The talking machine world (July-Dec 1922)

The Talking Machine World Vol. 18. No. 9 New York, September 15, 1922 Price Twenty-five Cents HOW MUSICAL CENSUS OF THE COMMUNITY HELPS SALES appointed granby sales manager „ . „ , , _ , . _ , „. . ~ I ~ , „ t „ , T j _ Thomas McCreedy, Well-Known Talking Ma Expenment Made by Donahoe & Donahoe, Victor Dealers of Fort Dodge, la., to Increase Pros i_-hjtt.it m-^t. t * , . i~> i t 1 * i tt7 c TT-.-1 n>i ■ t.1 r ^ chine Man, Takes Important Post With pect List and Augment Sales Points Way for Others to Utilize This Plan of Operation TT TT , „ , _ r 6 That Concern — Has Had Valuable Experience "We took a musical census of our community a short time ago and found it very profitable and successful in every way," says J. M. Donahoe, of Donahoe & Donahoe, Victor dealers, Fort Dodge, la., describing the sales producing plan recently used by that concern in the house organ of Mickel Bros. Co., Victor distributors, of Omaha, Neb. "The results obtained therefrom were far beyond our expectations. It was profitable from many angles, but to explain it all thoroughly would take too much time and space. I will outline it briefly. "We first advertised for sales people. Then, after a careful selection of the required number and quality, we gave each of them plenty of instructions along all lines of the game; also their marked territory, one late player roll and six records. They were instructed to use as the opening talk that they were making a complete musical census of our city for us and our object was to find out exactly the different makes of pianos, players and talking machines which were in use at the present time, so we could properly equip our service department more completely for their requirements, as we have always given our service department special attention in the way of giving expert repair service when needed. "The explanation went over big in most places. Where they had an instrument the solicitor had an opportunity to get us a monthly roll or record customer by playing these over in their parlor and, seven times out of ten, got a nice order, also a new name for the mailing list, or, best of all, if they had no instrument here is where the salesman got a new name to call on the following day. In the few places that would not grant an audience from this framed-up excuse the salesman invariably got the desired information next door. "The sales people were paid $1 per day, 10 cents per item on each sale and three cents per card for all fully and correctly filled out. We made it plain to them that the telephone would be used to verify their work and any plugged cards would cause an immediate 'canning.' We also paid from $1 to $5, according to size, for each machine sold to prospects turned in by them within five days; $5 on new pianos and from $7.50 to $10 on player-pianos. "This, all in all, gave the workers a great incentive to hustle and get the prospects promptly, as there was a five-day limit attached to it, so the live prospects were promptly reported and the territory thoroughly combed. The solicitors made money and we made a number of immediate sales and got plenty of cards to work on for a long time, besides the great saving of time calling on people who were equipped in the musical way. "I would suggest to any and all who have not taken the census of their town or city to do so at the very earliest convenience. Be sure and :ay the foundation right and frame it well, as so many of those good schemes can be spoiled by not being properly organized, or by going at it "wild." The old saying, "A poor start is a good finish," doesn't apply in this case. Be sure to get a good start and in the finish the results will be gratifying." Thomas McCreedy, well known throughout the talking machine trade, has been appointed sales manager of the Granby Phonograph Corp., of Newport News, Va. Mr. McCreedy's former connection as Eastern sales manager of the Unit Construction Co. and previous to that metropolitan district representative of the Victor Talking Machine Co., of Camden, N. KIMBERLEY CO. REORGANIZED Change Name to Kimberley Phonograph Co. of New Jersey — To Increase Production TAKES ON BRUNSWICK LINE Mather Bros. Co., New Castle, Pa., Installs Complete Line of Machines and Records Perth Amboy, N. J., September 8. — The Kimberley Phonograph Co., Inc., which has been operating successfully for some time past, under the direction of Leo Jacobson, has been reorganized and will increase production in the near future. The reorganized concern will be known as the Kimberley Phonograph Co. of New Jersey and Mr. Jacobson will remain as the head of the new organization. The officers are: Leo Jacobson, president; David Isenberg, secretary, and Adolph Greenbaum, treasurer. The company has about completed the purchase of the property in Fayette street, where the plant is located, from Joseph Polkowitz, Inc., and it was said to-day that the title to the land will be taken within a few days. The Mather Bros. Co., jewelry and talkingmachine dealer at New Castle, Pa., has taken on the Brunswick line of phonographs and records, in addition to the Victor line, which the company has handled for some time past. The talking machine department of the store, at 213 East Washington street, has been remodeled, and there is now available a battery of ten demonstration booths. Thomas McCreedy J., has built up for him a wide circle of acquaintances throughout the talking machine trade in the Eastern territory. His wide knowledge of the talking machine business, combined with his affiliation in the past with publishing houses and advertising agencies, well fits him for the sales and advertising work which will be included in his new duties with the Granby Co. Mr. McCreedy will make his headquarters at the main office of the company at Newport News and operate from that point. He has well-defined plans for progressive development of Granby sales which he expects shortly to put into operation. Featuring the Odd, Unusual Records With Which Buyers Are Unacquainted NEW CONNECTION FOR GEO. T. BEAN George T. Bean, for a number of years connected with the legal staff of the Victor Talking Machine Co., Camden, has become a member of the law firm of Prindle, Wright & Small, New York, which firm in the future will be known as Prindle, Wright, Neal & Bean. TO HANDLE PARAMOUNT IN SOUTH Dewey D. Prater, well-known songwriter, of Millport, Ala., has been appointed Southern representative for the New York Recording Laboratories, Inc., of New York City and Port Washington, Wis., manufacturers of Paramount records. A Grafonola shop has been opened at 132 North Fifth street, Lafayette, Ind., by C. L. Beisel. It is attractively arranged. See tecond last How best to insure a great development of record sales is one of the questions of the hour. Dealers are not doing their duty to themselves if they fail to consider every possible way and means of concentrating public, attention on the very remarkable records which are being placed on the market to-day — remarkable because of their perfection and the fact that they are veritable photographs of the voices of the great singers and the skill of all the great instrumentalists of the world. We doubt very much, however, whether dealers have brought to the attention of the customers the many unusual and unique recordings which are to be found in the catalogs of the leading companies. Music lovers never fail to have in their collections a well-assorted selection of operatic, orchestral, and even the better-class jazz numbers, but there are still to be found in the record lists some very remarkable records of string orchestras, the harp, the cembalom, the organ, the harmonica, that odd potato-like instrument, called the ocarina, and other musical in page for Index of Articles of Interest in this issue struments which invite and merit consideration. The unusualness of these recordings and the very remarkable effects secured in the laboratory are well worth particular attention. It would be an excellent idea were these records grouped for a window display and special cards used emphasizing the uniqueness of this display and the merits of each individual record. This would not only demonstrate enterprise on the part of the dealer, but it would unquestionably help sales, for there are plenty of talking machine owners who are not acquainted with the many novel records which are procurable. And, mark you, these records are not freaks or novelties, but artistic recordings that deserve special consideration from owners of talking machines on this account. Where dealers send out bulletins of new records to their customers they ought to include a special folder bearing upon whatever unusual records they have in stock and which help so much to add a pleasing touch or change to the musical programs given in the home. of The World