We had plenty of
money. Since the first year we have practically always had plenty of
money. We sold for cash, we did not borrow money, and we sold directly
to the purchaser. We had no bad debts and we kept within ourselves on
every move. I have always kept well within my resources. I have never
found it necessary to strain them, because, inevitably, if you give
attention to work and service, the resources will increase more rapidly
than you can devise ways and means of disposing of them.
We were careful in the selection of our salesmen. At first there was
great difficulty in getting good salesmen because the automobile trade
was not supposed to be stable. It was supposed to be dealing in a
luxury--in pleasure vehicles. We eventually appointed agents, selecting
the very best men we could find, and then paying to them a salary larger
than they could possibly earn in business for themselves. In the
beginning we had not paid much in the way of salaries. We were feeling
our way, but when we knew what our way was, we adopted the policy of
paying the very highest reward for service and then insisting upon
getting the highest service.
Pages:
87
88
89
90
91
92
93
94
95
96
97
98
99
100
101
102
103
104
105
106
107
108
109
110
111