New Britain Herald Newspaper, January 12, 1928, Page 9

HILLIONAIRETALKS " ON SALESHANSHIP Remington Arms Corp. Presi- ' What makes a good salesman and why hardware dealers lose money, ‘were discussed at the Burritt hotel last night by Saunders Norvell, mil- -lionaire, president of the Remington Arms corporation and contributing .editor of Hardware Age. Mr. Nor- vell, who was characterized as “a master salesman” addressed a gath- ering of The Nutmeggers, an organ- ization of hardware salesmen doing business in Connecticut, the Connec- ticut Hardware association, the Paint Salesmen's club and a delegation of the New York Boosters' club. Mr. Norvell's talk was in anee- dote style, and he kept his audience amused and entertained as well as instructed as he drove hime a num- .ber of points which he told.his hear- ers were worth money to them. He created considerable amusement by telling & story of a time when he had sold out a large drug business for a million dollars and sat in & 50 cent restaurant eating lunch with a million dollar check in his pocket. “If I had told the men on each side of me that I had a million dollars in my pocket they would have sent for the wagon,” he said. Later he showed the check to the conductor on a train out of New York. The conductor refused to believe it was genuine and laughead it off with the expression, *“What're you giving me?" Believes in Samples “Show your samples,” advised Mr. Norvell, *“Show something. Don’t sell from a catalogue. The minute you show a man a sample you have established a bond of friendship. He is interested. I carried three or four trunks full of samples,” “After my first three years of training I never asked a man ‘Do u need anything today?' he stated. “Sometimes I carried a closed basket full of samples. I would refuse to discuss the basket or its contents until the dealer actually forced me to talk about it and insisted upon giving me an order. Today salesmen travel in high priced automobiles and won't carry samples. “It's a big mistake on the part of the average salesman not to carry samples, “I have never had any luck with a high priced salesmen,” he said. “I'd rather have a low priced man. It a man worth $10,000 a year out of a job, there is somethin wrong. “The felfow I want is the man who gets up early enough to get his store open at 7 o'clock in the morn- ing. He'll be successful because he doesn't know any better, “I like to study the minds of salesmen, but I find some of them have no minds. “We gave our men two weeks’ in- tensive training before sending them fout on the road. Sometimes I would -fcall a man in and say: “What ¢ kind of fishing tackle do we carry?’ After two weeks' training some of them didn't know—they didn’t re- £ member a thing, so we gave them 30 days' pay and let them go. It a4 salesman has no memory, what| good is he? - “I know some good looking young men, who register at the best hotels and carry grips, who can’t even re- member where they were yester- day.” Murderers Not So Bad “I've hired several murderers. They do well. Murderers are all sight: But never hire a thief. Once a thief always a thief. “I once hired some sales managers to keep in touch with the trade and sce how our salesmen were getting along. We had one man who was the finest salesman you ever saw. He knew the business thoroughly and could give the finest sales talk you ever heard. But he wasn't sell- ing. We sent a man to see what was the trouble. “Here's the way that man sold goods. He would sell his customer an order and then keep on talking about the merits of the merchandise. He never knew when to stop. The sajes manger took him to his room in the hotel, hit him over the head a few times with a pillow and said, ‘Stop talking and sell goods.’ After that he was all right.” One problem of the salesman and sales manager, he said, was that of selling opening stock to the hard- ware merchant who goes into busi- ness for the first time. In cases of this kind, he said, it is necessary to know the state of mind of the man| whe: “buys.” Many of them are men who have sold their farms, or sons of men who have. died and whose mothers have started them out with the insurance money. “I always study where the man came good characte: find this company ready to advance them money in amounts " | LOANS 'HE MUTUAL SYSTEM is a financial insti- tution operating under the supervision of the State Banking Department. Persons of try to sell him cheap buys on, a price besis. “We found that the frst do was to quiet the fears of . chant. I call on him, talk about his home town, his farm, the weather, the cows, pigs or any other common subject. Then I say "Well now that you've learned everybody is a thief and & robber I suppose yeu feel the same about me.’ He admits he does. Then I tell him that sny n who buys goods just because they are cheap is & fool. No mer- chant ever got rich that way. All those salesmen who prices are & lot of dubs. I give the man a sales talk on the merits of the goods I am selling and get right to the core of the deal. “Retail buyers can buy cheap and make money if they buy right. In the first place the jobbers have special brands. You want'to mark off 25 per cent for the jobbers' epecial lines. Then you come to the manufacturers’ special brands; mark oft 25 per cent for them also. Now you are stocking goo@s and nobody knows the price, For instance, take a razor strop. Everybody knows ragor strops are made from the belly of the cow where leather ia cheap or from the back where it is good. When the manufacturer gets through with it a lot of you fellows don't know whether it is back or belly. You want to charge off an- other 25 per cent for trust—you are buying on trust. Loophole for Chain Stares “There are some retailers who are sitting up nights trying ‘to buy cheap and let a lot of business go by the door. Where I live I use a lot of hardware, rubber hose and various other articles, but no hard- ware dealer ever tries to sell me hardware, They will talk about | everything else under the sun to me, but when I want to buy hardware I | have to break their stores and make {them sell to me. Maybe they don't think my credit is good. Then they wonder why the chain store is get- ting in. Mr. Norvell stated that it was his first visit to New Britain since 1913 but that he remembered many of the local manufacturers, mentioning George P. Hart, the late Philip Cor- bin, C. H. Parsons and his eon, C. B, Parsons, and a number of others. He sald Mr. Corbin told him one time that the greatest event in his life was the time he first hired a man, “It was then I became an execu- tive,” he quoted Mr. Corbin as say. ing. The meeting was the third annual session of the Nutmeggers, who make New Britain their headquar- ters. In the absence of President Linford C. White, of the Btandard Tool Co., of Waterbury, C. 8. Phil. lips of the L. 8. Btarrett Co., of Athol, Mass, presided. Leon Schwart® of the Patterson-Sargent Co., ot Long Island City, first president and organizer of the club, was toastmas- | ter. The following officers were elect- ed: President, C. 8 Phillips, Starrett | Co., Athol, Mass.; first vice-president, |J. T. McCulloch, Robeson-Rochester Corp., Rochester, N. Y.; second ‘vice- president, M. A. Miller, Yale &| |Towne Co., Stamford; secretary- : treasurer, E. C. Sullivan of New | Britain, connected with the Hotch- kiss Co,, of Waterbury. The following directors have been | elected, the last four being new elec- tions last night: Charles J. Heale, of the Hardware Age, New York; E. D. Jameson, the Eagle-Pitcher Lead Co.; M. L. Langel, the Osborn | Mfg. Co.; H. L. Morrison, Greenfield ‘Tap and Die Corp.; H. W. Eldridge, R. B. McKim Co.; John L. People, | American Steel and Wire Co.; Ed- |ward Swift, manufacturers’ agent, |Newton Highlands, Mass: A. H. Doonan, Pittsburgh Steel Co., Pitts- |burgh, Pa.; Howard Sullivan, A. G. Spaulding Byos, Chicopee, Mass.; and Stanley Mott, Devoe-Raynolds Co., New York. ‘There were over 100 present, rep- resenting hardware salesmen and merchants from practically all of the eastern states. PEOPLE'S BANK MEETING Directors of the People's Savings bank will hold their annual meet- ing next Monday evening at the banking quarters on Broad street. Oriental Rugs 8. V. Sevadjian 162 Glen St. Tel. 1190 r and permanently situated will UP TO $300 MEXIGAN REBEL 1S VISITING HAVANA Rimada Sole Surviving Clie! of Recemt Revolt (Copyright 1938 by United -Press.) Havana, Cuba, Jaa. 13 (UP)—On the eve of the convening of the sixth Pan-Americen confersncs, the Mexi- can revolutionary leader General Hector Ignacio Almads, with his chief ald General Antonio Medina, has established headquarters in Havana. The firet formal statement will be issued at tenight, General Almada told the United Press. Almada, former chief of the gar- rison of Mexico City, and Medina, chief in the state of Vera Crus, beth denied reports they had escaped from Mexico—after the October revolution in Mexico—just ahead of pursuing parties. Tell of Flight. ‘The Mexican leader sald he and his forces had easlly outdistanced the Mexican troops, had proceeded to the Guatemalan border and there turned his troops over to anoth:r commander. He and Medina pro- ceeded leisurely into Guatemala finaly making thelr way to Puerto Barrios. He sald he had never used an assumed name while in Guate- mala, “The Mexican revolution jnstead of being terminated is just begin- ning.” he told the United Press. ' has the greatest chance of success of any revolution that has taken place in Mexico in the last 17 years. The ideals of the revolutionists are antj-reelections, liberty of conscience and freedom of religious worship for all without discrimination.” General Almada sald his visit to Havana at this time had absolutely nothing to do with the convening of the Pan-American conference. Neither has it anything to do with the fortheomiag presence of Preal- Coolidge here. Almada said he rad no intention of makiag any reprosentations te- wards the American delegation. Visi¢ Is Secvet. “For important reasens I am wn- able to dfpcioss the real purpose of my visit hore,” Almada said. “7 am not able to say how long I shall be hepe.” Ho declared that revolutionary so- tivities which began in Mexico in October 1937 were still continuing in the states of Vera Crus, Oxacs and Tabasco. He and his followers are directing the activities, he said. He sald approximately 7,000 armed men otill are in open hostility te the Calles regime. [ Similingly Almada estimated the number of anti-Callistas in Mexico now at 14,000,000 or “approximately the entire of Mexioo.” He said he had 20,000 follow -a in Mexican states other than Vera Cruz, Oxaca and Tabasco, The headquarters of the revelu- tionary leaders is & three room suite in the second floor of the Hotel Harding. There is & secretary in a tendance and a number of oth'rs seem to be employed there. ND HEARINGS BY NAVALCOURT TODAY Members Make Personal Visit © toGrave ol S4 Boston, Jan. 13 (M—The naval court of inquiry Investigating the sinking of the submarine 8-¢ off Provincetown last month, stood tem- porarily adjourned today to allow its members thelr first opportunity to inspect the scene of disaster. The destroyer Maury was the ship designated to take Rear Admiral Jackson, president of the court, and { his colleagues, Rear Admiral Julian L. Latimer and Captain Joseph V. Ogan, to the waters off Wood End 88 LINCOLN STREET Louie S. Jones Agency 147 Main St., Tel. 140 Built by possibly visit other unita of the Beet, Rear Admiral Phillp Andrews, commandant of the first naval dis- trict, was on the stand the greater part of yesterday as the inquiry wound up its business before pre- paring to depart for Provincetown. He testified to the speed and dis- patch with which help had been summoned. Naval procedure was shattered to mest the emergency, he said, and he pald a tribute to the spirit of cooperation shown by naval personnel and civilian transportation systéms in placing 4n motion the machin-ry of rescue, LAUNCH EXPLODES Hamburg, Germany, Jan. 12 (P— The carburetor of a motor launch | loaded to capacity with dock work- | ers exploded in Hambury harbor this morning. The workers jumped overboard. All but two of the 90 persons aboard were rescued from | among the ice floes of the harbor. Thirty-five of them were more or lons seriously burned. Ready for Occupancy See Mr. Loomis on the premises or call him at 2640, or call at The Lincoln Harry J. Battistoni T T TwT T T TuT TmT Tt Tm T Tm T Twt Tt Tt TuT Y = NEW BRITAIN DAILY HERALD, THURSDAY, JANUARY 12, 1928, The Master Plumber is the doctor’s first lieu- tenant. The Master Plumber keeps faith. LEROUX —the Master Plumber. He is at your service. CLAvUDE J. ~Plumbing - ~ Supplies - B If it works, yoli take it for granted. # You are content. Ifit doesn’t work, if it gives you trouble, you must trust to the ability of your plumber. In the name of com- mon sense, call a master plumber. CALL LEROUX- . He is at your service. WONANS [APPAREL SPECIALTREY WIDDLETOWE == NEW BRITAIM HAVE THE HONOR TO ANNOUNCE THAT THE PRIVILEGE OF PRESENTING Youthful CO-ED DRESSES IS OURS EXCLUSIVELY IN NEW BRITAIN ED Dresses are the accepted of the well dressed school gir and smart thought in modern Fashioningand are created to meet the needs of the style- wiscmiss who knows Fashion intuitively. SEE WINDOW DISPLAY OUR TWENTY PAYMENT PLAN Borrow § 60'pay back § 3.00 per month Borrow § 80 pay back § 4.00 per month ‘Borrow $100 pay back § 5.00 per month Borrow $140 pay back § 7.00 per month Borrow $160 pay back § $.00 per month Borrow $200 pay back $10.00 per month Borrow $300 pay back $15.00 per month Plus lawful interest. Pay your loan sooner than you contract for and reduce the cost. TELEPHONE 4930, THE MUTUAL SYSTEM 81 WEST MAIN STREET Professional Buliding, Rooms 113-118. Opposite Capitol Thoater. Under the Supehvision of the State Banking Commuisstomer. Opem 0 A. M. 10 5 P. M—fntunday to 1 P. M. Construction 676 East Street Tel 2833 Building N T e T T e T e T Te T Te T Tm T Tu T Tu T TuT Tu v Tu T TuT 7o <