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
followed.
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.
*
1
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?”
ARE YOU INTELLIGENT?
You are not unless you are courteous—
because courtesy pays and makes life
easier.
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
thought.
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
success.
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
L - J- MICHEL
Akron
G A. BROWN
Albany
J w. MANN
Atlanta
C M. PILLOW
Buffalo
w B LARSEN
Lhicago
G C KINNAMON
Columbus
0 f* GILMORE
D *yton
W. H. MITCHELL
Denver
C. W. KNOX
Detroit
C. V. HOUSE
Erie
H. J. LIND1G
Grand Rapids
H. F. BRAINERD
Hartford
W. H. COURTENAY
Houston
G. W. RANDALL
Indianapolis
PAUL W. J 9 NES
Kansas City
G. G. RALLS
Los Angeles
j. T. WELLMAN
Louisville
w. A. PARTEE
Milwaukee
M. E. BAILEY
Minneapolis
R. C. ROBINSON
New York
L. A. DUNN
Philadelphia
D. ROE
Portland, Ore.
E. D. CRANDALL
Providence
J. T. JACKSON
San Antonio
M. E. HOYT
Springfield, Mass.
L. E. WHITE
St. Louis
S. H. SLAUGHTER
Waco
H. D. CASHMAN
Washington
BUILT BETTER
THAT
BUSINESS
MAY BE
GREATER
Modern Business is
built upon the written
word. It uses the
Royal Typewriter to
write that word quick¬
ly, easily and legibly.
2
A Record
HARD TO BEAT
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¬
writer.
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 ROYAL STANDARD
The Oddest Sale I Ever Made
SERVICE CONTEST FOR
DECEMBER, 1925
(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¬
curred.
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¬
cisco
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.
DIVISION NO. 1
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*
22—Los
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*
DIVISION NO. 2
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*
Waco
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
CANADIAN SERVICE
DEPARTMENTS
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,
work.
Toronto second and Montreal trailing*
Now watch them go beginning with Jan¬
uary !
1—0:tawa 4* 2 —Toronto 3*
3—Montreal 1*
mmmi
The ROYAL STANDARD
Bancroft's R oyal Victory
DEALERS’ PAGE
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.
men.
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
RULES OF CONDUCT
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 HONOR ROLL
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.
FOR DECEMBER
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
tewart
i Stationers
Paper Company
B Printing & Stationery Company
rpewriter Company
CANADIAN DEALERS
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
Boise.
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
you.
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
reputation.
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
endeavor.
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 ROYAL STANDARD
FACTORY PAGE
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
rihltnn.
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.”
THE ROYAL’S PERFECT PRESS
WORK
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¬
swer.
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
work.
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 THE FOUNDATION
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.
MAKING OF THE RIBBON
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.
FICTITIOUS CLAIMS OF
SUPERIORITY
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.
THE ROYAL STANDARD
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
Typewriters.
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¬
operation.
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
Easier.”
MRS. DAISY PARVIS,
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¬
tions.
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¬
tories.
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
them.
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
POSITIONS
Atlanta
Los Angeles
St. Louis
Washington
New Orleans
New York
Minneapolis
Portland. Ore.
Indianapolis
Chicago
Kansas City
Cleveland
Dallas
Philadelphia
San Francisco
Detroit
Buffalo
Pittsburgh
Baltimore
Louisville
Cincinnati
SALES
St. Louis
New York
Kansas City
Portland, Ore.
Washington
San Francisco
Minneapolis
Pittsburgh
Indianapolis
Chicago
Louisville
Atlanta
Cleveland
Los Angeles
Cincinnati
Philadelphia
New Orleans
Buffalo
Dallas
Baltimore
Detroit
Branches
POSITIONS
Fort Worth
Columbus
Denver
Peoria
Peoria
Worcester
Akron
Houston
Oakland
Grand Rapids
Milwaukee
Newark
Rochester
Providence
Johnstown
Birmingham
Omaha
Bangor
Rockford
Portland, Me.
SALES
Worcester
Fort Worth
Milwaukee
Oakland
Columbus
Peoria
Johnstown
Rochester
Bangor
Newark
Denver
Grand Rapids
Providence
Omaha
Birmingham
Rockford
Portland, Me.
Houston
Akron
A. M. STONEHOUSE,
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.
A. M. STONEHOUSE,
Manager of School Department.
ROYAL MACHINE-A-DAY CLUB
JANUARY
NEW MEMBERS
H. HOLMBERG
Louisville, Ky.
C. E. DRISrOLL
Hartford
J. C. MITCHELL
Detroit
J. T GRAHAM
Minneapolis
W. S. DANIELS
Chicago
AKRON
L. J. Michel 7*
ATLANTA
C. C. Crawford
S. N. Malone 2*
J. W. Mann
BALTIMORE
P. F. Harabsch
J. A. Jean
T. C. O’Keefe
W. F. Teer 20*
BANGOR
H. W. Boshan
BIRMINGHAM
A. Patterson
BOSTON
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
BRIDGEPORT
T. F. Dacey
BUFFALO
George Hauptman
W. W. Hodgson 2*
A. R. Lerch
C. M. Pillow 14*
W. F. Wegener
CHICAGO
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
CINCINNATI
L. A. Platz 6*
CLEVELAND
G. J. Holder
M. C. Hull 22*
W. H. Peate
W. C. Rodgers
M. WOSKOFF
Philadelphia
I. HULBERT
New York
REPEATERS (Marked by *)
COLUMBUS
L. V. Bell
G. C. Kinnamon
DALLAS
C. D. Walker 4*
DAVENPORT
G. D. Lawless
DAYTON
O. P. Gilmore
DENVER
W. H. Mitchell 3*
DES MOINES
P. S. Jones
DETROIT
C. Bailey
C. W. Knox 13*
J. C. Mitchell
E. L. Owen
L. D. Teeters 16*
K. F. Walker
O. T. Wheaton
ERIE
C. V. House 5*
FORT WAYNE
John Shea. Jr.
FORT WORTH
P. H. Billman
FRESNO
H. H. Tomkinson
HARRISBURG
S. H. Lamont
HARTFORD
W. C. Bartley
H. F. Brainerd 38*
J L. Cook
C. E. Driscoll
HOUSTON
W. II. Courtenay 4*
E. J. Hilton
INDIANAPOLIS
W. S. Orvis
JACKSONVILLE
J. E. Gardner
A. D. Richardson
KANSAS CITY
F. W. Hassett
G. P. Johnson
P. W. Jones 36*
W. II. Kirchofer 3*
E. C. Williams
LOS ANGELES
R. D. Andreson
D. S. Fullerton
C». C». Ralls 6*
LOUISVILLE
H. Ho'mberg
J. T. Wellman 38*
MEMPHIS
A. O’Bryan
MILWAUKEE
W. A. Partee 18*
MINNEAPOLIS
M. E. Bailey 4*
J. T. Graham
NFW ORLEANS
W. J. Creger 10*
F. Pritchard
NEW YORK
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
OAKLAND
J. E. Geissinger
PHILADELPHIA
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
PITTSBURGH
A. R. Davis
J. E. Eskey
A. M. Felser
M. V. Miller 38*
C. W. Putney
PORTLAND. ME.
W. E. Ayers
. W. KEYLOR
Boston
E. C. WILLIAMS
Kansas City
PORTLAND, ORE.
C. E. Gray
G. D. Roe
PROVIDENCE
J. H. Alden
E. D. Crandall 11*
J. L. Schora
C. E. Smith
RICHMOND
O. H. Carter
A. Bartlett
ROCHESTER
G. C. Johnson 5*
ROCKFORD
C. C. Flagg
SAN ANTONIO
J. T. Jackson
E. C. Philips
SAN. FRANCISCO
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
SCRANTON
C. C. Waters
SEATTLE
H. D. Hoyt
SPRINGFIELD. ILL.
C. A. Stevenson
SPRINGFIELD. MASS.
L. B. Behan 8*
ST. LOUIS
G. M. Davis
J. H. Kennedy 7*
L. F. Reynolds
C. D. Snarwasser
L. E. White 14*
ST. PAUL
D. M. Elliott
TOLEDO
E. L. Knott 9*
WACO
S. H. Slaughter 2*
WASHINGTON
H. D. Cashman 13*
S. E. Richter 14*
H. L. Rudnick 15*
E. C. Week.
WORCESTER
F. C. Salisbury
A. R. Smith 16*
DEALERS M. A. D. ROSTER—JANUARY TO DECEMBER
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
FOREIGN MACHINE-A-DAY CLUB
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
