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PRODUCT
MERCHANDISING MANUAL -
INTRODUCTION |
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INDEX
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THE REASON FOR
THE SALES MANUAL |
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Ask yourself these questions.
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YES
NO |
DO I REALLY KNOW THE ACTUAL
SALES POTENTIAL OF MY MARKET?
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HAS EVERYONE
IN
MY TERRITORY WHO CAN, IN ANY
WAY, USE ANY ONE OF THE WILLYS VEHICLES -- AND HAS THE MONEY TO BUY
-- BEEN SOLD?
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DO PRESENT OWNERS KNOW THE JOBS THEY CAN DO WITH
WILLYS ACCESSORIES AND AUXILIARY EQUIPMENT ?
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DO I KNOW ALL THE USES TO WHICH THE VEHICLES HAVE
BEEN PUT ALL OVER THE WORLD ?
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DO I ACTUALLY KNOW HOW TO
ASSOCIATE THE APPLICATIONS I'VE BEEN TOLD ABOUT, OR SEEN, WITH WORK
NOW BEING DONE IN MY TERRITORY?
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CAN I ANSWER ANY QUESTIONS ABOUT ANY VEHICLE IN THE
LINE THAT A CUSTOMER OR PROSPECT MIGHT ASK?
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DO I KNOW HOW TO EFFECTIVELY DEMONSTRATE ALL THE
VEHICLES AS WELL AS THE ACCESSORIES, ATTACHMENTS AND IMPLEMENTS?
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However, if the answer to every question is "YES",
you have little or no use for this book. You can pass it along to an
associate who would benefit from reading it.
If all, or even part of the questions have been
answered "NO", you should read all sections of the manual and absorb the
information and philosophy embodied in it. IT WILL DEFINITELY BE TO YOUR
ADVANTAGE.
This manual has been prepared to help anyone who
needs to know the answers to any of those questions.
The material in it is based on the practical
experience of those who have been highly successful in selling the
Willys line. They are men who have uncovered more and more uses for the
vehicles and have found new prospects and customers.
The information has been gathered by Willys as a help
for you, and for those associated with you, in merchandising and selling
vehicles.
Use it as it is intended to be used -- as a textbook,
or as a review and reference book. Put the information into actual
practice --at once.
IF YOU DO, YOU WILL DO A BETTER SELLING JOB.
THE WILLYS BACKGROUND
A deep and broad acquaintance with us is a valuable
ingredient in your promotion of sales. To let yourself become detached
in spirit from the parent company will rob you of some of your selling
effectiveness. Pride in your company will be reflected in your sales
approaches. Prospects will feel it -- and respond favorably to it.
Remember this -- both you and Willys have one common
goal: to put more vehicles in the hands of owners, and thereby keep our
profits on a rising scale. This calls for teamwork -- we can help you,
and you can help us.
WHO AND WHAT IS WILLYS?
When you decided to go into business selling Willys
vehicles, you elected to sell the products of one of the oldest
automotive manufacturers in the world.
Willys -Overland started making fine motor cars in
1903. Since then, the Willys record has been one of continuous
pioneering developing many
automotive "firsts". For example, the full-length water jacket.
The designing and building of quality automobiles to
meet the precise needs of an increasing number of motor-minded people,
has been a continuing policy.
Today, only Ford Motor Company and General Motors
Corporation are ahead of Willys in the export of utility vehicles from
the United States. That means that Willys leads Studebaker, Chrysler,
White, Mack, Reo, and others.
But Willys holds a record that is even more
impressive. It stands first in America in the export of Four-Wheel Drive
utility vehicles. This means that Willys is the logical company to turn
to -- when there's a need for extra power, versatility and go-anywhere
ability.
The Willys plant in Toledo, Ohio, U. S. A.
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is the parent factory. It has a
family of manufacturing and assembly plants in all parts of the world.
They are located so as to provide the freest possible movement of
products and parts within their area, and between countries having
varying import, export and monetary regulations.
All of these plants are operated under the same
requirements of quality control as the main plant in Toledo. Exact
duplication of production techniques, assembly methods and manpower
handling makes certain that
a
Four-Wheel Drive 'Jeep' Truck, (GVW, 6000 lbs.)
for instance, coming off
the line at any Willys manufacturing or assembly plant will be as fine a
product as any produced at Toledo. Beyond the obvious advantages of
lower operating expenses, greater physical plant assets, and greater
production capacities, lie the immeasurable potentials of great
industrial know-how -- fifty years of building fine automobiles and
commercial vehicles by Willys.
Willys now operates eleven plants in the United
States and eighteen plants in other parts of the world. This great
combination has assets of approximately 200 million dollars. Its
employees number nearly twenty-four thousand. Finished vehicles in
the hands of satisfied customers the world over exceed two million.
Significant to distributors, dealers and customers
throughout the world is the fact that these Willys resources also mean a
greater world-wide sales and servicing organization and a unique line of
quality vehicles that blankets nearly ninety-five per cent of the entire
automotive market. The Willys program thus provides, in addition to the
exclusive world-famous Universal 'Jeep',
one of the largest
selections of passenger cars and commercial vehicles available today --
vehicles of greater value and economy than ever before.
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INDEX
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