The talking machine world (Jan-Dec 1909)

THE TALKING MACHINE WORLD. 51 Melograph Disc Record Co., Ltd. 22 Sir Thomas Street, LIVERPOOL t^OK the finest double-sided 10-inch disc records on the market, 2/6 each. Compare these with any other make at any price. Write for lists and samples (Trade only). as they expected, they hope it will considerably increase in a short time. In the retail business, Archer & Co. state that business is only moderate. Cramer & Co. find that it has been considerably better recently, especially in the higher-class goods. Jake Graham has also been very busy. In the other houses, although there is a certain amount of sales being made, there is a distinct lack of energy and enthusiasm with the buying public this season. The recent labor troubles have caused a serious set-back as regards machine sales, and on the record side, where last season a dozen were purchased, probably only two or three are bought now. In addition to this there has been recently large quantities of liquidative stocks and job lines placed on the market, and these have also caused a further diminution in sales of the ordinary goods. Altogether, the past year, 1908, has not been what one would term a really successful one. Notwithstanding plenty of energy and hard work, very small profits are being made, and we rather anticipate that in not a few cases they will only just cover trading expenses. Christmas and New Year festivities are now over, and we hope that the year 1909 will bring us better and more trade than did 1908. MANCHESTER. Manchester, January 4, 1909. Generally speaking, the trade has not been so good as anticipated; disc records have sold fairly freely, especially the well-known makes. Disc machines have been somewhat slow. In cylinders, Edisons have, of course, taken the lead. Gems, Standard and Home machines have had a steady sale. The booming of the Amberol has caused this; nevertheless the market is very unsettled. Job lines, both recently offered, also others that are in view, bring down the prices, and make the dealer extra cautious in buying. Messrs. Duwe have had quite a rush during December, the output being very large; machines not quite so freely, but records in quantities. Edison machines, also the new attachments, with Amberol records, have the call. Messrs. Richardson have had a busy time also. Zonophones, Twins and their special Truetone disc machines, with Edison goods, have in each case found good sales. Messrs. Burrows also report business as very good. At Frazer Watson's Pathe goods were strongly in evidence. They had, however, missed a good many sales during December from delay in delivery, but hope, now that the stock has arrived, to go ahead. The Edison-Bell Phonograph Co., Ltd., closed up their depot at 22 Dantzig street on December 25. From what we gather there will be important changes in this concern before very long, with a view of bringing it right up to date upon lines that will enable the very severe competition to be met. In the retail houses sales are less than last year; customers are more critical, spend much more time hearing records and buy less at the finish. Money during Christmas has not been spent so freely as in previous years, and it will be some months yet before business resumes its normal condition. Eight-inch and sixteen-inch cylinder records will soon be placed on the market by a London concern. ELEMENTS THAT COUNT. Points to be Considered in Selling — Customer Should be Treated in Such a Manner That He Will Call Again. In every sale there are three elements. The article to be sold, the person who wishes to sell — that is, the salesman — and the person to whom the sale is to be made. In all sales it is assumed that the article to be sold has merit and real value and will be of use to the purchaser. It is to be assumed, also, that the salesman may of right sell the article and that he understands the article thoroughly and can present its merits to the prospective purchaser. The third element in the sale, the person to whom the sale is to be made, is a most important factor in the transaction, and upon the salesman's understanding of his customer, his appreciation of the customer's needs, and his quick perception of his customer's peculiarities, will depend his skill and success as a salesman. It is sound policy always for the salesman to treat the customer as though he expected to meet him again many times, and to make not only the present, but many future sales. The policy of treating the customer as though this were the only time when he and the salesman were to meet is not only bad ethics, but bad salesmanship, and it is best always for the salesman to sell to his customer something which the customer needs and something which is of proper value for the consideration received. In this way the transaction will beget confidence and when the salesman and the customer meet upon future occasions, the salesman has already stored up capital in the way of a reputation for fair dealing and reliability. We are all salesmen of our wares, whether those wares be thread and needles and buttons, or whether they be flour and potatoes and hay, or whether they be publicity, as in the case of newspaper advertising, or whether they be services as in the case of a doctor or the schoolmaster or the public official. In all the higher lines of salesmanship the study and understanding of the customer becomes a most important matter. The salesman must know where to find the person to whom he may sell. If he has valuable real estate to dispose of, he must know, first, the sort of property which will be useful to his customer, whether that customer needs a factory site or a place where he may build a retail store, or whether he needs a lot on which to erect his home. The salesman must, by a study of the customer, learn the man's resources and be able to suggest for his consideration the kind of property and of such value as the purchaser can not only use but pay for. Sometimes he must arouse in the customer an appreciation of the need he has for the property offered. He must be shown the advantages of the purchase, financial or social. In other words, an appetite must be created. HAMMERSTEIN GETS McCORMACK. The Great Irish Tenor Who Scored Such a Success at Covent Garden Will be Heard Here. Oscar Hammerstein announced early last week that he has a new grand opera tenor, whose talking machine records are so much admired abroad and in this country. He is an Irishman and his name is John McCormack — probably the first Irishman ever engaged as a leading grand opera tenor by an American impresario. Mr. McCormack is already well known. He is described as tall and handsome, only 24 years old, and there are some connoisseurs who have gone so far as to say that he has "the most beautiful tenor voice of any singer now before the public." Mr. Hammerstein has taken him under a long contract, and he will make his first appearance in America at the Manhattan and Philadelphia opera houses early next season. Mr. McCormack came of humble parentage. A wealthy Irish woman was attracted by the marvelous beauty of his voice while visiting a sick tenant to whom he was singing. This woman sent him to Milan to study under Sabatini, with whom he stayed two years. While in Italy McCormack acquired stage experience and a repertoire of Italian operas. He came to London and made his first important appearance at the London ballad concerts. At this concert Mme. Clara Butt made her reappearance after a serious illness of six months. The Queen's Hall was packed to the walls. Mr. McCormack was No. 5 on the program and Mme. Butt No. 6. Everyone was on the qui vive to hear the latter, and when Mr. McCormack appeared to sing "Che Gelida Manina" from "La Boheme" the crowd became impatient. He had not sung ten bars when all ears were strained to hear him. He was recalled sixteen times. Then he sang a simple Irish ballad and was recalled ten times. Mr. McCormack's first appearance in Covent Garden opera was in October, 1907, in "Cavalleria Rusticana." Max Landay, of the Talking Machine Supply Co., New York City, will make a western trip about January 15, going as far as Chicago. WHY, THAT BEATS ME But You Can't Beat US For Giving You PROMPT DELIVERY of all the latest Types and Titles. WE SPECIALIZE IN Zonophones and Genuine Edison TALKING MACHINES AND THE NEW AMBEROLkinute RECORDS If YOU haven't the particular record that your customer wants, remember that WE HAVE. ■You need never disappoint a customer or lose a sale if you SEND US YOUR ORDERS 22-32 Creat Eastern Street, LONDON, E. C. and Deansgate, MANCHESTER BROWN BROS., LTD.,