EVERY DAY MORE THAN 1,000 small businesses bolt their doors.
According to experts like dun & Bradstreet, poor
management ranks first among the causes for these small
INDEPENDENT PETROLEUM MARKETRS – typical small businessmen – are
becoming increasingly aware of their management problems. They are
operating in an economy marked by rising costs and falling prices.
Yet to keep pace with their competitors, they must every be on the
alert to improve their services to their customers.
The public insists on more accommodating service designed to
meet individual, local preferences. This offers independent
merchants like petroleum jobbers an opportunity to learn how to
take advantage of their greater flexibility to meet the public's
THE JOBBER MANAGEMENT INSTITUTE program, officially endorsed by
the NATIONAL OIL JOBBERS COUNCIL, provides that opportunity. From
its inception, the program has worked to strengthen the industry
position of independent oil marketers by making them more efficient
and resourceful in handing the problems they face as owners and
Oil jobbers, through their state associations, have
been quick to recognize the value of Management Institutes. Since
1952 when the first Institute was held the Texas, 13 states have
organized one or more. Eight are considering or have made definite
plans to hold them, while only 8 states have made no plans.
In all, more then 800 oil jobbers have attended Institute
sessions since 1952. They are part of a growing movement
that has done more to stimulate, encourage and excite oil marketers
than almost any other single development in the past 20 years.*
THE PERSONNEL TRAINING COMMITTEE, Division of Marketing, API,
has prepared this handbook on Jobber Management Institute to
encourage the development of the Institute program and to
familiarize marketing executives at all levels of the industry with
the tremendous potential for growth and profit that it
JOBBER MANAGEMENT INSTITUTES are the logical and most recent
development of the growing study of business that began in the
early 1900's. The first of these projects looked into the reasons
why business failed.
THE DISMAL ‘30's saw these studies intensified as businessmen
realized that despite our fabulous productive capacity, millions in
this country were out of work because we did not understand how to
distribute the goods we produced. Instead of emphasizing
consumption and distribution, we emphasized our productive
It was then that experts from many different fields began to
examine the management problems of the more than 4 million
independent small business proprietors throughout the
Sources of equity capital, causes of business failures,
essentials to success – these were just a few of the management
problems studied by such organizations as the FEDEAL RESERVE BANK,
COMMITTEE FOR ECONOMIC DEVELOPMENT, DUN & BRADSTREET, U. S.
DEPARTMENT OF COMMERCE and most recently, the U. S. SMALL BUSINESS
*See page 16 for list of Institutes held since