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Paul W. Jones, New Assistant Sales Manager 
in Charge of National Accounts 

Paul W. Jones, a worthy successor to 
the Paul Jones of old. One a fighting 
Paul Jones, the other a selling Paul Jones. 
Mr. Jones came into the Royal organiza¬ 
tion because he thought he saw a wonder¬ 
ful opportunity for a remarkable selling 
success with a product as good as the 
Royal typewriter. He knew typewriters 
and sought the Royal, and knowing type¬ 
writers and realizing how good the Royal 
really is, he told it in such a way that sales 

He was promoted from the first posi¬ 
tion he had as manager of Toledo to take 
charge of the Kansas City branch and his 
record there continued to attract attention 
month after month until it culminated in 
figures representing more than 150 per 
cent, of his quota. Mr. Jones’ personal 
record is that of an M.A.D. man every 
month from the moment he entered the 
service of the Royal Typewriter Com¬ 
pany. It is therefore not surprising that 
when the position of assistant sales man¬ 
ager in charge of National Accounts be¬ 
came open the first of February he was 
called to New York to discuss the ac¬ 
ceptance of the position. With a pleasing 
personality, indomitable courage, and a 
fine record behind him for performance it 
is no wonder that the Sales Department 
is proud to have a man of his calibre join 
the General Office staff. 

Mr. Jones’ many friends in Kansas City 
and throughout the organization will be 
glad to hear of his well-earned promotion 
and will be more pleased to hear that the 
opportunities of his new position will give 
a considerably broader scope for his 
ability and open up new fields of success 
to him in the future. 

Mr. Jones is a great teacher. He has 
studied the psychology of selling. He has 
studied shorter cuts in persuasion; he 
knows the difference between the reason 
why approach and one with an emotional 

appeal. On the other hand, he is a natural 
born salesman and proceeds along the line 
of least resistance almost without effort. 



He will be a welcome visitor in the offices 
of many managers who will be glad to 
learn from Mr. Jones some of his tech¬ 
nique in selling which has brought such 
remarkable success in salesmanship and 
management. Mr. Jones has already won 
the admiration of Mr. Cook, Vice-Presi¬ 
dent in charge of the factory production, 
and at their discussion on his recent visit 
to the factory, Mr. Cook expressed him¬ 
self as very much delighted to find in the 
organization a man of such keen insight 
into the operation not only of the type¬ 
writer but of the processes of production 
which make the Royal Typewriter what it 
really is. Mr. Jones has certainly entered 
upon his services under most favorable cir¬ 
cumstances and his new duties in the new 
field is simply a matter of “How far will 
he go and how much will he do?” 


You are not unless you are courteous— 
because courtesy pays and makes life 

You are not unless you apply your abil¬ 
ities with all the energy at your com¬ 
mand, because your intelligence would 
certainly indicate the necessity for win¬ 
ning your full share of those things in 
life which intelligence desires, and safe¬ 
guard your future for those periods when 
you may not be able to apply your abilities 
with equal amount of energy. 

You are not intelligent unless by good 
will and sincerity you create good will 
bnd sincerity in those with whom you 
come in contact and so enlist their sym¬ 
pathies and co-operation rather than their 
prejudice and indifference. 

You are not intelligent if you do not 
realize how important a trust is and lose 
sight of your responsibility. 

You are not intelligent if you lack any 
of the cardinal virtues because they are 
the foundation of success. On the other 
hand, their possession does not necessarily 
entitle you to inherit the good things of 
the earth. Upon the foundation of the or¬ 
dinary garden variety of virtues must be 
built a super-structure of success through 
the application of energy and concentrated 

You are not intelligent if knowing what 
to do and what is best to be done you do 
something else. 

Ignorance is a lack of information but 
stupidity is a lack of intelligence. This 
applies to our work fully as much as it 
applies to making a success of our per¬ 
sonal lives. 

You are not intelligent if you interfere 
with others and their endeavors to attain 

You are not intelligent if you talk 
about the weaknesses of your friends and 
co-workers, because there are no perfect 
men and women in business or out of it. 

Are You Intelligent? 

Ask someone who knows you well to 
answer the above questions for you. 

January’s Live Wires 

In a month when the organization as a whole again proved its real merit 
and indomitable fighting spirit by beating every previous recor or 
month, it is more than a pleasure to count 28 branch managers who averaged 
better than 100 per cent, of their quota for the month. 

To make quota is not an easy task. Quota is set as a go^ 
exceeds it does far better than the average. That is why all these live wire 
managers deserve the heartiest congratulations we can give 



J w. MANN 




D *yton 






Grand Rapids 




Kansas City 

Los Angeles 






New York 



Portland, Ore. 

San Antonio 

Springfield, Mass. 

St. Louis 





Modern Business is 
built upon the written 
word. It uses the 
Royal Typewriter to 
write that word quick¬ 
ly, easily and legibly. 


A Record 


It is a pleasure to reproduce a picture 
of Mr. D. J. Allingham’s M. A. D. Cer¬ 
tificate. As was reported in a previous 
month’s Royal Standard, Mr. Allingham 
is one of the three men who has made 

D. J. A l lin a ham's Certificate, Completely Filled 

the M. A. D. Club every month without 
missing ever since the Club was formed. 

Dave is very proud of this certificate as 
he may very well be. It certainly is a 
mark of honor that very few men in the 
typewriter business have achieved, and 
shows him for what he is—one of the best 
salesmen that ever demonstrated the type¬ 

This little certificate of his should be an 
inspiration for every man who aims at 
success in the typewriter field. It shows 
just what constant effort and complete 
attention on the big object in view can 
bring to a man. 

May there be more Dave Allinghams in 
the Royal organization. 

With the Canucks 

M r. Canning, the 
new Manager of our 
Toronto Sales Office 
who succeeded M r. 
Randall in that posi¬ 
tion, is a man of excep¬ 
tional ability. It is a 
pleasure to be able to 
print a picture of him 
for the organization 
as we know that his record in Toronto will 
be such as to merit considerable note in 
the Royal Standard in the future. 

* * * 

Mr. Newlands, Man¬ 
ager of the Montreal 
Office who succeeded 
M r. Montgomery i n 
that position when Mr. 

Montgomery joined 
the Domestic Sales 
Organization,has been 
in the past one of the 
Canucks’ star sales¬ 
men, and we are glad to show his picture 
as well for the edification of our readers. 


The Oddest Sale I Ever Made 



(Send in Your Own “Oddest Sale” For Next Month’s 
Royal Standard) 

An Obliging Salesman 

The oddest sale I ever made was during 
the Flu epidemic when a night operator 
in a railroad station was very anxious to 
have me stay at night to demonstrate a 
typewriter. During the night, various in¬ 
teresting but hair-raising incidents oc¬ 

I discovered that this railroad station 
had a siding from the State Hospital For 
Insane. The inmates of this Hospital had 
been attacked by the Flu and there were 
six stiff bodies waiting in the express room 
for shipment. By helping him at 2 o’clock 
in the morning, on a dark, stormy, blus¬ 
tery night to load the dead men in the 
baggage car, I obtained an order. 

How to “Get Rich Quick” 

The most peculiar sale I ever made was 
in a small down-town office where I hit 
upon a “Get-Rich-Quick-Wallingford.” 
He had an over-dressed stenographer 
sitting at a table running an old machine, 
apparently a candidate for a new type¬ 
writer. The promoter, for such he was, 
with that quickly put-on appearance of 
prosperity, told me that he would not buy 
my typewriter if it was the last typewriter 
in the world and he would not buy it from 
me if he wanted to purchase a typewriter. 

I felt that here was an opportunity for 
me to exert some real salesmanship al¬ 
though I doubted if he would be able to 
pay for a typewriter if I had his order so I 
said to him—“That is too bad for me but 
particularly for you. Well, it is your own 
fault if you will not let me help you. I 
have something to say to you—not about 
typewriters but about yourself.” 

“Well, what is it?” he said. 

“Yesterday afternoon, on one of my 
trips, I called upon a clairvoyant who told 

Los Angeles San Fran¬ 

The Los Angeles office as you remem¬ 
ber from the last issue of the Royal 
Standard, gave San Francisco a trimming 
in the three-months contest which was 
held in October, November and Decem¬ 
ber. Now we understand from these of¬ 
fices that they are again at it with a return 
bout in January, February and March. 
This has been such an exceedingly in¬ 
teresting contest that I am sure that the 
rest of the branches will look forward with 
great interest to its results every month. 
The first heat was won by Los Angeles 
with a fairly great margin which again 
puts them into the lead. There are two 
more months to go. 

me that today I would sell a typewriter to 
a party with initials C. X. M. and that this 
would be the beginning of good fortunes 
for him and that it would start me on a 
very rapid sale of machines in this neigh¬ 
borhood. But—most particularly, that 
great luck would follow the purchase of 
this machine for him who would buy it.” 

“Well,” said my new found friend, “I 
do not believe in anything like that but let 
me see your typewriter.” 

Bawled Out 

In canvassing my territory I arrived at 
the upper floor of a six-story building and 
stepped into a small office just as the boss 
was hanging up his telephone receiver, 
rather red in the face. Perhaps I was un¬ 
tactful in approaching him on the type¬ 
writer question at just that moment, but 
nevertheless, I was there and I told him I 
was with the Royal Typewriter Company 
and asked if I could do anything for him. 
Before I had half finished my sentence he 
exploded completely. He told me that he 
didn’t want a typewriter, that he partic¬ 
ularly didn’t want my typewriter and fur¬ 
thermore if I had the only typewriter in 
the world and I was the only salesman 
selling it he wouldn’t buy it from me, in 
addition to which I was taking up space 
in his office which he would be standing 
on in another minute if I did not move out. 
I made a withdrawal as tactfully as I knew 
how and after getting my bearings again 
called on two or three other people on the 
way down-stairs. Just as I was stepping 
out of the building the elevator came 
down and this very gruff gentleman I 
have mentioned stepped from it. He 
tapped me on the shoulder rather sheep¬ 
ishly and said, “Aren’t you the fellow who 
was trying to sell me that typewriter a 
few minutes ago?” I said, “Yes, sir” and 
then he said, “Take out your order blank 
and I will sign it right now. I am sorry 
for the way I talked, but I am the kind of 
a fellow who just simply has to let out his 
anger on someone and you were nearest 
at hand when I finished an annoying tele¬ 
phone conversation. I need a typewriter 
anyway, and I will take yours.” 

Salesmanship With A Capital “S” 

Our David—you probably know which 
one, sold a dog the other day to one of 
his fellow salesmen and after the dog was 
taken home the bargain appeared rather 
a poor one and became poorer and poorer 
in the mind of the owner, urged on by the 
caustic remarks of his wife, until at last 
he said. “I am going to go back to Dave 
and tell him I want my money back.” He 
left the house that morning with deter¬ 
mination fixed in his eye. That night 
when he came home his wife said, “What 
did you do about the dog?” He said, “I 
talked to Dave about that dog and he is a 
pretty fine animal. In fact I gave him 
five dollars extra to let me keep the dog.” 

That is what we call salesmanship. 


Once more we have the pleasure of wel¬ 
coming Mr. Appel, Foreman at St. Louis 
and his men, as winners of the First Divi¬ 
sion honors for December. The “St 
Louis Steamroller” is a hard machine to 
beat, they seem to plough right through 
and make the mark every month. 

We are more than glad to tell our 
readers that Mr. Buskirt, Foreman of 
Indianapolis, and his Service Depart¬ 
ment, ended the year 1925 by earning sec¬ 
ond place. This last minute sprint leads 
us to believe that Indianapolis is to be 
considered as a regular contender from 
now on for the big honors. 

Mr. Dougherty, our Foreman at Wash¬ 
ington, has always made his bid for one of 
the three places every month of the year 
but it was not until December, 1925, that 
he succeeded. He certainly pushed the 
above two winners hard. You deserve 
third place, Washington. 

1— St. Louis 12* 

2— Indianapolis 9* 

3— Washington 7* 

4— Kansas City 9* 

5— Hartford 10* 

6— Detroit 12* 

Boston 11* 

7— Buffalo 7* 

8— Chicago 12* 

9— Cleveland 12* 

10—Philadelphia 10* 


11— San Francisco 6* 

12— Baltimore 10* 

13— Cincinnati 9* 

14— Louisville 9* 

15— New York 6* 

16— Pittsburgh 11* 

17— Minneapolis 12* 

18— New Orleans 11* 

19— Portland. Ore. 2* 

20— Dallas 6* 

21— Atlanta 9* 
ngeles 5* 


Mr. Wisener’s figures for the year 1925 
show a determined effort on his part to 
reach the top at least once. He finally 
succceeded during December and ended 
the year in a Royal manner. Dayton can 
always be counted upon to make the 100 
per cent, and from now on we will con¬ 
sider that Branch in the running for the 
high stakes. 

When a man earns second place and has 
to beat forty-five other Branch Depart¬ 
ments to do it there is nothing to say, but, 
“Good Work.” Mr. Moehrig, of San An¬ 
tonio is entitled to our congratulations 
and we feel sure that the whole organiza¬ 
tion extends the same. 

Mr. Gardner of Fort Wayne has not 
been a member of the Service Organiza¬ 
tion very long but during that period he 
has not let the grass grow under his feet. 
He has managed to pull his Department 
up to third place and there is nothing to 
keep him from going higher. Go to it! 

1— Dayton 5* 

2— San Antonio 7* 

3— Fort Wayne 4* 

4— Erie 4* 

5— Toledo 5* 

6— Bangor 7* 

7— Newark 8* 

8— Jacksonville 7* 

9— Omaha 3* 

Youngs.own 8* 

11!—Birmingham 12* 

11— Milwaukee 5* 

12— Grand Rapids 6* 

13— Oakland 6* 

14— Bridgeport 12* 
Columbus 3* 

15— Denver 3* 

16— St. Paul 6* 

17— Albany 5* 

18— Worcester 7* 

19— South Bend 3* 

20— Fre no 4* 

Springfield. Mass. 7* 

21 - Davenport 3* 

22— Springfield, 111. 5* 

23— Little Rock 4* 

24— Wichita Falls 2* 

25— Fort Worth 3* 

26— Duluth 3* 

27— Johnstown 2* 

28— Houston 3* 


29— Des Moines 5* 

30— New Haven 5* 

31— Richmond 5* 

32 — Harrisburg 8* 

Evansville 1* 

.O—Rochester 4* 

34—Memphis 3* 

55 Scranton 4* 

36— Providence 2* 

37— Seattle 1* 

38— Portland. Me. 2* 

39— Akron 3* 

40— Peoria 3* 

41— Rockford 1* 

42— Wilmington 


In the last issue of the “Standard ’ we 
made mention of the fact that we believed 
that Ottawa would make the 100 per cent, 
about the first month of the new year. 
Our Foreman at that station, Mr. Taylor, 
does not believe in waiting until Jan- 
uary when he can make it for December. 
He earned the big mark and now that 
Ottawa is around the corner we look to 
Canada for some consistent 100 per cent, 

Toronto second and Montreal trailing* 
Now watch them go beginning with Jan¬ 
uary ! 

1—0:tawa 4* 2 —Toronto 3* 

3—Montreal 1* 



Bancroft's R oyal Victory 


iii |ii i|i, 

«!;:i ji] 

Dealer News 

Our York dealer earned special mention 
for January. Royal sales made by H. G. 
Bancroft and his men during January 
were a little more than one-third of his 
total business secured during the twelve 
months of last year. As last year’s record 
was no small one, Mr. H. G. Bancroft may 
well feel proud of this new accomplish¬ 
ment. To obtain four months’ business 
in one month is an extraordinary start for 
the new year. 

Not content with starting the new year 
right in the percentage of gain over last 
year’s business, Mr. H. G. Bancroft’s or¬ 
ganization also stands first among dealers 
for the total amount of school sales to 
their credit. 

We are giving this picture the title of 
“Victory,” as the statue in the background 

appropriately typifies the spirit of our 
dealer when it comes to competition or a 
hard sale. 

H. G. Bancroft is the gentleman stand¬ 
ing at the left. In the center modestly 
poses Mr. J. P. Kling, who we are told 
is the one responsible for having the East 
End Junior High School decide on the 
‘‘Easy Writing Royal” for their equip¬ 
ment. Thirty-eight typewriters are now 
being appreciated by the students of this 
school. Mr. R. D. Sheets on the right is 
in charge of service. All Royal users are 
entitled to real service, and Mr. R. D. 
Sheets sees that they get it. 

H. G. Bancroft with a start like this 
should make a record-breaking number 
of sales this year. We are pleased to add 
J. P. Kling’s name to the list of M. A. D. 

Tulsa Typewriter Company at Tulsa, 
Oklahoma is now located at 309 South 
Boston Street. 

❖ * * 

The Office Supply House at Jackson, 
Michigan, is opening a branch store at 
Adrian, Michigan. Donald B. Tracey, who 
has been with our Jackson dealer for 
some time, has been promoted to the man¬ 
agership of this branch. This dealer is 
now operating two branch stores and is 
Royalizing this territory. 

❖ * * 

Frank J. Haberle and G. L. Larkin both 
report a number of inquiries about the 
Royal Radio program. So does Russell 
Swadener, Logansport. 

The Royal Radio programs should be 
getting across to the customers in your 
territory and we would like to know if 
any of our other dealers have heard the 
customers refer to our programs. 

* * * 

A few weeks ago we sent a general 
letter to our dealers and in the last para¬ 
graph told them that we were inquisitive 
to know how many had sold one or more 
Royals on January 2nd. Now, if you will 
refer to the calender, you will find that 
this date falls on Saturday, and, of course, 
it is the day after New Year’s. H. G. Ban¬ 
croft reports the sale of five Royals and so 
does the Capitol Typewriter Company. 
Galesburg Typewriter Company sold a 
Royal to a large typewriter user in their 
territory. Loring Typewriter Exchange, 
Albuquerque Typewriter Exchange, and 

Graham & Wells report the sale of Royals 
on January 2nd. We thank each dealer 
for telling us about these sales and we 
are printing this to prove that holidays 
do not dampen the spirit of Royal dealers 
when it comes to making sales. 

* * * 

Mr. G. B. Griffith, Manager of the Cen¬ 
tral Typewriter Exchange, at Salina, Kan¬ 
sas, a sub-dealer of Mr. R. G. Nichols, 
tells us that they are moving to larger 
quarters at 127 South Santa Fe Avenue. 
The new store will be on the main street, 
and this sub-dealer will have more room 
for a Royal display. 

* * * 

While Bernard A. Carlin, The Old 
Dutch Typewriter Company, was re¬ 
ported to have missed his November 
quota by one machine, a review of the 
situation shows that he was appointed as 
a Royal dealer during the middle of No¬ 
vember, and we are happy to say that he 
has finished out the year with 100 per 
cent, of his quota. 

* * * 

George J. Heiser of the Casper Type¬ 
writer Exchange, Casper, Wyoming, re¬ 
ports that a Mr. A. D. Westhafer heard 
the Royal Orchestra broadcasting over 
WJZ. The program came in fine over 
the loud speaker. This indicates how far 
our programs reach out. 

* * * 

Congratulations are in order for Mr. R. 

Branch Kirkpatrick, of Nashville, Ten¬ 

nessee, who joined the “Benedicts” dur¬ 
ing December. 

Hugh K. Perkins, Royal Go-Getter 


A little learning is a dangerous thing, 
therefore learn more and get out of danger. 

sj: sj* * 

Make it your goal to be the best man on 
the job. Some day you will reach the 
mark, but remember you cannot cut cor¬ 
ners without cutting efficiency and your 
chances of promotion. 

* * * 

To earn more, learn more. 


January business by Royal dealers 
breaks all previous records for the same 
month. W. W. Prior, H. G. Bancroft, 
Kirkpatrick Company, T. H. Payne Com¬ 
pany, H. C. Stewart, Parker’s Book & 
Music Store, H. J. Roof, Russell & 
Cockrell, Tribune Printing & Stationery 
Co., Roy A. Davis, Tacoma Stationers 
are the dealers who obtained a big per¬ 
centage over their January quota. 

February is now at hand and is a short 
month. However, we have confidence in 
our dealers and are looking forward to a 
February record which will exceed the 
total business of any previous year. 

Time well spent in the beginning will 
bring you dollars later on. 

* * * 

Be master of your trade and you will al¬ 
ways have a job. The future will take 
care of itself. 

* * + 

Don’t lose time trying to talk the boss 
into raising your salary. Show him you 
are worth it by the interest you take in 
building the business and the work you 
turn out. 

* * * 

If you are not interested in the success 
°f the firm you work for, you are working 
for the wrong firm. 

dealers making m. a. d. 


Mr.. S. D. Hendley 
Mr. R. R. King 
Mr. H. J. Roof 
Mr. W. W. Prior 
Mr. J. E. Gaffaney 
Mr. R. G. Nichols 
Mr. H. J. Smith 
Mr. A. Y. Arant 
Mr. R. K. May 
Mr. L. Barber 
Mr. H. J. Hulcher 

H. G. Bancroft 

Benson Typewriter Company 

Bristol Typewriter Company 

Calhoun Office Supply Company 

Crosby-Mook Typewriter Exchange 

J. F. Crouch & Company 

R. A. Davis 

C. L. Eicholtz 

Ervin Typewriter Exchange 

Galesburg Typewriter Exchange 

Glover Brothers 

B. M. Gragg 

F. J. Haberle 

Kirkpatrick Company 

M. Love 

Office Supply House 
Palestine Printing Company 
Parker’s Book and Music Store 
Patterson-Blair Company 
T. H. Payne Company 
H. J. Roof 
W. W. Prior 

Rugen Typewriter Exchange 
Russell & Cockrell 
L. E. Spiece 

Standard Typewriter Company 

i Stationers 
Paper Company 

B Printing & Stationery Company 

rpewriter Company 


J. Bart 

L. Hill 

Hughes & Ross 
F. J. Perry 

Hugh K. Perkins has been promoted 
and is now in charge of the Bo se branch 
of the Idaho Typewriter Exchange. 

Before coming into the typewriter field 
Mr. Perkins worked as an Associated 
Press operator and he became so sold on 
the Royal typewriter that he decided to be 
a Royal salesman. 

Mr. Poliak of the Idaho Typewriter Ex¬ 

change put him in charge of his Idaho 
Falls Office and as Mr. Perkins made 
good, his promotion was in order. 

Mr. Perkins is seen standing in front 
of his auto on which may be seen a pic¬ 
ture of the “dog” which has become fam¬ 
ous on account of the activities of the 
Idaho Typewriter Exchange. 

Watch Perkins get Royal results in 

Are You One of Us? 

Who are you! “Just a salesman?” No, 
you are not. You are you; the individual 
and not “Just a mere salesmen.” 

However, be careful lest you lose your 
way and perchance follow the crowd. 
That Great Highway submerges many. 
Hundreds of others have become follow¬ 
ers on that Path of Failure. Stop and 
think a moment! 

Are you one of them? Or are you a 
leader; an individual who knows “the 
Path that leads to Home.” And there 

is only one Path that is safe for you to 
follow. You, a member of The Royal 
Family; only one “Path that leads to 
Home” and that’s the Path of Success 
which Royal typewriters have paved for 

A Path paved “round the word.” It is 
there. Look and see! Have you found 
it? Are you on it? Make sure each day 
before you start out and you will most 
surely “End the Day with a Smile.” 

_ ___ X W JX JJv 1 O r LN ___ 

Striking* Co-operative Window Displays in London 

Some of the most exceptional window- 
displays that have lately come to our at¬ 
tention were those recently arranged by 
the Royal dealer for the British Isles, the 
Visible Writing Machine Company, Ltd., 
of London. Particular interest is at¬ 
tached to these displays since they are the 
result of ideas originally executed abroad 
by our London dealer. 

In recent times, co-operative advertis¬ 
ing has been used in a number of ways 
and there has been much evidence of its 
success. The idea in the use of this type 
of advert.sing through the medium of 
window-display is one that has attracted 
unusual attention in London and in a few 
of the Continental cities where it has also 
been used by a few of the Royal dea’ers. 
The display consists of a showing of the 
products of well known English compa¬ 
nies that use large numbers of Royal type¬ 
writers in such a way as to link up the 
quality of those products with that of the 
Royal typewriter. 

Our dealer’s quarters at 75a Queen 
Victoria Street are ideally located for 
such displays, being situated on a corner 
site which provides two excellent win¬ 
dows, one on each street front. The street 
itself is one of London’s most prominent 
thoroughfares. Thus far, these co-opera¬ 
tive displays have been successfully used 
in connection with the products made by 
the Sun-Maid Raisin Growers’ Limited, 
the Wolsey Company and the Palmolive 
Company of England, Limited, all of them 
widely known throughout the world as 
makers of products bearing the highest 

The photographs here reproduced con¬ 
vey in a graphic way the impressive man¬ 
ner in which the various displays of the 
three mentioned companies were set up. 
Streamers and crepe-paper were effec¬ 
tively used as a background in the Sun- 
Maid display, a Royal typewriter being 
placed at either side of the window en¬ 
circled by Sun-Maid raisin display boxes. 
The Wolsey-Royal display featured a 
varied showing of the famed Wolsey 

1 ypewriting Room, Triumph Cycle Company 

ular reason why the respective firms 
would naturally be expected to use Royal 
typewriters. These cards were so worded 
that there could be no doubt as to the 
purpose of the display—the fact that the 
final selection of Royal typewriters by 
these firms was added evidence of their 
efficiency and ease of operation. It may 
also be noted that in each instance, large 
bold-face lettered signs were superim¬ 
posed upon the top part of the window. 

The three excellent displays pictured on 
this page are typical of others that have 
also appeared in our dealer’s windows. 
In addition to those already mentioned, 
our London friends have had co-operative 
displays of the products of the Vacuum 
Oil Company, Ltd., Lever Brothers and 
the Triumph Cycle Company, all among 
the leaders in their respective fields of 

The management and staff of the Visible 
Writing Machine Company, Ltd., is in¬ 
deed to be complimented on having so 
cleverly executed the idea of these 
splendid window-displays. The success 
with which the plan has been carried out 
is indicative of the friendly relations exist¬ 
ing between our dealer’s company and the 
large Royal users in the British Isles. 

Large Birmingham Establish¬ 
ment Royal Equipped 

A man who is deserving of much credit 
for good work he has done is Mr. Harok 
Herman, Birmingham Branch Manager 
for the Visible Writing Machine Co. A 
particular instance of his zeal is illustrate 
in the photograph shown at the left. This 
is a sectional view of the typewriting room 
of the Triumph Cycle Co., of Coventry, 
one of the most important firms in its line 
Mr. Herman's personal activity is respon 
sible for converting the heads of this en 
terprise into Royal enthusiasts, as is evi 
denced in the illustration. Mr. Herman 
can always be depended upon to secure 
his share of the typewriter business— 1( - 
goes after it personally to make certain 0 
getting it. 

underwear and hosiery, as may clearly 
be seen in the illustration. In the 
Palmolive display, the several well- 
known products of that company were 
generously featured. It may readily be 
seen in the photographs how a few Royal 
typewriters were in each instance placed 

advantageously in relation to the other 
products displayed. 

The linking up of these various com¬ 
panies and their products with the Royal 
typewriter was effected by attractively 
prepared hand-lettered cards which 
pointed out to the passers-by the partic¬ 



The Roller Trip Escapement 

Ths Heart of the Royal Typewriter 

Why A GOOD Typewriter Ribbon? 

Mjiiij- |M»o|ilt> linve the lm|>r«*sslo» thnt n typewrHcr rililxtn U simph n typewriter 

lit pltM’inc: the Roytype Klbhon on thr nmrket :incl otl'erliiK it to tl»«» public, ui> jire 
c it ilea vorliiK to educate the typewriter iiwer oil the fact that a clean, finely-made ribbon is 
an absolute necessity in producing quality uork from any wrltinjr machine. 

The followiiiK' article, the llrst of a series on tills subject, will be of ureal benefit to 
>ou in tolling how the Itoytype Ribbon in particular fills this need for a really (good ty pe¬ 
lt riter ribbon. 

A man is only as good as his heart; if 
his heart is affected, the man suffers or 
loses just that proportion of being per¬ 
fect. With a strong healthy heart, one 
can overcome almost insurmountable op¬ 
position or obstruction by the smooth, 
regular functioning of that organ, ready 
at all times to take the strains and loads 
with the least friction or resistance. 

There is friction in every moving part 
of any mechanism, regardless of how well 
or perfect it is built by human hands. 
You may not feel it because of its ex¬ 
treme sensitiveness, but it’s there, just 
the same. 

Now with the thoughts in mind as ex¬ 
pressed above, our inventor, Mr. Hess, 
and the factory engineers have given us 
an Escapement mechanism that is re¬ 
garded as an achievement in friction re¬ 
duction of real merit and mechanical per¬ 
fection. Its responsiveness and durabil¬ 
ity under normal conditions are beyond 
belief, and the operator doesn’t realize 
that inside the machine, out of sight, is a 
“Heart,” a mechanism of vital and pre¬ 
eminent importance, capable of terrific 
speed, flexible to the last degree, positive 
in action, and pulsating with every key 
touch of the operator. (See Pages No. 66 
to No. 68 “Salesman’s Manual.”) 

We are most concerned here in describ¬ 
ing the manufacturing and assembling in 
detail to you. What the Escapement 
mechanism does in actual operation is 
splendidly and accurately described in the 
“Salesman’s Manual.” 

Look at picture No. 1, and you will 
see the parts used in our Escapement 
mechanism with the important operations 
such as milling, drilling, etc., shown 
thereon. Note the Escapement Frame to 
the left in the raw casting form, follow 
down and you can readily see the trans¬ 
formation of this part due to operations 
that have been performed. The same 
thing applies to the Escapement Wheel 
and the Escapement Plate. 

Now look at picture No. 2, and you will 
see the factory operator working on the 

The Steps of Manufacture 

Escapement Frame. On this particular 
operation (Drilling and Reaming) seven 
different drills and reamers are used, the 
frame not being removed from the drill 
jig until these operations are finished; 
this method assures us of extreme ac¬ 
curacy of all holes in relation to each 
other and allows the parts assembled to 
this piece to go together without custom¬ 
ary filing or fitting. 

Our operators are carefully trained to 
become expert in producing the Escape¬ 
ment mechanism. They are highly skilled 
men, who regard quality as you and I do 
in a thoroughbred horse, a Rolls Royce 
car, a Steinway piano, etc. Royal reputa¬ 
tion has been built up through years of 
hard, careful and persistent efforts under 
a well defined plan. Every sale adds to 
our responsibility to the user. The good 
enough of yesterday is replaced with a 
real quality of today, which leads to a 
still greater effort for tomorrow. 

Your Royal Typewriter is useless with¬ 
out a half inch wide piece of inked cloth, 
called the ribbon. All the wonderful in¬ 
ventive and manufacturing skill in Royal 
Building cannot prove itself without the 
ribbon and then it fails to give the full 
and best proof unless the ribbon is of the 
highest grade and made to meet the re¬ 
quirements of the Royal machine. How 
important, then, is the ribbon. How little 
thought, generally, is given to it. 

Every Royal user should know our 
Royal typewriter ribbons in the interest 
of better typewriting in correspondence, 
so easy to accomplish on the Royal ma¬ 
chine when the ribbon equipment is cor¬ 
rect. It is desired that every Royal user 
join the growing “Royal army of neat 
letter writers.” 


If your typewriter does not print with 
a mechanical accuracy and neatness, it is 
not fulfilling its mission. The highest 
grade printing press in the office of the 
world’s best printer, could not produce 
good work with muddy, gummy ink or 
with pitted press rollers. The printing 
will be bad, but everyone will not know 
why. Poor printing supplies is the an¬ 

Stenographers and machines are fre¬ 
quently blamed for poor typewritten work 
when the supplies used and the lack of 
proper care of the machines are the real 
causes. If the ribbon is not the best, the 
machine printing will be of an inferior 
order. The ribbon supplies the ink for 
the typewriter-printing machine. If the 
various ingredients composing the ink 
are not of the highest grade; if the fabric 
that carries the ink is not the finest long 
staple cotton of a fine and proper weave; 
if the ribbon spools and ribbon action— 
necessary to move the ribbon past the 
printing point with a uniform motion— 
are not perfect, then there will be faulty 

On some makes of machines one or all 
of these defects are present. Any one of 
them spells trouble for the operators of 
such machines. But not for Royal users, 
because our machines are properly built 
and ribbons are properly made of proper 
materials throughout. Our ribbons are 
of the finest fabric, finest inks, most ap¬ 
proved methods of applying and perfect 
packing. Their work is clean, sharp and 
lasting. Our spools are made in our own 
factory from accurate dies by skilled 
workmen and on the finest of machines. 
They are heavy spools, having flanges 
that will not bend. Royal ribbon me¬ 
chanism is accurate in its working, posi¬ 
tive in its movement of the ribbon and 
will not get out of order. These are the 
main reasons for the unexcelled “press 
work” of the Royal and makes safe its 
slogan: “Compare the Work!” 


Cloth is the foundation upon which a 
good typewriter ribbon is built. The 
finest and strongest material obtainable 
is Sea Island Cotton, as it has a very 
long staple and is soft in texture. The 
limited production of this grade of cotton 
and its high price, leads some manufac¬ 
turers to substitute Egyptian or other cot¬ 
tons, but they do not possess the fine 
printing or wearing qualities of our ma¬ 
terial. Those who advertise ribbons of 
silk, wool or other materials, as superior. 

are either not dealing with the truth or 
if they think they are, then they are ad¬ 
vertising an inferior article, for cotton al¬ 
ways has been the successful fabric for 
typewriter ribbons. 

This cotton is woven into the finest 
cloth so that the strands will not show 
when the type impression is made on the 
paper. A cheap, coarsely woven fabric 
will give a poor, uneven writing. For 
typewriter ribbon purposes, the cloth is 
treated to boiling, scouring and singeing 
processes, so as to remove all fore'gn sub¬ 
stances and particularly the tiny loose 
ends of the fabric, in order that the type 
will not chop them off and thus become 
filled. We use one weight of fabric, 
proven to be the best for our machines. 
This is true as regards the ribbons that 
reach the customers on new Royal ma¬ 
chines from our factory, whereas many 
manufacturers equip their new machines 
with a special light fabric ribbon to pro¬ 
duce a fine impression. 


The ink formulas used in the manufac¬ 
ture of our ribbons are the result of many 
years of laboratory labors and tests of 
all kinds under various conditions. These 
formulas are, of course, secret. The 
colors used are selected with much care. 
The aim is to obtain a strictly uniform 
product. Typewriter ribbon inks are a 
mixture of colors with non-drying oils 
and when properly handled will produce 
a ribbon that will not dry out or deterior¬ 
ate for many months. Non-drying oils 
are necessary to the durability of ribbons 
and any unusual claims on this point 
should be disregarded as it is simply 
magnifying a fact common to any good 
typewriter ribbon. 

The inking of the ribbon is done by 
passing the cloth from a roll between ink¬ 
ing rollers which press the color into the 
fabric. The process is so largely auto¬ 
matic that claims of unevenly inked rib¬ 
bons are seldom justified. The pressure 
on the rolls determines the degree of ink¬ 
ing, so that when a “run” of a certain ink¬ 
ing has been started, that degree will nat¬ 
urally follow through, and uniformly, to 
the end of the roll. Careful inspection 
is given every inch of inked fabric in the 
process of winding the ribbon on to the 
spools. Some manufacturers wrap their 
ribbons in tin foil and make unusual 
claims for this feature, but this wrapping 
is in no sense necessary, for there can 
be no better protection against the action 
of the atmosphere than the oily ink which 
is itself moisture proof and non-drying. 


With so many different makes of type¬ 
writer ribbons on the market, it is not 
strange that untrue and unreasonable 
claims appear from time to time regard¬ 
ing the manufacture and the work of 
these necessary adjuncts of the typewrit¬ 
ing machine. To attract attention to new 
brands, various claims frequently have 
been made as to special weaving of the 
ribbon yarn and the edging of the cloth, 
but the highest grade yarn, finely woven 
cotton, inked with strong, durable colors 
adopted after severe tests, makes the ideal 
ribbon, which is the ribbon we offer our 
Royal machine users and under our ab¬ 
solute guarantee.—The Roytype Ribbon. 


Employment Department 

Mrs. Parvis, an experienced Employ¬ 
ment Manager, has recently taken charge 
of our Cincinnati Employment Depart¬ 
ment. She has kindly consented to write 
an article on the conducting of an efficient 
Employment Department which we are 
pleased to reproduce below. 

(Tfo c>K£> 

In our contact with the commercial 
houses and schools, it is necessary to use 
the telephone very extensively, and I find 
that it is the voice with a smile that wins. 
Prompt service for both the employer and 
employee is another thing which we must 
consider if we are to gain their confidence. 
This is quite an asset for our Department. 

Quite frequently I am asked about our 
charges. While I always assure our cus¬ 
tomers that our services are free, I never 
neglect an opportunity to tell the appli¬ 
cants whom we place in positions that we 
would appreciate their boosting the Royal 
and the Royal supplies. 

When an applicant has accepted a posi¬ 
tion, I try to get a report at the close of 
the first week, as I want to be sure that 
the position is satisfactorily filled. This 
also gives me an opportunity to inquire 
about the number of typewriters used and 
the condition of them. Upon securing this 
information, I make a report of it to our 
Sales Department. For, while we may 
not make a great many direct sales, yet 
we should bear in mind, at all times, that 
our Department is a part of the Sales Or¬ 
ganization, and that we should neglect no 
opportunity to increase the sale of Royal 

When an applicant reports to our office, 
after having secured a position, I make 
it a point to introduce her to the salesman 
who has charge of the territory in which 
she is working. In this way, she is made 
to feel that we have a personal interest 
in her. This enables us to secure her co¬ 

I have observed within the short time I 
have been with the Royal Typewriter fam¬ 
ily, that at least ninety per cent, of our 
applicants say that they like the Royal 
Typewriter best because “It Does Run 

Employment Manager, 
Cincinnati Office. 

It is very gratifying to note, when re¬ 
ferring to our Employment records of last 
year, that every month during 1925 shows 
an increase in the number of positions 
filled over the same months of 1924. 

We also appreciate the attention which 
our Employment Managers are giving to 
the placing of beginners in suitable posi¬ 

The Royal is a very popular machine 
with the students, and if you can be in¬ 
strumental in securing positions for them 
after they have completed their courses, it 
will mean just that many more “Royal 
boosters” in your territory. Your Em¬ 
ployment Department is a very essential 
part of your Sales Organization, and a 
great deal of time should be devoted to 
this work. 

In our plan of issuing awards to stu¬ 
dents for proficiency in Typewriting, we 
are trying to impress upon our Managers 
and Employment Managers the import¬ 
ance of keeping accurate records of all 
awards issued in their respective terri¬ 

As the students who win these awards 
are efficient operators, and if their other 
qualifications are equal to their ability as 
typists, special attention should be given 
to the securing of suitable positions for 

Below is the standing of our Branches 
and District Branches for the month of 
January based upon percentages of quotas 
filled under positions and sales: 

District Branches 


Los Angeles 
St. Louis 
New Orleans 
New York 
Portland. Ore. 
Kansas City 


San Francisco 








St. Louis 

New York 

Kansas City 

Portland, Ore. 


San Francisco 








Los Angeles 



New Orleans 






Fort Worth 
Grand Rapids 
Portland, Me. 



Fort Worth 










Grand Rapids 





Portland, Me. 



Manager of School Department. 

School Department 

Denver, by securing 271 per cent, of its 
School Quota, heads the list for January. 
Worcester is second with 166 per cent. 
Los Angeles is th'rd with 164 per cent. 
Several of the other offices made 100 per 
cent, or more of their School Quotas dur¬ 
ing January. 

Schools, even more than your Commer¬ 
cial customers, appreciate good service 
and personal attention. This can best be 
given through our Employment Depart¬ 
ment, our Service Department, ar.d by the 
Managers and Salesmen. 

In fact, it is the combined efforts of 
these three Departments which will enable 

you to render a service which will be ap¬ 
preciated by your schools. This appre¬ 
ciation will be shown by giving you a 
larger representation in their Typewrit¬ 
ing Departments. 

Schools are one of our best mediums 
of advertising provided the proper amount 
of time and attention is devoted to seeing 
that the Royals are in first-class condi¬ 
tion at all times, for the impressions which 
the students of the Royal have while they 
are in school will be carried with them to 
the Commercial Office. 

Manager of School Department. 



Louisville, Ky. 






L. J. Michel 7* 

C. C. Crawford 

S. N. Malone 2* 

J. W. Mann 

P. F. Harabsch 

J. A. Jean 

T. C. O’Keefe 
W. F. Teer 20* 


H. W. Boshan 

A. Patterson 

I. C. Barlow 12* 

K. T. Buckley 3* 

H. E. Burton 

F. I. Crocker 
F. J. Edwards 
C. J. Gildea 

F. W. Key lor 

G. H. Palmer 8* 

B. W. Simnson 

T. F. Dacey 
George Hauptman 
W. W. Hodgson 2* 
A. R. Lerch 

C. M. Pillow 14* 

W. F. Wegener 


E. J. Barnett 
W. G. Brown 5* 

W. S. Daniels 

A. G. Freeberg 6* 
R. C. Goldblatt 18* 

B. P. Hamil 20* 

R. F. Hoyt 

F. . H. Johnson 

J. C. LaBorence 18* 
W. B. Larsen 21* 

II. Nuhn 13* 

J. M. Roberts 28* 

A. C. Wheeler 6* 

L. E. Wilson 

L. A. Platz 6* 

G. J. Holder 

M. C. Hull 22* 

W. H. Peate 
W. C. Rodgers 


New York 

REPEATERS (Marked by *) 

L. V. Bell 
G. C. Kinnamon 
C. D. Walker 4* 

G. D. Lawless 

O. P. Gilmore 

W. H. Mitchell 3* 

P. S. Jones 

C. Bailey 

C. W. Knox 13* 

J. C. Mitchell 
E. L. Owen 

L. D. Teeters 16* 

K. F. Walker 

O. T. Wheaton 

C. V. House 5* 
John Shea. Jr. 


P. H. Billman 

H. H. Tomkinson 

S. H. Lamont 
W. C. Bartley 
H. F. Brainerd 38* 
J L. Cook 

C. E. Driscoll 

W. II. Courtenay 4* 

E. J. Hilton 

W. S. Orvis 
J. E. Gardner 
A. D. Richardson 

F. W. Hassett 

G. P. Johnson 

P. W. Jones 36* 

W. II. Kirchofer 3* 
E. C. Williams 
R. D. Andreson 

D. S. Fullerton 
C». C». Ralls 6* 


H. Ho'mberg 
J. T. Wellman 38* 
A. O’Bryan 
W. A. Partee 18* 

M. E. Bailey 4* 

J. T. Graham 

W. J. Creger 10* 

F. Pritchard 

D. J. AUingham 38* 

H. J. Becker 

D. N. Conklin 

W. B. DeRango 17* 
J. B. Eccles 

O. Gentry 

T. M. Gleason 36* 

A. Graf 3* 

R- B. Gray 

G. M. Guest 37* 

J. E. Guy 17* 

I. Hulhert 

L. E. LeMaster 14* 

E. J. Matthews 9* 

P. Mittenzweig 5* 

G. Mothner 

D. D. Raine 

G. Rannenberg 23* 

R. C. Robinson 

J. Schwartz 26* 

C. Schnirring 3* 

N. Sykes 

J. E. Geissinger 

L. A. Dunn IS* 

B. L. Estes 

H. K. Goslin 

J. H. Hanson 2* 

H. C. Pindar 

E. V. Sherry 

C. F. Tregear 
.T. W. Turner 

M. VVoskoff 

A. R. Davis 
J. E. Eskey 
A. M. Felser 
M. V. Miller 38* 

C. W. Putney 

W. E. Ayers 


Kansas City 


C. E. Gray 
G. D. Roe 
J. H. Alden 
E. D. Crandall 11* 

J. L. Schora 
C. E. Smith 

O. H. Carter 
A. Bartlett 


G. C. Johnson 5* 

C. C. Flagg 

J. T. Jackson 
E. C. Philips 

D. G. Becknell 
C. H. Billington 
T. N. Colwell 

J. C. Deardorff 
S. N. Howell 
A. F. Lines 

P. Pearson 

C. E. F. Russ 

D. B. Starrett 

C. C. Waters 

H. D. Hoyt 

C. A. Stevenson 

L. B. Behan 8* 


G. M. Davis 

J. H. Kennedy 7* 

L. F. Reynolds 

C. D. Snarwasser 
L. E. White 14* 


D. M. Elliott 

E. L. Knott 9* 

S. H. Slaughter 2* 

H. D. Cashman 13* 

S. E. Richter 14* 

H. L. Rudnick 15* 

E. C. Week. 

F. C. Salisbury 
A. R. Smith 16* 


Mrs. S. D. Hendley 12* 
Mr. R. G. Nichols 12* 
Mr. H. J. Roof 12* 

Mr. J. E. Gaffanev 11* 
Mr. W. W. Prior'll* 
Mr. R. R. King 10* 

Mr. J. C. Good 5* 

Mr. H. J. Smith 5* 

Mr. F. J. Haberle 4* 
Mr. Frank Myers 4* 

Mr. H. G. Bancroft 3* 

Mr. R. N. Pond 3* 
Mr. L. Barber 4* 

Mr. R. K. May 3* 
Mr. E. H. Benson 2* 
Mr. G. E. Lucas 2* 
Mr. A. Wa tell 2* 

Mr. L. Poliak 2* 

Mr. A. Y. A rant 2* 
Mr. W. W. White 
Mr. R. A. Samson 
Mr. O. G. Penegar 

Mr. R. H. Preston 
Mr. E. J. Hilton 
Mr. J. E. Wickoff 
Mr. H. E. Macarthur 
Mr. G. A. Pearce 
Mr. v R. N. Swadener 
Mr. R. Haugaard 
Mr. H. Tuell 
Mr. F. J. Hulcher 


CANADA—Royal Typewriter Company Ltd. 

T. G. Lewis, Ottawa 

GREAT BRITAIN—Visible Writing Machine Co., Ltd., London 

1 H. D. Ebbutt 
1 —T. Harrison 

3— H. W. D. Buckeridge 

4— C. Salter 

5— H. Herman 

6— J. Sears 

7—W. II. Roberts 

8— W. I). Morgan 

9— B. Harris 

K'—A. F. Thomas 

11— L. Harris 

12— C. A. Bak 

13— F. W. Johnson 

14— S. II. Goodwin 

15— A. J. Van Dervelde 

16— P. C. Fielding 

17— A. W. Thomas 

18— H. V. Schofield 

19— J. C. Barlow 

20— J. W. Barker 

21— F. J. Soan 

22— S. V. Hall 

23— E. Wood 

24— J. B. Worley 

25— W. A. Henry 

26— W. Jenner 

27— G. E. W. Sheldrake 

i ^STRAL.IA-Sydney Pincombe, Ltd. 
’ p ’ r ?r hed , ,y A ~ F - s Stack 

2—£ g. Hood 5—R. H. Eastman 

.< -E. \\. Rutledge 6— L. Parkhurst 

7—A. Roberts 

i \l p^ILE—W. R. Grace & Co. 

1 Mrs. Kaquel Delano De Sierra 

- -Mr. Oscar Achondo Godoy 

. /V- 1JOSLOVAKIA—Joseph Foist 
\ 3 J. Hejcman 

- L Mazanck 4 A. Smatlak 

5 Ladisl.iv Foist 
F.\ K O M. E. Raya & Company 
1 Alfredo Aguirre 3 Alfredo Garza 

2 Alonso M. Garza 4 -Carlos S. Garza 

FRANCE J. H. Davis & Co. 

J. II. Davis 

AUSTRIA—Joe Lesti, Nfg. 
Emanuel Lauterbach 

LATVIA—O. & J. Dalitz Bros. 
James Dalitz 

GERMANY—Friedr. Magnus, Nig 
Carl Pietzsch 

GUATEMALA—James P. Howell 
D V Elias 2 V. M. Ramirez 

SWEDEN A./B. W. Banzhaf 
t -Jonas Eriksson 
2—Conrad Bohman