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 32 X 
 
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 CANVASS AND SELL 
 
 Rowing & ila|itug 
 
 il 
 
4']1fc^'+ 
 
 i 
 
 POMPLJMENTS QF 
 TORONTO. 
 
 I 
 
 Presented to 
 The Library 
 University of Guelph 
 
 By ALM MATSR 
 

 HOW TO 
 
 CAXTVASS & SELL 
 
 MOWERS AND REAPERS. 
 
 
 HE ait or science of knowing how to 
 sell Agricnltural Tmplements is 
 known only to a very few of the 
 thousands of agents throughout the 
 country. Many men accept an agency 
 for the sale of farming tools, simply to say 
 that they are engaged in business ; others go 
 into the business supposing that, as soon as 
 they distribute their advertising matter, and 
 insert a notice in the county paper, they 
 can return home, sit down, and wait for cus- 
 tomers to come rushing in to buy. 
 
Energetic Agents. • 
 
 There are, however, a few live energetic 
 ai^ents who have reduced the business of sell- 
 i.ig Mowing and Reaping jMachines to a 
 science ; the result is, such men virtually con- 
 trol all the trade in their territory. With an 
 experience of more than twenty years in the 
 manufacture and sale of Grain and Grass-cut- 
 ting machinery, we desire to give you our 
 ideas on the subject of how to sell Implements. 
 We have carefully watched the rise and pro- 
 gress of this branch of industry, to learn how 
 the largest number of machines can be sold in 
 the most profitable manner. 
 
 First-class Implements. 
 
 It is of course necessary that an agent 
 should handle a first-class implement, one that 
 is known to possess special points of excellence 
 over all others. The Toronto Mower affords 
 the best example of this kind known, and is 
 recognized as such by competing manufac- 
 
 X 
 
6 
 
 ♦urers ; as a Grass-cutter it combines more 
 " strong points " than any other implement of 
 a similar character yet produced. 
 
 Energy and Perseverance. 
 
 But, " being the best mower in the world" 
 will not always sell it ; energy and persever- 
 ance are necessary to bring it before the peoj)le, 
 and when once thoroughly introduced in your 
 neighbourhood, you will then reap the benefits 
 from your early labors. 
 
 When to Canvass. 
 
 During the winter and spring months, when 
 the weather is bad, and the roads almost im- 
 passable, much good work can be done by 
 calling on the farmers of your district, making 
 new acquaintances, .finding out those who in- 
 tend buying a machine the coming season, or 
 the farmer who has an old machine that he 
 considers it doubtful whether it will go through 
 the harvest without breaking down. Give 
 
6 
 
 them a catalogue, and explain ho>v easily it is 
 for the Toronto Mower to cut the worst down- 
 tangled clover or the tallest timothy ; what a 
 success it is, in cutting through orchards ; how 
 nicely the bar can be elevated to an upright 
 position ; and show them the picture on page 
 16, of the Mower passing a tree. This is one 
 of the grandest features ever put on a mowing 
 machine, and a farmer who cuts orchard grass 
 or haB a stumpy meadow, should by all means 
 possess one of these Mowers. 
 
 Flexible Gutter Bar. 
 
 Then again, you know the cutting bar works 
 as upon a hinge, which readily allows it to 
 follow the ground closely, in and out of fur- 
 rows, or it can be instantly raised by the Foot 
 lever to pass a good-sized obstruction, and that 
 too, without the driver using his hands. This 
 allows him full control over his team, which is 
 a capital feature. 
 
Important Features. 
 
 Show him how the draft rod is attached to 
 the machine so as to relieve all side draft, 
 and the perfect pitman connection, as illus- 
 trated on page 1 of the oitftlogne. 
 
 Mechanical Gear. 
 
 By the excellent picture on pjig«^ 14 you 
 can clearly ex])l.ain the " magnificent mechani- 
 cal gear." This new power is one of the won- 
 ders of the nineteenth contuiy : wliy, think of 
 it ! there is only one rotatimj eotj wheel on tlie. 
 entire machim. If he has an old Mower, go 
 and count the cog wheels on it, and you will 
 at once convince him of this valuable feature 
 of mechanics. 
 
 Good Argument 
 
 Show him the Elevemi cogs in year at mie timet 
 and explain the additional power ^ined by 
 
 ehoke up or slip. 
 
8 
 
 Malleable Iron and Steei 
 
 DeHcribo the material used in the oonstrnc- 
 
 tion of these machineH. He will appreciate 
 
 the difference between malleable iron and old 
 
 pot metal. Describe the steel shafting and 
 
 bars, and the cold rolled iron that enters so 
 
 largely into the composition of our machines. 
 « 
 There are many other excellent points that 
 
 you can post yourself on, and when canva88> 
 
 ing, explain them to your customers. 
 
 Letters from Farmers. 
 
 The Toronto Mower was thoroughly tested 
 in all parts of Canada last season, and you 
 will find over a hundred letters published in 
 our 1878 Catalogue. By referring to these 
 when canvassing, you will be able to find 
 some one among the number with whom your 
 customer is acquainted. These testimonials 
 are Ixynd fide expressions from actual pur- 
 chasers, and ^#iiave taken particular pains to 
 
9 
 
 secure their proper naiineH and addressee, ho 
 that any one can write them with reference 
 to our machines. 
 
 By a plain statement of these facts, you at 
 once interest the farmer and open the way for 
 a sale, when — if not closed at the time — you 
 leave with him a catalogue, secure his promise 
 not to purcha.se until he has examined your 
 sample machine, and, taking his name and 
 address, leave him until you make your next 
 canvassing trip through his territory. 
 
 The Successful Salesman 
 
 Is not always the read} and fluent talker,, 
 but more frequently the patient and persis- 
 tent agent who has ready proofs to make 
 good his assertions. He generally closes the 
 season's business with the largest number of 
 sales. 
 
 The Successful Way. 
 
 When spring fairly opens, and farmers are 
 
Jo 
 
 beginning to look around for the new tools 
 necessary to gather the coming crops, then the 
 best plan to open up the canvass is to set your 
 sample Mower up in good trim, and load it on 
 a light spring wa/i,'gon, which can be nicely 
 -and easily done by backing it in, allowing the 
 pole to extend over the rear end of the wag- 
 gon, and y<iu then start out. You now call 
 upon the parties you had been talking to dur- 
 ing March and April, and show them the 
 machine all complete. If a fiirmer is inter- 
 ested and needs a Mower, unload your sample, 
 (which is easily done by laying two boards on 
 the rear end of the waggon, and pulling the 
 machine down them,) then hitch your horses 
 to it, and run the machine up and down the 
 road, or around the barn-yard, showing him 
 bov7 well it can clear stumps and trees, how 
 convenient it is to handle, and how light upon 
 the horses, &c. If he really needs a machine, 
 you will then have no difficulty in effectinir a 
 sale. ^ 
 
 J 
 
 I 
 
V 
 
 I 
 
 II 
 Good Way to Advertise. 
 
 After you have closed the bHrgain, take 
 «<pecial pains to set the machine up in his barn, 
 for each machine sold and set up in this way, 
 is by far the most profitable advertisement 
 you can have. You can then return home, 
 load up another machine, and repeat the same 
 operation. We have known agents to sell on 
 an average three and four machines per day 
 by this mode of canvassing, and we regard it 
 as the best way known to sell a large number 
 of michines for the smallest expense. 
 
 Settle at the time. 
 
 After you have thus delivered a machine, it 
 is always best to take your customer's note for 
 it, giving him the "Warranty," which fully 
 guarantees the Mower. By doing this, you 
 not only make the sale, but the settlement 
 
 nJgQ which saves von th^ t!*f4!iHlA «»nfl 
 
 AvrkoitOA 
 
 of calling the second time for the note. 
 
12 
 
 Sample Machines. 
 
 It is sometimes necessary to have a sample 
 machine set up at a country store, hotel, or. 
 blacksmith shop, and this is especially a good 
 fkint, if you have a large territory and find it 
 impossible to canvass it as thoroughly and fre- 
 quently as is necessary. When machines are 
 left at these places as samples, it is well to 
 appoint some responsible person as sub-agent, 
 paying him a reasonable compensacion for ex- 
 hibiting the machine, talking it up, and mak- 
 ing sales whenever he can, you calling on him 
 as often as possible, and assisting him to close 
 Mp any sales he has not finished. 
 
 Printing, 
 
 Bear in mind, that while catalogues, posters 
 and other printing are of great assistance, they 
 will, do no good, unless you carefully canvass 
 the tiM'rit'Qry yourself Personal explanation* 
 and comparisans are what sell the machine. 
 
 \ 
 
 I 
 
J 
 
 I 
 
 13 
 
 Order Early. 
 
 Order on your machiiies early, and get them 
 in your customers' hands. It will prevei^t 
 your competitors from interfering with your 
 sales. Besides, every machine set up in ft 
 farmer's barn throughout your territory is a 
 standing advertisement of the most brilliant 
 character. It attracts attention, and the 
 neighboring farmers call in to see and exam- 
 ine it. Leave your purchaser a few pam- 
 phlets after you have delivered his Mower 
 and instructed liim how to operate it, and the 
 chances are that he will find a customer or 
 two for you that you would have overlooked 
 in your canvass. 
 
 Honest Warranties. 
 
 Do net guarantee your machine to perform 
 impossibilities. Nothing can be gained by 
 false representations. It is our purpose and 
 wish to make a life-long friend of every farmer 
 who buys a Toronto Mower and Reaper, hence 
 
14 
 
 we want our business transacted strictly upon 
 fair and honorable principles. 
 
 Our machines are guaranteed free from all 
 defective parts, but should any such be di». 
 covered, they will be replaced free upon ap- 
 plication. 
 
 Always sep that your machines are properly 
 «et up and ready for the field. Many good 
 machines fail for want of being properly 
 started to work. 
 
 Finally, if you conduct your canvkss some, 
 thing after the way herein directed, we assure 
 you that you will find it the cheapest and best 
 plan for disposing )f the largest number of 
 machines in the most profitable manner. 
 
 Very respectfully yours, 
 
 Toronto Beaper & Mower Company. 
 
 Toronto, March, 1878.