At present the modern motor-car manufacturer labours under one great difficulty, that almost every year he has to change his models, either for the purpose of giving the public something better or because he has found an improved method of manufacturing which necessitates a change of models, or because the public demand a change. Whilst constant change is exceedingly interesting, it is not the best way of obtaining cheap motor-cars, or even the best motor-car.
Outside the innumerable commercial possibilities of the motor-car, there comes the question of military use. Military transport experts are also taking note of the new developments, as instanced by the Napier baggage lorries employed during the Hastings run in 1909, and also by the em ployment of maxim-guns mounted on motors during the late manoeuvres. Then, too, Napier motor engines are being largely used for naval purposes; and no doubt other makers have had Government orders of this nature.
Taking into consideration these various factors, it is obvious that the motor industry is really only at the commencement of its history, and this without reckoning the new field for employment opened by the development of aviation.
The question, however, of investing money in motors is still one that requires most careful consideration, and I think the investor generally will do best by investing in existing companies, which, whatever the development of the motor trade may be, if they are well managed, will always stand the best chance of getting the cream of the new trade. Such companies being already established have vast commercial and manufacturing experience in this particular business, and it is easier for them to develop their existing factories than it is for an entirely new firm to build up a goodwill and factory-selling organisation in competition with the established firms, unless it has something unique to offer the public. And it is well for investors to remember that it is seldom that new inventions of a far-reaching character are offered to new people. New inventions are first offered to the big exist-. ing companies, and when these have failed to adopt them, the invention is next brought to others outside the ordinary run of that particular business, with the hope that outsiders in their ignorance may take them up.
In regard to entering the motor business, the simplest and easiest way for small investors is to take up the agency of a good firm in either a town or district, and there develop the local trade in that particular make of car. A considerable amount of money is being made in this way throughout the whole country, arid for those investors who give the necessary time and atten tion to suiting the local requirements of their customers, a very good return for their investment is made. It is a class of business that wants incessant personal attention, and is seldom carried Out successfully by the investor who merely instals a manager and provides the capital. Success is for the
working investor rather than the sleeping partner.
Turning next to the man who wishes to take up the trade as an employee. He has several courses open to him. Either he may apprentice himself in a factory and learn the making of cars, until he rises to the position of fore man or manager of the machine shop, running shed, assembling shop, draw ing office. &c., or he may be taken on at a. firm's garage, first as cleaner, then as driver and general repairer, and then as demonstration driver, until he finally becomes tester, with a fixed salary and a commission on sales. These two alternatives call for an intimate knowledge of, and practice in, actual working in machinery, fitting, repairing, electrical problems, &c., while the tester must be able to dismount, assemble, repair, test, tune up, overhaul, and drive a car.
Associated with the above, and calling for expert knowledge, is that of salesman, but here a " talking knowledge" is a sine pa non. The salesman must be able to impart what he knows. Ile need gat necessarily be able to drive or repair a car, but it is better that lie should be able to do so. He must know all about his car—its advantages over other makes, its perform ances at competitions, its speeds, petrol consumption, and certificates held by the car, &c. Also he should possess a knowledge of coach and body work, and he must have the prices of accessories at his finger-ends.
A pleasant manner, tact, and the power of summing up individuals are valuable assets in the sales department. Perhaps tact and common sense are the most important qualifications of all. Added to his selling qualifications, he should study the art of advertising, writing of pamphlets descriptive of his car, and should be prepared to defend his car against attacks in the press. His duties, therefore, include those of a journalist to a certain extent. He must, it he desires to rise, he capable of managing a department, such as secretary's, colonial, advertising, repair, &c., and should study value received for any sums disbursed, and must be careful to see that all contracts are carried out to the letter. On the other Land, he must beware of general statements likely to give a wrong impression, by Nv hi ch he would be commit ting his firm to a line of action not in accordance with their policy. As in other businesses and professions, prospects of advancement certainly exist, and capacity and hard work will always go to the front in the motor trade as in the banking or any other business. With regard to remuneration, it is impossible to state even generally what a man can earn as head of a depart ment, either in a London showroom or a factory, either as salesman or as tester.