The talking machine world (July-Dec 1920)

October 15, 1920 THE TALKING MACHINE WORLD 155 FROM OUR CHICAGO HEADQUARTERS — (Continued from page 152) upon the poster it will prove a profitable investment— an appealing and attention-getting advertisement." Walter Magill Closes Important Deal What may be considered one of the biggest deals that has been consummated in the Western talking machine field so far this year was closed last week when Walter Magill, formerly sales manager and advertising manager for the Krasberg Co., took over the sales rights for the Universal Stamping & Mfg. Co. and the Sterling Devices Co. He will offer exclusive representation to his eld clientele on the Saal motor. For the latter concern he will cover the entire United States for their attachments and universal tone arms. The new Universal Master Model, No. 20; talking machine motor will be handled exclusively by Mr. Magill from his new sales headquarters on the fourteenth floor of the Consumers' Building. The new organization will be direct factory representatives and not jobbers. Mr. Magill will continue to take care of his old clientele that he has worked up for the past several years. He has made^ arrangements with Messrs. George M. Wilson, Harry Engel and Geo. M. Cook to represent the Universal Master Model 20 talking machine motor on the road. Mr. Wil LAKESIDE "ELECTRO-PHONE" Three Models RETAILING AT $135 $185 $225 Many Satisfied Dealers Now Selling These Machines Our "F& L" Automatic Stop Gives Entire Satisfaction Write for Prices on this wonderful "F&L" Automatic Stop, for use on Manual or Electric Machines. For the convenience of our Pacific Coast Customers we have established a Western Division, with Headquarters at Williams Bldg., San Francisco, Cal. STAFFORD CABINETS Attractively designed, are well made and finished, and produced by an organization of over thirty years' standing. We will be glad to tell you of our low prices either on the cabinet unequipped or the complete phonograph. Write or call upon us for prices covering your needs this fall E. H. STAFFORD MFG. CO. 218 SO. WABASH AVE. CHICAGO son will have his headquarters at Williamsport. Pa., and will represent him in the East, not only for the Universal motor, but for Saal and the Sterling attachments as well. Mr. Engel is at present making a trip through the Central West, calling on manufacturers and familiarizing them with the various motors. Mr. Cook represents him in the West. This move on the part of the various companies mentioned above was made for the purpose of getting nearer to the trade, they believing that by disposing of their own selling forces and coming together under one sales head a greater saving of overhead could be effected, by which the trade would eventually profit greatly. Mr. Magill had been connected with many of the large talking machine supply houses in the West for a number of years and is well known to the trade for his salesmanship. It is understood that while connected with the Krasberg Co. his sales for 1919 alone amounted to over four million dollars. He recently resigned from the Krasberg Co., and from there went over as sales manager for the Universal Stamping & Mfg. Co. It is his intention to concentrate all his energies towards pushing these lines, and he expects to put on more travelers within a short time. PROPER DEVELOPMENT OF FOREIGN RECORD BUSINESS L. L. Sebok, of the Columbia International Record Department, Discourses Most Interestingly on the General Subject of the Foreign Record Business in This Country Chicago, III., October 6.— L. L. Sebok, in charge of the foreign record business of the local Columbia office, is a decided enthusiast on this subject. He believes that the opportunity in the foreign record field is great and has some interesting statements to make concerning it. We are going to let Mr. Sebok tell you all about it, "Many dealers overlook the practical value of the foreign record trade. Here is an unusual opportunity which means more dollars and cents for every dealer who is in a position to sell foreign records. How often it is that the sale of a foreign record brings in a customer for the talking machine itself. An American record interests Americans as far as music and rhythm are concerned but does not touch their sympathies anywhere near as much as does a foreign record to a foreigner. It pictures his youth and in awakening the remembrance of his youth as it does it is the simplest thing in the world to sell him records. "I wonder if dealers realize how much easier it is to satisfy a foreigner than a native American. The Americans are intelligent buyers, and as a rule have definitely in their minds what they want to purchase. The foreigner is not particular in his selection of foreign music; simply he desires music which reminds him of his old folks and old home. There is hardly any of the foreign records which will not do this. "The foreign record trade is a self-advertising proposition. If you give these customers the proper service and treat them as human beings you will find them the most loyal of customers. Not only do they buy themselves, but they tell their friends and relatives about your store. I have known of many instances when an accommodating dealer has secured this class of business from greatly remote customers. "The dealer very often asks, 'how can I handle foreign record trade if my sales people do not speak foreign languages;' I can answer this by stating that a knowledge of foreign languages is iiot necessary to the sale of foreign language records. Simply hand your customer a catalog of the language in which he is interested, and leave the rest to him. In case he is illiterate, hand him {Continued on page 157) WE ILLUSTRATE.THE "HANDY" "^ffip"'' WE ALSO MAKE IT STATIONARY Nothing better made for Clamping and Squaring Talking Machine Cabinets Write foriCatalogue.of Clamping Machines for "Domes'* and for all purposes, VENEER PRESSES AND CLAMPS HANDY MFG. CO. 27 E. Madison St., Chicago, III. Equip Your Phonographs With Perfect Automatic Brakes Samples $1.00 Each Caih with order State make of loDc arm nied Also made with long brake shoe for 1 inch offset PatcDIed Aut. 28. '17 Simple construction and easily attached. Made in four styles to fit any make of tone arm. Write for atlraellvc quantity prtci PERFECT AUTOMATIC BRAKE CO. Room 400, 425 S. Wabash Ave., Chicago