Studebaker Sales Training Film (sound)

now the stage is set this is a hell of a place to have to stop one foot on the clutch and one on the brake how's a fell supposed to feed the gas just lift your right foot off the break huh and roll back down that Hill not much just lift your right foot and see well just as you say after all it's your car say what is this that's the automatic Hill holder Mr dick develop by stud Baker for just this situation well say that's all right why don't you say something about it before well I wanted you to discover it for yourself and it only costs $8.50 extra H that's all right now Mr Dixon I'm going to show you a miracle a miracle ride let me take the wheel here's the climax of any demonstration the miracle ride you drive it first then let your prospect drive over this route the champion tells a story of riding comfort that no other low priced car can even approach so with this impression still fresh in the mind of your prospect head for home and the clothes that smart always sit him down in the closing room for the appraisal and that broad smile sure helps any apprais his figures well what's the bad news nothing but good news Mr Dixon the best in the world if we can deliver that champion to you this afternoon it won't cost you a dime how's that for good news that doesn't mean anything how much your month oh fully equipped all taxes paid with license and title ready to drive for $34 a month how much is that for my old car Mr Dixon that's allowing you $375 for your car and I'll bet that's more than you expected huh 375 hey wait a minute Ford offered me $60 more than that uhoh here comes the Chisel you're a businessman Mr Dixon you know that with all the champion offers you all I know is i' FD offer me $60 more on a trade than you fellas will sure I'd like to have a stud bager but I can't laugh off $60 but dollar for dollar you'd rather have a champion wouldn't you frankly yes and if and if we were to top the $60 difference they offered you you'd take delivery on a champion today in 2 minutes Mr Dixon you're in the habit of driving a car three years how far do you drive in a year my uh about 12,000 miles but what is that what's been your average mileage in your Ford oh I get about uh about 17 17 but look here pardon me just a moment please all right in 3 years you've driven 36,000 Mi so you've used 2,118 gallons of gas at 19 cents a gallon for a total of $42.42 national aage averages prove that the kind of driving that delivers 17 m per gallon in a Ford will deliver at least 22 m to the gallon in a champion so let's see in 36,000 Mi of driving that's 1,636 gallons of gas at 19 a gallon for a total of $310 184 that means a saving of $915 by driving a champion look what what is this all about I'm simply making good my promise Mr Dixon now in 36,000 Mi of driving how many tires did you buy H why let's see six all together but I don't understand tires for the champion cost $4 less a piece than Ford Tires that's a saving of $24 now in this state the license for the champion is $3 lower than a license for a Ford in three years that amounts to $9 let's put that down oh and because the champion is more efficiently cooled the cooling system capacity is smaller and you save about $1.50 A year an antifreeze or $4.50 during the 3-year period listen all I know is now Mr Dixon we have more than doubled the premium that Ford offered you they said they'd give you $60 extra well here's proof that we're giving you $129 extra yeah and that's only the start by driving a champion you'll save a lot more money on tradeing allowance because a real Economy Car commands a much better tradeing allowance than a gas hog so Mr Dixon you can drive the car you really want and you're way ahead in the money you've saved yeah it's just like you added that $129 to my trading allowance call it anything you like it's money in your pocket okay it's a deal but why I hell didn't you say in the first place oh yes here we are again ready for those reports on streamlined selling the boys look a little sober tonight keep your seat Jerry fellas if I remember correctly we're gathered together this evening for a little free confession forget it we'll just skip that from my own experience I'm quite satisfied that we'll all avoid embarrassment and get further ahead if we look to the Future instead of the past this morning we set up our responsibilities yours and mine but it seems there were some things I overlooked from now on we're going to have demonstrators and I mean demonstrators that are just as clean and sweet running as my own car Jerry that's up to the service department and I'll be checking you on them from now on our service department is going to turn out nothing but stud Baker boosters this is no criticism of you Jerry you've been undermanned in the shop you need service facilities that are just as modern as the cars you're servicing and it's my job to give them to you we can't afford to have a single dissatisfied owner one dis satisfied stud Baker owner can sour more prospects than half a dozen salesmen can dig up we've got to do more than a good service job we've got to do the best job of service in this man's town now I'll do my part by giving you everything you need in the way of Manpower and tools as fast as I can and you've got to do your part by making every service customer feel that his car is the most important thing in your life it's a deal and that's the best news I've heard in years well now we come to the bottleneck of the whole operation used cars we've got to keep our used cars rolling at twice the speed of our new cars or we're stuck we must turn over our entire used car stock at least every 30 days what's the answer Al well if we can get cars through the shop faster we can move them faster with a server setup I've got in mind our reconditioning will average about 56 hours and we'll do the job job a lot cheaper than we're doing it now that's what we've got to have in order to hold up our end you know in new car sales you've got stud Bakers reputation and the factor is advertising to help you sell you've got the edge on competition but out there on the lot we've got exactly the same kind of cars as every used car out in town and our prices have to be in line too so our only chance is to give the customer more for his money we'll give you that age all right boys there's the picture of our business and it's a picture that's got to be right in every detail sell the new car right and you'll get a used car at a price that will enable Jerry to give it the kind of reconditioning that will enable Al to sell it fast enough to enable you boys to sell more new cars just three departments in our business new car selling used car selling and service but each one has got to be tops or the whole organization flops and when we're talking about getting up into the big league we're talking about grading up our entire operation just one thing more what stud Beaker has done in the last year has put stud Beaker right in the spotlight people expect more of stud Baker and with the stud Baker emblem on our window the spotlights on us when you shake hands with a prospect swell out your chest stick out your chin you're not just working for studabaker in his eyes Mister you are studabaker and there's no bunch of men under God's heaven as well qualified as you to step out and lead the [Music] parade