The Billboard 1924-03-22: Vol 36 Iss 12 (1924-03-22)

3 | a oe 16 I of a written composition and presenting it to the reading public is the selection of a title which conforms with and is briefly explanatory of the subject with which Since permeating the atmosphere surrounding the foundation of this one there is an air of not-quite understanding on the part of the layman—the uninitiated—it will suffice to carry the inconceivableness a little further in this semi-introductory paragraph and title it “Pipes, Puffs and ‘Rings’ "—each application of which is in keeping with specialized, designated it is associated. parts of what follows: From whatever source such a word as “pipes” was first derived matters As pertains to this production its producer proposes not in this instance. that we (the reader and the writer) first form a mindpicture of a man of mature age, one who is a broad observer, a careful analyzer and of impartial caliber— he can be a merchant, an attorney, a physician, edu cator, civic official or whatever else—sitting comfortably in his “den” at home, complacently—“smoking his ” ‘meergchaum’ In furtherance of the metaphor in tended, let’s construe that his pipe symbolizes a cause for unbiased thought on realities; his “puffs” realiza tion that there is more substance in his breath expulsions than mere atmosphere, and that as he adeptly sends forth successive snioke “rings”, he scrutinizes each one of them interestedly and critically. Two demonstrator-salesmen, Swenson and Goodhalter (Frank), photowahhed sn or ear Cebuest Fraec graphed im or near evacat, ratce, in. November, 1918, while doing their “bit” in Headquarters Co., 337th Field Artillery, A. &. F. ‘Salers, and their intimate and social ‘(and quite often political) friends. The reason for this partially discriminating nonclassification to a higher plane of recognition arises from various angles, which will be briefly commented on further along in this, let’s call it a ‘review This “out-of-the-usual run of professions”, so looked upon by that portion of mankind who imaginarily and conclusively measure the “worthwhile ness” of a vocation virtually by its local “social” scaling, is in fact the very forerunner in productive s:lesmanship, and embodies the funda mental ,-udiments of making suiles thru thoroly explanatory. instructive, and above all, convincing demonstration; not to successive individual buyers, with a “world” of time in which to point out merits, etc., which advantuce has the storekeeper or his clerks. The *ullower of this branch of tradesmen must be schooled and capable of arresting and holding the attention of gatherings of people of varied temperaments and notions, and impressing then individually, accumulatively with the worth of his wares and in an absolute minimum of time. Purposely devi:ting from the someethics as pertains to printed compositions, the writer has in the above but touched on his subject, without giving the reader reasonable What customary With this introduction, let us proceed, starting with Pipes. In the limitlessly wide range of means — occupations —by which men earn their livelihoods, support their families, build homes and kindredly add to their earthly belongings there is one vocation which, because of its accompanying peculiarities general summing-up standpoint, difing in a sort extent from jority of generally It is really a branch spreading tree of altho not usually—openly—so credited by permanently located, standardized commercial tradesnien—merchants in the various localities, fers to some The Billboard “further along”. trace “Snapped” at Atlantic City, N. : last fall. In the center is a “king” of com bination vegetable-knife salesman, George B. Covell. On the right of him is Jack O’Brien, and on the left “Billy” Leahy, two of his crew of demonStrators. from a the maaccepted others. of the widecommerce, marked quired to their wholeetc., of MARCH 22, 1924 _ PIPES, PUFFS AND RINGS’ | NCLUDED in the major tasks in the production By Gasoline Bill Baker grounds on which to form a deduction as to what, using the vernacular, “it’s all about”. But it is here opportune to supply the explanation that the street corners, in doorways or occupation alluded to is that of he who selects a single or collective line of merchandise, carefully studies the selling points, and thru impressive verbal and operative demonstrations—on of stores, in halls, under tents, from automobiles, from portable platforms, etc.—retails his stocks to the public. these salesmen carry on their business, which will also be given attention windows There are other “locations” on which As to what terms are used in designating this form of salesman there are many. Perhaps it is best here to give a few of these, as applied by the workers themselves—each to his own choice: selves, and, quite justifiibly so, specialty salesmen; Some call themdemonstrators; others others street salesmen or street men; others advertisers, and others lecturers—on yarious subjects symbolic of their wares—while the most commonly used people term them? is “a pitchman”’, What do the towns That also varies, it depending a great deal on the person doing the “terming’—his (or her) characteristics, broadmindedness, understanding, and, in numerous instances, the nature of his or her own vocation, Before proceeding with the commercial end of this profession, let us first give a thought to its repre sentatives, the social acquirements — their advantagesand disadvantages their merits and demerits; from a collectively summing-up viewpoint. It can he authentically summed in but a few lines: They register about on par (proportion tely) with those of any public trade vocation, altho, with probably less affectation, and, because of their beof business world to themselves, there is apparently more self-independence them, for which mingle among reason one is re-, socially in midst in order to properly analyze and accumulate their virtues. are permanently their There located merchants, admirable character, and Rp A repi The c luction of a typical, neatly ae constructed, open-air medicine show. ublete company, inc’uding the four ladies of the personnel and a i i D 7 i six-piece orchestra, was not present, and, because of it being an on-the-spurof-the-moment sitting, the entertainers, etc., appeared in their street-wearing apparel. From right to left (exclusive of the boy): Harold Woods, pro prietor and lecturct; King Kelley, electrician (this stage had flood, border and footlights) and property master; C. F. Kissinger, black-face comedian and banjo and guttar and other specialties; “Bill” Holcomb, bits ip one-act farces, and privileges; Jack Mansfield, paper representative; Al Walters, singing and dancing comedian; Billy Johnston, novelty artiste, and Mike McDonald, Irish and black-face comedian, workers themselves—their moral and S. Mills, an adept “pitchman”, and his specially built machine for demonstrating his patented needle threaders. there are many “bad”, very “bad”, ones. It is precisely the same with the demonstrator-pitchmen. Some of the nationally and internationally known big business men of today were once pitechmen; some of the highest salaried of vaudeville artistes were once entertainers (crowd drawers) for pitchmen. It was their foundation schooling—a few of them will admit it. Versatility and resourcefulness are “middle names” to these specialty salesmen, so to speak. They need not confine their selling to any one or more articles, but, if thoroly schooled pitchmen, are capable of making remarkable sales on articles which the average storekeeper or clerk would consider “dead stock” on their shelves it is the quality of demonstration and the cultivated “psychology” of salesmanship to groups that puts it over, For the sake of cornivenience in travel as well as lack of space to stack their stock near their locations, only the smaller in size merchandise items are handled by them. These consist of household utensils—knife sharpeners, vegetable knives, ete.; personal trinkets, such as tieforms, patented collar buttons and various other notions; fountain pens, toys, labor-saving and mechanical articles and a world of other specialties; also medicines and toilet preparations, such as tonics, liniments, corn medicine, tooth powders, dental creams, etc.—and some of them manufacture their own preparations