The talking machine world (Jan-Dec 1914)

THE TALKING MACHINE WORLD. 43 The Trade In Baltimore And Vicinity (Special to The Talking Machine World. ) Baltimore, Md* October 6. — The talking machine business is hitting up its usual fast stride with the result that all the dealers report excellent prospects for the fall and winter, and especially for the holiday trade. Most, if not all of them, are stocking up ahead of time to be in position to handle each and every customer during the holidays and to disappoint none. The additional space added by E. F. Droop & .Sons Co. was not put into service any too soon, for the firm has a big stock of Viotors and Edisons on hand for the heavy demands that continue to pour in. Manager W. C. Roberts reports a very good September and has every reason to believe that this will be hi» banner year. Joseph Fink, proprietor of the Fink Talking Machine Co., reports good sales with the Victor and Columbia lines at both his main store and his new branch store. Business is picking up nicely. F. A. Dennison, manager of the branch store of the Columbia Graphophone Co., shows by reports and statistics that the various styles of Columbia instruments are just as popular as ever, and are bringing in good sales both in the city and on the road. The Sanders & Stayman Co., Inc., reports sales for September with the Columbia and Victor lines to have been right up to the standard, and they look for a continuance of the good results. H. R. Eisenbrandt & Sons are also in the band wagon with a line of good sales of Victors, which they handle exclusively. The department stores, such as Stewart & Co., Gomprecht & Be::esch and Hochschild, Kohn & Co., have good reports to make w'th regard to their talking machine departments. ADJUST EFFORTSJfO OBSTACLES. Salesmen Must Know More About Their Goods Than the Customer, and Be Able to Prove It — Making Adjustments. "Back of everything you sell there is something bigger than the article itself," writes George H. Eberhard, the prominent service expert. "It's the proposition — it's all that goes to make the sale possible in the mind of the customer. Salesmen When EISENBRANDT handles your VICTOR order it is filled quickly and completely. We are the Pioneer Victor Distributors of Baltimore. H. R. Eisenbrandt & Sons BALTIMORE, MD. must know more about the proposition back of the goods they have to sell than the customer, if they want to enjoy the customer's confidence, and they must get his confidence and retain it if they're building up permanent trade. "Salesmen must be prepared at any and all times to answer in several different ways every question about their goods and the proposition that makes each item a sales factor ; so salesmen should be continually on the alert forestalling possible questions with the answers they would give if they were called on at a moment's notice to answer them. A salesman should treat his mind as he would a valuable race horse. Keep it in good condition and warm it up occasionally with trial practice. "Salesmen all have mental or physical defects or weaknesses. They know of these defects, and knowing, they should give thanks. Known defects are signals crying out to us to correct and control the weak spots in our selling armor. If you are loud in your general conversation, and you know it, the answer is, 'Tone it down.' If you lack poise, the answer is, 'Practice control.' If you're slow to collect your thoughts under fire of questions — prepare, practice, study, be ready. Don't let any man be a better salesman than you are. THE TRADE IN PHILADELPHIA. {Continued from page 42.) splendid business 'With the dictagraph. J. Westervelt has full charge of that end of the business, not only as inside man, but also as manager of salesmen. The firm has closed a most substantial order for these machines with the Du Pont Powder people and with the Lanston Monotype Co. De Angelis Heads Cunningham Department. John De Angelis, a cousin of Jefferson De Angelis, the comedian, has been made the manager of the Edison phonograph department at Cunninghams. He sold the Edison records originally direct for Edison people in Orange. Mr. De Angelis came to this city from Winnipeg. He says he thinks things look very bright for the Edison here this winter. A. C. Ireton, manager of sales, and C. P. Chew, both Edison men, were in Philadelphia the past week. They announce that they will send a corps of demonstrators over here shortly and give recitals, "after which," he says, "the enterprising dealers here are supposed to show the Philadelphia people the advantages and the way to secure one of the fine Edison talkers." Many New Columbia Dealers. "The new $85, 1915 Columbia 'Leader' machine, has been received at the Philadelphia store," says Mr. Eckhardt, "and it has created quite a furore, It has been received very enthusiastically by the trade and we are able to sell them faster than we can get them at the present time. I believe the new De Luxe, which is just out, is also going to be a winner." The Metropolitan Phonograph Co., of Reading, has begun extensive handling of the Columbia product, and will handle the Columbia exclusively. The Pennsylvania Co. has put on a great number of smaller accounts and has averaged a new contract a day during the summer months, and its territory is pretty well covered and it has had to turn down a number of applicants. It is negotiating for an important contract in Camden, which it expects to close in a few days. It has just closed a contract to handle the Columbia with Painter & Ewing, the piano dealers of this city. 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