The Edison phonograph monthly (Jan-Dec 1916)

EDISON PHONOGRAPH MONTHLY, MAY, 1916 How I Keep My Cylinder Record Business Active By Charles G. Rosewall, Brooklyn, N. Y. WHILE there seem to be many Blue Amberol dealers complaining that the disc phonograph record business is causing a depression in the cylinder line, I believe that their cause of complaint lies in the fact that they do not push the cylinder line as they did before there was much disc competition, rather than in any slump that has resulted from the introduction of the disc. I sell as many Blue Amberols now as I have at anytime during the last five years, so I certainly find the line a live and profitable one. It takes effort, of course, to meet the competition that has resulted from the vast expansion of the phonograph industry, but you do not meet any more competition in selling the cylinder line than you do in selling any disc instrument against the competition of the great number of instruments of the latter type that now are being manufactured. I believe that the foundation of the cylinder record business lies in getting the names of owners of machines, and in keeping in touch with customers who buy them. If you can awaken the interest of an old Edison owner in his phonograph, or keep alive the interest of those who buy instruments of you, you are going to do a profitable business in records. Even if you do not see some of your customers more than once a year, always send them the monthly lists, new catalogs, or other literature that is available and that might be of interest to them. In my store in Flatbush avenue, Brooklyn, we always have made a specialty of studying the tastes of our customers, and, in addition to this, we always have endeavored to sell those records that will "wear" well. People who buy a good class of records do not lose interest in their instruments, while those who buy only popular numbers soon grow tired of the records and of the instrument on which they are played. Our experience has shown us that a great many old-style Edisons have changed hands in the past few years. In many cases those who secured the old intruments did not know that the manufacture of the old wax records that fitted them had ceased, and when they discovered this they have offered to sell us the old machines or trade them in on a new instrument. Hundreds of propositions of this kind have been made to us, and in many cases we succeeded in selling Amberol attachments to the possessors of old machines after we had demonstrated the merits of the new cylinder records. When an instrument is brought in for repairs I never fail to take the name and address of the owner and send him all the cylinder literature that is designed for the public. I do not forget the home recording feature, and a great many of my customers make use of it continuously. Keeping a complete stock of records I find -very essential to the success of my cylinder business. By endeavoring to do all the business I possibly could, I believe I have met successfully the competition that has resulted from the introduction of the disc type of instrument, and I believe that every alert and active dealer can be just as successful if he will take advantage of the opportunities that present themselves for reviving old business and creating new business. A LITTLE SCHEME FOR SMALL DEALERS HERE is a way for the Diamond Amberola dealer who is the proprietor of a small store to make an asset out of his space limitations and attract attention and people to his store. In a conspicuous place in your window, or somewhere in front of your store, have a card bearing the following inscription: THIS MAY BE A LITTLE STORE BUT IT IS LARGE ENOUGH TO CONTAIN ONE OF THE WONDERS OF THE MODERN WORLD This card will attract attention and induce thought on the part of those who read it. They will have a curiosity to learn just which wonder you have on display inside. In a surprising number of cases you will find that curious people will come into your place of business for the purpose of learning what the sign refers to. In order to tell them what it is place a cabinet Diamond Amberola in a prominent location in the store so that it will be seen at once by any person entering. On it, or close to it, have a card with an inscription as follows: THIS, THE EDISON DIAMOND AMBEROLA PHONOGRAPH IS ONE OF THE WONDERS OF THE WORLD Every dealer should follow the example of the housewife in spring and give his store and stock an overhauling and a renovation. This is the season of the year to prepare for the selling campaign of the summer and the best way to do this is to commence immediately to stock up adequately. You will be surprised at the effect that a large and clean stock will have on vour summer sales.