The talking machine world (Jan-Dec 1911)

34 THE TALKING MACHINE WORLD. Advantages of Co-Operation in Sales Department By H. H. Fish, Los Angeles. fendant infringes all the claims of the patent in suit in issue here unless it be claims 14 and 23, which add in broad terms the production of duplicates or commercial records from the original by any process, or any means which will accomplish the end. The defendant insists there is only one known process of producing duplicates from the original and that the one described in the Jones patent and there claimed. All Johnson says in the patent in suit as to reproducing sound records from the original is, "It is understood that in reproducing, the record thus formed may be used for reproducing purposes directly or a more durable and indestructible record may be produced by various processes from the original record." He does not point out or describe or claim either one of the "various processes" referred to. Jones did and does and was granted a patent for that particular or specific process of reproducing a more durable and indestructible record; that is, the commercial sound records for u^e in reproducing the recorded sounds, music or speech. Infringement of Johnson Patent Declared. I cannot find that Johnson anticipated or was prior to Jcnes in his method or process described in his patent No. f)SP,739, dated Dec. 10, 1901, for reproducing sound records from the original record made according to the Johnson invention; that is, by coating such original with a conducting material, then forming a matrix thereon by electrolysis, and finally separating this matrix and pressing the same into a tablet of suitable material in the way described; or, in the language of claim 2, by next rendering the surface thereof fof the original record) electrically conductive, then forming a matrix thereon by electrolysis, next separating the matrix from the original record disc without the use of heat, and finally impressing said matrix into a disc of suitable material to form the ultimate record. Whether or not this part of the Jones patented process was old in the art does not concern this litigation: the defendant infringes the Johnson patent now owned by the complainant, by using his method or process of producing the original record and his patented original record from which the duplicates are subsequently made. If there are methods of reproducing records from the original record other than that described and claimed by Jones, clearly the complainant may use it without fear of the Jones process. There will be a deci-ee ■ accordingly, with costs, and for an accounting. In view of all the prior litigation and all the facts, I may as well say here that if the defendant desires to appeal and takes the appeal within thirty days from the entry of the decree hereon, the issue of an injunction will be suspended pending such appeal and until the determination thereof, providing it gives a bond in the sum of ten thousand dollars ($10,000), conditioned to pay all costs, damages and profits awarded against it herein, and provided it moves such appeal to a hearing promtly by asking that same be advanced. VICTOR CO.'S FOREIGN LISTS. Send Out an Advance List of 86 "Specials" Covering Almost Every Language — Revised Schedule of Opening Days and Shipping Dates. In accordance with their pohcy of increasing their foreign lists as rapidly as possible the Victor Talking Machine Co., Camden, N. J., have sent out an advance list of eighty-six "specials," to go on sale as soon as received by the dealer. The company realize the opportunity the foreign speaking population ofifers to Victor dealers, and it is therefore their intention to increase the catalogs from time to time as rapidly as they are able to secure suitable artists and increase their laboratory facilities. The list referred to includes German, Arabian, Turkish, Russian and Neapolitan records. In the same lot two Christian Science records are also announced. Perhaps this is the first time the latter were ever ofTered the trade. About the same time the February supplement of new Victor Chinese records (Cantonese dialect) were shipped to go on sale when received. The Victor Co. have found it advisable to allow distributers to ship the monthly supplement recc3rds to dealers one day earlier than heretofore, beginning with the April supplement. The change is concurred in by practically the unanimous vote of Victor distributers. A revised schedule of "opening days" and shipping dates in force for the remainder of 1911 was announced at the same time. The Cincinnati Columbia store recently placed a Grafonola Regent, mission style, in a new cafe on Vine street, which harmonizes with the artistic oak fittings of the place in the same design and finish. A piano salesman recommended the Grafonola in preference to an automatic piano. Business brevity is sometimes cultivated to such an extent that the abruptness sways dangerously near discourtesy. Co-operation — what a wealth of rrleaning is expressed by that one little word; how simple it is to spell ; how easy to pronounce ; yet I venture to say that very few of us pause to think when we come across it in print of the wonderful possibilities it contains. Without it what would become of civilization ? Imagine, if you can, a person placed on an uninhabited island, dependent entirely on his own resources, no one to aid him, not even a beast of the field to help him till the coil, but condemned (by the absence of co-operation) to plod along indefinitely, an outcast, a lonesome exile, and one can readily see that he would soon sink to the level of all brute creation, where only might is law and the strong dominate the weak. History has proven over and over again that families, communities. States and nations have signally failed in their endeavors when they scorned co-operation. I think the motto of the great State of Kentucky expresses it all in a very few words, 'OJnited We Stand, Divided We Fall." If in the ordinary walks of life it is so essential to co-operate, then how much more it becomes a necessity in business relations. It is the keynote and backbone of all commercial institutions. Take, for instance, any large department store ; it would matter not what ability its owner or manager had, if the heads of the different departments were not in unison. That store would be a failure. Twenty men pulling together might easily draw a wagon from a mud hole — one couldn't even move it. But to return to the question under discussion, that is our own case. Where could we find a better example of the advantages of co-operation than among the eighty odd employes of our own great music house, the Southern California. There is a certain inherent instinct in most of us to be loyal to our own particular house; to work for the same common end, success for our business, and as a general rule, when you benefit your employer, you benefit yourself. Why should a talking machine salesman feel out of humor when a prospective Victrola customer should change his mind and say, "Well, after all, I think a piano would probably suit us better." Maybe he will ask your opinion of pianos in general, mentioning several standard makes, as the Chickering, Steinway, Weber, Knabe and A. B. Chase, etc. Do you think that it would be fair to our fellow-salesmen of the piano department to answer this man's query something like this : "I really don't know anything about pianos, that is out of my line." Would that be using business tact? Emphatically no; and, besides, it would lower you in his estimation, as he would probably think that you took very little interest in the business welfare of your firm and also were lacking in courtesy to him. How easy to tell him of some of the difiFerent makes we handle, and before you get into deep water turn him over to one of our many able piano salesmen and let them do the rest. While you have probably lost that customer for the time being, at some future date, when the piano is not so new, you may interest him again in the Victrola, and this time land him. It seems to me a hard problem to decide as to 'which department had the best opportunities to aid the others. Of course, the first floor has this advantage ; they see them first, and no doubt many a faint-hearted talking machine customer is shown to the elevator and landed on the third floor, before he really has the time to object. Still, on the other side of the question, our record customers ask if such and such a song is published, or say that this particular piece being sung by some artist would just suit their voice and, of course, that is our chance to direct them to the sheet music department. Again, many of our patrons, after hearing some of the wonderful solos performed by the great staff of artists employed by the different talking machine companies, become ambitious to learn some instrument themselves. Quite often they in quire as to the relative difficulties of the different ones. Thus we get our cue to refer them to the small goods department. Not only are we able to co-operate for our mutual benefit, but by keeping our customers interested in their machines and records, we will find that they will also co-operate with us and will bring their friends in and so we are forming a network of never-ending business, which with proper handling will not decrease but grow larger and more profitable. As a general rule people who trade regularly at one place show a preference for some particular salesman. This preference may be for several reasons, viz. : This salesman may have waited on them the first time they purchased in his place of business, or maybe on account of a former acquaintance with him, and sometimes because he, the customer, is better treated by him. The first two reasons are legitimate, the last one is to be deplored, as it shows a lack of harmony or co-operativeness among the employes of that house. Every salesman should strive to show the same courtesy and attention to another's customer as he would to his own, and in consequence the customer will always feel at home if the one they happen to ask for it out. Another thing, it would be well for us to keep in mind is that every purchaser is different. You will often hear the remark among clerks, "Here comes Mr. ; it is a pleasure to wait on him." On the other hand, there is the crabbed customer, that nothing seems to suit, whom you generally have a hard time to please. A great many times this cranky person only needs a little co-operation to get him started on the right way to being more congenial and easier to suit. Help him out by offering him a few suggestions, that is probably just the trouble; he doesn't know himself what he wants and you may happen to strike just what he likes best. Of course, he may ignore your little hints, but by judicious handling nearly all of them can be made to see that you are really anxious to help them, and it may be the means of getting more business for the house in the future. No one person in an establishment of this size can be the whole thing, no matter how much he or she may desire, but they must to a certain extent, at least, depend on the help of others. So in conclusion I think we will all get along better, feel better toward each other, and last, but not least, get better business results, if we only take for our motto, "Co-operation." INSTALL COLUMBIA LINE. (Special to the Talking Machine World.) Hyde Park, Mass., April 6, 1911. Burnes Bros., house furnishers, have added a talking machine department, featuring the Columbia line. The business so far has been extremely gratifying, and more prominence than ever will be given this branch of their business. Said a merchant of experience : "I would much rather a man should come into my store and blow me up than to go by it altogether. "If he goes by I have no chance at him at all. If he comes in when he is angry at something we have done or not done, it gives us a chance at him. We can explain or right his wrongs, or at least apologize for what we have done or not done. We can soothe him, file down his horns; possibly work liim over into a good friend, and sell him something before he goes out. I have seen that done by the right man, and in the right way, many a time in my life." People say that George Westinghouse did not invent the air-brake. It does not make any real difference whether he did or not; the fact remains that he knew how to get the railroads to use it. He was the distributor and consequently the indispensable man.