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$100 WINNER 

$100 WINNER 


Wins Silver Cup and $100 Cash Prize in Keen Contest 

D *>00 WINNER 

November and December, 1922, 
mark an epoch in the progress of 
the Royal Sales organization. There 
has probably never been a faster 
pace set in a short time than was 
followed during these two months 
in the grand final wind up of the 
Blue Banner contest. The big con¬ 
test for the cup and $100 cash 
prizes brought out a great deal of 
talent and rolled up selling scores 
that show what the Royal organi¬ 
zation is made of; what they can do 
when they set out to complete a 

Those who had won the distinc¬ 
tion of being classed as Blue Ban¬ 
ner offices the first ten months in 
the year were given an opportunity 
to show which particular office 
could roll up the biggest final score. 
All other offices in no matter what 
classification were given an oppor¬ 
tunity in this wind up contest to 
win a $100 prize and also raise 
their standard to a higher classifi¬ 

St. Louis carried off the honors 
for the Blue Banner offices. The 
race was a hot one and hard fought. 
In two months’ time, St. Louis roll¬ 
ed so high a score that the branch 
| won the cup and the hundred dol¬ 
lars, putting them in top place for 
the Blue Banner classification. Dal¬ 
las won first place in the Blue Ban¬ 
ner offices in division two and J. H. 
Kennedy walked away with the 
$100.00 prize. 

The pictures of the managers of 
the other offices winning first place 
in their respective divisions are 
shown on this page. Every man 
who was awarded a prize on his 

G. G. RALLS, Mgr. St. Louis Branch 

showing may well feel that he earn¬ 
ed it, for the scores run up by the 
different offices, proved that it took 
a good man every time to win. 

There were those who did not 
win the $100.00, but who did win 
the higher classification. Six yel¬ 
low banner offices moved up into 
the red. Five red banner offices 
moved up into the blue. Many 
more were close behind in each di¬ 
vision so that in many cases a few 
more sales would have moved them 
up also. 

Cleveland, Portland, Oregon, 
Oakland, San Francisco and Wor¬ 
cester all moved out of the Red 
Banner division into the blue. Bang¬ 
or, Fresno, Harrisburg, Johnstown, 
San Antonio and Toledo moved out 
of the Yellow Banner division into 
the red. It will be seen from this 
that San Francisco ran up a suffi¬ 
ciently high score to not only win 
the prize but to move up into the 
higher class as well. 

The big wind-up contest of the 
Blue Banner Contest for the year 
was an undoubted success and the 
pictorial display on this page is 
the best story that could be told 
of a hard fought battle in which 
everyone of the contestants won 
something. Those who did not win 
the cash prize or raise their posi¬ 
tion in the various classification 
increased their efforts and their re¬ 
sults and have shown them what 
real effort properly applied can do. 
There will be more contests in 
which those who did not win the 
honors this time, will have a chance 
to later on. 




$100 WINNER 

$100 WINNER 

$100 WINNER 

JAN 2 b ly23 





At a meeting of the Board of Di¬ 
vectors of the Royal Typewriter Com¬ 
pany, Inc., held at the principal office 
of the Company, No. 364 Broadway, 
Borough of Manhattan, New York 
City, on the 2nd day of January, 1923, 
the following officers were elected: 

Mr. H. H. Vreeland, Chairman of 
the Board of Directors and of the 
Executive Committee. 

Mr. Geo. Ed. Smith, President. 

Mr. E. B. Hess, Vice-President. 

Mr. C. B. Cook, Vice-President. 

Mr. E. C. Faustmann, Treasurer. 

Mr. C. J. Haggerty, Secretary. 

Mr. F. J. Carney, Assistant Treas¬ 

Mr. H. A. Way, Assistant Secretary. 

December issue stated that the ar¬ 
gument between the Goldblatt Tigers 
and the Roberts Colts in the Chicago 
office would be further reported on 
this month. The M.A.D. fever struck 
Chicago strong and all local argu¬ 
ments were laid aside to put over a 
big month for the office and to pro¬ 
duce as many M.A.D. men as possi¬ 
ble. In response to a wire directed 
to Mr. W. B. Larsen, Manager, the 
following reply was received which is 
self explanatory: 

“Contest between Colts and Tigers 
off for December. Colts were kicking 
over traces and Tigers becoming un¬ 
manageable. Raw meat and wild oats 
furnished end of January brought de¬ 
cision to renew contest February first. 
Men who did not receive M.A.D. ring 
in December surely got it in Janu¬ 
ary. This will be a MAD year. 


Sales Meetings—Valuable Aid | 

Branch Manager Gives Details of How Meetings 
Produce Results 

By WESLEY A. ST ANGER, Manager Sales Promotion Department 

by the manager promptly on time. 
All salesmen, besides the cashier and 
foreman are required to be present. 
In consultation with the salesmen, a 
definite subject is assigned for each 
meeting, and one man is charged with 
the responsibility of leading the dis¬ 
cussion. When he has finished his 
part of it the subject is then discussed 
by the other members of the force. 
To those who are not using a method 
similar to this, it will be quite a 
pleasant surprise to find the number 
of things that are brought up that 
prove valuable to everybody con¬ 

The general plan followed is for 
the manager to pick out of the meet¬ 
ing some particular thought that can 
be developed at some future meeting 

There is nothing in any sales or¬ 
ganization so valuable to that or¬ 
ganization as a frequent interchange 
of ideas between the people engaged 
in the conduct of the details of the 
business. It is expected that every 
branch office of the Royal Typewriter 
Company ascertain a period during the 
week or month when sales meetings 
are held, during which points of in¬ 
terest are discussed, demonstrations 
given, and problems elucidated. 

Varying ideas are used in the suc¬ 
cessful offices to this end. Some of 
the plans followed will be helpful 
to others who may not be informed 
of the details. Sales meetings are vi¬ 
tal and essential to the greatest meas¬ 
ure of success. Primarily all men en- 
eaeed in the sale of Royal Type- 


By F. B. Thorne, Manager 
Birmingham, Alabama, Branch 

A salesman is one who sells some¬ 
thing at a profit to his firm and him¬ 
self, with satisfaction to the cus¬ 

True salesmen always consider 
the interests of their customers, never 
feeling a sale is complete until the 
customer is satisfied and the account 
paid in full. In some lines, as in 
ours, there is service to be rendered 
over a period of time. Keep in 
touch with your trade after the sales 
are made, see that they receive the 
service they are entitled to should 
there be need for any. A friendly 
call occasionally to inquire if every¬ 
thing is satisfactory, or if there is 
any service that can be rendered is 
always conducive to more business 
with less sales resistance. 

Gain the confidence of the public, 
in yourself and the line you sell, busi¬ 
ness is fundamentally built on con¬ 
fidence. Failure to inspire this means 
failure to secure and hold business. 

Know' your line thoroughly, this 
means constant study, so you can talk 
intelligently and enthusiastically to 
your prospect. Knowing your busi¬ 
ness inspires confidence and allows 
you to dominate the situation. I* amil- 
iarize yourself with competing lines 
but never refer to them, unless of 
course the prospect brings up the 
matter for comparison, then know 
the weakness of your competitor’s line. 
Be fair in your comparisons, sell your 
product on its merits not on the de¬ 
merits of the competing line, fairness 
always gains the respect of the trade. 

Above all have faith in the company 
you represent, in their product and 
yourself and success will follow. Re¬ 
member nothing succeeds like success. 
A half dozen salesmen were asked 
this question recently and while some 
of them gave some of the reasons, 

not the same, but the general trend 
Of ideas usually followed and the 
salesman referred to generalized on 
a topic. Out of the first generalization 
the other salesmen acquired a num¬ 
ber of suggestions which they were 
able to develop themselves, and the 
man who lead the meeting by virtue 
of the discussion which followed was 
able to polish up and improve his 
own approach. 

At another meeting the employment 
manager was requested to give her 
idea of the relations between the Em¬ 
ployment Department and the selling 
organization. This resulted in a bet- 
• understanding and an actual use 
of the Employment Department which 
resulted in actual sales. It enabled 
the Employment Manager to co-oper¬ 
ate more closely with the Sales De¬ 
partment and also furnish the sales¬ 
men with many ideas that they could 
use involving the Employment De¬ 
partment in conversations with their 
customers, which naturally gave them 
a variation in their ideas of approach 
and a selling argument. 

The same thing was followed with 
the foreman who brought out many 
points of the mechanical detail of the 
machine which were new to the sales¬ 
men, and which presented selling 
ideas. It also cemented the bond be¬ 
tween the mechanical department and 
the sales force so that they were en¬ 
abled to co-operate more closely to 
the advantage of them both. 

This manager explained that sales 
meetings were oftimes likely to de¬ 
generate into arguments between in¬ 
dividuals, or as opportunity for air¬ 
ing personal grievances. He explained 
that he always held the discussions to 
the matter in hand and by keeping 
personality, and personal grievances 
out of the discussion, was able to 
make the meeting most interesting. 
He also stated that sometimes the 
meetings did not run forty-five min¬ 
utes, but were frequently over 
twenty or twenty-five minutes. On 
the other hand, he cited a case of 
where a meeting lasted from twelve 
o’clock Saturday noon until two 
o’clock. Although he said that his 
rule was to adjourn in forty-five min¬ 
utes arbitrarily. 

trend of co-operation engendered be¬ 
tween Departments harmonizes opera¬ 
tion, and as a whole these meetings 
are probably one of the most valu¬ 
able and interesting details in the 
conduct of the branch office. 


Today is the age of efficiency. We 
of America, pride ourselves upon the 
quickness with which we can do any¬ 
thing really well. But in no event is 
quickness to be practiced at the ex¬ 
pense of thoroughness. To combine 
quickness and thoroughness is, in¬ 
deed, an accomplishment worthy of 
our best efforts. 

The time required for one to become 
proficient in typewriting is usually 
around two or two and one-half 
months. To accomplish this within a 
period of eighteen actual working 
days, seems to be almost miraculous, 
but this was done by a young lady of 
less than twenty years of age. 

Miss Beatrice Browne of Fort 
in ; Worth, has the distinction of making 
this remarkable record at the Na¬ 
tional Business College of the same 
city. Miss Browne upon deciding to 
take a typewriting course, was ad¬ 
vised to attend the school where she 
could have the exclusive use of a 

Courtesy .V. V. Centra! Mayasnic. 

informed as possible, and the story 
told about the typewriter should be 
somewhat uniform. This does not 
mean that a printed or stated canvass 
should be used but it does mean that 
the general trend of argument in all 
cases should be similar. 

A branch manager who recently 
visited the New York office detailed 
v. plan that he is using successfully 
with his organization. A detailed 
description of it will be worthwhile. 

A set time every week is devoted to 
a sales meeting.* Meetings are called 

has a week to prepare himself, and 
when his turn comes presents his 
case in a short a time as possible. 
The plan followed ife to restrict the 
meeting to a maximum limit of forty- 
five minutes. This ordinarily allows 
the leader fifteen minutes to present 
his case and thirty minutes then re¬ 
mains for discussion. 

This manager gave us complete 
description of how it works out. At 
one meeting a salesman gave his pre¬ 
liminary talk for a prospective buyer. 
Of course, all preliminary talks are 

Some of the answers given were ob¬ 
viously erroneous. It is doubtful 
whether any salesman would ever 
have occasion to go into the complete 
details as to why Royal does such 
beautiful work. Every salesman 
should be fully informed as to all the 
contributing reasons. 

Every salesman selling Royal type¬ 
writers will find it most valuable to 
set down on a sheet of paper the 

there was a great diversity of opinion, points which he uses in building up 

his arguments for the sale of the 
Royal typewriter and then see if he 
is able to justify and completely ex¬ 
plain each of these points to his own 
satisfaction. It is safe to say that 
there is not a salesman in the organ¬ 
ization but that will find he is using 
points in his arguments which he can¬ 
not adequately explain. Many of 
them, in fact, he does not understand 
himself. He has fallen into the habit 
of using tired talk. 

, .. .. possible at the National because in 

At such meetings as these matters * ...... ... 

the equipment of the typewriting 

room is a battery of twenty-six 
ROYAL machines. Miss Browne, im¬ 
mediately following the spelling les¬ 
son each morning, put in three and 
or.e-half hours of steady practice at a 

Her work from the very first 
showed an excellence in touch, spac¬ 
ing and freedom from errors which 
excited the admiration of her instruc¬ 
tor. Each day’s work was saved and 
at the end of her term in school, which 

of interest should always be brought 
up and discussed for the good of the 
organization. During the week gen¬ 
eral letters are sent out to cashiers 
and managers containing information 
intended for the entire force. The 
preliminary steps in opening this 
meeting has been for the manager to 
give out the information that he has 
received, and open the meeting for a 
few minutes discussion, to be sure 
that the general letters and instruc¬ 
tions are thoroughly understood. When . , , 

the man assigned as leader of the i compr.sed exactly eigh^ school 

meeting takes hold, the manager then days, was placed on exhibition in the 
simply sits ir as a listener and as a 

moderator to prevent the meeting de- ^ccmracy. 
generating into an exchange of per¬ 
sonalities or personal grievances. 

Some of the salesmen bring in ob¬ 
jections that they meet with in pre¬ 
senting the Royal typewriter to the 
buyer’s attention. Others have brought 
up subjects of competition and many 
of the discussions have been devoted 
to mechanical perfection and detail 
of the typewriter. 

Every branch office will find it very 
advantageous to follow up the sub¬ 
jects of frequent meetings. These 
meetings can become most interesting 
and absorbing and when properly con¬ 
ducted become to a large extent a 
school of salesmanship. 

school as an example in neatness and 
Miss Browne then went 
into the office of her brother, who is 
a court reporter in the Tarrant 
County Court Of Law, and her work 
was better than that of professional 
stenographers of many years’ expe¬ 

Miss Browne was awarded the 
Gold Medal of EXCELLENCE by the 
Degan Publishing Company of Chi¬ 
cago who published the manual she 
used in studying typewriting. Her 
work was again exhibited in the De¬ 
gan Offices and drew many commen¬ 
dations for its excellence and accu¬ 
racy. Miss Browne places no small 
emphasis on the fact that it was due 
in a large measure to the Royal type¬ 
writers she used in practicing that 

The general letters, Bulletins and her remarkable achievement was ac- 
the “Royal Standard” furnish a basis j complished—a typist in eighteen 

for interesting sessions and informa- days—and by this we 
tion that is brought out in these open typewriting in its most 
discussions is most valuable. The style. 

mean touch 





CfV:i_. _ __ 


Quite recently it was my good for- speculation than is the rule of addi- 
tune to come across a little article tion or the law of gravitation, 
headed, “Promise Y r ourself a Happy “It holds nothing ‘in store’ that is 
New Year.” The writer went on to not rooted in the present Today or 
say that most people seem to think some Yesterday. 

that the future is full of surprises for “The closing year, with its tri- 
them and that it is supposed to be a umphs and its defeats, its joys and 
sort of Wonder Box, out of which may its sorrows nas been—just as the new 
hop all sorts of pleasant or unhappy one will be—almost wholly of your 
events. own making. 

The writer, continuing, declared “Promise yourself a Happy New 
that the future is as empty as Old Year.” 

Mother Hubbard’s Cupboard and that We all are the architects of our 


This advertisement to appear in the 

following magazines: 





Issue Date - 

Saturday Evening Post 

Feb. 3 

Feb. 1 

Literary Digest 

Feb. 10 

Feb. 9 ] 

American Magazine 

Feb. 6 

Jan. 16 


—-- 1 

Tomorrows are merely elongated To¬ 
days and are necessary only because 
Today needs more time to complete 
the work in hand than it could sup¬ 
ply; further that the added hours do 
not and cannot change in the least the 
established character of our work. 
Then, too, “Whatever Tomorrow 
‘holds’ is being determined Today, for 
every Tomorrow is cast in Today’s 

“Every desire, every word, every 
display of temper—good or bad— 
every kindly act, every helpful word, 
every unselfish service, every high 
impulse—these are the positive un¬ 
erring outlines that shape the won¬ 
derful mould we call Today; and 
from this mould, every Tomorrow 
must get its form and color and char¬ 

“Next year, with its certain, inev¬ 
itable fruit-bearing, is no more a 

own fortunes Upon ourselves de¬ 
pends the measure of success % we 
achieve. Whatever problems we 
have, will be conquered by the spirit 
in which we approach them; all tradi¬ 
tions as to luck and circumstances to 
the contrary notwithstanding. 

We must be fair with ourselves and 
honestly and conscientiously play the 
game above board. Success may be 
delayed, but just as day follows night 
and night follows day, it will locate 

Always recall that “There is no fun 
equal to the satisfaction of doing 
one’s best.” 

In the light of the foregoing, I ex¬ 
tend to the members of our organiza¬ 
tion my good wishes for the coming 
year, that we all may profit by the 
experiences through which we have 
passed and like the Wise Men of the 
East, that we build upon them. 


In this number of the Standard we ,a special effort to land nearer the top. 
are submitting an article on conduct- 1 sincerely hope that all of our Em¬ 
ployment Managers will be imbued 
with the same desire, and if they are, 
the results attained this year will be 
far ahead of those attained in 1922. 

All readers of the Standard, espe¬ 
cially our Employment Managers, 
will no doubt be interested to know 
that Mrs. White is in first place 
based on number of sales made 
through her department since April 
1st of last year. Mrs. Parks of our 
Chicago Office is second. Miss Jones, 
of Los Angeles third, Miss Tai’pey of 
San Francisco is fourth and Mrs. Sul 
livan of Kansas City is fifth. 

Mgr. School Dept. 

ing a successful Employment Depart¬ 
ment which was written by Mrs. Olive 
P. White, Employment Manager of 
our St. Louis Office. This is the 
fourth of a series of articles men¬ 
tioned in the October number of the 
Standard. Mrs. White has given us 
some very practical and useful infor¬ 
mation and I am sure that all of our 
Managers, Employment Managers, 
and in fact, our entire sales organiza¬ 
tion will derive great benefit from it. 

In a recent letter to this depart¬ 
ment Mrs. White stated that she 
would not be satisfied with fourth 
place in 1923 and was going to make 

By MRS. OLIVE P. WHITE, Employment Manager 

The primary purpose of our Em 
pioyment Departments is to sell 
Royal Typewriters, but sometimes in 
our enthusiasm to fill positions we 
may be inclined to overlook this and 
give first service to the business man 
who is in need of a stenographer 
rather than to our own company. 
Eales can easily be lost by placing an 
indifferent or disloyal girl. Every 
Employment Manager knows that the 
majority of tips come to her desk 
from her most loyal girls. So the 
more loyalty she can instill into the 
applicants and the greater number 
she can attract to her department, the 
more she can co-operate with the 
Sales Department. 

Probably there is no more popular 
object of “tea room gossip,” espe- 
( mlly among the girls out of positions 
those who are not entirely satis- 
than the Employment Managers. 
And as girls will talk, it is up to us 
? ‘ ve them something favorable to 
11 > about. Girls are usually discour¬ 
sed when out of positions; in fact, 

tl ore 

seems to be nothing that can 

take the heart out of a person, quite 
so completely as seeking a position. 
That is why a smile and a cheerful 
interview are so greatly appreciated. 
After an Employment Manager has 
interviewed about ninety-nine girls, 
her enthusiasm may be pretty well 
exhausted, but the hundredth girl is ■ 
interested wholly in her own case and 
if given a disinterested or a discoui*- 
aging interview can do a great deal of 
injury to the Department. We had a 
concrete example of this but a few 
weeks ago. A young woman, who was 
not pleased with the interview given 
her at the office of her favorite type¬ 
writer made her first visit to our 
office and secured a position. Within 
two weeks she sold a Royal for us, al¬ 
though she had never used one in a 
position before. 

Some girls are naturally good 
boosters and others are indifferent. 
Salesmen can do much toward keeping 
tabs on the attitude of these girls. 
We give our salesmen a weekly list of 
the girls whom we place and the firms 
with whom they are placed, and if 

he fineil of materials and 
workmanship, alone, could 
never have made the Royal 
Typewriter possible. Its superior 
service mu^t be attributed as 
well to its carefully worked out 
design and to the twenty exclusive, 
patented features embodied in it. 

Without these the Royal would 
dtill be a very finely made type¬ 
writer. But with them it turns 
out a larger volume of finer work 
over a longer period of usefulness. 


Royal Typewriter Building. 364*366 Broadway, New York 
branches and Agencies the World Over 

Chief European Office 75A Queen Victoria Street London.E.C 
Principal Canadian Office OG, Notre Dame St. West, Montreal.P.Q. 

“Compare the IDorlC 

Trade Mark 


they are not thoroughly familiar with 
the conditions in every office on this 
list in their respective territories, 
they make it a point to call at their 
first opportunity. The most insig¬ 
nificant position filled may offer the 
best possibility for a sale. One sales¬ 
man reported having called on a firm 
who had secured long-hand address¬ 
ers for a few days and was given the 
promise of a sale of a typewriter 
within a short time. If a girl in an 
office is instrumental in selling the 
machine, our salesmen report this to 

us so that we can give her credit for 
this on her registration card, thus 
enabling us to place her to the best 
advantage should she apply to us for 
another position. 

Girls registering for positions are 
usually diplomatic enough to tell us 
that they prefer the Royal, but we 
find it the safest plan, if they are 
girls whom we have never placed, 
to take the time to see that they are 
thoroughly familiar with the Royal. 
Many times they have never used it, 
and surely it would not reflect much 

Others have less tact or perhaps 
re more conscientious, and tell us 
tankly that they prefer some other 
machine. A demonstration of the 
loyal, with emphasis on the features 
hat most impress a stenographer, 
Dgether with kindness and cordiality 
on the part of the Employment Man¬ 
ager will make these girls willing to 
practice and become familiar with the 
touch before going out on positions. 
However, it is my opinion that it is 
better not to fill a position than to 
1 lace a girl of this type on a foreign 

Everyone is inclined to stick to his 
“first love,” so a good place to begin 
our missionary work is in the high 
schools, business colleges and other 
private schools that teach typewrit¬ 
ing. Occasional visits to these 
schools, with talks to the students 
whenever possible, keep our machine 
prominently before the students’ 

While each applicant requires and 
must have her personal interview, 
the business man who telephones the 
Department must receive prompt and 
personal service. He expects to talk 
to the Employment Manager herself. 
This is a part of the work that should 
not be delegated to an assistant. 
Unless she talks to him personally 
she is unable to choose just the kind 
of a girl he wants, for, by talking 
with him she not only ascertains the 
qualifications he expects this girl to 
possess, but she learns much about 
his personality and intuitively knows 
the type that will appeal to him. A 
business man is usually as proud of 
his office as a housewife is of her 
home, and he likes to feel that the 
Employment Manager is taking per¬ 
sonal interest in selecting a girl for 
him. In most cases, he would be will¬ 
ing to wait a few days, if need be, if 
he could be assured that she is con¬ 
stantly seeking the girl she thinks 
will suit him. We find it a far better 
plan to telephone a man and assure 
him that we are working on his call 
rather than to select .someone hap¬ 
hazardly. In most cases a visit to the 
offices of these business men im¬ 
presses upon them her desire to give 
real personal service. And too, this 
acquaintance with these business men, 
greatly aids her in choosing the kind 
of girls best adapted to their offices. 

If an Employment Manager does 
not make this close study of person¬ 
ality, call up the applicants’ referen¬ 
ces and give registration tests, then 
the business man might just as well 
put an advertisement in the paper, 
which would result in his interviewing 
many applicants and doing his own 
culling. This all takes time and work 
for the Employment Manager, but it 
marks the distinction between a suc¬ 
cessful one and one who is just get¬ 
ting by. 

No man is going to accept favors 
indefinitely without sometime trying 
to reciprocate. One man during the 
past month, whose office was equipped 
entirely with foreign machines, said 
when he was ready to buy a new ma¬ 
chine, “I have been getting the very 
cream of the Employment Depart¬ 
ment of the Royal Typewriter Com¬ 
pany for so long that I am ashamed 
to buy anything this time but a 
Royal. And he did. It is our aim 
to put both business man and oper¬ 
ators so deeply under obligations to 
our Department that they are 

ashamed” to consider any machine 
but the Royal. Then we are accom¬ 
plishing our real mission by serving 
our own Company and at the same 
time rendering real service to busi¬ 
ness men and to hundreds of young 
men and women. 




Enthusiasm and a remarkable spirit 
of cooperation marked the dinner of 
the Metropolitan Sales force, ten¬ 
dered to the organization by Manager 
W. C. Lavat, December 23rd. Every 
man present entered into the spirit 
of the gathering and made it most 
successful. Over forty men gathered 
around the tables at Stewart’s and 
engaged in a get-to-gether that re¬ 
sulted in a further cementing of the 
fraternal spirit in the organization. 
As a direct result of the spirit engen¬ 
dered at the meeting, the Metropoli¬ 
tan Sales force closed one of the big¬ 
gest weeks in history between the 
holidays. Ordinarily this is supposed 
to be a slow time, but the pep that 
the men gathered at the meeting 
went immediately into their work and 
the closing days of 1922 were prob¬ 
ably the fastest ever experienced by 
the New York Sales force. 

Manager Lavat was the usual good 
toastmaster. Guests of the evening 
were Mr. C. J. Haggerty, Secretary of 
the Royal Typewriter Company; Mr. 
H. J. Closson, Sales Manager; Mr. 
Wesley A. Stanger, Manager Sales 

their success depended upon it and 
that the combined efforts of all di¬ 
rected toward a well defined objective 
would get results beyond the fondest 
dreams of the most sanguine. 

Mr. C. J. Haggerty, Secretary of 
the Company, made a most interest¬ 
ing talk sketching the progress of the 
men at the head of the firm showing 
that every one of them had come up 
from the ranks and that the ROYAL 
organization is one where every man 
has a chance to get the big things, 
provided he is worthy and puts forth 
the necessary effort. 

He called particular attention to the 
fact that the Company is officered 
by men who worked their way up and 
that not a single man in a high place 
was appointed from the outside. 

Mr. H. J. Closson, Sales Manager, 
told the story of his experience and 
sketched his own life for the benefit 
of his hearers. He told how he first 
“peddled,” as he called it, up in the 
thinly settled New- England country 
and how little by little he built up a 

toast and made fitting remarks. Mr. 
Le Masters, who is a new salesman 
and new at selling goods, received the 
applause of the evening. He said 
he had never faced a crowd before 
and all he could do was think of a 
story. He said that two darkies were 
discussing the efficacy of prayer. 
Both agreed that they believed in it. 
The first one citing an example, said 
that if he thought he wanted a chicken 
he prayed for it and if if was g° od 
for him to have it that the Lord sent 
him one. The second one said that 
that system was all wrong, that 
when he thought he \yanted a chicken 
he prayed the Lord td send him after 
one and that always got it. The 
story was very apropos of the situa 
tion and fits right in with the daily 
work of men engaged in getting or¬ 
ders for Royal typewriters. 

The affair wound up before eleven 
o’clock in handshaking, discussions 
and good fellowship. It was an im¬ 
mense success from every point of 
view and has had a marked effect 

After the coffee, several short and 
enjoyable after-dinner talks were 
given by Mr. J. H. Collins, our Dis¬ 
trict Auditor; Miss Elsie Helmreich, 
our Assistant Cashier, and Mr. E. C. 
Boutwell, one of our salesmen. Mr. 
Boutwell presented Mr. Boulware 
with a beautiful bronze desk set, a 
gift of the employees of the Kansas 
City office. Mr. Boulware responded 
to the presentation with a very en¬ 
joyable, as well as beneficial, talk on 
loyalty and co-operation in our every¬ 
day work. 

While everyone enjoyed the danc¬ 
ing and games that occupied the re¬ 
mainder of the evening, we could not 

but feel that the true and lasting 
pleasure of such an evening would 
really come out of the results as 
shown by our complete cooperation 
and association in our work. We all 
felt that it was a very profitable even¬ 
ing, as we now understand and love 
our fellow-employees better and 
have a deeper interest in our Com¬ 
pany and our office. 

As it is known that “The Proof of 
the Pudding is in the Eating,” it was 
hardly necessary to express in words 
to our host and hostess that this was 
an evening to be long remembered by 

K. C. Office. 

Service Department Contest for November 

Division No. 1 


Reading from left to right: Outside Row: Herwitz, Manager Providence; H. J. Closson, General iSales Manager; 
W. A. Stanger, Manager Sales Promotion Dept.; W. C. Lavat, Manager Metropolitan Dept.; C. J. Haggerty, 
Secretary; T. F. Bell, Asst. Manager Metropolitan Dept.; A. T. Milstrey, Cashier; Knox; Metzger; J. J. 
Freund; Schwartz; C. K. Freund; Prior; Schenck. Front Row: Ash; Yates; Van Ness; Finnan; Mullane; 
Grigg; Hedderman. Second Row: Newton; Martin; Robinson; Fuchs; Demott; LeMaster. Last Row: 
Jones;' Erskine; Guest; Matthews; Clayton; Silverman; Simon; Brandies. 

Promotion Department; Mr. Frank 
Herwitz, Manager at Providence, and 
Mr. W. A. Metzger of the General 
Sales Department. 

A special menu and program was 
prepared as a souvenir of the affair 
which was much appreciated by those 
present and retained by them as a 
memento of the evening. The pro¬ 
gram was bound in a royal blue cover, 
and printed in royal blue on white 
pc-per and tied with a royal blue silk 
cord. The menu was original 
and proved very interesting due to 
the mystery that surrounded it. No 
one knew what he was going to get 
until it was served. Following is a 
reproduction of the items it con¬ 


Oysters ROYAL 
Detergene Fluid 
Key Caps a la Paris 
Assorted Skates 
Spiral Spring Ball Bearings 
Boiled Segment 
Nuts and Screws 
Baked Cleaning Rags 
Oil of Joy 

Following the dinner service Cap¬ 
tain Lavat gave a well received talk 
on his ambitions for the Metropolitan 
Branch. He urged the men to their 
greatest efforts for the reasons that 

structure wl)ich finally landed him in 
the Sales Manager’s chair. He urged 
the necessity of demonstrations and 
told the men that the Sales Depart¬ 
ment is always on the lookout for men 
they can promote into better places. 
Wesley A. Stanger, Manager of the 
Sales Promotion Department, wound 
up the speaking by showing the 
actual practical application of psy¬ 
chology to selling. Following his re¬ 
marks Manager Lavat sprung the sur¬ 
prise of the evening. 

When the men gathered he asked 
each man to put a silver coin in a 
plain envelope and write his name on 
it. No one knew what it was for but 
they soon found out. He appointed 
two of the diners to collect the en¬ 
velopes and then explained the sur¬ 
prise. He told the guests that he had 
two big turkeys for prizes and that 
the money collected in the envelopes 
was to constitute a third prize. The 
two men who collected the envelopes 
were instructed to retire and open 
the envelopes. They were instructed 
to choose three arbitrary dates and 
put them on a piece of paper. The 
first coin falling out of an envelope 
bearing the first date chosen was to 
get one turkey, the second the other 
turkey and the third the money. L. 
E. Le Masters won the first turkey, 
T. E. Jones, the second and C. A. 
Schenck took the money prize. 

Each prize winner responded to a 

upon the esprit de qorps of the Met- 

Manager Lavat 

ropolitan sales force, 
says it was so good that it is to be an 
annual affair. 


The New Orleans Office made the 
lead for the month of November, 
1922, in the Service Department Con¬ 
test. This branch has been making its 
way to the lead in the past few 
months and Mr. A. N. Pintado, fore¬ 
man, deserves honorable mention for 
this fine showing. 

Boston came into second place. 

Indianapolis came up from seven¬ 
teenth position in October to third for 

Mr. H. E. Johnson, foreman of the 
Boston Office, and Mr. W. S. Buskirk, 
foreman of Indianapolis, are to be 

Below is a list showing the standing 
of the various offices: 

1— New Orleans (5*). 

2— Boston (11*). 

3— Indianapolis (2*). 

4— Chicago (11*). 

5— Hartford (5*). 

6— Cincinnati (10*). 

7— Philadelphia (6*). 

Baltimore (5*). 

8— Pittsburgh (8*). 

Washington (6*). 

9— Cleveland (11*). 

10— Kansas City (8*). 

11— Dallas. 

12— San Francisco. 

13— Atlanta (4*). 

14— Detroit (4*). 

St. Louis (2*). 

15— Buffalo (2*). 

16— Minneapolis (5*). 

17— New York (1*). 

18— Los Angeles. 

On Friday evening, December 22nd, 
the “Royal Family” of Kansas City 
was entertained at the Ivanhoe Club 
with a dinner and “get-together” 
party by our Manager, Mr. Boulware 
and Mrs. Boulware. Mr. and Mrs. 
Boulware gave a similar party last 

There were a number of new faces 
this year and several familiar ones 
missing from our midst. Among 
those present last year who were not 
with us this year were Mrs. W. C. 
Lavat; Miss M. I. Stagg, our Em 
ployment Manager for a number of 
years; Mrs. E. Q. Sullivan, our pres 
ent Employment Manager, who was in 
Colorado during the Christmas holi¬ 
days; Mr. 0. T. Wheaton, former 
Kansas City salesman, now Manager 
of the Seattle Office, and Mr. Guy 
Guffey, formerly in our Service De¬ 
partment, and now Foreman of the 
Service Department of the Dallas 
Office. These absent members of our 
“Royal Family” were with us in 
spirit, however, as they expressed in 
their letters of regret which were 
read by Mr. Boulware at dinner. 


Nonfolk in First Place for November 

The Norfolk Office made a leap to 
first place for the month of Novem¬ 
ber, 1922, coming up from thirty-sev¬ 
enth place in August, thirty-four in 
September and fourteenth for Octo¬ 
ber. This is a record worthy to be 
proud of and Mr. R. Hulcher, foreman, 
is to be commended for having 
brought his office out on top. 

Worcester again came into second 

Youngstown came in third. 

Mr. J. Fortin, foreman of the Wor¬ 
cester Office, and Mr. J. Davidson, 
foreman of Youngstown, are to be 

Below is a list showing the stand¬ 
ing of the various offices: 

1— Norfolk (3*). 

2— Worcester (4*). 

3— Youngstown (3*). 

4— Fresno (6*). 

5— Toledo (S*). 

6— Seattle (2*). 

7— Dayton (7*). 

Evansville (2*). 

8— Bridgeport (5*). 

9— Bangor (2*). 

10— Johnstown (5*). 

11— Springfield, Mass. (6*). 

12— Louisville (9*). 

13— Portland, Ore. (3*). 

14— Springfield, Ill. (5*). 

Rockford (8*). 

15— -Newark (3*). 

16— Providence (5*). 

Kalamazoo (2*). 

17— Reading (2*). 

18— Erie (1*). 

St. Paul (3*). 

Akron (5*), 

19— Oakland (5*). 

20— Rochester (1*). 

Memphis (5*). 

—Denver (6*). 

22— Scranton. 

23— Omaha (6*). 

Columbus (8*). 

24— South Bend (1*). 

25— New Haven (7*). 

26— Davenport (1*). 

27— Des Moines. 

28— Charleston (5*). 

Little Rock (1*). 

29— Allentown. 

30— Richmond. 

31— Grand Rapids. 

32— Duluth (2*). 

33— Houston (1*). 

34— Portland, Me. (4*). 

35— Jacksonville (3*). 

36— Albany (3*). 

37— San Antonio. 

38— Milwaukee (2*). 

Harrisburg (9*). 

39— Birmingham (3*). 

40— Peoria (3*). 

41— Waterbury. 

42— Sioux City. 

To Increase Nets—Increase Earnings. 

The ROYAL is the BEST machine to write a business letter; 

For filling out insurance blanks, there isn’t any better, 

And when you make a slight mistake and find you must erase, 
There is a tray especially to catch the dirt and waste. 

Its sides have plate glass windows for to keep its in’ards bright, 
And when you reach the paper’s edge the ROYAL holds it tight. 
It makes the minimum of noise, its workmanship is clever; 

I hope we keep this good machine, for it will last forever. 

Miss Winifred Pettus, 

Atlanta, Ga. 


Territorial repre 

, «hiP D«P artn 
pt * „ of Assistai 

^Vayo, *»th. 

t" t Lir annual m 
^Thursday, Dec 

re Probabl 
lys that a 

Jsve ever exper.e 

w H. Kirchhol 

A. F. Hart 

L. Milstead 

their work and t 
quire more knowle< 
the dealers was ve 
attitude. It was t 
hard work in whi 
hours of sleep we 
Each of the nv 
road work told h 
there was a geners 
ful ideas. Previo 
the men who atter 
factory. Upon th 
York Mr. Mayo I 
and for two days 1 
as any squad of ar 
the meeting was c 
that it had been c 
to them and they 
get a good night’s 
Mr. Mayo had a 
men meet various 
and learn whatev< 


The win< 
low of th< 
change of 
the most : 
been our 
the “Royal 
Mr. R. ( 
tributor, i 
among his 

D P-to-dat 







Territorial representatives of the 
ptalership Department under the di¬ 
rection of Assistant Sales Manager, 
^ B. Mayo, gathered in New York 
for their annual meeting Wednesday 
and Thursday, December 27 and 28. 
They were probably the busiest two 
days that a similar number of men 
have ever experienced. Interest in 

them. The idea was unique in that 
Mr. Mayo took the men to the offices 
occupied by each of the men who 
were to talk to them and turned the 
meeting into a series of informal 

The session wound up by a visit to 
Fresident Smith's office where the 
men sat around in a circle and were 

W. H. Kirchhofer N. B. Mayo 

F. Haberlc 

their work and their desire to ac¬ 
quire more knowledge to be carried to 
the dealers was very evident by their 
attitude. It was two days of spirited 
hard work in which meals and even 
hours of sleep were disregarded. 

Each of the men engaged in the 
road work told his experiences and 
there was a general exchange of help¬ 
ful ideas. Previous to the meeting 
the men who attended had visited the 
factory. Upon their arrival in New 
York Mr. Mayo took them in hand 
and for two days they drilled as hard 
as any squad of army recruits. When 
the meeting was over they all agreed 
that it had been extremely profitable 
to them and they were all willing to 
get a good night's sleep. 

Mr. Mayo had arranged to have the 
men meet various department heads 
and learn whatever they could from 

treated to the surprise of their lives. 
They had expected Mr. Smith to ex¬ 
pound the doctrine of the ROYAL to 
them but he adopted an entirely dif¬ 
ferent tack. He called on the men, 
one at a time, to tell what they were 
carrying away from the meeting. It 
put most of them to a severe test of 
wits but doubtless impressed upon 
their minds the various things that 
had been told them and that they will 
be able to use in selling ROYALS to 
dealers. In bidding them good-bye 
and success, Mr. Smith told them that 
there is a well defined ideal behind 
the Royal Typewriter. He explained 
to them that nothing worth while is 
ever accomplished without enthusiasm 
and that whatever is done of a con¬ 
structive nature must have an ideal 
to work to. 


The pictures reproduced below were j shows the lesult of only a week’s 
supplied by one of the real old type- hunting for the species “typewritus 
writer dealers in the Royal organiza- prospectus.” 

tion—J. Royal Richey of Pocatello, 

Mr. Richey’s territory is one of the 
most sparsely settled that can be 
found in the United States. Never¬ 
theless, he literally “leaves no stone 
unturned” in his search for type¬ 
writer business. His constant and 
consistent plugging through his terri¬ 

His business has increased so rap¬ 
idly that he moved on December 1st 
to larger quarters on the ground floor 
located at 211 South Main Street, Po¬ 

The first pictue shows Mr. Richey i 
at Shoshone, Idaho, with his sales¬ 
man, L. E. Fletcher at the extreme 
right. The second picture shows a 

tory which he covers with his motor 
vehicle of a well known make (the 
name will be supplied to any reader 
who does not recognize it), has se¬ 
cured him a big volume of business as 
is evidenced by the picture which 

close-up of Mr. Fletcher demonstrat¬ 
ing to a customer who looks sold al¬ 

We expect to have photographs of 
Mr. Richey’s new headquarters in an 
early issue of the “Royal Standard.” 


The window display reproduced be¬ 
low of the Central Typewriter Ex¬ 
change of Salina, Kansas, is one of 
the most attractive that it has ever 
been our pleasure to reproduce in 
the “Royal Standard.” 

Mr. R. G. Nichols, our Kansas dis¬ 
tributor, who operates the Central 
Typewriter Exchange at Salina 
among his other branches, needs no 
introduction to our readers and this 
display is just another evidence of his 
up-to-date methods. 

Our compliments on your fine dis¬ 



At a recent carnival at Fort Smith, 
J •> Mr. H. W. Nichols, Royal and 
t J rona distributor, was chosen to play 
c part of Andy Gump the people’s 
j n ° lce * or Congress. Andy’s meet- 
* WaB big event and Andy was 
hi at tra * n by an enthusiastic 
arH °* supporters an d given a banquet 
a *’ ec ®Ption. Candidate Gump made 
ttr^ h * n w bich he attacked the in- 
* a opposing him and set forth his 
card < rrn am ' p0 ^ c ' es - He passed out 
H w bich read aB follows: “Andy 

Gump, the people’s choice for Con¬ 
gress. 100% for the people. I wear 
no man’s collar. My particular line 
is Royal typewriters.” Mr. Nichols 
made several good sales as a result of 
this clever piece of advertising. 


Mr. Harvey Roof, our new dealer 
in Tampa, Florida, needs no intro¬ 
duction into the Royal Dealership Or¬ 
ganization having been the Royal 
dealer in Utica, New York, for the 
past seven years. 

Mr. Roof started in the typewriter 

business 18 years ago, in the factory 
of one of the machines on the market 
today. The Royal wasn’t made in 
those days. 

He is thoroughly acquainted with 
the mechanical as well as the sales 
end of the typewriter business and 
has built up a good record for himself 
and a good Royal business in Utica 
and there is every reason to believe 
that his new and larger undertaking 
will be a success from the start 

Good luck to you, Mr. Roof, we are 
counting on seeing you listed soon 
in the Dealer’s Roll of Honor. 

FOR YEAR 1922 

1— Harry S. Storr, Raleigh, N. C. 

2— J. E. Gaffaney—Office Specialties 
Co., Fargo, N. D. 

?—S. K. Hartsock—Graham & Wells, 
Corvallis, Oregon. 

4— F. L. Patty—Austin, Texas. 

5— R. G. Nichols—Oklahoma City, 

6— H. J. Smith—Parkersburg, W. 

7— R. A. Rehm—Albuquerque, N. M. 

8— Scott-Parker Co.—Macon, Ga. 

9— H. G. Bancroft—York, Pa. 

10— C. L. Eicholtz—New Oxford, Pa. 

11— T. H. Payne Co.—Chattanooga, 

12— Walter W. Prior—Trenton, N. J. 

13 — C. J. Mosher — Lincoln, Neb. 

14— Roy A. Davis—Colorado Springs, 

15— E. H. Benson—Canton, Ohio. 

So many other dealers, whose 
names do not appear, did such good 
work in 1922 that we don’t like to 
leave them off; and the order in which 
these names appear are not necessar¬ 
ily according to the excellence of their 
records; but after careful study of 
each record and the territory covered 
the above is our selection as the first 
place go-getters of 1922—but not 
by any means all of the those whose 
names we would like to list And now 
tor 1923. 


No. 1 

Chattanooga, Tenn. 

T. H. Payne 

No. 2 

Shreveport, La. 

S. Schroth 

No. 3 

233 E. Main Street, 
Trinidad, Colo. 

A. W. Wright 

No. 4 

Fargo, N. D. 

J. E. Gaffaney 

No. 5 

Austin, Texas 

K. L. Patty 

No. 6 

Bloomington, Ill. 

G. W. Paxton 

No. 7 

Joplin, Mo. 

No. 8 

180 South Beach St., 
Daytona, Fla. 

No. 9 
A. L. Deal 
Hickory, N. C. 

A. L. Deal 

No. 10 

Watertown, N. Y. 

C. R. Allen 

Arthur N. Otis 


T H E R O Y A L S T A N D A R P 



Royal Victor in Speed Typing Contests in Sweden, Italy, Holland 

Within the past few months, speed typing contests, 
held in various parts of the world, have convincingly 
confirmed the expert opinion of the leading mechanical 
engineers that the Royal is the fastest machine built 
because of its perfection of design and construction. 

There are several very unusual and striking fea¬ 
tures about these particular contests to which we want 
to call your attention because of their important sales 

To begin with the Royal machines used in these 
contests were stock machines such as are sold to the 
buying public throughout the world and not specially 
prepared typewriters to be used by specially trained 
expert typists. In other words the results obtained 
can be duplicated by any Royal typewriter manu¬ 
factured in the course of our regular production. 

Another point worthy of mention is that these con¬ 
tests being of but short duration in time, while they 
without question demonstrate the admirable ability 
of the typists who won them, constitute a fairer and 
more accurate test of the speed ol the typewriter 
itself than would have been the case if the contest had 

| consumed a longer period of time. T J^ S ^ inten _ 
in short contests the typists are able to op f 

sively at their maximum speed tor the fu P 
the contest itself. It is well known ami g 
familiar with such matters that long con ^ trained 
strate chiefly the ability of certain speciall 
typists to maintain the highest rate of spe ■ 
comparatively long period of time and the _ 

really better tests of the physical enduram 2L hine 
typist than of the mechanical speed of t 
j itself. This point is self evident. 

In the case of the European championship 
the subject matter was a memorized sentence 
reading from copy. This point deserves specia - 
phasis because it eliminates entirely from conside 
the ability of the typist to read speedily and ^cur > 
from copy while operating and concentrates the 
contest on the speed of the typist and of the mac • 
A moment’s consideration will convince you ot 
truth of this assertion, it is an especially strong se - 
ing point which should b^ emphasized to your buyin 0 

The contests to which we refer took place respec- 
tivelv in Paris, Amsterdam, Stockholm, Varese and 

Sao Paulo. In each contest different typists took part, 
but in each instance the Royal typewriter came out 
the victor. It is highly significant that different opera¬ 
tors in different countries, writing different languages 
and trained by different methods of instruction ail 
carried the Royal typewriter to the victories mentioned. 
It is undebatable evidence that the machine and not 
the individual alone is largely responsible for the re¬ 
sults obtained. This is conclusive proof that on the 
Royal typewriter any competent typist is capable of 
winning speed contests. The machine will answer the 
call of the most rapid typists and at the same time 
answer fully the requirements of commercial operators. 

Study the above information carefully. Impress it 
on the minds of everyone of your salesmen and sub¬ 
agents and every other member of your organization. 
Instruct them to carry the message with enthusiasm 
to the buying public. Use it vigorously in your ad¬ 
vertising/ Make it the basis of a special campaign. 
Secure those orders to which you and the Royal type¬ 
writer are properly entitled. Make it your inspiration 
to better work. Drive home deep into the minds of 
every hearer the splendid quality and superiority of the 
Royal typewriter. 


Miss Eleanor Mitchell 

Miss Millicent Woodward, who is shown below seated I in which she has reduced 
before the Royal typewriter, again won the European I her complete mastery 
Championship in the contest held at Paris during Novem¬ 
ber. Once more she duplicated the achievement of last 
/ear but this time was very closely pressed for the honor 
ay Miss Eleanor Mitchell, also competing on a Royal 
typewriter, who, as you 
see by the 

^ e * exce ^ 0 t e( j 


Third place in this con¬ 
test was also won by a 
Royal operator, Miss 
Edith Aldred, who, to- 

gether with Miss Mitchell, was a member of the Oakworth 
Secretarial College team of four girls which competed. 

It may not be amiss here to mention the fact that the 
three young ladies who received the honors mentioned were 
trained by Mr. F. Wilson Wood, F. I. S. A., the President 
of the above mentioned business college. 

It is a glowing tribute to him personally 
and to the methods which he employs in 
the instruction of the pupils who attend 
his school. 

The contest was participated in by 
five British and twenty-six French opera¬ 
tors and the subject matter used was a 
repeated sentence which had to be writ¬ 
ten at top speed for five consecutive min¬ 
utes. The rating was based on the num¬ 
ber of strokes which each typist struck 
during that time with the usual de¬ 
duction for errors. Results were as fol¬ 

Miss Millicent Woodward (Royal) 

Gross, 3519; Errors, 2; Net, 3499 
Miss Eleanor Mitchell (Royal) 

Gross, 3G79; Errors, 18; Net, 3499 
Miss Edith Aldred (Royal) 

Gross, 3546; Errors, 9; Net, 3456 
Miss Millicent Woodward in addition 
to being an expert speed typist is also 
specially gifted in that she is able to 
write from copy and carry on an ani¬ 
mated conversation with a bystander at 
one and the same time. This is a re¬ 
markable demonstration of the manner 

her typing to almost an automatic action and shows | the recent marine and small craft exhibition at Islington 
of the art. While engaged in this work at I she had the privilege of meeting in person His Majesty 

King George the Fifth of England, who at the time was 
inspecting the various exhibits and stopped before the 
booth of The Visible Writing Machine Co., Ltd., where 
Miss Woodward was demonstrating the Royal typewriter. 

His Majesty compliment- 
ec * Miss Woodward most 

Miss Aldred also gives 
convincing evidence that 
youth is not a handicap 
Miss Edith Aldred when actual ability is 

present. She too has won 
honor at the early age of seventeen. 

The contest made an indelible impression not only on 
the observers, but also on all who heard of it and it is 
bound to have a very beneficial effect on the volume of 
Royal typewriter sales from this time forward. 

Miss Millicent Woodward 


It is most gratifying to notify the 
readers of the Royal Standard that Mr. 
Theo. Muggli whom they will recall as 
having handled the sale of the Royal 
typewriter in Switzerland for many 
years has now had placed under his 
control, in addition to the former terri¬ 
tory, all of France and its Colonies. 

The action of the Royal Typewriter 
Company, Inc., in turning over to Mr. 
Muggli this new and extremely im¬ 
portant market indicates the high esteem 
in which we hold that gentleman and the 
confidence that we have in his ability. 11 
proves that the Royal Typewriter Com¬ 
pany at all times stands ready to co¬ 
operate with and reward those dealers 
who by their efforts show that they are 
wholeheartedly engaged in the develop¬ 
ment of our mutual business in their re¬ 
spective countries. 

Mr. Muggli in France is carrying 
his business under the firm name ot ' 
II. Davis & Co., (Theo. Muggli, Proprie¬ 
tor) and has splendid offices at 12 R ue 
la Tour des Dames, Paris, lxeme. ^ 
hope shortly to reproduce pictures 
his establishment and of its staff. 

export. i 


iss Mitchell 
girls who won 
tions in l he E > 

Contest are m 

h Secretaria 

,wn in the accc 

.}, completed as 


. team has b 

Ison-Wood, I 

. e rt) who < 
e d Miss Milli 
pion. Mr. W 
ve diseoverec 
ng expert ty 
10 doubt coi 
i„ the future 
’hat he has 

A few months 
held in the Brode 
delsinstitut of S 

mine the best pu 
are pleased to si 
Lisa Norell of 

A convention 
agents of The 
chine Company 
held in Manche 
1 shows th 

EXPORT supplement 



Winners Second—Third Places, European Contest, Members of Oakwood College Team 

j'orth Secretarial College 


the accompanying picture) 

(shown in , _ 

,hich completed as a unit in that com- W" 

team has been trained by Mr. ___ ^ t «- 

no doubt to be 

from in the future competitions. The 

fact that he has selected the Royal i j 1 

typewriter for the use of his pupils 
is a compliment to its efficiency and 
speed which is indeed significant. The 

gentleman in question is introduced to ‘ " f f > 

our readers through the medium of The Oakworth College Team prior the privilege of exhibiting its ability lege in the eyes of the British leaders 

the small insert photograph under his to its entry into the European Con- before the officials of the Bank of of commerce. 

school team. We regret that we have test was engaged in giving speed dem- England, an accomplishment which is The young ladies in this photo- 

not a larger one available for use at onstrations in many of the largest not only unique but which clearly re- graph reading from left to right are 

the moment. British business institutions and had veals the standing of that business col- Cdadys Johnson, Eleanor Mitchell, Ed¬ 

ith Aldred and Constance Sykes, and 
have respectively the following re¬ 
cords : 

Gladys Johnson—Figuring test— 
987 figures per minute. Memorized 
sentence—170 words per minute for 
five minutes. 

Eleanor Mitchell—Figuring test— 
1.008 figures per minute. Memorized 
sentence—200 words per minute on 
five-minute test; 240-250 on one-min¬ 
ute test. 

Edith Aldred—Figuring test—1,004 
figures per minute. Memorized sen¬ 
tence—200 words per minute on five- 
minute test; 240-250 on one-minute 

Constance Sykes—Figuring test— 
985 figures per minute. Memorized 
sentence—170 words per minute. 

There is little doubt but that the 
Oakworth Secretarial College is a 
school of the highest possible stand¬ 
ing and will continue to serve Brit¬ 
ish business, not only through its 
development of exceptional speed ty¬ 
pists, but also in furnishing to it sten¬ 
ographers and typists fully qualified 
to meet modern requirements. 


A few months ago a contest was years of age, won this contest using 
held in the Broderna Pahlmans Han- a Royal No. 10 machine, 
delsinstitut of Stockholm, to deter- Miss Norell is indeed to be com- 

i mended upon her achievement because 
it is a well known fact that Broderna 
Pahlmans Handelsinstitut is the lead- 
! ing commercial school in Scandinavia. 
It. was founded more than thirty years 
ago by two brothers, Mr. Otto Pahl- 
man and Mr. J. Pahlman and achieved 
such success that in 1919 it 
was officially recognized and subsi- 
I dized by the Swedish Government. The 
perfection of its instruction methods 
are well known throughout the world 

and it is frequently visited by prom- 
i'ient school men from other countries 

I for the purpose of studying its sys- 

i terns. Rector John M. Palhman whose 
mine the best pupil in typing and we picture is shown with this article to- 
?re pleased to state that Miss Anna gether with Miss Norell’s is still at 
Lisa Norell of Soderhamn, twenty the head of that institution. 


It is hardly necessary to elaborate 
on the achievement of Miss Hendrikse, 
who won the championship of Holland 
recently, since her performance was 
featured in the November issue of the 
‘‘Royal Standard.” 

Therefore we shall content our¬ 
selves with again publishing her 
photograph, in view of the fact that 
this issue of the Foreign Supplement 
is dedicated to recent speed typing | 


Miss Ersilia Reggiori, whose photo¬ 
graph we have the privilege of show¬ 
ing with this article, recently won the 
typewriting contest held to determine 
the championship of the Varesa dis¬ 
trict in Northern Italy, and it gives 
us pleasure to tell you that her vic¬ 
tory also was won on the Royal. 

It once more emphasizes the point 
that the Royal machine immediately 
and enthusiastically responds to the 
requirements of all languages and all 

We congratulate Miss Reggiori on 
her victory and look forward with con¬ 
fidence to hearing of her again in 
connection with other features of this 

Mr. Jose Odilon de Aiaujo who we, 
have the privilege of introducing to 
you in the photo with this article, 
won the speed typewriting contest 
held in Sao Paulo a few months ago, 
using a Royal typewriter. 

From the information at hand it 
appears that Mr. Araujo also com¬ 
peted in the recent speed contest at 
Rio de Janeiro, and while his writing 
was more rapid than that of his com¬ 
petitors he unfortunately omitted a 
line in reading from copy and was 
therefore disqualified. 

His later victory at Sao Paulo, how¬ 
ever, vindicated his ability and won 
for him the distinction of being the 
leading speed typist of Brazil. 

We want to compliment Mr. de 
Araujo upon his performance, and 
wish him success in his future efforts. 



A convention of some of the local j tended, reading from left to right Managing Director, and Mr. S. V. 
agents of The Visible Writing Ma- 
[;\ n ? Company, Ltd., was recently 


in Manchester and photograph 
* °- 1 shows the gentlemen who at- 

typewriter business in the British friend, Mr. E. A. Davidge, Superin- 

... Isles * tendent of the Factory, can be seen 

standing, they are: Mr. F. E. Lowe Hall of Liverpool. Photograph No. 2 was taken at the on the end of the rear seat wearing 

of Preston; Mr. James Hunt of Man- These gentlemen are concentrating time of the annual summer outing of a smile that seems to indicate that the 

Sitting: Mr. J. H. Maxwell their efforts on keeping the Royal the factory force of The Visible Writ- outing promised to be a most enjoy- 

of Bolton; Mr. F. H. Morse, former j typewriter in the front rank of the ing Machine Co., Ltd., and our old able one. 



61 MEN 

MAKE 1923 

M. A. D. YEAR 

Here they are! 

These are the men who won the right to the 
MAD Ring in December and the honor of being 
classed as charter members of the re-established 
Machine-A-Day Club. 

Their pictures are numbered and printed in the 
order in which they qualified. Altanta produced 
the first man and his picture is surounded by the 
cut of the ring itself. 

In this galaxy of stars in the Royal Organiza¬ 
tion it will be seen that every section of the coun¬ 
try is represented. This should knock the 
glooms—if there are any anywhere. It shows 
that Prosperity is here with a vim. It shows 
that every section of the United States was able 
to produce men who were able to achieve this 
honor. It shows that there isn’t a section of the 
country where the public is not buying typewrit¬ 
ers and buying them in quantities. 

December is too often looked upon as a slow 
month with two holidays, a general let down 
in business, with attention turned toward the 
lighter things of life. The Machine-A-Day 
proved beyond any doubt that it is the attitude 
of men that counts rather than outside influences. 

If we considered outside influences alone, how 
many men would have made the M.A.D.? No 
one can say, but the fact that sixty-one men did 
do it, shows that it is the man and not the con¬ 
ditions that govern. 

Sixty-one men is almost an average of one 

man per office. Many of these men went away 
over the required member. Quite a few doubled 
or more. One man at least went over the M.A. . 
requirements many many times. There weie 
enough double headers to average much better 
than one M.A.D. man per office! 

December is over. A victory has been won. 
Old Man Inertia has been put to rout. 

Prosperity and Enthusiasm are at the wheel. 
The tank is full of gas, the engine is oiled, the 
track is sprinkled and the Royal Typewriter 
Sales Organization, headed by sixty-one M.A.D. 
men is ready for anything! 

A new year is upon us. The records of yestei- 
day are the average of today. Last year you 
did it and did it well. What was your high 
mark once, can never be your high mark again. 
Having hit the high mark, that is scratch for¬ 
ever after. 

Those of you who made the M.A.D. in Decem¬ 
ber are at scratch in December all ready for the 
biggest race of your lives—the RACE OF 1923. 
You are the men who set the pace. \ou are the 
men who are depended upon to keep the RO\AL 
Banner at top-mast floating defiantly and ag¬ 
gressively and it is you men who must and will 
show the world month after month that the 
M.A.D. is something real. You M.A.D. men of 
December are the repeaters for 1923. 

Don’t forget those who fought hard and did 
their best to win but were nosed out. They are 

the reserve corps who in January may all join 
your ranks and give you new marks to beat. 

January will add many new faces to the M.A.D. 
gallery. It will contain the names of many re¬ 
peaters. Month after month new men and new 
repeaters will appear and every man in the or¬ 
ganization is on his mettle. The ROYAL M.A.D. 
Club is bound to be heard from for years to 
come. It has instilled a new ROYAL Spirit in 
the sales organization. 

The men who have made it have classified 
themselves. The eyes of the organization are 
upon them for future records. 

The men who did not make it in December are 
going to be watched more closely than ever, for 
it is going to be a matter of great interest to 
everybody to see who from month to month will 
out of the ranks and join the ROYAL 
Club, distinguishing themselves as en- 
1V11111B in an organization which will reflect 
honor upon them, their branches and their efforts. 

The honor of being a member of the M.A.D. 
Club is well worth the effoi*t. The men who make 
it are the men who get the big commission 
checks, too, and this is something not to be over¬ 

Membership in this ROYAL M.A.D. Club brings 
both profit and honor. Who are the next ones? 
Who are the repeaters? 

Future months will tell this story. 




. * in the MAD T. M. Gleason repeated January 8th. There is no record in 

“u r X“ t S P Mr W* »• >‘=“ «">? «*«<»> ” iU a ° ** hefure th * month *» over -