The trail of the swinging lanterns

Eighty per cent. of new business secured—after eliminating the advantageous influence of good advertising well placed—results not from unusual happenings or quasi-romantic incidents. It originates in pressing industrial expansion and broad education, it flows through modern channels, and along those thorny, old-fashioned highways of endeavor such as persistent, methodical solicitation of passenger and freight traffic, a conscientious interest in its handling and disposition after acceptance, and above all depends upon the good will and very essential aid of each one of that many sided army employed by the transportation corporations whose arteries provide the means for commercial life’s activities.

Assuming that you desire to introduce or further exploit a worthy service and route, publicity should be the first vital consideration. In this propaganda who can better assist you to reach the world and his wife than the rank and file, than those men and youths of high and low degree whom you meet when you occasionally call and who, during your absence, are always in immediate contact with buyers and the stream of enquiring public, alert and receptive, like a big league star playing close to the third sack.

It has been, let us suppose, a regrettable necessity that prevented officials from organizing the present desultory practice into a system of at least three meetings a year when separated railway employees and their superiors could meet and discuss subjects pertaining to the relations existing between the company and its patrons. At such anticipated and informal conventions every one present is urged to express opinions. Traffic matters are viewed from different angles, the solitary agent who thinks himself and agency discriminated against, learns the larger reason for local inconvenience, outside representatives obtain a “close up” inspection of the chiefs in action and the plan, as a fixture, would become a sound, progressive measure as well as a distinctive advantage to the esprit de corps of any transportation company’s staff.

Man is a gregarious, sociable “critter”, fond of exchanging “idears”, an impressionable, flesh and blood individual quite like yourself, who easily responds to straightforward, properly timed overtures of the railway and steamship traveling fraternity, ever willing to concede you an “even break”, or better, if merited. Collectively they are the Central News Bureau in your line, diplomatically safeguarding your reasonable expectations. More prospects come to light, more new business is secured and resolved into renewals through the agency of ticket sellers and traffic men by the gradual ingratiating of personality than via any of the other mediums. An indiscreet, pugnacious official who, for instance, soberly declares that only his company’s wall map embodies all the virtues invites ridicule and gets it.

Collaborate and hobnob with the nabob in the inner railway or warehouse sanctum sanctorum, and the next man down, if you will: they deserve that deference and “were poor once themselves”, but do not always flock with the headquarters staff and entirely overlook the other boys, nor the understudy to the traffic manager of those firms controlling ten cars per week or ten cases a month. They see and hear unthought of items of interest and possess long memories. Cultivate your recollection of faces and names, for to-morrow or next season a clerk may gravitate to “Depot or City Ticket Agent” and opportunity, with passengers leaving to his guidance and judgment “What route should we take” and it is to his address that advertising points the finger.

A few companies endeavor to arrange the time and transportation which enables certain city ticket agents to journey over the main line of their property for educative reasons, but the experienced assistants are too infrequently included, are seldom sent on an excursion into outside territory, and never attend a ticket agents’ association meeting, and yet, the nature of their duties implies ability to promptly and accurately answer innumerable questions regarding junction connections, baggage transfer, location of foreign line depots, dining and sleeping facilities as well as geographical peculiarities. Books there are that print some of this information, but often the enquirer departs disappointed without exact details, but to the men who have been over the ground with eyes open, it is decidedly satisfying to be able to intelligently submit the facts and note how your statements carry conviction and impress the recipient. Of all people needing the experience of travel, the ticketing agent who directs others on their journeys should be first to possess that advantage.

Dispensing to these gentlemen few promises and religiously observing those is a strong undercurrent in shaping your course. Unfailing attention to reservation requests, prompt news of the whereabouts of specific shipments, and early notification of upward tariff revisals, &c., &c., are assets that help forge a friendship out of which springs new business, which a “fourflusher” or thoughtless one is prone to overlook after his final handshake. “O consistency, thou art a jewel.”

In circles where the weed is so popular, the “eternal cigar” is good-naturedly accepted only as a lubricant to the wheels of conversation, but in the name of all that is gloomy and peculiar do not insult the intelligence of some captain of industry, or “regular fellow”, by flashing on him the moment you enter The Presence, what seems like a transparent bribe in the form of a cheroot a few degrees better than the “Bartender’s Revenge”. Many of them indulge a weakness for more delicate fragrance at Half a Dollar for three or two. Because such a contretemps was studiously avoided by the writer several years ago, a prominent Hamilton, Canada, merchant—then patronizing a competitor—gave “our route” a dozen cars of eastbound California fruit and explained why.

Few transportation people are so sinuous and adept as to be “all things to all men” without “trimming” and loss of self-respect, where one representative is quite au fait with the powers that be, another will make indifferent headway, but you may note in your log book that these observations outline some practices which will retain old acquaintances and secure a fair measure of new business.

BELLEVILLE’S CONTRIBUTION TO TRANSPORTATION
An exceptional record in this field of endeavor

The tribute on the following page is inspired by the charm and beauty of the bay where Belleville’s absent sons sailed, skated, fished and swam.