The talking machine world (July-Dec 1926)

108 THE TALKING MACHINE WORLD October 15, 1926 There is no Substitute for a Good "B" Battery in Radio 45 Volts 30 Cells $4.50 Lives as a Cat EVER hear of a dry Radio "B" Battery that could be recharged six to eight times? We are telling you about one. The name is TAB. Can you sell a dry "B" battery that costs a few cents more than the ordinary "B" battery yet gives six to eight times as much service? TAB Batteries will do this because they can be recharged six to eight times at home with any standard "B" battery charger or chemical rectifier. TAB is the only rechargeable dry "B" battery, and has no competition. When money talks there can be no argument. Write for Literature and Discounts Manufactured exclusively by Dry Storage Battery Corporat'on 213 South Broad Street Philadelphia, Pa. TAB —the Rechargeable Dry '^-B'' Battery Radio Exposition at Boston a Feature of the Month in the New England Trade (Continued from page 107) Co., at New Bedford; H. S. Brown Piano Co., at Fitchburg; Clifford Bros., at Hartford, Conn.; the Outlet Co., at Providence; the A. B. Clinton Piano Co., at Hartford, Conn. G. F. Donnelly, who has been making good with the Columbia here now for considerably more than a year, has been given the Maine and New Hampshire territory. One of the newest acquisitions to the personnel of the Columbia Boston quarters is Miss Margaret M. Toomey, who long was a valued employe of the A. C. Erisman Co. Edward Strauss a Visitor Edward Strauss, of the New York ofifice of the Brunswick Co., has been visiting in Boston, making his headquarters with Manager Harry Spencer at the Kingston street offices. Mr. Strauss has been making a flying trip all over the Brunswick field. News Gleanings A welcome caller in town the other day to Manager Parks' Columbia headquarters was J. J. Moore, Jr., who is now located in Providsnce, R. I., where he represents Rhode Island and southeastern Massachusetts for Columbia. Bill Parks, manager of the Columbia, spent a part of last week in Maine, where he visited the various Columbia dealers. Joe Burke was over in New York for the big dinner of the Sonora group given during the radio show week. Vincent Lopez, who has been the attraction at Lowe's State Theatre this week, has had a busy week appearing at some of the Brunswick headquarters. A Brunswick Panatrope is being used at the Castle Square Theatre, which opened its doors September 27 with a resident company. A Super-Panatrope furnished by the Brunswick Co. is being used in The Follies, the current attraction at the Colonial Theatre, and it plays an important part in one of the scenes. Seventy-five New England Brunswick Dealers Attend Two-Day Convention C. D. MacKinnon, Manager of Record Sales of Brunswick Co., and Howard Williams, of Business Training Corp., Give Interesting Addresses to Dealers and Explain New Line Boston, Mass., October 4. — Fully seventy-five members of the trade handling the Brunswick instrument assembled at the Kingston street headquarters of the Brunswick Co. recently in conference with one of the officials from Chicago, another from New York. These were C. D. MacKinnon, manager of record sales, and Howard Williams, of the Business Training Corporation of New York, an organization that has done a great deal by way of stimulating the sales departments of various business enterprises. Both of these gentlemen were here for two days and a great deal was accomplished by way of enlightening the dealers as to the right business methods to be pursued in interesting prospective purchasers. Mr. MacKinnon extended a hearty welcome to the dealers on behalf of the directors and executives of the Brunswick Co., and he remarked at the outset that another Fall and Winter season is started with a line of instruments that never "has been equaled before in the history of the phonograph business. With our present array of Panatropes and improved mechanical instruments supported by 'light ray' electrically recorded records we confidently believe that this present year will be one of the best, if not the best year, that our company ever has had." "We can all help to hasten the public interest in our new developments by demonstrating these new instruments and Brunswick 'light ray' recordings at every opportunity. Those who are buying Panatropes and new phonographs are from the few who have had an opportunity to hear them. The record buyers of to-day are those who have heard 'light ray' recordings, have marveled at the results obtained from them and have accordingly purchased these records. Their numbers are growing every month and your willingness to bring the performance of our products before the public at every opportunity will hasten the day when everyone will be aware of the marvelous musical results to be obtained from 'light ray' recordings and the Brunswick's new reproducing instruments." Mr. Williams in his. talk said in'part: "There are two forces to-day, the centralizing and the decentralizing, and these forces have been working on the .American home for the last ten or fifteen years. By the decentralizing forces I mean those things that have been developing in the last ten years that pull people out of their homes, like the movies, the automobile, etc., those things that draw the father, the mother and even the chil dren out of the homes. However, there are certain centralizing forces, and among them the phonograph, which is a centralizing force in the home. This has a tendency to keep the family together the same as does the radio. To-day it is a battle between the centralizing and the decentralizing forces as to which is going to win the victory. Personally I believe the centralizing is going to win. You people who are selling Panatropes are in a struggle where you will win an ultimate victory. You are engaged in selling people something which is constructive, because it helps the centralizing interest of the family in the home. "Another thing I want to point out to you is the attitude taken by the average American adult. He does little constructive reading or thinking after he leaves school. His mental field consists largely of reading the morning or evening papers and the current magazines. We are getting to the point where we realize that we must train our men in the factories after they have left college. We must train them in industrial salesmanship. Everything has to be sold, whether it is an idea or a commodity. People seldom voluntarily go out and purchase anything; it is sold to them. The desire has to be created. There is nothing that cannot be sold by the right kind of salesman. When you come to an instrument like the Panatrope or any other high-grade instrument you can sell it if you are the right kind of salesman. If you have something worth selling you ought to be able to dispose of it. The question often arises, why is the average salesman unsuccessful, and the reply as often is because he is lazy. I think just the opposite is true. The average salesman is lazy because he is unsuccessful. You know that when you have had a successful day you get out early the next morning with new energy and sell many more instruments. If we are going to make ourselves successful salesmen how are we going to do it? The secret is this: a thorough preparation for the job you are going to do. I don't care if it is a job of washing windows or being president. No one can enter this field of industrial competition unless he is physically and mentally fit to do his job or is trained for it. A man who is not trained cannot produce results. The way to go about it is first to learn all about your product and then learn the best possible way of presenting that product, next the best way of closing a sale."