Radio today (Jan-Mar 1939)

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The NEW am GUIDE 9$ Hew/ NEW EASY-TO-READ SIZE AND STYLE . . . ALL STANDARD AND SPECIAL REPLACEMENTS IT'S FREE! Right now is the time to ask your Jobber (or write to us) for the new IRC Guide to All Standard and Special Volume Control Replacements. The finest, most complete Guide yet! Just off the press — just waiting to go to work for you. Get yours today! SAVE MONEY THIS YEAR The now IRC Guide tells exactly what replacement to use on practically any radio receiver. Best ol all. it saves you real money by showing how to use less costly IRC standard controls on many so-called "special" jobs. Exact duplicate replacements are listed for use where standard controls will not answer the requirements. Time and again, however, a standard control will fill the bill merely by cutting the shait. grounding a terminal or adding grid bias. IRC tells you how to do it — saves you time and money. Other Guide ieatures include complete listings oi the new IRC Midget Controls (available March 1); new Universal Plug-in Shafts having adjustable flat location; new Wire Wound Controls; new Control accessories, etc. Get' your copy at oncel *tftf but* CI*4® Wire Wound CONTROLS Just out . . for low power volume control and rheostat use. Equipped with famous IRC Silent Spiral Connector. Complete listings included in the new IRC Guide. INTERNATIONAL RESISTANCE CO. 401 N. Broad Street • Philadelphia, Pa. PARTS JOBBERS MUST TIG // Compact/ complete service needed The nation's radio dealers and servicemen are well-served geographically by parts jobbers. As with auto repair parts, even the small cities have radio parts wholesalers. No part of the country is far from either mail or personal-service parts jobbers. The economic results are extreme competition, with weak or unnecessary parts jobbers failing. In the next few years radio-parts jobbing will become stabilized. These jobbers will be radio-parts firms primarily. If they handle radio sets it will not be their chief activity. The major-appliance jobbers with aggressive radio-parts departments will be the exception, not the rule. Whole "Specialize on lines in demand." sale hardware jobbers and automotive wholesalers should not be important in radio-parts jobbing. The compact, complete, competitive parts jobber will win out, not the firm with size, resources, and age, that does not specialize in parts. Drawing the line There will be a line of demarcation between houses mostly wholesale with some retailing, and the converse. The backbone of the industry — the serviceman and dealer — will swing to the former. No one expects a 100 per cent wholesaler (viz. the rules of membership in National Radio Parts Jobbers Association recognize that a member may do a minor part of his business at other than wholesale). But the firms doing a promiscuous, nationwide business will have to look to the experimenter and casual customer more and more. Economic reasons will bring this about; also developments like labor-union organization of servicemen, trade associations, legislative licensing, will have their effect. Hit-and-miss radio-parts jobbing, abetted by hungry parts manufacturers, will disappear, along with these parts manufacturers who cannot secure their own position. Consolidation will occur all along the line — in stable manufacturing, sound jobbing, and full-time serviceman and fullfledged dealers. Radio amateurs and experimenters will not be discriminated against, but they will not set the pace for trade demands and practices. Their purchases will shift in the direction of complete factorymade products, and as happened in other fields, the larger, complete fabricators will take over the field formerly left to smaller materials manfacturers. The smarter parts jobbers will level out their activity accordingly. For example, photographic supplies are now being adopted by many radio parts jobbers. This is a specific case of successfully implementing parts. Who will survive We can look forward to a confident future for the able, alert, and acclimated parts jobber. He is necessary, and his success is limited mainly by himself. The misfit, unneeded, weak parts jobber will vanish and his demise will have no great effect. The following points will distinguish the surviving group from the others: 1. Specialization on well-established, in-demand lines, avoiding duplication and excess. To illustrate — $50,000 annual volume business can TEN COMMANDMENTS FOR PARTS JOBBERS IN 1939 Specialize on lines in demand Limit competing stocks Make a sales program Plan ahead, execute plan Cut out easy credits Collect money due Take cash discounts Add parallel lines (as cameras) Carry complete stocks Put wholesaling first 48 Radio Today