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THEY WHAT "Automatic phonographs make an attractive side line." "Radio dealers, who are anxious to increase their volume and profits, will do well to investigate oppor- tunities afforded by the introduction of new automatic musical instru- ments which are rapidly coming into general use by restaurants, confectioneries, clubs, auditoriums, parks, and better class homes. The unit of sale is six to eight times as groat as on the average radio set, the sales expense is very little, if any, greater. and the profit margins are very atttractive. "Another attractive feature of marketing automatic phono- graphs is that a great majority of installations are made in the downtown business sections, convenient for sales calls. "Among radio dealers who have made outstanding successes in the sale of automatic phonographs are the Wahn Radio Company of Roston, Mass., Alford & Fryar of Canton, Ohio, Pearson Piano Company of Indianapolis, Indiana, and Listen- waiter and Gough of Los Angeles, Calif. These dealers handle the Capehart Orchestrope, manufactured by The Capehart Corporation, Fort Wayne, Indiana. This instrument plays a continuous program of fifty-six selections from twenty-eight selected phonographs records, using an electric pick-up, a three- SAY stage amplifier, and an electro- dynamic loud speaker. They manu- facture a complete line of models, both coin and non-coin operated." E. D. LASHBROOK Sales Manager, The Capehart Corpora/ion Time Payments A dealer in a rural community writes on time payments as follows: " I believe that time payments and trade-in are two things much abused and overdone. We dealers are very much in need of education on both of these matters. We have dealers in our town who are trading in old battery sets at from $25 to $65, and reselling them at about one fourth of this. A deplorable situation you will admit. "To some extent we believe manufacturers are to blame for being lax in granting franchises to any Tom, Dick, or Harry. Right here in my town one of the largest of the set manufacturers has two dealers, one located in a shoe store who sells sets as a side line for most anything he can get. The other is a young fellow selling the sets from his home—he has no established place of business. "We would appreciate any moves you might make for the betterment of the industry. Radio with us is not a side line but a business." HOW RADIO SALES COMPARE BY STATES From the figures given in the article by T. A. Phillips, " An Estimate of Set Sales," in Sept., 1929, RADIO BROADCAST, it is possible to plot a curve showing set sales by states for the radio year July, 1928, to July, 1929. This curve is given herewith and makes it possible to determine readily the per- centage of the total radio business done by any given number of states. It shows quite clearly, in somewhat different form, the fact (not new) that a very small number of the states do a r.:i:jor part of the radio business. For example, six states— New York, Pennsylvania, Calif., Ohio, 111., and Mass.—do fifty per cent, of all the business; sixteen states do eighty per cent, of the business. From the curve it is, therefore, a simple matter to determine how many and what states must be covered to take care of any given percentage the total sales. NOVEMBER 1929 • 27