The talking machine world (Jan-June 1919)

January 15, 1919 THE TALKING MACHINE WORLD 85 Bang! A Smashed Finger!! And Right in the Middle of a Demonstration! How will you explain the mishap to your customer, the falling down of the cover at the critical moment, when all attention was concentrated on the beauty of the music? Now if your machine had only been equipped with the Chicago Cover Balance Number 1 no excuses would be called for. Your prospect's attention would have remained concentrated on the beauty and desirability of your machine, not on its defects. The cover is "PUT" and "ST A YS PUT" WE ALSO MANUFACTURE CONTINUOUS AND GRAND TOP HINGES Chicago Hinged Cover Support and Balance Co. fmclG^o.TuNois (Pat. AppUed For) COVER BALANCE No. I FROM OUR CHICAGO HEADQUARTERS— (Continued from page 83) Robert B. Gregory was the sort of man whose powerful mind afifects strongly and beneficially his whole community, but who cares nothing for self-exploitation or self-advertisement. His influence was little trumpeted, but it was everywhere felt, and everywhere for the good of his city, his house, or his business associates, as the case might be. At the funeral, which was held from Trinity Church, the Episcopal Bishop of Chicago officiated and more than five hundred persons were present, amongst whom were to be seen almost every important music trade man of Chicago. Telegrams of sorrow and condolence were received from the Victor Talking Machine Co., from the Aeolian Co. and many other prominent Eastern houses. Helping the Dealers The method employed by the Brenard Mfg. Co., Iowa City, la., in introducing its Claxtonola models to the dealer, is something that is very unique and well worth considering. The method in vogue with this company is that when an agency has been established in a town the traveler who handled the deal is not supposed to jump on a train as soon as the ink on the contract is dry and beat it for the next place. He takes off his coat and hat and gets busy with that dealer and figures out ways and means to bring about successful sales. The dealer is taught the very latest methods of follow-up letter systems for prospects. He is taught the best methods in vogue applicable to local newspaper advertisements. Then again, he is taught the best methods to follow in laying out his talking machine department and show windows. In other words, the traveler must ascertain just how much the dealer knows about the talking machine business and whether or not he is up-todate in his methods. He is given the very best kind of suggestions, whether he is an established dealer or a new beginner. But the educational process of the Brenard Co. does not end with the dealer. It goes a step further. It takes into consideration the sales force. The traveler when he is through with the dealer is cautioned to find out what the sales people know about talking machines, what they know about records, what they know about customers, how to handle them and how to find out what they like. For this purpose the Brenard Co. has established what is not unlike a salesmanship correspondence school. They have printed twelve interesting little pamphlets entitled "Twelve Vital Points to Salesmanship." The sales person's name is placed upon the mailing list and he is sent book number one. After he has studied this, he is asked to write a little outline of a nature that will tell at a glance just how much of the first lesson he has absorbed. He is credited on this, and if passed the second book is sent, and so on until by the time the twelfth book has been received the sales person knows a great deal more about selling a talking machine than he thought could possibly be attached to the industry. G. P. Ellis on Trip Griffith P. Ellis, sales manager of the Chicago Talking Machine Shop, left on the third of the month for a two weeks' trip to New York, Philadelphia, Indianapolis, Detroit and other points in Michigan. On the Sick List V. K. Tremblett, who travels Indiana and Illinois for the Chicago Talking Machine Co., has been in the hospital for the past ten days. He had been suffering from a severe cold, which threatened to develop into pneumonia. T. W. Williams, Chicago salesman for the Chicago Talking Machine Co., has been home for the past two weeks with the "flu." Empire Business Growing November, dating from the day the armistice was signed, and all of the month of December found the Empire Talking Machine Co., of this city, busier than it was at any time since the foundation of the company and that month and a half the business carried on by the Empire Co, was equal in shipments to the total of the eight months immediately preceding that date. Just as soon as it was authentic that the armistice had been signed and permission was given by the Government to go full steam ahead President John H. Steinmetz sent out orders to his factory to put on all the help that could possibly be obtained. This was done, and as a consequence within a few days the Empire Co. was working three shifts per day and all day Sunday. In this way the Empire Co. was able to supply its many dealers with talking machines in time for the holiday trade. Even up until the day before Christmas in many instances orders that were received in the morning were shipped out the same day. The Empire Black Seal records were in increased demand for the holiday season, and this demand has been steadily growing at the beginning of the New Year. The Empire Co. is well pleased over the popularity and standing of its records, and believes that within a few short months they will be known in all parts of the country. Victor Traveler Visits Wm. F. Fries, who represents the Victor Co. in Iowa, Minnesota and South Dakota, stopped oft in Chicago recently for a visit. He was on his way to join a conference of the sales department at the Victor factory at Camden. Vitanola Active "Speed" has been incorporated in the name of the Vitanola Co., or if not, soon will be, unless all signs fail. A representative of The World called at their Thirty-fifth street factory recently, and when he came back to The World office he remarked that he never saw such a (Continued on page 87) TRANSFER NAME-PLATES We make the Transfer Name -Plates and Trade-Marks for the largest talking machine manufacturers in this country and for dealers in every state. V. YOUR NAME, Mr. Dealer, on every machine brings the. owner . back to you for records and his friends to you for a machine. Samples, Suggestions and Sketches Furnished Free THE MEYERCORD COMPANY, CHICAGO I Largest Manufacturers of OEC ALCOIV^ ANI A Transfer Name-Plates^ Transfer Name-Plates