The talking machine world (Jan-Dec 1916)

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The Talking Machine World Vol. 12. No. 7 New York, July 15, 1916 Price Twenty Cents KEEPING SALESMEN INTERESTED HANDLING THE APPROVAL QUESTION INTERESTED IN SALES TRAINING George F. Standke, Manager of Retail Department of Columbia Graphophone Co., Kansas City, Uses New Sales Credit System Kansas City, Mo., July 6. — George F. Standke, retail manager of the Columbia Graphophone Co., Kansas City, is getting fine results from a new system of handling sales. The basis of this system is the giving of proper credit to each salesman for his sales. The name of every prospect secured by a salesman is entered on Mr. Standke's private book and there credited to the salesman. This prospect's name is then entered on a date card index under the date when the prospect is again to be seen. Every morning the prospects on cards of that day are given to the salesmen credited with them. But if the prospect happens to be sold by another salesman the report of the sale is made to Mr. Standke, who looks up the salesman who first got the prospect and credits him with that sale. The men break even under this plan — and experience has shown them that they do, so every fellow is on his toes to sell every prospect regardless of who is to profit by that sale. Manager A. W. Roos, of the Columbia Graphophone Co., Indianapolis, Explains How He Solved the Problem of Discontinuing Approval System Without Hurting His Business Indianapolis, Ind., July 5. — A. B. Roos, manager of the Columbia Graphophone Co. here, was recently asked by an Eastern dealer how he managed to discontinue the practice of sending records out on approval without hurting his business. Mr. Roos stated, in explanation, that about five months before the first of the year, at which time it was decided to do away with the approval system, all the clerks were notified that whenever any customers took records on approval they were to be informed that after December 15, 1915, they could get no more records on approval. "By the time the date came around to stop the approval system," said Mr. Roos, "all our customers were acquainted with the fact and they did not have any reason to be offended. We did not lose any business to any extent and are very well pleased with the way we are getting along." TO TAKE RECORDS TO LABRADOR Dr. Wilfred Grenfell Purchases Supply of Columbia Records for Expedition Montreal, Can., July 3. — Dr. Wilfred Grenfell, of Labrador fame, recently purchased a liberal supply of patriotic and popular Columbia records from Layton Bros., which he will take along with him on his coming trip to Labrador for exploration purposes. INCREASE CAPITAL STOCK The Grafonola Co., of 913 Euclid avenue, Cleveland, O., has leased the retail store room on the first floor in the new Hotel Statler for a term of ten years. The capitalization of the concern was recently increased from $25,000 to $50,000 common stock. Thomas F. Hennessey, of Oswego, N. Y., has secured the Edison Diamond Disc agency. A FEATURE OF THE ROSE FESTIVAL Floral Window Display of Wiley B. Allen Co. in Portland, Ore., Attracts Unusual Amount of Attention — 35,000 Roses Used for the Display Portland, Ore., July 2. — One of the most elaborate window displays during the recent Rose ords were built out of Caroline Testout roses on a background of moss, and were about seven feet in diameter, -with real Red Seal records in the center. The decorations were in charge of J. L. Loder, manager of the Victrola department of the store. It took the services of eight men three days to complete the work. Over 35,000 Rose Window Display of Festival in this city was that prepared by the Wiley B. Allen Co., which occupied four windows with 100-foot frontage on the Broadway side of the company's store. As will be seen in the accompanying illus the Wiley B. Allen Co. roses of various hues and carefully selected to secure uniform size were required to carry out the scheme. Victor Record Window tration three windows were devoted to pianos and the fourth window situated on the corner to Victor records. The two big Red Seal rec LEAVES FOR SWITZERLAND Frederic Hermann Thorens, representing H. Thorens, Ste. Croix, Switzerland, sailed Saturday, July 1, for that country after a two months' stay here. While in America Mr. Thorens closed a number of important deals whereby talking machine manufacturers will use the Thorens motor extensively during the coming year. He has been advised that the factory output will be materially increased in the near future, and the house is planning to give prompt service and co-operation to the Thorens clients. Mr. Thorens expects to return to this country within the next two months. Many Dealers and Salesmen Take Advantage of Offer of Phonograph Co., of Kansas City, for Instruction in the Selling of Edison Phonographs and Records — The Modus Operandi Kansas City, Mo., July 5.— The Phonograph Co. of Kansas City, has been highly gratified the past few weeks by the response of dealers in the territory to its opportunities for training salesmen. Many of the dealers themselves have come to these schools, but the chief advantage is the training of men who will have charge of phonograph departments. During the past week, for instance, the following Edison department managers have been in: Jenkins, Red Cross Pharmacy, Bartlesville; Caney, Hogabaum Co., Pittsburg, Kan.; Houghton, O'Brien Pharmacy, Beloit, Kan. The dealers seem to prefer to send men in who can learn the business and become competent to handle the departments as a district enterprise. More than twenty-five dealers have already paid expenses of salesmen for a week or more at the Kansas City headquarters, and thirty more have expressed their desire to give their salesmen such training. The company has regular floor salesmen's -meetings every two weeks, and when one or two outside salesmen are in the city, they attend these sessions. When the visitors are more numerous, special meetings are arranged for them. The visitors are given special training in the service department as well as in salesmanship. The tendency this indicates is considered important — for the dealers realize that different equipment and ability are necessary to sell musical goods, than to sell the ordinary commodities in a drug store. ORDERING LIBERALLY IN MONTREAL Dealers, for the Most Part, Insuring Against Shortage of Machines in the Fall — Demand for Wartime Records — Dealers Attend Edison Convention — Other Trade Activities Montreal, Can., July 3.— The majority of the talking machine dealers in this city and vicinity are at present placing large orders with the manufacturers with a view to anticipating, if possible, the expected shortage that generally develops in the fall, and a great number ofthem will be prepared for the holiday trade when it arrives. The Berliner Gramophone Co., Ltd., reports a large demand for the new wartime record, "Our Hearts Go Out to You, Canada," and also for "Listen to the Mocking Bird," sung by Alma Gluck. The patriotic records are increasing in popularity steadily and the Berliner Co. has recently issued an attractive advertising hanger in two colors in the shape of a large Union Jack, with mortised center, calling attention to a number of patriotic records. Several local talking machine dealers attended the Edison convention in New York recently, including Philip, E. H. A. and Geo. Layton, all of Layton Bros. Bourget Goodwin and the Monty Bros., from Granby, Que., also attended. The new Stewart talking machines are being featured by a number of local houses, including the Robt. Mitchell Co., Ltd., and Henderson & Richardson, of Montreal, and Allen & Cockrane, of Ottawa. A Victrola and a supply of records furnished the music for a recital recently held in Sherbrooke, Que., under the auspices of the Graduate Nurses' Association. C. R. Coleman has resigned as manager of the Montreal branch of the R. S. Williams Sons, Ltd., which position he has held since the branch was opened six years ago. Beyond a lengthy vacation in the wilds his future plans are indefinite.