1929-11-23 — Page 13

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Hong Kong Hotel Garage. SOLE DISTRIBUTORS FOR SOUTH CHINA.

THE HONGKONG TELEGRAPH. MOTORING SUPPLEMENT.

BEWARE THE SUPER-SALESMAN.

[By Israel Klein]

Paul G. Hoffman of Studebaker

2 BO

A GOOD SALESMAN REPRESENTS THE BUYER AS WELL AS THE SELLER, SAYS HOFFMAN:

the buyer's alesman.

"

go-getter

Boware tha high-pressure, superwaalasman,gr he warns Lis, "More bunk has been written, about salesmanship and móra crimes committed in its name than any other subject in the world. Beware of the hypnotic salesman. He very likely hasn't got the goods."..

That, from a master salesman, tells what kind of a man he is...

Young, But Leader. Paul Hoffman la only 38 to-day. His smooth but mobile. Tace, his keen brown eyes permit him to maintain his youth, yet back of these is a self-confidence and strength of character that have set him up on equal terms with the much older executives of the auto- motive industry.

Eighteen years ago, Hofruar began like any other youngster as an ambitious auto salesman for Los Angeles dealer in Stude- baker cars. In all these years he has remained with Studebaker, climbing to the very top of the selling organization..

But he hadn't been selling auto- mobiles a year when he won Arct prize in a national sales contest and got a free trip to the Stude- baker factory in South Bend as his reward. By 1915, after four years of selling, he became retail sales manager at the Los Angeles! branch. He was only 24 years old then."

The war interrupted his automo-. tive career, but soon after his re- turn in 1919 Hoffman organized, his own Studebaker firm and, in the next six years, built up an organization that sold 4,000 cars a Fear. To-day Hoffman still has an Investment of $1,000,000. In this firm, while he is chief sales execu- tive of the entire Studebaker organizations.

Builder and: Seller.

Hoffman's activities soon came of to the attention of A. R. Erskine, president of the Studebaker Cor-

South Bend, Ind., Oct. 16. If high-pressure you were to talk to Paul G. Hoff- Ameries. man, vice president of the Stude- Yet no one could beat Paul Hoff-poration, and that's how the young man to the front in resenting such salesman of Los Angeles finds himself vice president in charge intimation. He hates the term of sales of Studebakers and still and he lets you know it, too. In part owner of one of the largest his resentment he reveals the real Studebaker distributorships in the qualities that have made him one country. of the best automotive salesmen and execatives in the United States

as

baker Corporation, for a short while, you would probably end the conversation by referring to him super-salesman. His mannerisms, his ideas, his very expressions seem to bespeak those qualities that have come to be accepted in this country as repre- senting the super-salesman, the

No Matter How

You Figure Its

A good cover plus a good tube leads to many extra miles of pleasurable motoring. Of course, punctures due to obstacles of the road cannot be avoided, but trouble due to old, leaky and, heavily patched tubes can be easily eliminated. And the most effective way to do this is to lit new

Goodyear Tubes.

Goodyear Tubes are made from firest quality red rubber. They hold air untailingly over a long period of time. Covers are thus allorded adequate support throughout their entire life. And you will find that covers so ably supported will render highly satisfactory service—always,

Looansitu

GOOD YEAR

3-28-19

Distributors:

Alex. Ross & Co., (China), Ltd.

PRINCE'S BUILDING, HONGKONG.

From this dual vantage point," Hoffman can give the prospective automobile buyer just as good advice us he can the hopeful auto- mobile seller. For example:

"Don't buy unless the salesman can prove to you that he has a worth-while product to sell," he saya. "See that, he is represent- |ing you as much or more than the seller. If he's a good salesman, and a square one, he'll do that.

"Convince yourself," he goes on, "that the man selling you the car is selling it on a basis that will leave you pleased with your pur- chase. Don't let him bog you down with the theories and techni calities of super-salesmanship. How I hate that word!"

His two score years of training have enabled him to tell us with authority just what to look for in an automobile we are about to buy. Here they are, in the order of their importance, according to Hoffman:

6-

"1-Character. 2-Appearance. 3-Performance. 4Value. Comfort. & Safety. 7-Economy- "But you may not be an average person," he realizes. So he goes on to qualify this arrangement..

"An elderly woman, presumably, would place comfort, and safety Arat," he says. "A young man just out of college, appearance and performance first. A man who can afford only a low-priced car, value and economy firat."

Whatever it be, adda Hoffman, lay your problem frankly before your salesman. Make him stick to the merits of the car. Nall him down to facta. Ask plenty of questions and insist upon sound answers. And buy only when con- vinced.

Heads Other Activities.

Of course, Hoffman has much more than this to tell his sales- men, for his, primary interest is selling automobiles. There is so much to this business that he has established a retail sales course for the 8,000 Studebaker salesmen In the United States and a factory school for all travelling represen tatives of the 22 Studebaker branches. He has even gone so far as to organize a retail manage- ment department which helps dealers in handling sales, account- fng and service layout problems:

But he hasn't concentrated on selling alone. At one time he wAL president of the Los Angeles traffic commission, which formu lated a street plan programme for the city. He was chuirman of the roads.committee of the Los Angeles Chamber of Commerce and he fa-director of the National Planning Foundation which hejps cifies improve their traffic systems: Besides those activies, Hoffman was instrumental in the founding of the Albert Russel Erakine Burtau for Street Traffle Research at Harvard University, which has developed trafic improvement pro- grammes for Chicago, San Fran cisco, Los Angeles, Boston, Now, Orleans, Knoxville and the 'state' of Massachusetts.

SATURDAY, NOVEMBER 23, 1929.

ALCOHOL RUNS CARS.

NEXT YEAR'S TAGS,

SAFETY GLASS POPULAR

It is estimated that close to 5,000,000 automobiles will be pro

William B. Irey of Manila, P.I., Thirty-one states will chauro tected by non-shatterable glass by has invented an intake manifold the colour combination of their Deo. 31 of this year.. which will utilize alcohol in run-. llcence tags for 1930 and 16 ning an automobile instead of different motifs will be used gasoline. At present, however, the throughout the country, the alcohol gives two miles less on aj American Automobile Association gallon than does the gas,

reports.

Over Hundred Miles per Gallon Normally.

B. S. A. ECONOMY

B.S.A.'s are economical not

only in petrol and oil cor- sumption, but in the very little amount of time and trouble necessary to keep "them "in tune" and in the very infrequent neces sity for replacements.

FOLLOW THE WISE AND CHOOSE A B.S.A.

THE SINCERE Co., Ltd.

SOLE AGENTS.

CHRYSLER

allove"

others.

SOLE AGENTS

The Republic Motor Co.

of China.

(Successors A. LUNG & Co. Auto Dept.)

A year passed...and still

30. 88. Des Voeux Road

The World Records of

STUDEBAKER'S

President Eight

Remain Unequaled!

than a year ago,fourniedystock

Mmodel Studebaker President Eights

"each completed their history-making run of that counts! To drive an ordinary car at 30,000 miles in less than 30,000 copscutive speeds which there Studebakers were forced minutes! Today this record remains up to travel-70, 75, 80, 85 and 90 miles per duplicated—even unapproached!

hour-would mean collapse in a short time.

The Presidents participating in this run' were selected at random in the Studebaker factory. The slowest time made by any of the four cars was that of a sedan-64 miles per hour for 30,000 miles! Fint across the line was a President Eight Roadster in 26,326 minute-an average speed of 68.3 miles per hour!

Distance alone is no gauge of perform ance. It's not how far-but how far bow fast

་

There is but one conclusion. Until the 11 world, 23 international and 115 official American speed and endurance records of Studebaker's Président Eight have been rivalled or surpassed, there is only one speed and endurance champion of the world.... Studebaker's President Bight!

The President is a champion as well in. beauty, style and value. See and drive this world champion ar-todayt

THE HONG KONG HOTEL GARAGE

25 Queen's Road Central

Tel. Central 4759.