The Hytrol Story

considering his physical handicap, they didn’t think he would be able to travel. It was suggested that he should try and get a job in an industrial company. So Sam decided to look for a job where there might be more opportunity for travel and visiting and talking with people. He began to like that idea, and he started to look for work elsewhere. Sam was given time off to make the rounds and eventually, in 1944, was hired by Speedways Conveyors in Buffalo, New York. He became secretary to the Director of Sales for Speedways. The Director of Sales traveled around to the Speedways dealers, making sales contacts and visits. With the end of World War II, the heavy manufacturing for the war effort was over, and many workers left the factories to find other jobs. This forced many industrial plants to find ways to run their businesses with fewer people. They found conveyors could help move their products through the plants. Of course, conveyors weren’t unknown, but manufacturers began to experiment and use them in new and innovative ways. Sam found himself in a profession that was doing well after the war. And although Speedways Conveyors wasn’t a large firm, they were making and selling a lot of gravity conveyor. Then, another turning point arrived in Sam’s life. Sam’s boss, the Director of Sales, retired. The owner of Speedways, at that time, was negotiating for the sale of the company and therefore, they didn’t hire a new Director of Sales. Since he had learned the responsibilities and duties of the job, he began doing the same tasks as the director of sales. He wrote letters, made telephone calls, and handled all the general duties of the former Director of Sales. When the owner of Speedways couldn’t find a buyer for the company, they realized someone would have to take the director of sales position. Seeing that he was already doing all the tasks relative to the job, Sam was appointed Acting Director of Sales. Consequently, he began to travel for the company and meet first-hand the dealers of Speedways. Sam had never been on an airplane in his life and now he found himself flying in DC-3’s. His first business trip was from Buffalo to Memphis, Tennessee, to a company called Wurzburg Brothers. This company later became a Hytrol distributor. It might be noted that, at this time, the firms who sold other manufacturer’s products were called “dealers” rather than “distributors.” As Sam traveled and began to become acquainted with Speedways’ dealers, he gained considerable experience in the techniques of selling and marketing. If anyone noticed his handicap, they soon forgot it. Sam’s strong but gentle personality was always dominant, and he