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Visit the help section or contact us. Go back to filtering menu. Skip to main search results. So they started planning early, determined to outdo even themselves. The space used was 12 ft. It was a snow scene. The foreground showed a Cariboo Elk drawing a large sleigh upon which was a piano, Phonographs and two sacks filled with Records which had been scattered over the snow on the ground. On the sides were picket fences cov- ered with snow, giving the whole affair a most realistic appearance.
The background showed a house with Santa Claus just about to climb down the chimney with an Edison Gem, and through the window could be seen a little boy looking into a brilliant red fire. The window had extra lights — about C. But the main fact is this — in describing the window Mr. Kent, secretary of the company, closes his remarks by saying that a number of sales of Phonographs and Records were directly traced to the window display. It pays! One enthusiast asks that we mail his Phonogram earlier because he lives fif- teen miles from a Dealer and by the time he gets to town, there is not much left to choose from.
Another wants to know why one of our biggest Dealers could not supply him with all the selections he ordered, and there are many similar "complaints.
We are still unable to catch up with our orders though we are working night and day. Shipments are being made just as rapidly as we can get a quantity of Records together, and we are doing our best to work back into the old sched- ule, but with the present demand, we cannot promise to do so for some time.
Keep right on pushing the Blue Am- berols in your territory, however, because you will be able to take care of all your customers, new and old, in time. In the meanwhile, build up a good solid list of prospects and don't let their interest lag. Give a few Blue Amberol concerts — they will help both the Records and the machine. By the way, has it occurred to you just how much of a plank the Blue Amberols have added to your selling platform?
When we were making the old wax Records, Dealers frequently had to meet objections concerning their brittleness, and consequent lack of per- manence. The Blue Amberols, on the other hand, have completely reversed that situation and the Dealer can now make the wonders of the new Record one of his chief points. Where, in a sense, he formerly had only one point of approach, he now has both the Record and the machine, and we find the Blue Amberol being used as a means of selling many machines to new customers.
Don't wait until you have a stock of Blue Amberols on hand before you begin selling them. You are doing great work now — our sales records show that — but with the Blue Amberols to push, you can do even better.
Get an ordinary cheap note book and in it write the name of every purchaser of a Blue Amberol Record. The main object is to keep track of the kind of Record which each person buys.
Divide the various selections into classes and designate them roughly as follows: Grand Opera— G. C; Ragtime — R.
Mark the number and the initial of each Record that you sell opposite the name of the buyer. Then you can tell at a glance just what style of selection appeals most strongly to each customer. When a new list of Records comes in you know just what Records to recommend to Mr. You see that he has bought six musical comedy selections and not more than one or two of the various others. If he does not come in shortly after receiving your printed matter, write a little note calling his attention to the musical comedy selections in the new list.
If that does not produce any results, take a few of the Records up to his house some evening and play them for him. You will find that almost every customer has some favorite kind of selection and, after you have been "keeping score" for a little while, you will be able to' judge pretty accurately just what he will buy if left to his own devices.
After you have sold him all of his "first choice" that you can, take up those in the class which he likes next best and boost them. In a few months, look over your note book and select those who seem to be concentrating on one particular kind of Record — those who are buying more popular "hits" than all other kinds combined.
You may find that some are hardly buying anything else. Go after these people and explain that they are not getting what they ought to out of the Edison. Broaden their musical horizon a little — it means more Record sales for you and a far more enthusiastic customer. It makes no difference how fond a person may be of one kind of music, he is sure to tire of the Phonograph if he gets nothing but that particular sort of selection.
When a cus- tomer enters your store, a glance at the book will tell you what he is buying and you can anticipate his wishes by playing just the kind of Record that is most likely to make a strong appeal. You know how pleasant it is to have anyone so interested in you that he knows what you will like. It is flattery pure and simple, but it pleases just the same.
Of course, you cannot approach every customer with the "just what you want" line of talk, but you can always modify it to "I think this will interest you. OUT in South Dakota they have a way of doing things that brings tangible results. In Mitchell, one enterprising Dealer made a handsome Edison window, and as a result drew many to his store. One gentleman, in particular, was so interested in the Home Recording outfit that he asked to have it demonstrated.
This the Dealer did most cheerfully, and further, allowed his "prospect" to make a Record himself. This so pleased the man that he bought the outfit at once, together with 15 blank Records. The sale further- more suggested a canvass in the purchaser's neigh- borhood, which was promptly undertaken with good results.
Learning that the 16 year old daughter of the man to whom he sold the outfit was seriously ill, the Dealer decided to suggest to the father that his daughter make at least one Record. For this purpose he loaned the father a recording horn. Under a strong stimulant, the daughter sang one of her familiar songs, accompanying it with the organ, then collapsed. The Record was a success. A few days later, under an operation, the daughter died. Now the family treasure the Record more than any- thing else the girl left them, for they can hear her sing her favorite song even though the natural voice is hushed forever.
And I got it! Then I drove back again in the bitter cold night. Strange to relate, after I had secured the check for 52 00 the weather moderated, and became warmer. So did my heart, for I had made the sale and secured a permanent customer.
And yet some of us will not take the trouble to work out a window display. That the big insurance companies have made great successes no one will deny. Let us look into their methods a little. The insurance agent's articles of faith are primar- ily two: 1st.
Now let us take up article No. Every man who carries insurance now is a live, not a dead "prospect. Rodman Wanamaker carries a mil- lion and a half dollars of insurance. Don't think he acquired it all at once!
Large policies are easier written than smaller ones, when you find the prospect. Just here is a point for Phonograph and Record salesmanship. You make a mistake when you say "Mrs. Brown already has all the musical facilities she wants and wouldn't buy a Phonograph at any price. Brown is a fine prospect. You don't need to convince her about the desirability of music in the- home; she admits all that already in her very decided musical tastes and expenditures.
What she is looking for is more music; quality is the key to her pocketbook. Approach to her should be an appeal to greater facility to enjoy music of the very highest quality and from the most perfect of musical recording instruments — the Edison Phonograph. The second article of faith of our insurance friend is certainly carried out to perfection in the indus- trial form of insurance.
Now, what does our insurance man do? He congratulates the young mother, makes much of the baby and gets her to promise him the policy. What think you of this, Mr. Dealer, for starting business early and following it up? Suppose you discover a child, of say ten years of age, fond of the Phonograph — and what child is not?
Here is a prospect, a lead, if you choose to call it so, to a home. Through that child you can doubtless sell the whole family. Follow it up; tell her mother you want to send a Phonograph to the home on trial; then pull heavily on the educational line — that music is the best of educators for the young.
You will land an order. Still another good insurance practice is available in the sale of Phonographs. Large industrial insurance companies group their policy holders into "debits;" that is, within a given district bounded by streets and avenues, they embrace under one agent's care all who are to be called upon weekly for their premiums. The result is an acquaintance between the agent and policy-holder almost as close as the pastoral relation.
He becomes the accredited agent of the company, the confidential adviser when more insurance is needed; he avails himself of this rela- tionship to secure introductions to others in the same house or block. That is the prime reason for weekly collection of premiums. Apply the above to your business; sell on the instalment basis; it brings you into contact with the family.
Collect the payments yourself, and each time you collect, take along some new Records and play them. Call in the evening when all the family are home. Your coming will be looked forward to with delight and the payments promptly made. Then work the same scheme the insurance fellow does; get these customers to introduce you to others in the house or neighborhood. The sale of Records will inevitably increase; you get right into the heart of these homes.
One thing in particular about the insurance agent's work cannot fail to be of value to every salesman, whether behind the counter or out on the road — viz, he follows up every possible clue.
The blushing maiden who naively admits she "has a fellow" is tactfully led to confide the probable date of her marriage. Then an introduction to her prospective husband becomes an opportunity to talk upon the insurance plan for their future. The payment of a death claim is made by the agent that thereby he may impress upon the uninsured of the family the desirability of taking insurance at once.
So every incident in life becomes "a lead. Salesmanship to-day no longer can be effective unless new methods and up-to-date practices are employed. The store may be the depository for the goods, but the sales-counter now is within the family circle. Individualize your prospects; call upon them in their homes, learn of some of their forth-coming events, such as a marriage, a tea, or a sewing circle.
Then see that a Phonograph with some choice Records is brought to their attention. Go after the business. There's "new life" in our display mate- rial. Not sold singly as portions of one are necessary to assist in the construction of another.
Are you planning for Spring, Easter and the revival of new interest in Edison products? This material will prove a valuable asset during the Spring months. Let- tering in gold and white with green shading. In keeping with the fittings of the most modern store front. It is strongly constructed and framed with a neat design white and green moulding. In it you have a display piece that, in a convincing manner, calls attention to the feature of Grand Opera Records at 75 cents. This castle is a cut out with cloud background and is daintily embellished with moss and ivy.
The windows and prominent high lights reflecting with sparkle and brilliancy of bright metallic ornamentation. In the foreground are ferns and grasses, and the sign is cleverly worded to interest any adult.
Every one who enters your store to secure a booklet becomes an Edison prospect. Do you not see the value of these units at a cost of each? We tell you frankly that the originals cost us each to design and originate. Do not compare these with any previous material. We No. Here it is. Note that these and future issues stand as shown without accessories and are thoroughly strengthened with every detail carried out with precision.
Act promptly. All previous display mate- rial is out of stock. No back numbers can be supplied. Think, Mr. Dealer, of securing three individual attractions of the highest order at each. Think of the "life" these will give your store front. This material is timely and can be used to advan- tage in a small window without showing a machine or in a large window surrounded by every Edison type.
All future material will be of this nature. It is the only practical solution of the problem of furnishing material of benefit to all Dealers. Give us the opportunity to prove that you can use these units to advantage and that they will interest enough prospects to more than repay you for their cost.
Your order must be sent to your Jobber to-day. We cannot supply delayed orders. To do this, simply write your Jobber stating that you desire to place a standing order for future window display material. We greatly desire that you use the material regularly throughout the year and the aost figures about 10 cents a day. If, after a fair trial, the material does not fully meet your requirements, you may cancel your standing order by giving us notice thirty days in- advance.
It is not necessary that your windows be larger than three feet square and it is not necessary that you purchase any accessories as future material will be complete and can be arranged as shown by anyone. If you will join this standing order list now t beginning with material shown in this issue, you will lend valuable aid in enabling us to furnish better future attractions at a less price.
Just say "I am with you. Our handsome new catalog will prove interesting if displayed in the manner shown. Just make a frame out of strips similar to laths 3 ft. Now cut 5 circles a foot in diameter from thin cardboard, blue, green, or white. Tack these and booklets to frame as shown and be sure to open out booklets to different pages in the foreground as shown. To insure these standing up, place a piece of cardboard back of them bending it into the shape of an inverted letter V.
The sign you can have made locally, size 11x14 inches. It is safe to assert that many will be attracted by the pictures in this booklet that would pass a complete line of genuine machines without a thought of their being something different.
As this is an arrangement calling for practically no expense and is quickly and easily assembled, won't you try it and note that it will attract more attention than the mere placing of a line of machines on display? Advertise the new models through use of your show window. The variety of entertainment afforded by the Edison makes it indispensable to any home. The Edison Blue Amberol Record, being practically unbreakable, permits you to play any selection as often as you wish.
It will not wear out. You will never know what "tone" means until you hear the Edison. In each case we have drawn up provisional copy suggested by the cut. How many of these cuts have you used? They are all line cuts and can be used for newspaper work. Why not run a series of ads in the local paper, using these six electros as illus- trations? In that case it would be a good idea to devote each ad in the series to one point of Edison superiority and have the last one sum them up.
The taste thus cultivated will be a source of greatest happiness in years to come. The superb tone of the unbreakable Blue Amberol Record gives a rich, mellow quality to voices that is obtained on no so-called talking machine. The Diamond Reproducer, with its extra weight and fine point, is the most per- fect that has ever been devised.
We have found that the ivory- buttons on a few of the first Diamond Re- producers have worked loose and cause a rattle. If you received any of them, do not try to re-adjust them yourself, no matter how expert you are at such things. Send your Reproducers direct to us by Parcel Post and we will put them in proper condition for you without charge. We have eliminated the trouble in the Diamond Reproducers now being shipped with machines, and we can repair those in your possession if you will send them to us without attempting any repair work of your own.
Ship direct to Orange and advise us by letter when the shipment is made, giving serial number and type of Reproducer — whether cylinder or disc. We at once got busy, wrote the party and referred the letter to the Gladish Music Co.
Word comes back that they at once took up the matter with this prospect and now are able to report a sale of over Business is built up by attention to just such details. He is always eager to know about new Records each month. He is anxious to be informed about improvements being made in Edison goods. He is keen for news from the Edison Laboratory and concerning Mr. Edison's work. All this and much more he can secure in The Phonogram. It is just the publication needed to keep alive this interest and to bring the pur- chaser into intimate personal relations to the Dealer.
Dealers who use it find it profitable. Why not send an order at once for a supply of the March issue, now ready? GO over the Edison catalog and special lists occasionally and pick out special Records, such as the Catholic and Christian Science hymns and the Masonic list, the "Songs of Long Ago," and advertise them.
Make them the subject of a special window card. Bring them to the atten- tion of your customers. Send for circulars giving these list separately, and, keep these circulars avail- able in a drawer or rack.
Many of your customers, especially the new ones, have never heard these on the Phonograph. They will help you specialize your selections and adapt them to the tastes of your prospects. DO not let a bundle go out of your store without enclosing a piece of advertising matter of some kind in it — the Blue Amberol list, one or mere of our special list circulars, the Home Recording Outfit circular or your own announce- ment.
See that a space is given for a few chairs — that your Records are on easily accessible shelves and everything where you can put your hand on it without a moment's delay. Then announce a special concert by a placard in your window. Try this plan and watch results. Your local postmaster will furnish you full particulars.
It will pay you to investigate this matter at once. Three of them, each holding 30 cylinders can be placed on each machine. They will be furnished at to Dealers in the United States and to Canadian Dealers; list THE numerous letters we receive, asking for advice on the subject of Home Recording, and the increase in the sale of blank Records prove that owners of Edison machines are greatly interested.
The making of amateur Records is not only a profitable source of revenue in itself for the Dealer, but it serves to maintain the owner's interest in his machine and thus works to the Dealer's benefit in other ways.
It certainly will pay you to foster and encourage home-made Records. We wish to call your attention to the fact that the British Records listed on page 15 of this issue are Blue Amberols. Two of them are by the inimit- able Harry Lauder who never fails to make a hit wherever he appears, and there are other clever selections on the list.
Read it over carefully. And I am sure that the Edison Dealer who trimmed that window is going to make a big thing of the Blue Amberol Records, for he has started right and that is half the battle.
In the first place the window was as clean and dustless as good hard scrubbing could possibly make it. The entire floor of the window was cov- ered with white crepe paper which gave it a bright, cheerful and very clean appearance.
The white paper also formed the background, and against it was placed the two placards "The Edison Blue Amberol Record can be played," etc. Edison announces his new Cylinder Record," etc. The blue in these placards made a striking contrast to the white so that they stood out like the bay window on a New York Policeman.
In the center of the window stood a mahogany Amberola, and though the combination of red and blue probably might not pass muster in an art school, still it certainly impressed me as being de- cidedly effective. As you see, that window was simplicity itself, the only accessory being the white paper, and yet it -caught the eye and held it.
The cheerful bright- ness suggested the pleasantness of Edison music, and the Blue Amberol was indelibly impressed upon the mind both by the color scheme and the placards. The statement that it can be played three thousand times cannot escape notice, and is sure to make an impression. So, there we have an excellent display at the cost of a few cents. Of course, it could have been more artistic and more elaborate, but it was effect- ive, and that is all any one can ask of an inex- pensive display.
I will watch for other displays and matters of general interest, and drop you a line concerning them from time to time. The simplicity of the display referred to here seems to me to make it worth while considering. The Vagabond. So delighted was the new owner with his Edison that he returned to Mr. Bolway's and purchased another Edison which he very kindly presented to the local branch of the Young Men's Christian Association.
The Association is enthusiastic over its new acquisition, and a special concert was given on New Year's Day, for which an excellent program was arranged. The Association is now advertising for more Records, a note on the bottom of the program reading as follows: " The Association will appreciate the gift of Records or contributions toward their purchase.
The gift of the instrument has made it possible to supply good music and the addition of new selec- tions will greatly increase the educational and en- tertaining value of the Phonograph.
We expect to hear of more sales growing directly out of this one. It is understood that any Wax Records may be returned under this agree- ment regardless of numbers and without reference to their being Amberol or Standard. Jobbers are also cautioned that the return allowance on machine purchases extends only over a period of six months from the time of the initial shipment of Blue Amberol Records. Start a mailing list to-day! In fact make two lists in one.
That is use two cards, one tinted and one white. Let the tinted card carry the names of those who already own Phonographs; let the white card carry the addresses of those who can be considered "pros- pects. The other list should include every family in your neighborhood who might be induced to own a Phonograph, and these should be followed up with a letter.
Those who have given mailing lists a good trial find them very profitable in increasing their Edison business. Phillips re- presented the Edison interests at the opening of the palatial ten-story building of the R. The Toronto Mail and Express, the leading paper there, says: "The building is not rivaled by that of any similar firm on the continent.
As the home of one of the most prosperous musical instrument firms, it is the em- bodiment of the ideal. From the general offices on the tenth floor to the first sales room at street level, every detail evidences careful planning and unstinted outlay of capital. Especially does this apply to the art floor, which contains one of the rarest and most valuable collec- tions in the world of antique musical instruments, old volumes, autographs, etc.
In this one feature alone a fortune is represented, while an equally priceless group is that of old violins on the first floor. A large portion of the third floor is devoted to small luxuriously furnished piano sales-rooms.
A large portion of the second floor is given over to Edison Phonographs, with several sound-proof demonstrating chambers where each Edison may be heard free from extrane- ous sounds.
But the one thing which attracted special atten- tion on this floor was the Edison Disc Phonograph which was shipped to them in order that it might be featured during the festivities.
Describing this new-comer in the music field, the same journal says: "By means of its Edison diamond repro- ducing point and new form of arm, it renders selections with a brilliancy that portrays the slightest tremor in a singer's voice with an accuracy entirely convincing.
The absolute superiority of this instrument over even the more recent types of sound reproducer will be demonstrated during the formal opening reception and will be the only Phonograph so featured. Williams Company our heartiest congratulations upon their entrance into these new and substantial quarters.
With these increased facilities they are sure to expand their already extensive business and enter upon an era of still greater prosperity. The handsome new building is a fitting monument to the progressive spirit of the House of Williams which has placed both itself and the Edison in the foremost rank in the Canadian music world. Like the others, it is done in two colors and is mortised for your name and address.
It is very gratifying to note the number of Dealers who have taken up street-car advertising. Are you one of them? Either clip or copy it, but be sure to see that it is not overlooked, for most all local papers are glad to print free such music information, and, if requested, will add your address: Edison's Blue Amberol Opera Records at 75 cents each have certainly struck a responsive chord in the hearts of those who hitherto could not well afford Opera Records.
There will be on sale date to be supplied by the Dealer another new list of nine choice selections from "Tannhauser," "II Trovatore," "La Tosca," "Mignon," and other well-known operas. The Blue Amberol Records on which these selections are rendered afford the purchaser keen enjoyment of the opera at a merely nominal price.
Each one of these will doubtless prove a favorite in the home. Uploaded by jakej on November 22, Search icon An illustration of a magnifying glass. User icon An illustration of a person's head and chest. Sign up Log in. Web icon An illustration of a computer application window Wayback Machine Texts icon An illustration of an open book. Books Video icon An illustration of two cells of a film strip. Video Audio icon An illustration of an audio speaker.Oct 06, · Edison Blue Amberol [Take 1, Mould ]. "We're Tenting To-Night (On the Old Camp Ground)" (Walter Kittredge) Knickerbocker Quartet. .