Page 115 - Past Chair Book-Pre 2020

l irst . h i m u i l C o n v e n t i o n 117

The wav the business is handled at the present time, most
every dealer seems to want to get an assortment of all the differ­
ent chucks made. I think it the greatest mistake in the world.
Now. my idea is, and if I were a dealer I would do this— if
1 wanted to handle chucks 1 would go to each one of the manu­
facturers and examine their goods and sec what in my opinion
would be the best chuck to handle out of which 1 could make the
most monev. I would be headquarters for that chuck, provided 1
could make the arrangement with the manufacturer. T would

then have something to talk about, and have a good stock to show,
and could give reasons why I had adopted that chuck for my
business.
As it is now, almost every dealer has a mixed lot, three or
four sizes of mine and three or four sizes of the other man, and
he has not a complete assortment of any make. When a customer
comes in he does not know which is the best, and so it goes. If
the dealers would sell them as they do other tools, and have but
one make of chuck, whatever it is, I believe the dealer and the
manufacturer would make more money in the chuck business
than they do at the present time.
I have one customer in mind at the present time. I was six
years in arguing that point with him, and he finally adopted our
make of chucks. Previous to that he had been selling everybody’s.
His business has increased. He has been able to fix prices and
hold them, and he has told me time and again that he has made
ten times as much money as before. I am not talking about my
chuck, but satisfy yourself as to the chuck you can do the business
with.
There* is a little consigned stock of chucks scattered in almost
every store in the United States. These rust and tarnish, and
you could hardly tell whether it is a chuck or a sledge hammer by
looking at it. I do not believe that is a very satisfactory way to
handle the business with the dealers, and I know it is not with the
manufacturer. Those are the principal points, and the others
could be discussed with the parties in reference to taking up a
line of chucks.
I can assure you that so far as my company goes we shall
be glad to co-operate with this Association and do everything