New Bulk Vendor
readied by Pittsburgh
firm.
PITTSBURGH, Pa.-Said to be entirely
new and different, a bulk' penny vend-
ing machine, a three-compartment mer-
chandiser originally designed two years
ago by Earl H. Lohmuller, who designed
and manufactured the first rotary Four-
in-vne vendor, is scheduled to be of-
fered to the trade in the near future by
the Penny King Co., located here.
Originally planned for his own manu-
facture, because of other business inter-
est Lohmuller did not complete the de-
vice, and plans, castings and interests
in the machine were sold by him to L.
0. Hardman, owner of Penny King Co.,
which operates over 1000 bulk vendors
and is the largest firm using compart-
ment vendors in Western Pennsylvania.
Cabinet of the new machine is from
a sand casting and is constructed ac-
cording to report, entirely of high grade
aluminum. The mechanism is die-cast
with a chromium finish. Standing 12
inches wide and 13 inches high, the en-
tire machine weighs only 12 pounds.
Each compartment is said to hold from
three to four pounds of merchandise,
and all types of merchandise - pista-
chios, peanuts, ball gum, candy and
charms-may be vended.
Price is said to be one interesting fea-
ture of the new merchandiser, in that it
will make available a three-compart-
ment machine at very little over the
cost of a single unit vendor. Lohmul-
Jer's mechanism -:iesign, too, is said to
do away with at least 90% of the work
required on previous equipment. Pro-
duction of the device is scheduled to be
started within the coming month.
e
References Mean Preferences
or, How To Get New Locations
as discovered by the Editor
of the ROWE-GRAM.
Do you remember when you first
started your operation? Do you recall
how you picked out a few busy streets
and went from restaurant to restaurant,
and tavern to tavern, and by means of
"Cold Canvass," secured enough loca-
tions to start your enterprise?
Have you ever .gotten away from the
habit of "Cold Canvass?" It is the only
way to begin business, but after that
business has been established, there
are better ways to continue. One of the
best, and one which is used by sales-
men in many different lines, is often
spoken of as the "Referred Lead"
method.
"Referred Leads" are just about what
the name connotes. For example: If you
have been doing business with Bill
Jones for the last year, is it not reason-
able to presume that Bill endorses your
machine and service? Why not ask Bill
for a "Referred Lead" to one of · his
friends? Of course if you put the ques-
tion that way, Bill probably will tell you
that he doesn't know anybody who
wants the sort of equipment you're op-
erating. But how about doing it in this
manner?
Choose the name of somebody in
Bill's line of business, whose location is
not far from Bill's place, but who is suf-
ficiently removed not to be a competi-
tor. If you ask Bill if he knows the other
chap, he most likely will say yes, and
We spent our time and
money . . . to SAVE YOU
TIME and to MAKE YOU
MONEY!
Neither time nor expense have been spared
in twenty years of developing The MASTER
Merchandiser No. 77 to make it the most
consistent dollar-for-dollar-return merchan-
diser on the market today. And 10 years
from today your investment in MASTERS
will still be producing solid, secure earn-
ings.
See your nearest distributor for further de-
tails, or write us at the factory. On the
Pacific Coast, see:
M. BRODIE
2182 Pacific Ave.,
Long Beach
VIKING SPECIALTY CO.
530 Golden Gate Ave.,
San Francisco
MILLS-VIKING CO.
1403 W. Washington,
Los Angeles
MASTER No. 77
Two Macltlnes In One
renny - Nlclrel
The Norris Mfg. Co. Ohio
Columbus
he will say it enthusiastically, for most
of us, when we are asked if we know
someone whom we think we should
know, will answer with exaggerated af-
firmation. Remind Bill that he has used
your machine for a Jong time. Point out
to him that he must find it advantag-
eous (for instance) to sell cigarettes
through a machine; otherwise, he would
have had the machine removed. Now, if
Bill has a good thing, isn't it natural
that his friend would like to hear about
it, and possibly obtain the same for him-
self? Ask Bill to give you a note to this
chap up the street. Tell Bill to mention
the fact that he has used your machine
for a Jong time, that he has discovered
many benefits in so doing, and that he
believes the other fellow will be in-
terested in listening to your proposition.
If Bill does this for you, you are as-
sured of an interview, for obviously, the
chap up the street will listen to you
with much more interest when he reads
Bill's card, than he ever would if you
walked in without this introduction.
Many times, Bill will decline to help
you. Some people are super-sensitive
on the subject of references. If you find
your customer reticent don't press the
issue; instead, change 'the subject.
Oppositely, many times your location
owner will go out of his way to assist
you. It is not uncommon for a customer
to telephone a friend to announce that
you are going to call, and frequently a
sale is made for you right over the
phone.
The only way to determine how far
your ':'-1stomer will go to help you, is to
ask him, then govern yourself in ac-
cordance with his reaction.
When suggesting that a location
owner give you a "Referred Lead," ask
for only one and do not ask too fre-
quently; otherwise, your customer will
regard you as a pest. Evidence your ap.
preciation with some appropriate gift,
and always tell the reference giver the
result of your interview. He will take
personal pride in your success, and by
informing him of it, you will inspire him
to give you more "Referred Leads,"
many of which will be of his own offer-
ing.
A really keen. and tactful salesman
can overcome the "pest angle" with a
little care, and in a bit of super-sales-
manship, secure great quantities of
leads from any one cooperative location
owner. The scheme must be used very
adroitly, of course, and an example of
its use is one of the best stories of
super-salesmanship we've ever heard.
It is told by the vice-president of a two
billion dollar financial institution and it
is passed on because it may and' should
be considered more than an amusing
anecdote, and in the serious belief that
with modifications, the sales procedur~
is applicabll: to the cigarette vending
machine business, or to the operation of
15
COIJf
MACHINE
REVIEW
https://elibrary.arcade-museum.com