While on trains, planes or boats one often meets some very interesting traveling companions. It has been our good fortune to meet, under these circumstances, not a few executives of big organizations.
Only recently a passing remark drew us into conversation with an executive of one of our oldest and most respected New England manufacturers. Our discussion, which lasted for several hours, led us into one of business and business policies.
We were not surprised to learn that integrity was the number one rule of his organization. Engineering ability, service and honesty were always synonymous in our mind with the name of this firm. They have been and still are “tops” in the field of manufacturers serving industry. We doubt if any one of their thousands of customers ever questioned their fair and square dealing. This executive mentioned these policies when he said that each of his salesmen knew that the slightest misrepresentation meant that they were automatically “fired.”
The next day we happened in on one of our youngest and newest dealers in used machinery. Within a few years he has established a business of which some of our older concerns in the same field could be proud. He is going places! His question then was the type of advertising copy to use. It has always been our contention that there is more used equipment purchased because of confidence in the dealer than for any other single reason.
This young dealer started out with a highly ethical merchandising policy. It is the basis for his rapid success. His modest rebuilding shop would hardly make much of an impression, and the only “story” he has to tell is his ability to furnish some of the demand for machinery and back it up with an unqualified guarantee and a reputation for fair dealing. He could boast about how honest he is, but he has the confidence of his customers so why not let them tell his qualities? The day before we called, he had received an order from one of our largest industrials. It was based on previous experiences with his organization. He had their confidence. Furthermore, he aims to keep it by giving them the utmost for their money. People are willing to boost—and rightly—an enterprising organization like this young dealer has in the making.
Probably this is all drivel to a lot of people, but to us, we like to shout this kind of business integrity from the housetops. We like the outfits that “lean backwards” Surely the majority of business men are honest, but there are some who still think that the best way to get business is to paint a colorful picture about their merchandise and hope to get by on a lot of hot air and promises.
The old established order of it is good business to be honest still prevails and our citation of the old New England establishment and this enterprising used machinery merchant bears repeating. At least this is our humble opinion.