The talking machine world (Jan-Dec 1912)

The Talking Machine World Vol. 8. No. 6. New York, June 1 5, 1912. Price Ten Cents MONTALVO REMODELS STORE. THE MAKING OF THE SALESMAN INTEREST ON INSTALMENT SALES. Live New Brunswick, N. J., Dealer Makes Special Arrangements for Handling His Rapidly Increasing Business — Believes in Advertising. A Problem the Solution of Which Rests with the Salesman Himself — A Broad Knowledge of Business Necessary to Win Success. Talking Machine Dealers of Los Angeles Resolve to Charge and Collect Interest at the Rate of Seven Per Cent, on Time Sales Other Than Those Sold on 30 Days' Time. (Special to The Talking Machine World.) Los Angeles, CaL, June 6, 1912. . At a meeting of the talking machine dealers of this city, held recently, the following important resolutions w-ere adopted and signed by the leading houses, bearing upon interest charges on instalment sales of talking machines — a move which the local dealers hope will be put in practice universally throughout the country : "We, the undersigned talking machine dealers of Los Angeles, Cal., believing it for the best interests of the business, do hereby agree and bind ourselves that from this date on we will charge and collect interest at the rate of seven (7) per cent, per annum on all instalment or time sales of talking machines other than those sold on 30 days' time open account. ''We pledge the honor of our respective firms that this agreement be faithfully lived up to in Jetter and in spirit hereafter. Southern California Music Co. (pert. H. Rundel), the Wiley B. Allen Co. (E. P. Tucker, manager), J. B. Brown Music Co. (by B. J. Everest, secretary), Smith Music Co. (per E. E. Smith), Boston Piano Co. (per J. H. Montgomery, secretary), Max" A. Schiresohn, Baxter-Nothup Co. (by H. V. Baxter), the Bender Piano Co. (C. C. Bender), T. J. Johnson (T. J. Johnson), E. J. Brent (per F. F. Foley), George J. Birkel Co. (A. E. Geissler, vice-president and secretary), Andrews Talking Machine Co. (J. W. Andrews), Eilers Music House (E. O. Johnston, manager), Angeles Talking Machine Co. (per A. Pfaff), Fitzgerald Music Co. (J. T. Fitzgerald), Pasadena Music House (by W. R. J. Campbell), Crown City Music & Piano Co. (Z. M. Meyers, manager), Wilson Music Co. (C. R. Wilson), Schireson Bros. (J. Schireson), The Talking Machine Shop (Albert D. Wayne)." CLEVER VICTROLA PUBLICITY. New Form of Advertising Carried on by a Live Dealer in New Jersey — Copy That Should Arouse Interest and Bring Results. The following is the manner in which a talking machine dealer in West New York, N. J:, calls attention to his stock of Victrolas and late records through the columns of. the local papers. It is an idea that should arouse Interest and bring real results : OVERHEARD ON A PALISADE TROLLEY CAR. John — Say, Bill, that there song of Champ Clark's is a hummer ; everywhere you go you hear it; gee, it's great, "You Gotta Quit Kickin' My Dawg Aroun' !" You know I was in George's last night, and, by Jove, he was playing it on one of his Victrolas. Bill— That so? John — Yep ; and not only that, but he had an orchestra selection called "The Gaby Glide" that was some glide, all right; jest couldn't make my feet behave, and a couple of others — oh, yes, two songs by a fellow named Bill Murray; his name made me think of you. One was "Gee! But I Like Music With My Meals," and the other was a corker, "Take a Tip From Father." Bill— Here, here, what are you raving about? Where is the show, anyway? What's it all about? John — -Why, * I thought you knew. George Stabel's new Victrolas, and the records that he played for me were some of the new ones that just came in. I'd have stayed longer to hear more, but my car came along just then. You can bet your life I'm going to save up and get one of .those machines just as as I can. They're till right. (Special to The Talking Machine World.) New Brunswick, N. J., June 5, 1912. Ramon Montalvo, Jr., the prominent and successful talking machine dealer of this city, has just Montalvo Boosting New Brunswick Week. One's job is what he makes it. He can either do barely enough to hold it, or he can, by selfdevelopment, raise the importance of his place to prominence and profit. It lies in the "I will" in a man,, and in the concentration of his mind applied continuously to the work in hand. The will to do comes first because conscious effort requires the whip and spur. T h e salesman performs one of the necessary functions of business. He has the biggest opportunity of any. man to make his place whatever he will. Salesmanship keeps business going. It Is an art with the glib and superficial, and both an art and a science to the ear completed the remodeling of his quarters at 209 Neilson street, where he has installed two new sound-proof booths for demonstrating records at the convenience of his customers. Mr. Montalvo held a special opening on May 25, which was continued during the following week, which was set aside as "Boost New Brunswick Week," and attracted much attention to the event through live advertising, part of which took the form of a number of boys in white uniforms, who were sent about the city on various errands. Mr. Montalvo, who handles typewriters and vacuum cleaners in addition to Victor, Edison and Columbia talking machines, is a firm believer in advertising, to which he owes much of his business success. EASTERN DEALERS ELECT OFFICERS. David Switky Assumes the Presidency of the Eastern Talking Machine Dealers' Association— Other Officers Elected. The annual meeting of the Eastern Talking Machine Dealers' Association was held at 330 Sixth avenue, New York, on May 28, when the following officers were elected : President, David Switky ; vice-president, John G. Bremner; treasurer, J. 'Lasus, and secretary, J. Henry Dodin. Considerable business was transacted in the way of developing plans for an active campaign to enlarge the membership of the association and to consider several questions of vital interest to the future of the industry as far as the retailing end is concerned. It is planned to hold several meetings of the executive board to develop these plans. nest, the thoughtful and the industrious. Efficiency ■ of mind increases by use. Mind asks little of body except that body, be kept in health, and depends not at all upon the size of stature or confirmation of the physique. The measure of a man, therefore, is not in the size of his biceps, nor in the number of pounds drive at the end of his fist, but the deep gray convolutions inside his skull. To be a Class A salesman is to be a big man in mental stature — to have a broad knowledge of business — to know commercial customs — to know something of forms and accounts — to keep up with the current thought of the day — to be alive — to be generous — to have charity and sympathy — to have a sense of humor — to have cheerfulness, deter-, initiation, philosophy, in defeat as well as in victory; and finally, essentially, one must know his goods, not superficially, but thoroughly, as they apply to the business of the prospective customer. More than this, the salesman must know the competitor's goods in order that he may intelligently prove to his customer that his own goods have points of superiority which should give them the preferred place. The best salesmen are the broad men, the big men— not those whose entire horizon is narro.wed down to one set of ideas. These men are originators and producers. The time to make plain to a salesman your wants and wishes regarding, him and his work is when you hire him. It is much easier to object to certain habits before the employe has shown that he possesses them. ■ ■ . GREATER NEW YORK PHONOGRAPH COMPANY SOLE JOBBERS OF Zon-o-phone Machines and Records IN GREATER NEW YORK Best and promptest delivery in the country. Also Jobbers in Cabinets and Needles. Prices which will surprise you. Before buying any goods call to see our line. GREATER NEW YORK PHONOGRAPH COMPANY, 308-310 Grand Street, NEW YORK, N. Y. TELEPHONE i -ORCHARD 3425