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THE
12
MUSIC TRADE
REVIEW
Trade-In in Radio Merchandising (Continued from Page 11)
this house states that name value is essential
in moving used radio stock.
Necessary Procedure
As pointed out in the beginning of this ar-
ticle, the question of the radio trade-in is not
as yet a pressing one. But it is extremely
likely to develop to a considerable degree in the
near future. So the music merchant with a
radio department must settle his policy in that
regard at the present time and thus be pre-
pared to meet it when it becomes important.
Here are a few rules which are essential to the
success of any merchant who decides that he
will accept old receivers in part payment for
new ones:
First—Expert appraisal is essential. A serv-
ice man should see and examine the receiver
before any offer is made. His report should
not only give the base value but it should in-
clude an estimate of the cost of the labor and
material necessary to put it into proper shape.
Second—Stripped value of the receiver is the
basis of all allowances. Let the customer keep
his batteries, tubes, etc. They have no value
to the merchant when they are used. This
should be made very clear to the prospect.
Third—If trade-ins are accepted develop a
separate market for them. One house sells
practically all the sets which it accepts in this
fashion through one salesman, who only works
part time and who finds his clientele among
the high school boys of the city. He in many
cases succeeds in selling the used sets without
any labor being done upon them, the boys
themselves usually wanting to put them in
shape. Development along these lines can be
carried out in almost any territory.
Fourth—Discourage trade-ins to the limit of
the selling force's ability. The margin in radio
is not large enough to allow for losses in this
direction. Don't be afraid to lose an occasional
sale. A lost sale is always better than a sale
made at a loss of profit. Try to prevent the
trade-in from becoming a recognized part of
radio retail merchandising:
Try and make
every trade-in an exceptional case. This is not
so difficult as it sounds.
Fifth—Don't allow trade-ins to accumulate
and then resort to a sale of used receivers. If
this method is followed the music merchant is
going to disorganize his market for new goods.
Sell them off as fast as they are taken in and
get turnover. That eliminates losses.
Not So Difficult
If these rules are followed the radio trade-in
problem is not going to be difficult. If they
are disregarded, trouble is ahead of the dealer.
Indiscriminate trading-in is too dangerous to
have the merchant run its inherent risk. The
problem is not big now, but it is growing, and
like all growing things it can be shaped prop-
erly if it is caught young.
RCA Window Service
New Standard Base
for This Firm's Dealers
for All Radiotrons
Designs and Materials Furnished to All Dealers
Who Carry the Line of the Radio Corp. of
America
Push Type Standardized as Regular Equipment
—Three New Types to Be Shortly An-
nounced by the Concern
A new window display service supplied to
dealers without charge, and with instructions for
its installation, has been inaugurated by the
Radio Corp. of America.
The service is seasonable, and correlated to
the merchandise which the individual dealer
may have in stock. Sales ideas and nu'rehan-
The adoption of one standard push type base
for all Radiotrons for receiving purposes has
been announced by the Radio Corp. of America
in its program of standardizing Radiotron
bases.
In making this announcement, the
RCA denied reports to the effect that Radio-
tron- equipped with the new "UX" standard-
AUGUST 8,
1925
facing the Maison Blanche building, home of
WSMB. New Orleans radio men were enthu-
siastic about the new sets.
New Postal Regulations
Covering Catalogs
Post Office Department Issues New Rules as to
Material That May Be Included With the
Catalog When Sent Through the Mails
WASHINGTON, D. C. August 3.—New regula-
tions governing inclosures which may be sent
with catalogs of twenty-four pages or more,
mailed at the rate of 1 cent for each two
ounces, have just been issued by the Post Office
Department. The new rules are issued to meet
changed conditions arising from the increase,
last April, in the postage rates on third-class
matter, under which catalogs of less than
twenty-four pages and other circular matter
require postage at the rate of \ l A cents for
each two ounces.
It is now permissible to inclose with catalogs
of twenty-four pages or more a reply envelope
or reply postcard, provided only such matter
appears thereon as obviously relates directly
and exclusively to the catalog; a single order
blank bearing no extraneous matter, but only
such matter as clearly pertains to the catalog;
and a loose printed circular consisting of a sin-
gle sheet not larger than approximately the
size of the catalog it accompanies, provided it
relates exclusively to the catalog. If in the
form of a circular letter, it may not be in the
nature of a general communication nor contain
additional offers or refer to extraneous matters.
The inclosure with a catalog of any loose
printed matter not conforming to the conditions
outlined above will subject the entire package
to postage at the rate of 1J^ cents for each two
ounces. However, if a circular or other printed
matter is securely attached to a catalog by past-
ing, stitching or stapling, so that it will form
an integral part of the catalog, it does not
make it subject to the higher rate.
The inclosure of samples of any merchandise
with a catalog subjects the whole to payment
of the lJ/2-cent postage rate.
'The Story of the Piano,"
Issued by Krakauer Bros.
Interesting Volume Designed for Distribution
Among School Children Recently Issued by
New York Piano Manufacturers
RCA Dealers' Window Display
dising hints are included in the instruction ized base would render better service than
sheet, as well as a photograph of the model tubes which are at present equipped with the
window for the guidance of the dealer in in- "UV" base.
stalling it.
The RCA also announced that the five stand-
The accompanying illustration is typical of ard tubes for receiving purposes which it haft
the manner in which the RCA is cooperating had on the market for the past few years will
with dealers in the effective dressing of win- continue to be its standards for radio recep-
tion. Three new types of Radiotrons, however,
dows.
designed solely for audio-frequency amplifica-
tion, will be announced when they are ready
for the market.
New Zenith Distributors
The Eastern office of the Zenith Radio Corp.
of Chicago announces that the Music Master
Corp. of Philadelphia and Pittsburgh, which has
been distributing Zenith products for the past
three years, no longer represents that line and
that the Zenith products will be supplied in
the future by the Penn Phonograph Co., 913
Arch street, and Trilling & Montague, 49 North
Seventh street, both in Philadelphia,
Demonstrates New Radio
NEW ORLEANS, LA., July 31.—Demonstrations
of the now Freed-Eisemann set were given here
recently by J. J. Kuscher of the sales promo-
tion department of the Freed-Eisemann Radio
Corporation. Mr. Kuscher received in his room
on the seventh floor of the Hotel Roosevelt
Krakauer Bros., New York, have just issued
a most interesting and instructive little book
entitled: "The Story of the Piano," and setting
forth the development of musical instruments
from the ancient Chinese "Ke" to the modern
grand piano of to-day. The book was pro-
duced, it is stated in the introduction, at the
request of one of Krakauer Bros, representa-
tives for distribution among school children
who were making a study of music and the
instruments used at various times to produce it.'
Various clear-cut illustrations serve to make
the text more easily understandable.
Of particular interest to Krakauer dealers
are the last few pages of the booklet, devoted
to the development of Krakauer instruments
from the square piano built by Simon Kra-
kauer, founder of the business, to the hand-
some grands and reproducing grands that rep-
resent the latest development in piano manu-
facture.
The Newman Piano Co., Lockport, N. Y., re-
cently filed a certificate of incorporation, the
incorporators being Alfred J. Newman and
Jesse L. Colby. The company maintains a re-
tail business in Lockport.
Consult the Universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions.