have cost us more ag an Under-Secretary to the Mr. Thos.

Mr. T. H

Mr. Y

I Z

Mr. Ben Mr. Kwan

E. Arnett, vice-president of the with sovoral. Irish commissions. Vacuum Oil Company of New York,

than $12,000,000," said Mr. Charles Colonies, and was also connected Bark-lim, Mr Doris Pearl

Yeo

con, Miss K. Laird, Miss Lord Dunraven served in the Pearson,

Mrá and Mrs. T

Miller Miss R. in discussing the sales methods of South African War in the Imagot, Master rentice Miss

Mr. G. that company, which have been

Mr. D. C. G. developed through a complete train-man, he twice built sailing yachts Russ, Mr. D. Ross, Miss M. Jeldon,

perial Yeomanry... A kegu.

kegu. yachts-Phillips, Miss A. W Rivero, Mon ing programme for saleamen.

for competition with America, Mrs. Tam Leo-ping, Master Tam Cru, How we pooled the knowledge and was owner of the motor-yacht Mr. G. C. Wong (two), Mr. Woug

Son and Mr. Yes Moy-sum. and experience of all our salesmen Sona, holding a B.O.T. extra-mas-

DEFARTED. and engineers into a general fund ter's certificate, and being Hon. Per 5.8. Korea Maru for San Fran of knowledge, then passed it back Captain, R. NR. He purchased cisco via ports, June 15-Mr. Ed- to each individual salesman, was and itted out the hospital transward G. Wood, Mr. and Mrs. S

Fujita and two infants, Mr. told ir.

recent artlele.port. Grianalg in 1914. His publi-kung-ying, Mr. Tom Sec-wing, M This article also told how cations included a book on naviga-and Mrs. C. M. Simmers, Mrs. Mary this usembled knowledge of tion.

Clork, Mr. Carnegia, Mrs. Y. Ikeda, the use of the product cut, the

F. T. Young, Miss Marcus, Mrs. Lord Dunraven had one daugh- Maxion and Misa Joyce Clax- period of training new salesmenter, and his heir is a cousin, W. H. ton, Mrs. U. Willaume, Mr. C. Little, from four yeara to six months. Wyndham-Quin. The new family Mrs. Hela Brandles, Mr. Hom Sen, There remained the problem of fit- seat is Dunraven Castle, Bridgend, Mr. Chow Chin, Mr. and Mrs. B. E. Mrs. Soo ting selections from, this general Glamorgan; and the old one top-shee, Mr. K. T. Young, Miss

Koote, Mr. Tong Kai-chew, Mrs pool of knowledge to the needs of Adare Manor, Adare, Limerick, the Individual prospect.

This The original title was the Barony Mr. C. F. Wh, Mr. T. C. Wh. problem we solved somewhat in this manner:

of Adare (1800),

"We can recommend the correctCONNERPORN VIDE oil for the machinery in a plant or rather give away, the knowledge only after a thorough analysis and of what the correct product. study of that machinery. So we send an engineer into the prospect's plant to make this analysis. There is no charge for this service. Our sales engineer goes at his job with the impartial scientific spirit of a chemist, and the thoroughness of an auditor. We call this service our lubrication audit.

|

That is a selling appeal stronger than any appeal of price. Instead of appealing on a basis of price per gallon we appeal to the customer's net costa per unit of his production," or per year. Records show that siccting the right grade of product. for the job brings lowest not costs, whatever may, be the initial prico jor gallon of the correct grade of product. ·

"He studies every piece of equip- ment in the prospect's plant, and

"Selling by knowledge brings a recommends the correct oil for each unit. If the machinery is used in A big percentage of our business constant grading up of products. an unusufd way, he may make an

is now in the higher grade oils. In unusual recommendation to fit the

one department more than 98 per circumstances. The audit goes cent. of our present business is in into great detail, If there are unusual conditions, these are close-desirable. It is essentially more the higher grades. This is highly ly studied We sell a. suficient economical to manufacture the variety of oil to cover all needs, so it makes little difference to us which oil our engineer recommends. The only thing we want to be sure of is that it is the right one for the prospect's purpose.

SEVENTY-FIVE PER CENT RETURNS.

"Our man who makes the audit sets down the name of each machine, its builder, the oil which

higher grade products; they re- quire only the same costs per unit of freight, handling, storage and. shipping, and selling expense..

W. T. Pun, Mr. E. Fuha, Mr. K. Mr. S. E. Frank, Mr. P. J. Mr. G. M. de Cruz Sequsirn.

ami. Mr. T. Nishi, MIS

Mr. M.

B. M. Baker, Mrs. Ruth Mayes, Mr. Chown-wa Mr. Li Yust-yu, Mr. Li Tok-he, Mr. Li Kimming, Mr. T Fe-inu, Mr. Chan Kwai-pek, Mr. Shin-ming, Mr. Chan Hung-hal, Mr. J. Hasselo, Mr. W. J. Gilbert, Mr. L. P. Rasmussen, Pir. G. T. Heilman, Mr. J. F. Gass, Mr. D. C. O. Dell.

THE RITZ

CATERERS

Meal at all hours from 8 a..

to 12.00 midnight

"It is easier to secure quickt tem-Now serving Special $1.00 Tiffins porary business on low grades, but the higher grades make it easier to secure permanent business

Re- Morning and Afternoon Teas, peat orders constantly haild them- Good Assortment of Faney Cakes selves up on high grade products,

" to order.

ONLY THE BEST FOOD AND WINES SERVED,

NOWELL B. WHITE,

Proprietor.

we recommend for it, and whether whereas lower grades require re-Wedding and Christening Cakes the manufacturer of the machine peated sales effort to the same cus- recommends the same or a different tomer. Our business is stablilized oil as suitable for his machine. on a higher plane. The problema The main part of the audit is no with higher quality goods is to in complished quickly. It is the ex-duce the customer to try the high captional uses which requires time grade products in the first place; for study, but the time is ungrud we solved this problem of intro- gingly given. Unusual situations, duction by our method of making too, call for the application of in-him aware that our salesmen have dividual judgment.. Our men's the knowledge of our business at judgment on exceptional cases is their finger tips. the more accurate, because it is based on such a wide study of other standard and exceptional

cases.

เล

"The engineer's nudit is drawn up into a report and one copy is submitted to the buyer for his con- |sideration and action, The plant owner is under no direct obligation fo buy our oil. But the prospect, having come into contact with our Sincere scientific spirit in the as signment of grades of our product, gives us credit for equal technical skill and sincerity in correct manu- facture of the products recommpend. nd. So it usually happens that about seventy-five per cent. of the plants where we make lubrication audita become our steady cus-

tomers....

these studies, when it took years "Years ago, before we made to train a salesman, it required a

considerable effort to prevent our. salesmen from selling the cheaper grades when a high priced one was. proper for the job. So long as they looked upon themselves as mere salesmen competing with salesmen of other companies, their tendency was to sell the things on which price appeal came nearest to meeting the price offered by a competitor. An ignorant salema. tends to sell by price rather than service, Price is the only argu- ment he knows,

STOPPED PRICE QUIERLING. "A continuance of this process would have graded down pur sales have been in the lower grades, re- until a majority, of our sales night

"We seize every opportunity to co-operate with industrial prospects or old customers in a study or gardless of whether or not they re-study of our common problem. customer's purpose... Our Sales- were the proper instrument for the When industry in general, or one men's knowledge of their business industry alone, goes into a slump, stopped this deterioration. It was that is the time when industrial probably the only thing which sales might be thought to fall off. would have stopped it and turned i But slumps national or local are the other way. really our opportunity to increase our business, if not at the moment,

at least for the future.

HOW PRICE IS HANDLED.

"We have frco play for our in- stincts of still further study of our business. Study, upgrading, and simplification are continuous pro- "We never sell on a price per cesses. Our business is now to gallon basis. When our represon-sell servico rather than to sell a tative talks with a plant official commodity.Service'is much closer. he does not talk price per gallon. to the final consumer's pocketbook; We do not even sell any particular than a commodity. He buys ser- grade of product. We sell the right vice when he will not buy a commo- product for the job, and we sell, dity.

S

Telephone-0.2336

- MOTOR NOTES.

Quick-Fit Valvo Lifteri Quick-Fit Pool Kits Quick-Fit Tiro Patches

Rolls-Royce Motor Carriages Raybestos Brake Lining Raybestos Clutch Facing

Studebaker Cars and Butts

Scintilla Magnetos

{Smith Meter" Accesories

Thompson Gilcrome Valves

Terry Magnalo Spanners

Thornycraft T uels

T

U

Universal Valvo Grinders

Universal Rim Topla

Universal Socket Wrenches

The Hongkong Hotel Garage

Fotos nud: Acerasorica Queen's Road Control” ~

Tel. C. 4759

Servico, and Paris

Stoba Roitt

Tel. C, 4602

Before You Advertise COUNT THE "TELEGRAPHS

On The Kowloon Forry

Travel Home

VIA

CANADA.

CANADIAN

NATIONAL RAILWAYS

THE CANADIAN NATIONAL RAILWAYS largest railway in North America, offers every comfort and convenience to travellers going to England. We will be pleased to furnish rates and illustrated booklets on request.

Asiatic Bldg. Queen's Road C.

C.N.R.

Telephone

C.2004.

"Fréseive and decorate the Woodwork

of your House

with

MBORTE

WOOD PRESERVATIVE AND STAIN COMBINED

IN

THREE SHADES OF BROWN ·

“AND

THREE SHADES OF GREEN...

STOPS Dry Rot, Docay and

Destruction by White And

Tint Cards and

CO. Alexandra Building Telephone C. 763.

5. C. 72 tien from

WILKINSON, HEYWOOD & CLARK,

Hongkong.

Shanghai,

THE MODERN LIGHT IS ELECTRIC

healthiest,

most convenient LIGHT

"ELECTRIC

ELECTRICITY has created the modern Art of Illumination. It offers you more- Eght without gläre as well as increasing your convenience and safety, ELECTRICITY, used with fittings and shades of modern design offers the greatest light-value obtain- able and is adaptable to any purpose of use or beauty.

Use Electric Light in your porch, cellar, cupboards and on dark stairs, for your safety and comfort. It can be switched on or off in a moment from anywhere convenient.

"

The China Light & Power Co. (1918), Ltd.

SHOWROOM: 62, Nathan Road, Kowloon

Telephone No. K. 677.