The talking machine world (Jan-June 1925)

THE TALKING MACHINE WORLD 34 Do You Look Upon Radio Customers as Salesmen? H. H. Roemer, Sales Promotion Manager, Zenith Radio Corp., Says "Service Is an Asset" That Can Make Salesmen of Customers "The dealer who looks upon his buyers as 'customers' has fallen several blocks behind in the radio procession," says H. H. Roemer, sales promotion manager of the Zenith Radio Corp. "Every customer you make is a salesman. A salesman of the most enthusiastic and productive type — and he does not add a dime to your payroll. "The more satisfied you make a customer the more loyal he becomes as your salesman. The dealer who overlooks the real good-will represented in these indirect salesmen by not rendering them service when needed automatically cuts down his greatest sales force. "Service is an asset— an opportunity. A wise dealer will welcome service — in fact, were I a Mr. Edison Man: — Never Say "KANT," say "KENT" The KENT No. 1 With "S" Sound Box for playing lateral cut records on the Edison Disc Phonograph has outsold all competition. Write for catalog of complete line Reg. U. S. Pat. Off. F. C. KENT CO. Irvtngton, N. J. dealer, I would 'snoop' around to Jocate a chance to 'service' a customer. Outside of golf, no game affords the opening for getting 'close to your man' as an evening spent in his home — with your heads together learning the set. He will share his best cigars with you — call you by your first name and go out of his way to boost your game. "The dealer who fails to cultivate a customer's intimate acquaintance possible while servicing a set is shutting off his most productive avenue to 'sales' — he is running his business up a blind alley. "And now allow me to again repeat that old familiar psalm of mine. Technical radio sales talk sounds to the average prospective buyer much the same as the Englishman who wanted to say— 'A rolling stone gathers no moss,' but said instead — 'A revolving specimen of the phalazon age collects no crystagamous.' You may excite envy and you may astonish your customer with your scientific scope — but is his order on your books when you have finished? Radio technology is all Greek to him. It throws such a scare into him that he fears his inability to cope with such a highly technical instrument. "Stay in front of the panel. Sell confidence. Sell simplicity of operation. Sell results. Sell him out of fear and assure him of your cheerful willingness to assist him in producing results— and then follow it up with actual performance. Get into his home — talk plain terms — his language, and make of him a willing boosting salesman." G. Monroe Smith Member of Fada Sales Organization F. A. D. Andrea, Inc., New York City, manufacturer of Fada neutrodyne radio receiving sets, recently announced through R. M. Klein, sales manager of the company, the appointment of C. Monroe Smith as a member of the sales organization. Mr. Smith was formerly connected with the Domestic Electric Co., New York, and brings with him a wealth of sales and merchandising experience. He was for six years in the sales department of Manning, Maxwell & Moore, Inc., manufacturers of tools and brass goods for use in passenger cars and trucks. He subsequently joined the Chilton Co., Philadelphia publisher, and occupied the position of Eastern manager of that company's publications and business manager of the Commercial Car Journal. Mr. Smith was graduated from the Wharton School of Finance and Commerce, of the University of Pennsylvania, in 1906. W. S. Custer Opens Its Attractive New Home Canton, O., June 7. — The W. S. Custer Music House heralded the formal opening of its fine new store at 1818 Ninth street, S. W., recently by some extensive advertising. The new store is one of the finest in the city, and in addition to a fine line of pianos there is a large phonograph and radio department. The Sonora phonographs and Atwater Kent, Thompson and Garod radio lines are featured. Band instruments and sheet music also are handled. The firm operates another store at 229 Cleveland, N. W., and has built an excellent business by progressive methods. June 15, 1925 Ernest Davis Makes His First Edison Recording Latest Addition to the Ranks of Edison Artists Is a Tenor of Note and Is Well Known Both in This Country and Abroad A new Edison artist made his debut with the record releases for the month of May. He is none other than Ernest Davis, whose first Ernest Davis Edison recording is entitled "I Look Into Your Garde.n." Mr. Davis is a well-known tenor who has had numerous engagements in the recital, festival, oratorio and opera fields. He made his debut in 1915 with the Society of American Singers in Chicago, and his concert, opera, festival and oratorio appearances have been numerous both in this country and abroad. His recent operatic performances in Italy and his concert performances at the famous Queen's Hall Symphony Concerts in London had particular significance since they brought forth in these countries an American singer whose entire training and entire artistic career was achieved in America. Mr. Davis hails from the Middle West, his home State being Kansas. Dixie Stars, Columbia Artists, Extremely Popular Recording, Vaudeville and Broadcasting Stars Win Praise of Record Buyers The sales department of the Columbia Phonograph Co., Inc., New York, N. Y., has received many letters from Columbia dealers throughout the country referring enthusiastically to the records made by the popular Dixie Stars, Al. Bernard and Russell Robinson. These two artists are not only well known to owners of phonographs, but have attained wide success through their vaudeville appearances and their broadcasting. They have an original and unique delivery which enables them to give distinctiveness to popular hits of the day, and Columbia dealers report a steadily increasing demand for their records. The Radio Pastime Corp., Dover, Del., was recently incorporated at Dover with a capital stock of $500,000. CONSTANTLY INCREASING SALES are testifying to the superior quality of our COTTON FLOCKS FOR PHONOGRAPH RECORDS STEP INTO LINE WITH THE BUYERS OF "QUAEITY" CLAREMONT WASTE MFG.! CO., Claremont, Si. H.