The talking machine world (Jan-June 1928)

The Talking Machine World, New York, January, 1928 11 Building a Profit-Producing Sales Organization {Continued from page 3) sizing up an applicant he, too, is sizing you up, as well as the business, and it is just as essential that you sell him your business as it is that he sell you himself. Do not become discouraged when you find that a large percentage of the men you employ do not "stick" or make good. Just figure that the law of average will give you about one good man out of every two or three. Size of the Organization How large should your sales organization be? That depends somewhat on the population of the territory you serve — up to a certain point. Of course, a town of two or three thousand people could hardly support a large sales organization, but when a city reaches a population of 100,000 or over, a radio and phonograph sales organization need be limited only by the sales promotion work of the dealer. Do not think that simply by putting on a large force of men you are going to increase business. The business territory must be cultivated by the sales manager, and the men must be properly trained to successfully reap the harvest. Remember, too, that the building of a large sales organization is a slow, continuous process. Your work is never finished, for while your "turnover" of salesmen may be small, in a large organization it is certain and continuous, and the sales manager must be always adding new material, so that they will be filling the gaps left by those who leave. You should add new material whenever possible. In no department of business is there such a large turnover of employes at the present time as in the sales end, particularly where men are employed on a straight commission basis. Straight commission men are naturally more apt to become discouraged quickly — and quit — ofttimes before they have actually proved that they are failures. But at any rate, the turnover of salesmen is not as serious as might be imagined, for the large part of the turnover comes in the unproved men or failures, and very seldom among the better salesmen. New Blood Needed But the point I wish to make is this, there are not enough salesmen in the business of selling phonographs. We in the industry must realize that, and begin to take on inexperienced men from outside our industry and train them. Until we do this we will not begin to even scratch the surface of the possible volume. New men will serve as new blood — and give new inspiration and new enthusiasm to your present organization. Frank Dorian of Columbia Phonograph Go. in Accident Assistant to the President of Columbia Organization Suffers Rare and Painful Accident in Form of a Fractured Heel — Back at Desk Frank Dorian, assistant to the president of the Columbia Phonograph Co., and one of Columbia's most widely known executives, recently sustained a fractured heel, a rare and painful accident, while stepping from a bus in New York. At the Roosevelt Hospital, where Mr. Dorian was treated, the doctor said that this type of fracture happened so infrequently that he was going to look up the records to see the date when the last one occurred. Mr. Dorian, after but two days at home, returned to his office on crutches. This devotion to the interests of Columbia is typical of Mr. Dorian's long record of distinguished and untiring service for Columbia. He became associated with the Columbia Co. as the private secretary to Columbia's first president, E. D Easton, It was Mr. Dorian who wrote Columbia's first advertisement, one which appeared in a Washington paper. In those early days he was Columbia's first branch manager, at the Washington branch, the first to be established. This position carried with it the duties of sales manager. After this came yet greater achievement, when, as Columbia's first European general manager, he established the company's European branches, living abroad for a number of years at all the chief Continental music capitals. Mr. Dorian's many friends in the industry and the trade, both in America and abroad, wish him a speedy recovery. L. A. Nixon Now Eastern Secretary of the R. P. A. L. A. Nixon, widely known in the music-radio industry, was elected Eastern secretary of the Radio Protective Association at a recent meeting of the board of directors held in New York, according to an announcement by Oswald F. Schuette, executive secretary. Mr. Nixon was formerly secretary of the National Radio Trade Association and has been affiliated witli other radio trade bodies for a number of years. He will take up his new duties at once, maintaining offices in New York City. Shirley Walker Is Making Series of Radio Addresses San Francisco, Cal., January 5. — Thousands of prospective musical instrument buyers are being reached through the medium of a series of radio talks being given over station KGO by Shirley Walker, of Sherman, Clay & Co., president of the Music Trades Association of Northern California. Each talk lasts six minutes. Thus far the talks have been on "Music in Ihe Home," "Teaching the School Children to Play Musical Instruments" and "Music Contests in the Public Schools." New Store Opened A new music store, the Radiola-Brunswick Shop, was recently opened at 364 Central avenue, Highland Park, 111., by Alex Smith and Robert U, Slayback. The Bent Music Store. 633 Second street, La Salle, 111., is now operated by Arthur Groves. Buys Brunswick Products by the Truckloads Live Retail Merchant of Coffeyville, Kans., Is Doing an Excellent Business — Volume Is Reflected in the Large Orders Placed That Brunswick business is very good in Coffeyville, Kans., is demonstrated by the fact that the Ross-Workman Music Co., of that city, is ordering truckloads of Brunswick mer A Large Brunswick Delivery chandise. The accompanying photograph shows a truck, loaded with new Brunswick instruments, just about to be unloaded at the RossWorkman warehouse, after having paraded through the streets of Coffeyville; the sign on the truck tells the populace of that city where Brunswick merchandise is obtainable. Schubert Contest Prize Moneys Placed in Escrow As a guarantee of good faith to composers who are competing in the International Schubert Centennial Contest the Columbia Phonograph Co. has deposited with J. P. Morgan & Co. the sum of $20,000 in escrow. This is the total amount of the prize moneys. New Music Store Opens Formal opening of the Hazard Radio & Music Co., Hazard, Ky., was held last month with an appropriate program. The Kentucky Kamblers Orchestra furnished the music, entertaining a large crowd of visitors. Victor Orthophonic talking machines and records and the Crosley radio line are carried by this enterprising concern, and plans are being formulated for an extensive sales drive. Complete dealer protection is just part of our plan. We offer helpful selling suggestions, favorable terms, and fully guaranteed products only. Actually aiding the dealer in making his full legitimate profit, and giving him complete protection. Write today for samples, and catalog of Allen Portables — the finest line ever presented to the trade, and nation* ally advertised. ALUMINUM S P E CI ALT Y COMPANY 168 Trinity Ave., S. W. Atlanta Georgia