The talking machine world (July-Sept 1921)

so THE TALKING MACHINE WORLD September IS, 1921 Turning Record Stocks Into Ready Cash By P. J. Bums, Sales Promotion Manager, The Phonograph Corporation of Manhattan . Present conditions call for straight thinking and real work. Merchants in most every line of business, and in every community, realize tiny must forget war-time methods and adopt a new order of things. One of the biggest problems of retailers, in reaching a new basis, is to move their present slocks. Vast amounts of money and energy are being spent to accomplish this. Some lines and many merchants have to depend on their advertising to bring buyers into their stores. The goods Hi ey sell do not permit of "Go Out and Get It" methods. Not so with an Amberola dealer. We recently had it demonstrated to us that an Amberola dealer is admirably equipped to penetrate the lack of buying on the part of the public. Our dealer up in Peckskill took notice his clients were not buying records as regularly as he thought they should and, as a consequence, his stock of records began to increase in inventory value. This dealer did some straight thinking and followed it up with real work. He made a list of his non-buying owners, lie then turned to his overstocked shelves and made up several packages of a dozen records. The next move was to divide Ins list of owners into routes, much the same as your Uncle Sam does for his letter carriers, Thus, with his plan systematized, I lie dealer delivered a package of records to each non-buying owner, with the comment he was passing their way and thought he would leave with them for a day or two a few selections which he believed they would enjoy. At this point I want to say the dealer was careful to put in each package the kind of select Ions he thought would appeal to each filler 'i Lubricant mmln ihr Mc4w mike tood FI1RFKA NOisitLEss talking LtlRLUft MACHINE LUBRICANT JLSLEY-DOUBLEDAY & CO., 229 231 Front St., N*w York The SPHINX MOTOR Motor Refinement Better Designed Better Built Better in Operation SPHINX GRAMOPHONE MOTORS, Inc. 21 EAST 40th STREET, NEW YORK _ The owners were re-visited two days after the delivery of the records. Sales were made in every case, averaging four records per owner. In addition to the primary idea of turning his record stock into ready cash the dealer obtained from the owners the names of several persons who were in the market for talking machines. In fact, the dealer takes the attitude he has gained at least four distinct advantages, as fol 1. Reduced record stock. 2. Immediate profits therefrom. 3. Interest of owners renewed. 4. Instrument prospects secured. Peckskill, we arc assured by the dealer, will not have many dormant Edison owners, as the plan has been found practicable and profitable. It is being recommended to every Edison dealer in the Metropolitan district, and we have enough faith in the plan to believe it will work as well in any other part of the country. OUT-OF-TOWN TRADE VISITORS W. C. Griffith Visits New York T. M. Co.'s Offices— Al. EdeJstein Brings Optimistic Reports Regarding General Business Conditions W. C. Griffith, assistant sales manager of the Chicago Talking Machine Co., Victor wholesaler, was a recent New York visitor, calling at the offices of the New York Talking Machine Co. Mr. Griffith also visited the Victor factories at Camden, N. J., and his comments regarding general business conditions at Chicago were noteworthy for their optimism anil confidence in the future. Another recent visitor al the offices of the New York Talking Machine Co. was Geo. Deacon, of the sales staff of the Cleveland Talking Machine Co., Cleveland, Victor wholesaler, who, several years ago, was a member of the sales staff of the New York Talking Machine Co. "Al" Edclstcin, owner of the Strand Temple of Music, Albany, N. Y., exclusive Victor retailer, was a caller at the offices of the New Vork Talking Machine Co., renewing acquaintances with many of his old friends. Mr. EdelSteiu attended the outing of the Talking Machine Men, at Terra Marine Inn, and was given a royal welcome by the local trade. FOREIGN RECORD TRADE GROWS Pathe Foreign Record Catalog Increasing Rapidly in Size and Interest The foreign record business of the Pathe Frcrcs Phonograph Co., Brooklyn, N. Y,, has extended to large proportions. The Pathe" foreign catalog is showing a greatly increased number of foreign numbers which arc being produced in the Actuelle needle-cut record as well. This department is under the excellent leadership of Dr. Joseph Kalnian. Pathi foreign recordings are made in more than fifteen languages. A recent issue of Pathe News devotes considerable space to the subject of foreign records and a campaign is under way showing the dealer the profits to be derived from building up an efficient foreign record department of his business. COTTON FLOCKS . . FOB .. Record Manufacturing