The talking machine world (Jan-Mar 1921)

The Talking Machine World Vol. 17. No. 1 SHOULD CONCENTRATE ON SELLING Skilled Salesman's Time Should Not Be Taken Up With Minor Details — The More He Knows the More He's Worth to His Employer The importance of giving the closest attention to the intelligent handling of record sales is pointed out very pertinently in the recent bulletin issued by the Putnam-Page Co., Victor distributor of Peoria, 111., as follows: "The employer who has little tasks to give his record selling people other than the work of selling records is using expert help for work that lesser paid people could accomplish. This refers to the work of mailing and stock taking and bookkeeping in, other parts of the store. "No salesperson in a Victor shop need ever be idle and time spent in studying records in stock and to come is of far more value as an eventual money getter than that utilized for minor tasks about a store. Have it a rule to plan each day in the record department and plan that day to include between-time study of records along previously discussed lines. Knowledge is power and power of mind makes sales. "The more an employe knows of the employer's business the more that employe is worth. And this benefits both parties concerned. "Record salespeople should have, and should exact, a proper amount of time to study their record offerings. But of all things use your day to profitable advantage. Do something toward selling other than to just wait on customers. There are many avenues — the telephone, the card index showing when the customer bought last, etc. Above all take a retrospect of the day — look backward and decide honestly for yourself if you have accomplished anything." The opening of the Xew Year is usually associated with resolutions. In this connection there is no resolution more worthy of consideration by the talking machine and business »■ man generally than that of resolving to cease grumbling and complaining, and to go out after business and to capture it. The Nation has not gone bankrupt overnight, although some of the rumor-mongers would have us believe so. There is business to be had in goodly volume by those who are sane and courageous — those who have faith in the United States and its future. A great many of our business men have cut a sorry spectacle for the past six weeks; they have lost their accustomed poise and £rit, and have joined with the weak-kneed crowd in a panic of pessimism that is only paralleled by the gloomy outlook pictured on the entrance of America into the world war. The prophets of disaster at that time were all mistaken in their conclusions as to the business future, and the prophets of disaster to-day will be likewise fooled regarding the development of business during 1921. It is time for faith, courage, confidence and — action. Along this line we recently came across a very vital message to business America in the Chicago Evening Post which is well worth reproducing because of its timeliness. It reads as follows: "This is the time for every brain and hand to utilize every atom of energy, every constructive thought, every helpful suggestion that will furnish more power to the business motor. "This is the time when the generals of business must take off their coats, roll up their sleeves, spit on their hands and re-vim every department, inside and out. One hundred per cent management must register 110 per cent and more. "This is the time when raw material men New York, January 15, 1921 RUSSELL HUNTING, JR., IN JAPAN Now Is Chief Recorder for the Nipponophone Co., Ltd., in the City of Yokohama Russell E. Hunting, Jr., is now head of the recording department for the Nipponophone Co., Ltd., of Yokohama, Japan. The Japanese music, en account of its many peculiarities, has been rather difficult to record in the past, but Mr. Hunting has mastered the subject and is now busily engaged in turning out records for his company. The Nipponophone Co., Ltd., has been established in Japan for ten years and is the pioneer firm in the talking machine industry in that country. Mr. Hunting's father is the chief recorder for the Pathe Freres Phonograph Co. in this country. OPENS THIRD STORE IN KENOSHA Mayer Drug Co. Handles the Puritan Phonograph With Great Success in That City The Mayer Drug Co., of Kenosha, Wis., recently opened its third store in that progressive city, the new establishment at West Market and Main streets being in charge of Harry Mayer. The Mayer Drug Co. represents one of the few drug concerns that have given really earnest thought to their talking machine department and have won genuine success thereby. The company handles the Puritan line of machines and records in all its stores and makes a special feature of window displays. Too often a dealer prepares his advertising copy and puts in all the essentials except the big one. the invitation to buy. must join forces with manufacturers, without fear or favor, to keep production on an even keel with both hands on the wheel. "This is the time when manufacturers must co-ordinate their interests with wholesalers in a will to win by working together. "This is the time when wholesalers must cooperate to the fullest extent with retailers by the suggestion of better selling methods. Showing a merchant how to sell more is to show him how to buy more. "This is the time when entire sales organizations should be on the road selling prosperity, and star salesmen should not ignore one-night stands. Beating the bush for business is more profitable than killing time at home. "This is the time when retailers must take advantage of every legitimate means of inducing business by catering to the public needs at equitable prices for dependable goods. Business may be encouraged when it cannot be forced. "This is the time for the salespeople behind the counter to remember that truth, courtesy and smiling service are the three great assets of personal success. "Inertia begets inertia; every complaint imagines another. "This is the time when the business whiner should be ostracized, the grouch banished, the discouraged inspired. "Super-effort in the sanctum, office, factory, on the roads, behind the counter, will do more to blow away the clouds of uncertainty and put business on a soundly economic and profitable basis than all the theories that ever have been or ever will be expounded. "This is the time — let's all go to work for the new era of real prosperity." This has the right ring, and the talking machine men and business men of America can read it and re-read it with profit. Price Twenty-five Cents MOST DEALERS FAVOR INTEREST Canvass by Stewart Talking Machine Co. Proves Majority Favor Charging of Interest — Strong Demand for New Road Signs Now Prevails Indianapolis, Indv December 31. — The Stewart Talking Machine Co., Victor wholesaler of this city, reports that a canvass of its dealers shows an overwhelming majority in favor of the charging of interest on deferred payments. In fact, of the first 102 dealers who answered, ninety-two were in favor of the establishment of an interest rate, and only seven opposed to such a charge. The majority of the dealers favored an interest rate of 6 per cent, while some suggested 7 per cent, and others higher rates up to 10 per cent. The Stewart Co. has made a strong effort to bring about the charging of interest, not alone for the purpose of giving the dealer a fair return on the money that he is actually loaning the customer by making an instalment sale, but also to give the dealer some argument to present to the customer as to why it is desirable to pay cash. The Stewart Co. reports that there is a lively demand from dealers for the special Victrola road signs, announced recently in The Talking Machine World, and it is probable that when the* roads are open for heavy traffic in the Spring, it will not be possible to travel for many miles from Indianapolis in any direction without being confronted wTith a number of these signs. WIRELESS MUSIC FOR LEAGUE Concert at Chelmsford Entertains Audience 700 Miles Away at Geneva — Amplifying of Music Accomplished by Stentorphone A news dispatch from London says that record music transmitted by wireless from Chelmsford was heard in every part of the hall of the League of Nations at Geneva, about 700 miles distant, in the course of new wireless telephone trials. The result was obtained by attaching a magnifying trumpet called a "stentorphone" to a telephone receiver. « in a subsequent statement Marconi's announced that when the stentorphone experiments are completed politicians will be able to deliver speeches simultaneously to several audiences in different parts of theyworld through the wireless telephone transmitters installed in their own homes. By the same means vocalists can give world-wide concerts. GREAT HONOR FOR MME. D'ALVAREZ Noted Contralto and Vocalion Artist First Woman to Sing in Westminster Abbey Marguerite D'Alvarez, the noted Peruvian contralto, who, incidentally, records exclusively for the Vocalion, returned from a visit to England recently where she had the distinguished honor of being the first woman ever to sing in Westminster Abbey. Mme. D'Alvarez sang in the Abbey at the request of the Dean in aid of the Reconstruction Fund, and declared that the crowd was the largest which this famous edifice contained since the last coronation. FIRE DESTROYS SHERMAN STORE The headquarters of S. A. Sherman, Victor dealer, 2138 Third avenue, New York City, was visited by a serious lire on Saturday morning, December 18, which resulted in a complete loss. Mr. Sherman has been doing business at the above address for the past fifteen years and had on hand a large stock of Victor talking machines and records for the holidays. The loss is estimated at $25,000, which was partly covered by insurance. NOW'S THE TIME FOR COURAGE, CONFIDENCE AND ACTION Every Brain and Hand in the Talking Machine Industry Should Utilize Every Atom of Energy, Every Constructive Thought, Every Helpful Suggestion to Develop Business During 1921 See second last page for Index of Articles of Interest in this issue of The World