Norval Hawkins: Ford Accountant and Salesman Extraordinaire

What is it about?

This article investigates the life and career of Norval Hawkins (1867–1936), a successful accountant at Ford Motor Company and acclaimed author of salesmanship books, but also a convicted felon in an embezzlement scheme at Standard Oil. The early years of Ford were marked by phenomenal growth and record sales, especially after introducing the Model T in 1908. The administration of accounting and sales remained under the watchful eye of James Couzens since the company’s inception in 1903, but little has been written on the role of accountant and salesman Norval Hawkins, whose multiple contributions include a cost accounting system, branch accounting, and a unique dealership system. In addition to his accounting and sales skills, Hawkins also created a popular house publication, the Ford Times, to influence salespeople, customers, and dealers. Ultimately, his style and success irritated company founder Henry Ford, and he was abruptly ousted.Using primary archival material from The Henry Ford, Hawkins’ years at Ford from 1907-1919 describe the talents of an accountant who overcame public scandal to achieve notable success in the automotive industry.

Featured Image

Photo by Evan Wise on Unsplash

Photo by Evan Wise on Unsplash