The talking machine world (July-Dec 1922)

September 15, 1922 THE TALKING MACHINE WORLD 111 FROM OUR CHICAGO HEADQUARTERS— (Continued from page 110) down a pretty bunt for a single and Hoppe advanced to second. Bauer cracked a screeching liner to deep center for a home run, .scoring Hoppe and Lufkin ahead of him, and the Chicago rooters went wild again. Percy Tonk caught a fast one on the nose and cracked it into right for three bases. More noise. Al Koch drove a single to center and Tonk romped home. Michaels worked Steussy for a base on balls. Steussy was wild. Schoenwald fanned. Blimke ended the inning by going out on a high fly to Warner in right. Six runs. The line-up of the two baseball teams follows: Piano Club of Chicago: Schoenwald, 2b; Blimpke, ss; Bristol, p; Hoppe, 3b-c; Lufkin, lb; Bauer, If; Tonk, cf; Koch, c-3b, and Michaels, rf. Milwaukee Association: Goldsmith, 2b; Przylysky, c; Netzow, 3b; Herzog, ss-p; Steussy, p-ss; Zimmers, 'If; Scheft, cf; Pugh, lb; Warner, rf, and Christophersen, x. The other sports included races for boys, races for girls, fat men's race, fat women's race, four-footed race, peanut race for ladies, potato race for ladies, Cheney sales talk contest, naildriving contest between mothers and daughters, sword swallowing contest for men, horseshoe pitching contest for men, chewing the string contest for married couples, kite-flying contest and a tug of war between Milwaukee and Chicago. The prizes were well worth while and were as follows: Boys' race, won by Edward Blimke, Jr., a drum donated by I.udwig & Ludwig; girls' race, won by Margaret Whitsit, a ukulele donated by W. B. Papineau; fat men's race, won by H. D. Hewitt, set of Wallace reducing records, donated by Mr. Eckert, of Wallace Co.; fat women's race, won by Alice Haase, another set of Wallace reducing records, donated by Wallace Co.; peanut race for ladies, won by Irene McCarthy, pair of silk hose, donated by Matt Kennedy; potato race for ladies, won by Alice Lovkin, a pair of silk stockings, donated by Jimmie Bristol; nail-driving contest, won by Miss Sullivan and her mother, twelve late Okeh records, donated by Harry Schoenwald; champion sword swallower, won by Mr. Price, a box of cigars, donated by R. W. Berry; horseshoe pitching contest, won by Ed Blimke, a pair of cuff buttons, donated by Percy Tonk, and string-chewing contest, won by Mr. and Mrs. Grosvenor, set candlesticks, donated by Walter Jenkins. '/MTERNATlO/MAf AND ANNUAL CHICAGO RADIO SttOW x& COLISEUM CHICAGO ILLINOIS SATURDAY OCT. 14TH TO SATURDAY OCT. 21ST THE PUBLIC WILL MEET THE MANUFACTURER WILL MEET THE PUBLIC IN THE LARGEST STREET-FLOOR EXPOSITION BUILDING IN THE UNITED STATES A Show of Benefit to the Jobber and Dealer and the Buying Public BUSINESS OFFICE 549 McCORMICK BLDG. PHONE WABASH 1844 Tom Hindley, who won the $5.00 prize donated by Professor Cheney, of the Cheney Talking Machine Co., for giving the best twominute salesmanship talk, handed the money to the club to be used for charitable purposes. To every contestant who came in second in the various contests and races a tiny toy piano was donated by Sid Sachs. Needless to say, there were many seconds. HINDLEY TALKS ON SALESMANSHIP Tom Hindley, of Mandel Brothers, Wins Cheney Prize for a Two-minute Selling Talk at the Chicago Piano Club Picnic One of the events at the picnic of the Chicago Piano Club and Milwaukee Music Trades Association was the contest for a cash prize donated Repair Parts For All and Every Motor That Was Ever Manufactured We can supply any part. The largest and most complete assortment of repair parts — in the United States — on hand, for old, obsolete and present-day motors. If your order cannot be filled from stock, we will make it up special. Special prices on main springs, governor springs, micas, repair parts, motors, tone arms, steel needles, etc., in quantity lots. Expert repairing on all makes of phonographs and motors. INCORPORATED UNDER THE LAWS OF ILLINOIS SUCCESSOR S^*"T0^2 Standard Talking Machina Co. Vnitad Talking Machine Co. Uarmemy Talking Machina Co. O'NalU.Janiaa Co. Arattna Co, — q MddiWs; Disc Records, Tfilhing Madnne Supplies, Etc 227-229 W. WASHINGTON ST.. CHICAGO. ILL. Branch : 2957 Gratiot Ave., Detroit, MicL. TRADE MARK CONSOLA." by Professor Forest Cheney, of the Cheney Talking Machine Co., for the best two-minute talk on "How to Sell a Musical Instrument." No notice was given to the five contestants who were invited to participate, and the talks were therefore entirely impromptu. The contest was won by Tom Hindley, manager of the Aeolian Vocalion Salons of Mandel Bros., Chicago. He spoke as follows: "I shall not attempt to give you an absolutely 'cut and dried' formula for salesmanship, because, like the fourth dimension, such a thing does not exist. Where an element so variable as human nature enters in no rule can be laid down which will fit every case. There are, however, certain self-evident prerequisites which every salesperson ambitious to succeed should strive to acquire. Foremost among these are a personality that quickly inspires confidence, a cheerful disposition, patience, a fund of common sense and just enough knowledge of psychology to understand the peculiar characteristics of different types of customers. "It always helps to greet your customer cordially— by name if you know it, thus breaking down that first cold barrier of hesitation. Assume that the customer has really come in to buy. The continued propaganda of your house, comprising, as it does, advertising, window display, service and the recommendation of satisfied customers, has already paved the way and served to instill the desire to possess a musical instrument. Endeavor to size up your customer's station in life and sell him the grade of instrument that it is really fitting he should install in his home. "Proceed to describe the features and merits of your instrument in language that can be understood by the layman. Avoid technicalities and argument. Don't try to awe, but rather flatter and encourage what may be, as yet, only an embryonic musical taste. Don't do all the talking; give your customer a chance at least to commit himself on the particular instrument he considers within his means. From this point on actually begin to sell and work up to the close. "There is liable to be one real obstacle loom up — especially if your store is located in a large city. The customer combats you with — "I have no time" — you can usually bank on this being said purely in self-defense and as an excuse to get away. So don't just let this go in one ear (Continued on page 112)