Radio broadcast .. (1922-30)

what they say Carries Only One Line of Sets *T SOME TIME or other every radio dealer debates with himself l\ over how many lines it is advisable for him to slock at one _L A_ time. Some are of the opinion that they can satisfy the demands of every customer by having a large variety of makes and models while others believe that they can obtain best results by concentrating on products of one maker. In this connection a letter from a dealer in Coffeyville, Kansas, is of interest. To the Editor: We have secured very gratifying results for the past two years by specializing on one line of radio receivers. We oper- ate under an exclusive franchise and carry all models of this manufacturer. Before adapting this policy we stocked from three to four makes of receivers at all times but we found that it was practically impossible lor a dealer in a town of the size of ours to carry more than one line and make money. Our experience with vacuum tubes may also be of interest to you. Originally we stocked only one line, but, in order to protect ourselves at the time when the tube shortage lx>ca acute, we were forced to add other lines. At present we carr\ a fairly complete stock of three lines. RALPH T. FLOREA How to Make Service Pay rriHERE HAS been considerable controversy among our _|_ contributors and readers concerning the type of testing equipment which is best suited to the requirements of the out- side serviceman. In his series of articles, B. B. Alcorn ad- vocated a simple, inexpensive, portable test-set for the small radio dealer's serviceman, stating that the high cost of more elaborate equipment is an important objection. On the other hand, John S. Dunham advises all radio dealers to invest in a complete tube- and set-checker, and he claims that such ap- paratus will pay for itself within three months on the basis of increased efficiency. The following letter from a reader in Pine Bluff, Ark., gives the opinion of a Majestic dealer on the subject. To the Editor: I have just finished reading the letters of John S. Dunham and B. B. Alcorn in March, 1929, RADIO BROADCAST and wish to express myself as in hearty accord with the views of Mr. Dunham. I entered the radio profession last June as an unknown dealer and borrowed money to buy my first set. In my deter- mination to make a success of the business I decided that 1 must provide good service, and I felt that knowing —not guess- ing—what was wrong with a radio would not only save time but make the customer feel that I had an idea of what I was doing. Therefore, after selling two sets, I invested $75 in a set-tester. This more than paid for itself in a very short time. Since buying the set-tester I have sold 121 receivers and made over 600 service calls. In my opinion it would have been impossible for me to have accomplished this without complete and accurate testing apparatus. When I make a test I know what is wrong and, therefore, as a rule, I am able to repair the trouble quickly. Besides, what would you think of a doctor who came to see you and left his kit at home? Even though you had faith in him, you would be inclined to think that you were not getting your money's worth be- cause he would be guessing instead of testing. I do not regret a single cent that I spent on my tester and I think it should be one of the first purchases— if not the first—a radio dealer should make. DAVID WHITE. Merits of No-Charge Call MOST RADIO dealers hold up their hands in horror when the subject of no-charge service calls is mentioned. Many of these men view their entire service department as an unfor- tunate liability which cannot be avoided and they believe that they must charge for everything in order to "break even." However. R. Rons Wilson, a dealer in Knoxville, Tenn., con- siders the question from a different angle: To the Editor: Each year during the summer months I make an inspection (if every set sold in the past season by my concern. Whenever necessary I rebalance and reneutralize these sets, replacing lubes, and generally placing the receiver in first-class condi- tion. This is to maintain the customer's interest in radio dur- ing the summer months, as he has been told that decent re- ception is impossible at this time of the year. This work is also successful in providing an excellent list of prospects, selling a good number of tubes, retaining our customer's good will, and it assures us that he will be a booster and not a knocker. We are not charging a cent for this service other than the cost of any parts or tubes which may have to be replaced. This idea is not only practical but is also paying substantial dividends. When I entered the retail field I decided that the average prospect and customer was like the dealers I had met—he wanted to be sure of receiving good service. Therefore, I make it a point to make my own installations, regardless of whether it is a sale or demonstration, as in this way I am able to show the prospect that I am familiar with my line and am not afraid to roll up my sleeves and work. While making an installation I explain to the customer why I do certain things and before I leave his home I make sure that he thor- oughly understands the operation of the receiver. Three or four days after installing the set I call again to make sure it is operating satisfactorily, and this gives me an opportunity to learn the names of friends and neighbors who have heard the set. All of this free service requires considerable time but it keeps me well supplied with prospects and it gives me a booster with every sale. R. Ross WILSON. 80 • JUNE -1929 •