Cashing In (1935) A/B Roll

this is the organizer system the exact service record of each car is transferred from this memo pad that the man who lubricates the car fills out to this record card see he has tabed this one so that on the 15th of the month one of these reminder postcards will be sent out if the customer fails to come in in then this second card will be sent out here's a combination worksheet record card and follow-up reminder first you write the customer's name and address here which automatically addresses the reminder card check the work ordered and when it is done tear off the original for your file give this duplicate to the owner put the reminder card back into the organizer system and you're all set for another mailing pretty smart Eh this is the master lubrication guide that gives every lubrication detail about every car on the road here is a duplicate for carrying in the pocket here are some more reminder follow-ups dashboard reminder tag a door jam plate and oil change bell some customers prefer one to the others here's this dealer's own newspaper that penzo prepares for him here are some postcards that he sends out to a general list of prospects to get them in for the first time this special lubrication sheet is sent to All pens Oil Dealers with a crank case which is a newspaper full of selling ideas what I've shown you is only a small part of the large number of helps and Merchandising plans that we offer our dealers what say we go back to the office Well you certainly give the pens Oil Dealers plenty to work with there's no question about that but I'm getting my share of the business I'm not trying to pry but what is your gallonage 15,000 gallons of gas and 325 gallons of motor oil every month and that's a pretty good business for me well let's check up and see if you really are getting your share you said 15,000 of gas and 325 of oil let's see how you stack up with the average here we are there are 35,000 888 cars right in this territory from actual registration figures figuring that each car uses 500 gallons a year and that's low because in 1934 the average car was closer to 700 Gall but we'll take 500 that means 17,94wh in a year the average car uses 15 gallons of oil a total of 5383 120 gallons right here every year which divided among you dealers gives each a monthly average of 598 gallons then figure 20 lbs of lubricants per year per car counting gear oil changes and everything and that gives a conservative figure of 7 17,7 lb of lubricants or 957 lb per mon month per dealer yes but I want this looks bad in spite of the fact that there are only 75 dealers here an average of 478 cars per Deo and the national average is only 83 you aren't getting your share of the business you're about 5,000 gallons of gasoline and 300 gallons of oil below the monthly average and you ought to be selling as much lubrication a month as you are now selling in two or three years and mind you the kind of customers that pens oil can get you will not only boost your gas and oil figures but they will buy an average of $24 worth of tires batteries and accessories every year you mean those other birds are getting business that belongs to me only about $4 or $5,000 gross a year that's all Mr Gates you wouldn't kid me your figures are right I'll show you how right they are what's your oil and lubricant inventory average oh about $300 a month month in and month out but you see I have to carry quite a number of different brands because some people won't take certain kinds and you have a gross profit of between 23 and $2,600 a year on oils and lubric don't you in other words you sell your complete stock about seven times a year and make a certain amount of money each time yes that's right it isn't enough that pens Oil Dealer we visited has invested in oils and lubricants only $220 about 1/3 less than you but he's making $4500 gross profit a year that means that he's selling that $220 stock 20 times a year to your seven times because anybody will accept pens oil he turns a stock into money faster that's the difference between an unknown oil and pens oil you know I'm confident that you can do the same thing I don't think so Mr Gates that Fell's a pretty fast talker I'm just a pump twister not a Salesman it's the easiest thing in the world for a man to be a good salesman if he uses the things he's got to work with for instance that pens tester changed a one quart sale into a six quart sale the disc chart and a good service job established confidence and 30 days from now that driver is going to get a postcard reminder that his car needs servicing he'll be back he won't want to go anywhere else that's why this dealer has the volume he has he changed onetime customers into a steady permanent income and every other alert pens Oil Dealer can do the same thing you now have the opportunity to sell new pens oil and a complete line of lubricants that one adverti through an imposing list of national magazines and other important medians and have been for many years three are supported as the point of sale by dealer helps that have proved themselves highly productive of sales for the dealer who will help himself for and the biggest thing perhaps is the fact that for a minimum investment you will get the biggest return on your money what do you say dick if you sign right now for your first order of new pens oil you're going to go farther in business success you're going to get there faster and your investment is going to be safer when can you get some new Penzoil out to me dick it's already halfway there