Coin Machine Review (& Pacific ...)

Issue: 1943 September

Salesmanship Important In Post-War Music Operating
Everyone in the Coin-Controlled Music Bus{ness "Mllst Be A Salesman to Be Successful And In Ih fJ Post-War Era
Salesmanship in the Automatic Music Field Will Be More Impo ~tant Than It Has Ever Been Before
~.Y W . E. SIMMONS
E DITOR'S NOTE-These are in d i-
ca tion s a lso tha t m a n y n ew fi r ms will
en ter the Coin M achin e Industry a f ter
the wa r f o r in the p ast three m o nths
we h aye r eceived an unusu a lly large
n umber of r e quests f or infor mation
a nd m e r ch a n d ising d a ta o n o ur Indus-
try fro m fi rms in a ll p a rts of the n a -
t io n . )
VERY factory representative, every dis·
tributor and his salesmen, every service
man, every operator, every routeman and
his servicemen are salesmen and are going
to find it to their decided advantage to
apply in post-war days, more than ever be-
fore, the sound understanding of the prin-
ciples of selling.
Only by apjJlying sound principles will
permanent success be obtained. High-pres-
sure, trick methods may bring momentary
success; but in the long run, they will fail
because no salesman will build up a healthy
repeat b usiness on the basis of unfair deal-
ings in the world of tomorrow. Postwar
keen competition, whipped to a fa ster pace
in future years than in the past due to the
added precision machinery used in war-
time products by our manufacturing com-
panies today, will force the vast selling
field to the realization that only on the
basis of scientific knowledge and sound
planning can they hope for ma terial suc-
cess.
In no phase of th is business is planning
more needed than in sell ing. It is going
to be necessary to lay plans of what to buy
as well as what to sell and where and how
it should be sold. These questions can be
decided more correctly if sales executives
have knowledge of the operators' needs
and the operators make a careful survey of
locations and their needs. The profession
of selling is rapidly developing a code of
ethics to govern the relationship of mem-
bers of the profession with one another and
with the public.
Those in the profession of the co in-con-
trolled music in post-war days must have
more knowledge of their business and how
to sell their product and how to satisfy
locations and how to render service than
when their businesses were comparatively
small and more simple and when one man
could oversee all of the operations.
There wilf be one good scientific way of
meeting tomorrow's problems in this fast
growing business and that is through the
profession of knowledge which is both us-
able and which is used. This knowledge
should be principall y of two types- first,
knowledge of business generally and its re-
lationship to the public ; secondly, knowl-
edge of our own business and relationshi p
to other businesses. This knowledge in
both cases should consist both of princi pIe
and of fact. The head of every business
or those in charge of large operations must
look to the organization of operators, serv-
ice staff, and personnel-all of which are
salesmen first, last and all the time-since
he will no longer through expansion over'
see in detail the extent of direction of his
fast-growing business. He must be pre-
pared to change and adjust his organiza.
tion and operations to meet changing con-
ditions and the work which must be done.
This will require intensive training on th e
E
W. E. Simmons
part of all employees and full knowledge
of the b usiness in every phase by those
in charge in order to direct the proper
t'l"ain ing of those who work wi th them.
Closer cooperation between manufactur-
er, distributor, operator, and man ufactur-
er's representative will prevail in post-war
days to a greater extent than ever in .the
past. Operators who operate their busi-
nesses along cooperative post-war lines will
have I ittle difficulty in securing credi t if
needed. Distributors, seasoned in the busi-
ness with proper display rooms and serv-
ice departmen ts, will h ave the privilege of
Aoorplan finance if needed. However, a
greater number of the distributors today
will not need such a plan. The coin·oper-
trolled music business has fast gotten out
of the woods in the past few years. The in-
dustry has grown into a real business and
must be conducted as such.
My predic tion is th a t a ll manufac-
ture r s in th e p ast of coin-controll ed
mu sic ins trume nts will b e b ack in
the business after the war with fin er
a nd b e tte r e quipme nt f o r the ope r a t-
ors tha n they have ever had b e fore .
The fi r st year 's production natura lly
will b e limite d. The r e will b e a n ex-
tre m e shortage a nd a tremendou s d e -
m a nd. The second year manufac ture r s
will b egin to get into produ ction. R e -
gardless of the number of manufac-
ture r s of musical instrume nts with in -
cr eased high-sp eed productio n Ilnd
p r ecision machinery, it will b e a t le a st
the third year b efore o p e r a tors will b e
able to go to the ir di stributor a nd get
imme dia te d e livery of m e r ch a ndi se he
wants and nee d s b ecau se the r e will b e
a m a terial sh o rtage a t least into the
second year d ue to more essentia l
products ta ki n g prio rity, su ch as
stoves, r e fri gerators, all typ es of house-
h o ld essentials, f arm m achinery, e tc.
This will g ive the o p er a tor time to
grow into thi s post-war business o n a
san e, sen sible scale witho ut fea r o f
hayin g the m e r ch and ise h e n eed s come
too f ast . B y the time the f actories get
into full produc tio n , the operator will
b e in a p osition to h a ndle the increased
pro duc tion and exp a nd in k eeping with
g ood business.
Through the experience of distribu tors
and operators in the past, future work
will be accomplished with much less red
tape and confusion because of this knowl-
edge ga ined over a period of years. Dis-
tributors, operators, and service men will
not find it necessary to do a lot of unnec-
essary things. He won't be doubling back
on his tracks making mis takes which have
proven to be mistak es in the past.
Everyone connected with the coin-con-
troll ed music business will be more effi-
cient. T he universal marks of efficiency
are brevity, compactness, speed, and u til-
ity. By applying all of these, the useful-
ness of our work and products will make
possible the reduction in time and cost of
operation; consequently, a better balance
sheet.
Every business of th e futu re operated on
an efficient business-like basis applying the
true principles of good salesmanship will
be much more successful. T hose who pre-
fer to bring into th e business of tomorrow
some of the trickery and h ot air of yester-
day will be less successful. Trickery and
hot air will not mix with efficiency and
good, sound salesmanship. One destroys
the other. Everyone in the business, of
course, has hi's choice, but he cannot have
both and meet tomorrow's better business
policies.
P ut the following sales ethics in your
code book for tomorrow-honesty, charac-
ter, ability, self-co nfidence, conservative-
ness (non-exaggera tion), efficiency, and
perseverance. Score yourself today. Prac-
tice these qualities now and be prepared
for the business of tomorrow.
"So your husband's in the Army now,
Mrs. Brown?"
"Yes, they've made him a gunner, an'
that's what he's been ever since I married
h im!"
"Always been a gunner? "
"Yes, ever since I knew him he's been
'gunner" do this' and 'gunner do that,' but
he never did anyth ing worth while!"
Music Roule For Sole
One of the best Music Routes in
Southern California. Established
nine years. Now paying net profit
of over $12,000.00 per year. 90 %
of our locations are in one sec-
tion 'of Los Angeles. Saves rubber
and gas. Good service man goes
with the business.
Price: $16,000.00
BOX 520
THE COIN MACHINE
REVIEW
1115 Venice Blvd . , Los Angeles 15 , Calif:
Mention of THE COIN MACHINE REVIEW is your best introduction to our advertisers
COIN
MACHINE
REVIEW
33
FOR
SEPTEMBER'
1943
Clark Party Big
California Amusement Opens
L. A. Offices and Showrooms
LOS ANGELES.-The California Amuse·
ment, see the wide variety of new and used
ment Co. has opened Los Angeles offices
equipment offered for immediate sale, and
and showrooms in the two story building at
partake of the varied refreshments promised
1348 Venice Boulevard, formerly occupied
for those attending.
THE REVIEW joins the operating fra-
by the California Simplex Distributing Co.,
ternity in Southern California in welcoming
and later by the Clark Distributing Co.
California Amusement Co. to Los Angeles
The building has been completely reno·
and wishing them well in their local enter-
vated and repainted inside and out. New
prise.
partitions have been installed and the ceo
ment floor completely covered with either
Decca Doing
K.
wood or tile. Wood is utilized in the shop
NEW YORK-"Decca Records is the
and store rooms and asphalt tile has been
company which puts the tunes of many top
laid in the general offices and showrooms.
dance orchestras in the automatic phono-
Private offices are completely carpeted and
graphs and makes it possible to 'jitter' at
the modernistic use of glass is especially in-
a nickel a dance," reported a recent issue
teresting. The second floor mezzanine will
of the Wall Street Journal. "That this has
be used for additional storage space . .
proved a profitable sequel to the ohono-
In opening local offices M. S. (Bill)
graph era is reflected in the sales and earn-
Wolf told THE REVIEW: "I have had a de-
ings figures for Decca over the past six
sire to open a jobbing and distributing
years. Starting with sales of only $1,000,000
office in the Los Angeles area for some
in 1936, the firm's sales reached $100,000,-
time to augment the office we have had in
000 in 1942. Net profits per share were
San Diego for a number of years. In coming
slightly over $2.00 for 1942 and 1941 re-
to Los Angeles we do so with the express
spectively. For the six months ended June
thought in mind of being of service to the
30th last the company earned $1.10 a share
operating fraternity and cooperative with
compared with 98 cents a share for the
every individual or group having the wel-
same period of 1942.
fare of our Industry at heart.
"Incidentally, Decca has literally split the
"At California Amusement we will carry
dance world in two with its English and
a full line of new and used coin-operated
American sales subsidiari'es. Decca now has
devices of every type at prices consisten t
20,000 retail outlets and from 4,500 to
with the current market trends. I have been
6,000 coin phonograph outlets. The com-
connected with the Industry for the past
pany has three different musical canning
ten years and inasmuch as my activities
factories capable of turning out 250,000
have been mainly centered on the operat-
discs daily. The stock is rather inactive,'
ing side I have a keen insight as to what
selling around 18. There are 388,325 shares
the average operator expects from a jobber
outstanding. Most favorable factor, accord-
and distributor. We expect to put some of
ing to company officials, is that shellac, a
these ideas in practice. We cordially invite
principal material used in records, is now
operators to come in and see us. A visit
coming to the company at a rate of 20 per
will cost them nothing and we may be able
cent of 1941 production by WPB order,
to render them a real service."
whereas in the latter part of last year no
Managing the Los Angeles office will be
shellac was allowed."
C. W. (Chet) Garton, who comes to the Shaw in War Zone
Industry after twenty years in banking and
CAMDEN, N. J.-Artie Shaw, whose
auto financing fields. He was with the Kelly
band of service men 'is the first musicians'
Car Co. when they had offices in San
outfit .to move through the war zones, has
Diego and when these were closed he
traveled on craft ranging from battleships
joined the Security Trust & Savings Bank
to minesweepers, and exclu,ding only sub-
where he held the position of assistant
manager of the Finance Department. Al - marines. He has been playing at Marine
Corps camps in the New Zealand area, of-
though new to the business he has a keen
ten at two different locations each day, and
knowledge of finances and will be of con-
has ducked Jap bullets at Guadalcanal.
siderable help to operators. Speaking of the
But, it is not persotlal safety that bothers
local office Garton said: "I'm really anxious
Artie and his men according to a report,
to be of as much service as poss ible to op-
erators in this area and it will be our ,b ut the safety of their instruments. When
the men are under fire, the instruments are
pleasure to extend our assistance to all
tucked away in fox holes.
having such a need. In our local branch
we will have one of the finest repair shops
in the Southland and operators are invited
to make full use of its facilities."
Heading the sales.. deartment will be M.
E. (Max) Thiede who hardly needs an in-
troduction to Western coin men. Thiede first
became active in the Coin Machine field
back in 1928 when he was with the Cape-
hart Corp. Subsequent connections wi th
Wurlitzer and Seeburg shuttled him all
over the West and he has a wid ~ acquaint­
anceship with operators on the Pacific
slope. In addition Thiede has operated and
knows that side of the picture too. For the
past few years he w~s with Mape Music
Co. in a sales ca paci ty.
An Open House Celebration has been
scheduled for Friday and Saturday, Sep-
tember 24 and 25, and Bill, Chet and Max
J im brought if along wifh' him- he
extend a cordial invitation to all operators
in this area to visit their new establish· "" can'f sleep in a hammoclcl
o.
COIH
MACHIHE
REVIEW
34
FOR
SEPTEMBER
1943
LOS ANGELES.- On August 30th the
Clark Distributing Co. celebrated tenancy
of their new office at 1561 West Washington
Boulevard and invited members of the In-
dustry in to see the new quarters, meet
executives of the organization, and partake
of the hospitality of the firm.
A goodly crowd, numbering between two
and three hundred, made it a "must" and
enjoyed the draft beer, whiskey, salads and
sandwiches a competent catering service
had provided.
Entertainment for the opening was pro-
vided by the Hofbrau Hungarian Radio
Orchestra from the original Hofbrau Res-
taurant in Hollywood.
Aubrey Stemler, local office manager,
acted as host for the occasion and saw that
visitors got a full measure of enjoyment
and met Don Clark, Clark Distributing Co.
president; George Williams, sales executive,
and Walter Rehder, San Francisco , office
manager, here for the festivities.
The local office of Clark Distributing is
now operating as an independent unit and
functions as a separate office with home
offices in San Francisco.
Packard Men Busy
HOLLYWOOD-Where's Smitty, where's
Ballard where's Osborn and half a doz-
en for~er Packard Manufacturing Co. rep-
resentatives is a constant question in the
offices of W. E. Simmons, Packard coast
representative.
Last week your REVIEW reporter stormed
the portals of the Simmons office and
chanted the same questions and received
the following enlightening information:
Clayton Ballard, who used to trudge the
Northwest as a District Manager is now
helping Henry J. Kaiser turn out ships at
the Portland shipyards; Stanley Turner,
Pla-Mor's top service instructor, is at
MGM in the recording department; Hobart
Smith, known as "Smitty," is manager of
Modern Music in Colorado Springs-for-
merly owned by Mac McBroom; Ed Wisler,
former Arizona Pla-Mor District Mana-
ger, is busy keeping business machines in
operation at the various war plants and
knows all about comptometers, adding ma-
chines and the like; and Rudy Green-
baum, former Packard salesmanager, is
doing confidential investigation work for
Washington, D. c., and is not a dollar a
year man either.
Stemler Writes Thanks
LOS ANGELES.-"Please accept my sin-
cerest thanks for the assistance given my
organization, Clark Distributing Co., during
their period of reorganization and moving
to new quarters," wrote Aubrey V. Stemler,
Clark's Los Angeles branch manager in a
letter sent THE REVIEW on September 11th.
"We, of the Clark Distributing Co., really
appreciate the cooperation extended the
automatic phonograph indl!stry by THE
REVIEW, and feel that this publication is
a great asset to this industry.
"At this time I also wish to thank my
many friends in the automatic phonograph
industry in the northwest for their very
courteous reception to myself and our
northwest manager, Ed Horiskey, during
my last trip through Oregon and Wash-
ington in behalf of the Clark Distributing
Co. and the Rudolph Wurlitzer Co.
"Trusting that we may continue to enjoy
our many happy past connections with your
publication and hoping that th~re wit! al-
ways be a COIN MACHINE REVIEW, I am,
Sincerely yours,
Aubrey Stemler."
Mention of THE COIN MACHINE REVIEW is your b e st in troduction to our adv ertisers
j

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