Radio broadcast .. (1922-30)

Record Details:

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TESTED SALES IDEAS Dealer Directs Field Crew from Truck THE FOLLOWING is an outline of a plan, now in use by a Bosch dealer in one of the largest cities in the country, which is netting more than 20 set sales a week: 1. Operates from truck stocked with various types of consoles and table models. Parks truck in central location from which men radiate to make house-to-house calls. 2. Uses four men in addition to sales manager who travel with the truck. 3. Pays men 10 per cent, commission on "cold" sales, 5 per cent, on "store-lead" follow-ups. 4. Men seek demonstrations, not sales, and find that time should not be wasted on totally disinterested people. 5. Within a few minutes of the time the permission is secured, the truck delivers the radio set and the sale is started. 6. Three days later the truck calls and cither the sale is con- summated or the set removed. 7. Terms are not less than 20 per cent, down, and 10 months in which to pay the balance. 8. The sales manager is always within "a stone's throw" for decisions on all matters beyond the authority of the salesmen. Trade-in and credit matters are quickly settled. He is near at hand for reinforcement when necessary. His availability serves to encourage the men. Inexpensive Publicity That Counts MR. SPECKER, of the G. & S. Sales Corporation, East Chicago, Ind., believes in getting Kellogg sets before the public eye by displaying them at public places. He learned that St. Mary's Church in his city was to have a bazaar early in May, so he decided that he wanted to sell a Kellogg receiver to the church to be raffled off during the bazaar, not only for the profit but also for the fine publicity that would result. Mr. Specker convinced the church committee that it would be to their advantage to place the set on display three months in ad- vance of the bazaar so as to get people talking about it and arouse greater interest. What Happens When Dealers Cooperate SEVEN RADIOLA dealers in Richmond, Virginia—seven keen merchants—seven keen managers—cooperate with each other by meeting once every month to discuss happen- ings of the preceding month and analyze conditions. The seven men are free-traders in ideas. One of these dealers was once asked, "Why are you willing to divulge your selling ideas to these six competitors of yours? " The answer was, " Because I am sure that these men know as much about selling Radiolas as I do. They have been in business a long time; some of them as long as I have, others much longer, Every time that Each Month These Pages Serve as Our Clearing House For Merchandising Ideas of Proved Value. Every Radio Dealer Should Read Them Carefully I go to one of our meetings with a good progressive sales idea, I am pretty sure to come home with five or six additional ones that are just as good as mine." When- ever a new set is introduced by RCA these dealers advertise cooperatively in local newspapers to make a perfect tie-in with the regular RCA advertisement. These seven dealers know their mar- ket; and experience has taught them what to do and when to do it. At regular intervals these dealers sponsor and pay for ex- cellent programs over one of their local stations. These seven dealers are: Johnson & Morris, C. A. Baylor Company, Rountree Corporation, Whitten Brothers, Edgar M. Andrews, The Corley Company, and Petit & Company. Making Money Out of Trade-ins How TO realize a profit on sets taken in trade is a problem to every dealer. Some dealers are satisfied to close them out for what they can get while others feel that they must realize as much as, or more than, was allowed. One of the ways to get your money out of these sets is to use them for renting. Your local hospital is full of good renting prospects. Arrange with the superintendent to furnish receivers on request to 80 DECEMBER 1929 •