The Harvester World: Volume 5, number 7, July 1914

              TEACHING OUR  OWN  SALES   FORCE  TO KNOW OUR OWN MACHINES

By C. A. Claypooi., General Agent, Fort Dodge, Iowa
On a farm which was owned by the late Senator DoUiver, about two miles west of Fort Dodge, occurred the spreader examination, which is depicted on this page. We did not invite the outside world in to witness the demonstration, and only our own men were present. They were there for reasons of research.
The purpose of the conference with ourselves was simply that of rejuvenating spreader sales. When business on any article declines, even momentarily, it seems to affect the salesmen in such a way as to cause
about double the width which can be accommodated without the attachment. One-half as much time is like¬ wise consumed in unloading when the wide-spread spread is attached.
Our entire force took great interest in the demon¬ stration, and what is of most importance they came away with a much better knowledge of our machines and what they will do than they had before the demon¬ stration was given. Every salesman and blockman became enthusiastic about spreader sales.
The  results  were  instantly  noticeable.    Blockmen, who prior to the day of the demonstration were behind on spreader sales, immediately began turning in carload and  half carload orders, and salesmen, who prior to that   time  had  sold a few spreaders, began an enthusi¬ astic campaign for dispens¬ ing the spreader line.   Prac¬ tically   all   of  them  began turning in several spreader orders per week.
The Ft. Dodge sales force, who gave themselves a demonstration
them to give more attention to the lines which are in greater demand. The purpose of this conference was to revive interest on the part of our entire sales organization in the manure spreader line by focusing for the time being our attention upon it.
Two of our machines were put to work on the DoUi¬ ver farm, and likewise another spreader of one of the best known lines outside of our own. The three machines were set to handling the same material under the same conditions, Comparison was so easy that it was impossible to avoid it.
All the boys assisted in setting up the machines, and getting them ready for the field, and in loading them at the barn. After watching the three spreaders in the field they made a careful examination and comparison of them, point by point, bringing out the special fea¬ tures in each. One of our spreaders was equipped with a wide-spread  attachment which, as is known, covers
The Demonstration
From every standpoint this demonstration worked out to advantage, and we know of nothing else that we could have done that would have resulted in so much interest and that would have produced such big results.
A MATTER OF REVISION
Luncher—"Look here, waiter, I'm very sorry, but I've only just sufficient money with me to pay the bill, and nothing left for a tip for you."
Waiter (confidently)—"Would you mind just letting me 'ave another look at the bill, sir?"—London Sketch.
Charley Sharp, of Auburn, U. S. A. was turned loose Tbe talk was pn Qgod (Jpods.
jii ihii li.slple»» biaiLli ol men.   They are the Ogdensburg field force Jn th* front rasks is the Boss, H. W. Osgood