ON THE ROAD

Manawatu Times, Volume LIII, Issue 6539, 22 February 1928, Page 10

ON THE ROAD

INTERESTING LUNCH CLUB ADDRESS. Hr A. Hopwood presided over yesterday’s meeting of the Palmerston North Citizen’s Lunch Club. In introducing the speaker tho chairman remarked that, though many o£ those present were acquainted will Mr Plzzey they were perhaps not so well acquainted with the vicissitudes of a traveller’s life. In opening his address Mr A. V. Pizzey stated that unfortunately commercial travellers had rather a reputation. “With tho exception of politicians we are looked upon as the world’s champion gas-bags,’’ ho added amid laughter. There were many books, he said, upon tho theory of introducing goods for sale, but ho had found that experience was by far tho best teacher. He related an early experience with one of these theorists. This particular individual was fairly bubbling over with enthusiasm and theory. At the end of some hours of “listeningin” Mr Pizzey absorbed ono outstanding feature of the gentle art. This was in tho method of attack, and consisted of walking in confidently, fixing the proposed customer with the eye, and by the use of will-power and eloquence dominating him (even against his will) to do business. Tho speaker then humorously recounted home of his earlier experiences in the Hawke’s Bay district. One of the first points he found out was that customers must have confidence in tho traveller. Retailers would not place orders with a traveller in whom they had no trust. This confluence was one of the commercial travellers best assets. In dealing with the experiences of some of his colleagues he recounted that of one who always made a point of taking samples with him. During the recent slump ho had had a particularly bad run not being allowed even to open his bag. Calling on an old customer one day, he asked if he might bo allowed to display his wares. “It's no good,” said tho draper, “I can’t do any business, to-day.” “Well,” replied tho man of tho road, “may I open the bag, anyway. I haven’t had a look inside it for three weeks.” A Great) Asset. “One of our greatest assets is our optimism,” continued the speaker. “The cheerful grin which we conjure up whether business is good or bad is an invaluable aid to us. Wo must remain cheerful even though our mouths may feel inclined to droop a bit at our frequent lack of success.” • A Traveller’s Life, Mr Pizzey then dealt briefly with some public misconceptions of the Travellers’ life. Ho pointed out that mast Commercial Travellers were married men With families, and as much of their home ties as any other man. They were equally as temperate, too, for no business man would deal with a traveller who i smelt of liquor. Individually travellers were no better nor worse than other men, but they had more temptations. The Traveller’s Importance. The speaker pointed out that many firms did not realise how important a post tho traveller held. Many customers did business, not because of the firm, but through personal contact and esteem they held for the j firm’s representative. He, personaly, had never yet met 1 the head of a firm who, after seven days’ experience, was not tired of the roving and unsettled life. He had found, too, that customers did not necessarily open their hearts to these people, but waited until tho traveller popped round next time before booking the order. Mr Pizzey then narrated tho ordinary routine of .a traveller in starting on new ground. A-rising at daylight, he would proceed to tho station only to find that the goods had perhaps been sent to another station. Much time would be spent in chasing them, and tho rest of tho day in unpacking the goods, making appointments, etc. The speaker then dealt with the ap- ' pointments and disappointments of i the ordinary day. Ho urged those present, who may have dealings with | travellers, to abide by appointments 1 made, as frequently a single delay of even an hour upset the whole day’s arrangements. C.T.’S In. England. “In England,” said Mr Pizzey, ‘there is always a special dining-room 1 set aside for travellers at tho larger hotels. There travellers meet, elect their own chairman, and generally discussed matters of interest. It was a very good custom, too. C.T.’s Aid To Charity. In conclusion Mr. Pizzey outlined the different charitable works undertaken by commercial travellers in their spare time. At the close of the War the commercial travellers of Wellington had raised tho sum of £25,000 to assist returned soldiers. Palmerston North travellers had raised £5,000 for tho same purpose. Since ' then each year tho Palmerston North Commercial Travellers Association had raised annually about £SOO for charity and it had kept tw,...y families going during bast Christmas. Ho urged all to support the commercial travellers in their effort next

Saturday and to help to make this Charity day a record. In moving- a hearty vote of thanks to the speaker Mr. A. E. Ekstedt referred to the good work that had been done in Palmerston North by the speaker, and asked all present to show I their appreciation in the usual man-