The talking machine world (Jan-Dec 1913)

Till] TALKING MACHINE WORLD. 59 as you do, and ii will talk back more accurately than any stenographic notes ever written. "We will guarantee this machine to do just what we say it will, not only now, but for all time to come. Here is a list of Chicago firms using from 25 to a hundred of our machines, (.'all any of them up and ask them what the machines do." He called up one or two of the concerns. When he hung up the receiver he said he felt convinced, but still insisted that he have a machine sent to him on trial. I believed I had read him aright. r was obdurate. Twenty Sold in Twenty Minutes. "The machine will do every day just what it has done for you to-day," I said. "If it doesn't, money back. Let the machines make money for you during the time you think they should be experimented with." He smiled. "I am convinced," he told me, "that all you say is true." A minute later he went away leaving with me an order for 20 machines, one shaving machine and 500 wax cylinders. He was a man of few words and I sized him up correctly. In 20 minutes I sold that many machines, or a machine to the minute. The salesman who can read character and who can gauge a customer at a glance, finds selling comparatively easy. I have little difficulty in placing orders whenever I cover my territory — Illinois, Wisconsin, a part of Indiana and a portion of Iowa. I boost my goods because my goods boost me. What I claim for them I mean. I make my arguments brief and lose no time in getting to my subject. I have found that you can convince a prospect in 15 minutes of the value of your merchandise more easily than if you consume three times that amount of time. HAS A CHAKMIil) LIFE. Harry C. Lansell, of the Blnckman Talking Machine Co.'s Outside Force, Survives Two Railroad Wrecks and Photographs One. Harry C. I.ansell, of t he road staff of the Beckinan Talking Machine Co., 97 Chambers street, New York, the prominent Victor and Edison distributor, must certainly possess a charmed life, having escaped serious injury in two recent railroad wrecks where lives were lost or fatal injuries incurred. On June 12 Mr. Lansell was leaving Bridgeport, Conn., and boarded the first section of the ill-fated Boston Express which was wrecked by the second OPENS FALL CAMPAIGN. The importance of the record division of the talking machine business as a factor in publicity campaigns was well evidenced this month by the appearance in the leading daily newspapers of a number of advertisements devoted exclusively to Victor record departments. These advertisements occupied a good-sized space and most of them carried a cut of a Victor record. The arguments used in these record advertisements differed considerably, as the selling talks for the promotion of the sale of records are many and varied. The Victrola department of John Wanamaker emphasized the fact that every record sold in that department was absolutely new, there being a special set of . records for demonstration purposes. Other advertisements of Victrola record departments featured the question of service, the completeness of stock and similar other matters. After the Collision. shown by the accompanying photograph. At the time of the collision Mr. Lansell was about to leave the car, followed by an elderly couple. Mr. Lansell was thrown to the ground, escaping injury by a miracle, while the lady in back of him was severely injured. Incidentally, this picture, snapped by Mr. Lansell, has added interest from r^e fact that it is one of three pictures taken by Mr. Lansell that are the only ones in existence showing this wreck, as the train was burned three hours later. Mr. Lansell is an ardent camera enthusiast, and makes it a point to always have a camera with him on his regular trips through Connecticut and New York State. WHY FATHER SANG SO LOUDLY. Harry C. Lansell. section of the same train at Stamford, Conn. Six people were killed and twenty injured, all of whom were sitting in the car "Skylark," of the first section. Mr. Lansell was seated in a rear seat of the' car adjoining the unfortunate "Skylark," not having been able to secure a seat in the "Skylark." When the trains crashed Mr. Lansell's seat was torn from its fastenings and overturned, and in the melee Mr. Lansell secured a number of scratches and a lame back. He managed to lend his assistance, however, to the more unfortunate passengers notwithstanding his injuries. On September 9 a special train carrying Pres:dent Peters, of the Long Island Railroad, ran into a regular passenger train just as the passengers were leaving the train with disastrous results, as A young lawyer in New York received a visit from his elderly parents, who live in a small upState town. The son took them to a fashionable church on Fifth avenue. The hymns being familiar, the visiting pair "joined in," the matter of volume being in favor of the father. Although not always in good time, the old couple enjoyed their part very much, despite the glowering looks bestowed upon them by near-by worshippers and the chagrin of their son. Before evening the latter took occasion to put the "old man" right. "Father," he said, "in the New York churches the congregations do very little singing. That is left mostly to the choir." "I know, son," said the father, "that it must have been embarrassing to you this morning, as I sang very loudly. But you must remember that if I had not the congregation would have heard your mother." If you know more than you need for your work, that need not worry you, it will always answer you in good stead. When your enemies are loudest about you it is the time for you to remain silent ; remember even every dog has its day. <f Every one buys cornets, violins, guitars, mandolins and other musical merchandise during the holidays. The greater part of the year's business is done between now and Christmas. Large profits assured. One of the largest and most complete stocks of VICTOR MACHINES and RECORDS for your selection. Musical Instruments and Victor goods shipped in one package — ■ one freight bill. THE BRUNO SERVICE Is Quick and Complete Exclusively Wholesale We will tell you just how to start this department. Write now, as every day means loss of profits. Send your business card for 400 Page Catalog of Musical Instruments C. BRUNO & SON, Inc. Established 1834 355 Fourth Avenue, New York