The talking machine world (Jan-Dec 1909)

58 THE TALKING MACHINE WORLD. TALKING ^ hovutt HEWS WQI^LD = THE SIDE LINE SECTION = is a part of The Talking Machine World, 2&f53 which is published on the 15th of each month by Edward Lyman Bill, I Madi son Ave., N.Y. Complete copies lOc.each. Subscription by the Year $1 .00 Domestic; Foreign $1 .25 NEW YORK, NOVEMBER 15, 1909 SIDE LINES HELP A BUSINESS. An Opinion of Importance from a Talking Machine Man Who Has Gone Into This Matter Very Thoroughly — Finds Side Lines a Profitable Adjunct to His Business. Talking recently with a talking machine man who has made a great success of side lines as an adjunct to his business, he said: "I believe that talking machine dealers will find a suitable and productive side line an excellent feature of their business. And admitting the need of a side line the question has always been presented, and never quite satisfactorily answered, as to what constitutes a suitable and productive side line — suitable as to combination, and productive enough to warrant the expenditure of time and money to permit its prosecution in connection with the main line, the talking machine business. "Mature reflection has led me to the conclusion that sporting goods furnish the very best side line for several potent reasons. Such goods appeal to the same vast and varied class to which the talking machine business appeals — to the class which desires amusement, must have it, and is always willing to pay the price. The sportinggoods line, moreover, is clean, compact, easily handled, with limited manufacturing competition; and it affords a good margin of profit to the retailer — a very important consideration in these days of close prices. "I have also found small musical instruments such as the Hohner specialties, particularly harmonicas, to be excellent sellers. They are always attractively displayed and can be carried with a small expenditure of money, and always pay good profits. The same may be said of safety razors and watches. The manufacturers have arranged them so attractively that dealers have little to do to bring them to the attention of the public — in fact, they sell themselves. I am very pleased with my venture in the side line field, and find that it is stimulating to my regular talking machine business. It has brought in lots of new customers and broadened out the business materially." THE VALUE OF GETTING TOGETHER. Some Pointers on How It Pays for Employers to Get Into Close Touch with the Men Under Them — The Philosophy of Success. An excellent sermonette in the form of a little folder, entitled "Getting Together," has been issued by B. C. Atkins & Co., of Indianapolis, as one of a series of "Talks to Retail Clerks." It is so "meaty" in the way of good things for the men who conduct talking-machine stores and for the men who sell these popular creations, that we print it herewith: "Do you know that I think that the greatest pity in most business establishments is the imaginary big high stone wall that has been builded, dividing the 'head of the house' from the poor unfortunates who happen to be on their weary way towards the top of the ladder. "Of course, this don't hit you, for I know there is the closest affiliation between your different departments and so I suppose this talk will not interest you. "But for fear it may, for fear you are going to read and listen, and with the possibility that you, the head, and your salesman (the body of your business) may discover some truths in the necessity of getting better acquainted with each other, I am going to talk to you about 'Gittin' ' together. "I actually heard the head of a business say the other day that he thought he had the best, the most loyal bunch of boys in his sales department that could be found. "Now, what do you think of that? "That fellow was a big success. "He said he made it his business to get in touch with his help, to study them, to learn their good points and their weaknesses, to bolster them up, as it were — to be one of them. And he had done all this without losing their respect either. In fact, I learned that these fellows regarded this marvel as the finest thing that ever happened. "They told me their boss was a peach and that it was an actual pleasure to work with him, because they knew that their efforts would be appreciated. He spoke to them just like they were mortals, with souls and feelings, and when they made a good sale he told them that he appreciated it, and when they fell down he tried to show them how to do better the next time. They were not one bit afraid of him. They respected him and wanted to see him succeed and were only too glad of the opportunity of helping him to do so. I believe that this sort of an organization will win out under almost any condition. And I think I'm right about it. "Here is an idea lor you, Mr. Boss. Maybe, if you take this home with you and 'home to you,' that to-morrow morning you will feel like looking over on the other side of the fence, to the salesman's side, and see what you can do to make him more efficient. "Let's look over on the salesman's side together. How can he help the boss? I believe every institution of any size has what I call, for lack of a better word, a 'groucherino.' That is, not just a common everyday grouch, but a groucherino — a double-distilled, back-action grouch. One who grumbles and kicks and fumes and tears his hair. He goes about among his associates and calls them to one side and tells them confidentially that everything is wrong. You know him — don't you? Well, cut him out. Don't let him inoculate you with the germs of discord. Pass him up. You can't cure him — he is hopeless, and harmless if you make him so. "Then the salesman ought to be merciful to his boss. He don't know one-half what he has to contend with. He has no idea of the serious problems constantly confronting the head of the business. He cannot conceive the reasons for doing this that way, or of doing that this way. Because he does not know the real condition. For Heaven's sake don't kick and knock and criticize and make yourself ridiculous by telling how you would do it. You don't know whether you would or not, because you dont know the real conditions. Say to yourself, My Boss knows why, perhaps I would do the same thing if I knew, too, and then turn in and give him that loyal support that you would have him lend to you, were conditions reversed. "The other boys in your department may not be as congenial as you would wish. They have tneir faults and weaknesses, just as you have yours. But they are your business associates and they are making good or they would not hold their jobs. "Be philosophical, look upon their best side. They all have their good points. Find these things about them and overlook their weaknesses. "Be broadminded, perhaps you yourself may have just as glaring defects as they. Get together— warm up to each other and work for the common good. It's the old case of the bundle of sticks after all. "Get together, you bosses, if your boys are no good, fire them, there are thousands of others. If they are trying to do the right thing, encourage them — that's all. They have feelings just the same as you. "Get together, you salesmen, your boss isn't half as bad a fellow as he might be. He is carrying a big load and doing his best to carry it intelligently and with patience. Have mercy on him and help him. He needs you. "If you can't do this, then quit. There are other jobs where perhaps you may be permitted to dictate the policies of the concern without knowing any of the true conditions. "Now, I have not said a word about salesmanship, but have talked rather of the foundation which will make intelligent salesmanship possible. I do want to say to you again, however' — Sell quality merchandise. Show the other kind if you have to, but sell the quality goods." MORE DEMAND FOR POST CARDS. Some Dealers Caught Napping by New Tariff Law, Which Has Increased Prices Up to 345 Per Cent. — Foreign Views Supply Decreases. The approach of the holidays finds the demand for illustrated post cards showing a pleasing tendency to grow in proportion to the supply. It would be more correct, perhaps, to say that the supply has decreased somewhat, and as the demand has increased the ratio is more nearly even than it has been for six months or more. The heavy accumulation of all kinds of cards which had developed early in the summer, and which was especially noticeable in September, has been materially reduced. There is actually a shortage in some lines, as was indicated in last month's issue of The Talking Machine World. FaiUire to prepare for the effect of the new tariff law was responsible for this state of affairs. Although some dealers, especially the importers, complain of a shortage, it must not be supposed, however, that there is any actual lack of supply. Some firms fear they have not a sufficient amount of cards on hand for their needs, but they all have some sort of a supply. It is true, none the less, that a number of houses will be unable to fill all their orders. The principal pinch will come in foreign -view cards. On some of these, as is widely known, the new tariff has increased prices by amounts running as high as 345 per cent. An expert in this line said, a few days ago, that the wiser dealers bought heavily of this class of foreign cards before the new tariff law went into effect last summer. The authority said, further, that the conditions which then seemed to reflect a grievous oversupply no longer exist, and that those dealers who did not seize time by the forelock will lose chances to get business and profit out of the field for foreign view cards. GILLETTE CO.'S EXPANDING TRADE. Based on Values the Safety Razors Made by This Company Have Won a Tremendous Popularity Throughout the Civilized World. There is no one specialty made in America perhaps that has grown so rapidly in popular favor as the safety razor made by the Gillette Co., whose advertisement appears elsewhere in this issue. Thousands of people are now using safety razors who could not be induced to do so a short time ago. When a man shaves himself he uses his own razor, brush, soap, towels, etc., guarantees against skin diseases. As a time saver the safety razor deserves a place in the halls of fame. As a money saver the facts are: It will cost a man about $15 a year if he shaves twice a week in a barber shop. The loss of time must be figured in the equivalent of money. The one proposition to put before the men of this and other countries is that the modern safety razor is within the reach of every man and will give the same results at home as can be attained by a skilled barber and at much lower cost.