The talking machine world (Jan-June 1922)

20 THE TALKING MACHINE WORLD March 15, 1922 DIFFICULT TALKING MACHINE SALES (Continued from page 19) ship near our city. This man was a backnumber all right. He wouldn't buy a tractor for his farnij he wouldn't have a farm lighting system installed, he wouldn't have a phone in his house. But he was genial and likable and had a big following in his township. I knew that if I once sold him a machine I could make a lot more sales in that township on the strength of the trustee having purchased a machine of me. "So I worked on this trustee hard. I took a talking machine to his home and demonstrated it I made friends with him, had him look me up when he came to town and pumped him full of information and enthusiasm about music. But still he wouldn't buy — he simply couldn't get out of his lifelong rut — he simply couldn't get into the attitude of mind where he could feel that a 'new-fangled contraption' such as the talking machine was actually worth the money asked for it. "I almost despaired of ever making a sale to this man, but I persisted in my efforts, trying out new angles of attack from time to time. And at last my efforts met with success. And what do you suppose it was that put the sale over? Simply making a sale to his township political rival! It was merely by chance that I learned of a bitter rivalry between the two men. The minute I learned of this rivalry I saw my chance. I told the rival that a talking machine in his home would bring people to his home and thereby help him in politics. He saw the point at once and purchased a machine. Then I went to the township trustee, told him what his rival had done and how it was helping the rival's political aspirations and I then told the township trustee that it was up to him to get an instrument at once and combat the inroads on his popularity which were being made by his rival's talking machine. And the sale was closed right then." A third dealer, in speaking about his hardest sale, said: "While it is rather difficult to pick out some specific sale and say that it is the hardest sale I ever made, still I can tell you about one recent sale which was very hard indeed. "This sale was to a women's club. The club as a whole wanted the machine but, individually, the club members felt they shouldn't obligate themselves for the expense involved. And so while the sentiment was all for a machine the sale hung fire from week to week and from month to month. "I suggested various methods of raising money — such as an amateur play. The club finally did decide to give a play, but the proceeds amounted to only $47.65, and it then looked as though the sale was off for good. "But I continued skirmishing around for ways and means of raising the money. Finally I hit on the idea of having the club give a rummage sale. I suggested that every member of the club contribute something toward the sale in the way of old clothes, old furniture, etc. This idea took in spite of the failure of the play idea. After much work the club raised $75 in this way. Six months later they had another rummage sale which realized even more money. And the talking machine was purchased. But it sure took a lot of hard thinking and digging on my part to get the money for that club to pay for the machine !" Aren't there suggestions and ideas in all this for other dealers and talking machine salesmen? Here's hoping so. And if other dealers and salesmen do get some good out of this article, then the interviewing and writing will have been worth while. NEW OKEH AND F0NQT1PIA JOBBER Lansing Sales Co., of Boston, Appointed Distributor for New England Territory Boston, Mass., February 17. — The Lansing Sales Co., of this city, general talking machine accessories, distributor for the New England territory, has been appointed a distributor for Okeh and Fonotipia records. The Lansing Sales Co., under the enterprising direction of A. J. Cullen, president, and R. G. Lipp, secretary and manager, is excellently equipped to handle these lines. Not only is the organization live, but it has built up for itself a wide circle of friends throughout New England through the quality of service rendered in other accessories in the past. CHALIAPIN RECORDS POPULAR The recent visit to the United States of Feodor Chaliapin, the noted Russian basso, and his successful appearance with the Metropolitan Opera Company and in concert, gave a great stimulus to the sales of his records, three of which are produced by the Victor Co. in its March list. The great voice of this masterful singer is splendidly reproduced, and the demand for his records is quite a tribute to the increasing musical taste and appreciation of users of talking machines. 99 "COURTESY To Our Customers We Owe All— To Them We Give All The unfailing courtesy of our personnel lends mutual feeling of pleasure and good fellowship to our intercourse with dealers. COHEN & HUGHES Wholesale Exclusively BALTIMORE WASHINGTON Made in Our Watch Oil DEPARTMENT which for half a century has made 80% of all the watch, clock and chronometer oil used in America. The Best Oil For Any Talking Machine In refining, Nyoil is given the same care as our famous watch oil receives. All gums and impurities are removed, leaving it Colorless, Odorless and Stainless. Housekeepers say they would not be without Nyoil because it is best for phonographs and sewing machines — for polishing furniture and woodwork and is odorless and will not stain. It is free from acid and will not gum, or become rancid. Sportsmen find it best for guns because it prevents rust. NYOIL is put up in 1-oz., 3-oz. and 8-oz. Bottles and in Quart and Gallon Cans. For Sale by all Talking Machine Supplies Dealers WILLIAM F. NYE, New Bedford, Mass., U.S.A. DISPLAY WINDOW AS SALES FACTOR Artistic Windows Arranged by Milwaukee Dealers Win Praise of Evening Sentinel The artistic display windows of talking machine dealers in Milwaukee have been the subject of much praise from the Evening Sentinel of that city. The novel window display recently made by the Lyric Music Co. came in for particular comment in this wise: "The old-time conservative window display of the music store is giving way to the latest in feature advertising, in accordance with modern publicity methods. Talking machine dealers, especially, are finding the window display an effective means of advertising their records. "One of the most interesting displays is that of the Lyric Music Co., 86 Wisconsin street, advertising the new Brunswick record 'Ty-Tee.' 'Ty-Tee' is a South Sea maiden and the display depicts a scene on a tropical island, with a painted background and small palms, dolls in Tahitian costume, a lagoon and a bamboo hut in the foreground. A bright orange moon in the background makes the window very attractive in the evening. Mrs. J. C. Roussellot, wife of the proprietor of the store, is the designer." The Valentine day window display made by the Badger Talking Machine Co. also came in for favorable mention, the red hearts and Cupids against the black records with the famous Victor dog wearing a huge heart about his neck, made, in combination with love ballads and appropriate records for Valentine day, a very effective display. The artistic use by dealers of Lincoln portraits in connection with well-arranged record displays on Lincoln's birthday also attracted much favorable notice. As the Talking Machine World has been emphasizing month after month a little intelligent interest in the window in the way of artistic displays on holidays and current events will dp much to bring the talking machine store and its products to the attention not only of the general buying public but to all those interested in progressive merchandising. RHOADES-ROACH CO. CHANGES HANDS Larned, Kan., February 28. — The Rhoades-Roach Music Co., here, which has been in the hands of a receiver for some time, was sold at a bankrupt sale last week to C. A. Ammerman, proprietor of Ammerman's Music Shop and Book Store, at Kingman, Kan. The name of the bankrupt concern has been changed to The Music Shop and S. C. Clinesmith has been placed in charge. Pianos, musical instruments and supplies of all kinds and talking machines are handled.