The talking machine world (Jan-June 1922)

18 THE TALKING MACHINE WORLD February 15, 1922 The ALBUM method EXCELS all other RECORD FILING systems EVER TRIED % Price Reductions /# 35% to 40% SELECTING THEIR FAVORITES within the past year. It will be to your interest to write us for prices before placing further orders for Record Albums. Please mention quantity, as large orders help some in lowering costs. We guarantee satisfactory Albums. OUR ALBUMS ARE MADE TO CONTAIN VICTOR, COLUMBIA, EDISON, PATHE. VOCAUON AND ALL OTHER DISC RECORDS NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA. THE PERFECT PLAN SUPERVISORY SALESMANSHIP (Continued from page 15) There has been a great deal of talk about the science of salesmanship and the science of business building and the science of this and of that. Some of it is very good, and really has practical bearings. Some of it. as always happens in the course of movements like this one, has been rather silly. A little of it has been arrant nonsense. Bad psychology, cheap mental suggestion and general pseudo-scientific claptrap have been the foundation of more than one successful (to the promoters thereof) "course of instruction in salesmanship." Yet still stands the ancient rule undisturbed and undimmed: The salesman must be honest: he must not lie about the goods to make a sale. The salesman must know the goods: he must not try to cover ignorance with smooth talk. The salesman must work hard: for no job is more wasteful of time and effort than his, unless it be carefully watched. The salesman must apply honesty, knowledge and hard work to the task of gaining the buyer's confidence: for honestly gained confidence is the salesman's most valuable asset and his brightest jewel. That ancient rule has to be drilled into the men who are to carry it out. It is the executive's job, first, to know that here is a rule vital to the success of his business; and, second, to see personally that it is applied. That is his job, to see personally that his salesmen are doing these things. When he knows that they are, then it is his business to be their general, their divisional commander, leading them into battle; not merely a far-away commander-in-chief, invisibly planning, unseen to the soldier on the firing-line. USE FILMS TO PROMOTE TRADE Foreign Trade to Be Stimulated by Educational Films, Says Department of Commerce Washington, D. C, February 8. — Moving pictures are to be used extensively by the Government as a means of foreign trade promotion, it was just announced by the Commerce Department. Arrangements are being made for the co-operation of the motion picture experts of the Bureau of Mines and of Manufactures, as the cost of the films to be shown must be borne by the company whose product is pictured. "In the opinion of the Department of Commerce," said an executive, "representative industrial films will provide a very effective method in promoting export trade. They should prove exceedingly helpful in convincing the people of other countries regarding the industrial ability and the extraordinary facilities of the United States." ARE YOU PREPARED? Patented 1914 Patented 1914 Keen competition is the keynote of business for 1922. Goods of quality will rule the day. If you handle goods of high quality —Particularly Boston Albums — you need have no fear of the future. Your business is assured. Boston Albums are made right — To satisfy your most exacting customers. BOSTON BOOK COMPANY 501-509 Plymouth Court CHICAGO, ILL. L E. GILBERT AGAIN WITH MICKEL Old-time Victor Man Joins Traveling Forces of Mickel Bros. Co. in Des Moines Des Moines, Iowa, February 6. — Lee E. Gilbert, one of the old-time Victor men of Iowa, who joined the forces of Mickel Bros. Co. on January 1, has a host of friends throughout the Middle Western territory, having originally blazed L. E. Gilbert the Victor trail through this section when the line was in its infancy. His early associations were with the Victor Co. during 1905, later joining the forces of Chase & West, of Des Moines, who were at that time wholesalers for the Victor Co. When the Des Moines office of MLckel Bros, was opened, Mr. Gilbert and Geo. Beaver, the manager, established practically all of the larger dealers who are active to-day. In 1915 he left the talking machine field for other endeavors, and it was only recently that Mickel Bros, were able to again secure his valuable services. Mr. Gilbert will supplement the work of the other four travelers, with headquarters in Des Moines. THE GROWTH OF DIE=CASTING Discussing the history of die-casting, now so general in the talking machine trade, C. T. Roder, in the Iron Age of recent date, points out that die-casting is produced by forcing liquid metal into dies under pneumatic pressure. Until 1914 only metals fusing below 1.300° F. were successfully die-cast, chiefly zinc alloys. Advantages of die-casting are the small amount of machining necessary, reduction of assembly, the small cost, great accuracy, good appearance, etc. The pneumatic pressure assures uniformity. Aluminum die-castings are a recent development. Design of die is the most important feature of the work.