The San Francisco call., 1913-07-20
Demonstrate the Goods You Sell;
Give "Something for Nothing y
By IRVING L. STAYART

cults and cakes were baked in the
afternoon, for it was then that our
crowds were biggest We made ar
rangements with a nearby bakery to
furnish us with all the dough we could
use In exchange for an announcement
to the effect that we used their dough
| In the preparation Of all our bread and
pastries. Rice, vegetables, soups, as
paragus-everything that could be
I of spectators.
The result of this demonstration was
| amazing. We placed many orders dur
ing the next few weeks that all the
talk in the world would not have
placed. We showed the housewife
where she would have almost all her
time for recreation, for sewing, for
reading or the hundred and one other
things the busy housewife finds it hard
TO lind time to indulge in The odors
of cooking were done away with. In
tensely hot days, SO far as cooking was
| concerned, no longer were dreaded.
The housewife could prepare her meal
and place it in the cooker She then
could go out and spend her afternoon
as she chose. When she returned home
| her dinner was ready to be served.
COFFEE "LIKE MOTHER MADE.
My success with the freless cooker
| demonstrations was so gratifying that
| / Immediately went to work figuring
| out other methods of demonstrating
| other articles. The enterprising mer-
| chant will find, If he wishes to make
demonstrations, that the progressive
| jobbers in and manufacturers of the
| staples he employs in making demon
| strations will gladly furnish the sta
| pies in exchange for the free advertis-
| ing he receives when the announce
ment is made that his goods are being
used. For instance, l set aside GER
| tain days for showing off my line of
| coffee percolators. L got all the good
| coffee 1 could use by letting it be
known that Blanks coffee is used in
| these demonstra tions."
The sale of one good coffee percola-
| tor leads to the sale of two or three
others. The coffee making machine is
| reliable. 1T always makes the best
| coffee The proud housewife has no ap-
| petite for dinner if the coffee she
| MAKES LOT neF guests Is not TO her
| standard. Her whole dinner is spoiled
BY using a percolator all this embar-
| rassment is done away with When
| Mrs. Jones buys percolator it isn't
| long before she reports her great
pleasure in its use to Mrs. Brown Mrs
| Brown, who also prides herself on
making good coffee. comes to your
store and invests in percoator. The
| percolator buying habit spreads and
before you know 1T you've got a big
| demand your hands for these ma
/ chimes.
| Demonstration of bread and cake
| mixers gets big trade. l usually con-
! duct the demonstration of these ne
| cessities in conjunction with some
| other demonstration. The man of the
house attends such demonstrations
Once he has sampled the delicious
| cakes you have mixed and baked while
| he waited, he's your victim. He won't
rest until his good wife installs
| mixer
DOES THE FAMILY WASHING
I also make a speciality of demon
| strating washing machines. One or
two mornings a week are set aside for
this purpose. In my advertisements /
| made this announcement:
Morrison Takes in Washing Let
| Him Do Yours-FREE"
| 1t made big hit--and still does, for
that matter-that little line. My store
! practically Is converted into a steam
| laundry on such demonstration morn
| fngs. My demonstrators have done more
| than one big family washing. The
| something for nothing" spirit always
predominates in such sales. But were
| ] to state how much trade these wash
ing days have brought me, the state
ment would be discredited. However,
| I'm happy to know what the exact fig
ures represent. The proceeds from my
washing machine sales, together with
| those directly traceable to demonstra-
tions of other specialties have forced
me to take 1000 feet of extra floor
| space in the last two years.