THE OFFICIAL PUBL CATION OF THE CALIFORNIA STATE ELECTRONICS ASSOCIATION

VOL. 1, NO. 5

iL91;11,44/*,

SEPTEMBER, 1961

NEW HORIZONS

FOR THE

ELECTRONIC

SERVICE

DEALER .. page 15

WINEGARD POWERTRONThe PIM EWIRO N antenna is an all channel vagi antenna

with a built-in high gain RE amplifier in one integral unit. Itcomes equipped with a power supply that lowers 117 V. AC toa safe power supply which is fed up the lead-in to the antenna.It is 5 to 9 times more powerful than any other antenna made.

With POW ERTRON you can get your customers many chan-nels they couldn't even see before. You can also rum up to 10TV sets with a POWERTRON and all of them will have a betterpicture than they can obtain with their present antenna.

You can make your installations 30 to 40% lower in heightwith a t\\ ERTRON without affecting reception, in most eases.

You can re to the POWERTRON antenna mile awayfrom the TV set and get a better picture than with an ordinaryantenna mounted next to the set.

ELECTRONIC ALL -CHANNEL YAGIS... will greatly improve every channel. Weak, faded pic-tures become crisp and clear. "Good" channels will beeven better. In many areas you'll watch channels youcouldn't possibly see before. Because Powertrons arepowerful enough to drive up to 10 TV sets, you can haveplug-in outlets in every room . . . and in many locationsyou can install a Powertron lower than other antennas.

POWERTRONMODEL P-4414 -Elements

POWERTRONMODEL P -44X

21 -Elements

POWERTRONMODEL SP -44X

30 -Elements

WORLD'S FIRSTELECTRONIC

TV ANTENNAYOU can deliver the clearest. sharp, -t. truest color TN you've

ever seen because the POWERTIM VS extremely linear re-sponse makes it the only antenna that should be installed with 3color receiver.

In short, this antenna is amazing. But don't take our wordfor it. Try a POWERTRONand see for yourself. Take a fieldstrength meter reading with your present antenna and thentake a POWERTRON reading. When you see the meter jump5 to 10 Pines . . . and see the sharp, contrasty reception youget, you'll be convinced . . . and so will your customers.

Also available are two new precision amplifiers and acces-sories that are ideal for Hotels, large Motels, Apartment Build-ings and Cable Systems.

"Amplifies the Signalat the point

of Interception"

MODEL SP -44X"By FAR world's most powerful all -channel antenna"

"For Further Inf-)rmation Contact Any of The Distributors Listed Below-

DUNLAP RADIO & TV SUPPLY CO. RADIO PRODUCTS SALES INC"Serving The Heart of

California"

VINEIARI "SIX -SET"

TV CIIPLEI

With the Powertron,hook up 3, 4, 5, or 6sets by adding aWinegard "Six -Set". ['ere's the only6 tap coupler on themarket. Six no -stripterminals give youinstantaneous tapswith complete elec-tronic isolation.Model LS -63.

©1961

NYSTROM BROTHERS CO.1501 So. Hill St., Los Angeles, Calif. 2426 Fourth Ave., San Diego, Calif.

RI 8-1271 BE 4-7231

Hurley ElectronicsSANTA ANA

1429 S. SycamoreOr X NiArTtriDe

SrLONG BEACH

1501 MagnoliaSAN BERNARDINO

390 S. Mt. VernonONTARIO

222 W. B. St.OCEANSIDE

1023 S. ClevelandKI 3-9236 HU 3-0133 HE 6-8268 TU 8-0721 YU 6-6638 SA 27694

Average '2.85 more profit on every 21" tube

Turn the page to find out how ...

SEPTEMBER, 1 961 3

Average '2.85 more profit on every 21" tubeSell the Admiral Ensign-the top-quality

picture tubes with the biggest profit margin

in the industry!Now Admiral's vast purchasing

power and national distributiongive you the one picture tube line witheverything: Finest quality work-manship and performance, backed bya 1 -Year Guarantee ...famous brand -name acceptance . . . list prices thatappeal to your most economy -minded

customers... peak dependability.And you pocket an average of $2.85

more profit on a 21" Admiral Ensignthan on other brands. (Comparablyhigher margin on all other tube sizes.)

Get the facts! Compare the Ensignline with your present replacementtubes. Compare quality, performance,prices and profits! Discover for your-self why dollar -wise servicemen areswitching to the Admiral Ensign.

Call your nearby Admiral Distributor!ArizonaArizona Hardware Co.P. 0. Box 2110Phoenix, ArizonaALpine 8-5331

ArkansasOrgill Bros. Arkansas Co.301 Rector StreetLittle Rock. ArkansasFRanklin 2-5292

CaliforniaDon Anderson, Inc.2500 CaliforniaFresno 21. Calif.AM 6-0401

Admiral Sales CorporationP. 0. Box 2092 Terminal AnnexLos Angeles 54. CaliforniaRAymond 3-6451

Admiral Sales CorporationP. 0. Box 1270San Diego, CaliforniaBElmont 9-0231Admiral Sales Corporation495 Beach StreetSan Francisco 11, Calif.TUxedo 5-6000

ColoradoGriffin Distributing Co.1140 West 5th AvenueDenver 4, ColoradoKEystone 4-6274

LouisianaOrgill Brothers Louisiana Co.1571 Texas AvenueShreveport. LouisianaPhone: 425-4271

MontanaThe Treasure State Gas &

Electric Co.827 South Montana StreetP. 0. Box 866Butte, MontanaPhone: 2-2400

NevadaOsborne & Dermody, Inc.500 Evans AvenueReno, NevadaFAirview 2-6957

New MexicoCunningham Distributing, Inc.615 Haines, N.W.Albuquerque. New MexicoPhone: 7-8838

OklahomaAppliance Distributors, Inc.700 North PennsylvaniaOklahoma City, Okla.CEntral 6-8308

Start earning more now!OregonSeaport Appliance, Inc.3055 N. W. Yeon AvenuePortland 10, OregonCApital 6-6595

TexasPrice Supply Co.P. 0. Box 86Amarillo, TexasDRake 2-6730

Lone Star Wholesalers8000 Ambassador RowDallas. TexasFLeetwood 7-1885

Cunningham Distributing, Inc.2225 Mills StreetEl Paso, TexasPhone: KE 2-6994

Covington Distributing Corp.34 North Hamilton St.Houston 2, TexasCApital 2-0326

PTICe 3,111,3104 Avenue AP. 0. Box 1601Lubbock, TexasSHerwood 4-1431

Covington Distributing Corp.P. 0. Box 906San Antonio 6, TexasCApital 7-7547

UtahWestward Distributors, Inc.204 W. Fourth SouthSalt Lake City. UtahELgin 5-7556

WashingtonJohn E. Amberg Co.757 Harrison StreetSeattle 9, WashingtonMUtual 2-5566

John E. Amberg Co.N. 210 Ralph StreetSpokane, WashingtonKEystone 5-1794

NOTICE: All materials and parts used in the manufac-turing of Admiral Ensign tubes are new, except for theenvelope, which prior to re -use, was carefully inspectedto meet the standards of the original new envelope.

ADMIRAL ENSIGN YITIV4le4 MODERN ELECTRONIC SERVICE DEALER

kEMODERN

kpryi rep riPn1PrSTAFF:

DONALD J. MARTINPublisher

WM. J. "BILL" QUINNEditor

SIMON NATHANSONManaging Editor

FRANK BURNSBusiness Manager

MORRI OVSEYArt & Cover Director

NANCY BROOKSClassified Advertising

MARVIN GINNMid -West Adv. Rep.

612 N. Michigan Ave.Chicago, III.MI 2-9862

CSEA EDITORIAL ADVISORYBOARD AND OFFICERS

P,es.dentROBERT N. WHITMORE

Zone F17816 Bellflower Blvd., Bellflower, Calif.

Vice -PresidentCLAIRE LANAM

Zone B2466 Shattuck Ave., Berkeley, Calif.

SecretoryHOWARD SINGER

Zone F

TreasurerRUSSELL J. HAMM

Zone B4612 Sequel Dr., Soquel, Calif.

Legal Advisork. J. Anastasi, Commercial Bldg., Son Jose, Calif.

ZONE ADerrell Petzwal, 1627 19th St., Sacramento 14, Cal.

ZONE BNosley C. Keys, 2014 No. Main St., Walnut Creek, Col.

ZONE CI enneth Preston, 4137 No. Eldorado, Stockton, Cal.

ZONE D

ZONE EJohn L. Blackwood, 2020 "H" St., Bakersfield, Col.

ZONE FRo ph H. Johonnot, 1817 W. Verdugo Ave., Burbank, Cal.

ZONE FPaul E. Fort, Jr., 1546 - 30th St., Son Diego, Cal.

Board of DelegatesChairman

PHIL SOTO6691/2 Glendora Ave., La Puente, Calif.

SecretaryRON M. KEALEY

1657 E. Colorado St., Pasadena, Calif.

Official Publication

CALIFORNIA STATE

ELECTRONICS ASSOCIATION, INC.

1029 E. Belmont, Fresno I

AD 3-4628 - DU 2.8331Fresno Los Angeles

Mdern Electronic Service Dealer is Published Monthlyat 618 So. Western Avenue, Los Angeles 5, Calif.0. 9.3230 by Associated Publications.

21

SEPTEMBER, 1961

FEATURE ARTICLES

15 Nt. Horizons For The Electronic Serice 1)ealer

This is a article that points out the future of Electronic Service and theplace of the present TV Repairman in that future. A stimulating accountof Commercial, Industrial and Consumer Product Service.

It

International Rectifier Corp.

23 1)1 \I. \P ELEA :Tli()NI( . . . Dis:rihutor of the Nlonth

BUSINESS BUILDERS

19 Todik% "Sleeper- Play in T\ SellingThe Why's and How's of Portable TV Indoor Antennas . . . a unique

approach to "extra sales."

Lim .;(1rallop,(1

JED Electronic: -

1 our Future \LIN Depend t Ilan l IMF kiumledge of Tran-si,tor Serx icing

Edit urdSencore

NEWS OF THE INDUSTRY

9 So. (..alif \ Dist. 1)k. Schedules Second \nnual Disi.-licit. Mfr. Nleeting

11 \ (lipter News liound-up

REGULAR FEATURES

(1 Editorially Speaking

12 11ES1) Forum

18 President's Nlessage

DEPARTMENTS

8 Letters to the Editor

11 Pi\ \\ e Pick

lassified \ds

25 New Products

27 Industr\ Note,

MODERN

eiRCLOrrlir_.fie dealer k

EDITORIALLY SPEAKINGDON MARTIN

FTC To Crack Down (hi Tube Manufacturers

It looks as if the Federal Trade Commission is going to put some teeth intotheir action to enforce the regulations concerning the manufacture of TV picturetubes.

Already several Independent and Major Manufacturers have complied with theregulation but others are slow in following the trend.

One local Independent Manufacturer is making available to his distributors atwo page brochure that calls attention to the FTC regulation and warns dealers andmanufacturers as well as distributors of their position in the manufacture and dis-tribution of picture tubes.

The brochure states " the dealer is in violation if .. . he is selling picture tubesas containing all new parts and materials except for the glass . . . when actuallythe tubes may contain used phosphor screens. used conductive coating and usedaluminization. The dealer. according to law. must make a full and truthful disclosure,on his invoice to his customer, of exactly what is used in the picture tube he isselling." It is suggested that you as a dealer obtain a letter from the manufacturerthat will enable you to make the required disclosure on your invoice to the cus-tomer without jeopardizing yourself.

The booklet goes on to warn Manufacturers and Distributors of their position.

St. Louis "Yellow Pages" Decision Appealed

In the 1961 edition of the St. Louis Yellow Pages all "leading advertising" suchas "You Pay Nothing" if no tubes need changing. Free Home Service, etc. waseliminated. Because of this decision an appeal has been made by a local TV servicefirm to the Missouri Public Service Commission.

In testimony presented by a "Yellow Page" spokesman, he stated that if theypermitted this firm to advertise in this manner they would have to allow everyoneto do so, and that they can not set themselves up as a safety measure.

The BBB of St. Louis pointed out that in 1954 the industy agreed voluntarily toeliminate "Free service" advertising and that television repairmen making "free"home service calls have an advantage over others because TV set owners feel obli-gated to purchase parts from them.

This action is very interesting in light of some recent rulings by the "YellowPages" in Southern California. At this moment a special report article is beingprepared for MESD and it will appear in the October Issue.

CSEA Delegate Quoted in L.A. Evening Express

Howard Singer. CSEA delegate. is quoted as saying that the unsuspecting publicin Los Angeles is being fleeced by a small percentage of unethical TV repair shopsat the rate of 8100.000 per day.

"We want to clean up the TV repair business in this state and to elevate theprofessional standing of TV service men to public acceptance." He went on to statethat, "The CSEA looks forward to the day when a state license will be requiredof TV and radio repairmen, a day when the seal of the Association will be widelyaccepted the same as a doctor's or a lawyer's shingle-your assurance of quality andfidelity."

Mr. Singer has started the ball rolling. We need public acceptance of the needfor licensing and then their demand for it. The pressure of the masses is the onlysure way to gain the respect of the consuming public through licensing. At thepresent time we have the complete licenseing bill that has been passed in anotherstate. This will be reproduced in the October Issue.

6MODERN ELECTRONIC SERVICE DEALER

High -Vacuum Aluminizing Assures Sharpest TV Picture PossibleHere RCA Silverama picture tubes become "silver" at the alumi-nizing station on our Marion, Indiana, production line. In a burstof light, aluminum is vaporized in a high vacuum and is depositedover the entire inner surface of the tube. Then the operator, withan RCA -designed electronic gauge, checks to be sure the alu-minum film is of proper thickness. If it is not, the tube is re,f ected.Such extra care in manufacture is an important reason why theSilverama you install today is free from "picture -spoiling" darkcenters caused by an excess of aluminum deposited on the tubeface. This extra care is the reason, too, why Silverama delivers

Final checkout before ship-ment. Here Silverama tubesreceive final focus checkbefore being shipped tocustomers.

the brightest, sharpest picture your customers' sets can produce.Obviously, Silverama picture tube service is the surest waytoward satisfied customers, repeat business, favorable word-of-mouth advertising for you-plus freedom from call backs andcostly in -warranty failures.Equally important is the fact that RCA is a picture tube manu-facturer. This means that your customers can take advantage ofthe latest innovations in picture tube design and manufacturewhen they buy RCA Silverama. It is made with a precision elec-tron gun, the finest parts and materials, plus a reused envelope.

AUTHORIZED RCA DISTRIBUTORS

ANDREWS ELECTRONICS DEAN'S ELECTRONICS1500 W. Burbank Blvd., Burbank 2310 Long Beach Blvd , Long Beach

VI 9-4748 NE E -931 4

RADIO PARTS CO. WESTERN ELECTRONIC SUPPLY CORP.2060 India Street, San Diego, Calif.

BE 9-9361STORE IN CALEXICO

229 S. Orange St., Glendale 5, Calif.CH 5-4764

Packing for final shipment.Before it can go into thisbox, RCA has made certainthis Silverama is the bestpicture tube modern scienceand technology can produce.

DUNLAP ELECTRONICSServing the "Heart"

of California

HURLEY ELECTRONICS1501 Magnolia, Long Beach, Calif.

HE 6-8268 - NE 8-3389STORES IN: SANTA ANA, OXNAPD, LONG BEACH,

SAN BERNARDINO, ONTARIO, OCEANSIDE

LETTERS TOTHE EDITOR:

Dear Don:Enclosed is a copy of a letter I wrote

to Mr. Arnie Meyer of IPET explainingthe circumstances behind our action onAR 265. There may be others who donot understand the problems and I wouldappreciate anything you can do to bringthis to their attention.

Keith KirsteinSincerly,

Editor's Note: Sure can . . . hereit is:Dear Arnie:

Received your last IPET and feel thatyou deserve an explanation on the Licen-sing Bill.

It is impossible to keep the membersinformed as to exactly what is in the billafter we release it to the Legislativeprocesses, because at no time could youaccurately present a true copy of the bill.While it is going through this legislatureprocess it is constantly being changedeither by the author. the committee hear-ing it, the legislative counsel, and or theHouse and Assembly. The bill wasamended five times. In some ways thebill is out of our hands to the extent thatwe do not have much to say about thechanges except that we can withdrawour support at any time if we do not ap-prove. A committee of the Assembly tookout the licensing of technicians, the au-thor took out the appliance people, andother changes were made by the Attor-ney General', office. Finance Departmentand others, but at no time was our basicobjective changed. This was, of course.to license the shop owners and to makesure we have something to say in the ad-ministration of the bill. We also watchedthe bill to make certain that there wereno loopholes that would defeat our pur-pose. It is true that we were able to ad-vise and counsel with these various peo-ple. but at any time we did not like whatthey were doing, our only weapon wasto withdraw our support and this wouldhave killed the bill.

Therefore, to sum it up, in this typeof effort you have to put responsibilityon people who are in a position to makedecisions when the problems presentthemselves. In the case of this licensingbill. the Board of Directors authorizedthe president of CSEA, who in turn gavecertain responsibilities to the Chairmanof the Public Affairs Committee, to as-sume this responsibility, and I can as-sure you the interests of the membershipwere paramount at all times in their de-cisions.

I hope this will give you some idea ofthe problem, Arnie, and if not, please let

me know. Only through questions canwe clear up misunderstandings.

Sincerely.Keith Kirstein

Dear Don:I receive the enclosed publication

every month and it occured to me thatyou might find some items of interestin it. Latest mag is great . . keep upthe good work.

Howard Singer,Day 8; Night TV Service Co.

Editor's Note: Thanks Howard forthe book . . . can use more.

Gentlemen:This is to advise you that Mr. Herb

Hartman, Director of Engineering atKCRA, 310 10th Street, Sacramento.is interested in being placed on yourmailing list. Further, we believe that avery interesting article is in store foryou if you will contact Mr. Hartman.You are probably aware that Mr. Hart-man was instrumental in the erectionof one of the largest towers in the coun-try at Walnut Grove. This should makea very interesting article for your maga-zine-hence our reason for apprisingyou of this matter.

Yours very truly.John 0. Grote, Secty.

Editor's Note: Letter has gone toMr. Hartman for such an article.Thanks for the tip and keep aneve on the October Issue.

Gentlemen:We are very interested in receiving 40

copies of your August Issue dealing withCapacitors.

Fred J. NatalyManager -Distributor Adv.General Electric Co.

Donald J. MartinMODERN ELECTRONICSERVICE DEALER

Dear Sir:I would like to offer my congratula-

tions and best wishes to you and the staffof MESD. You have produced a tight.articulate magazine which can't help butmeet with success. The format of yourpublication is of such quality that Iwould consider it the "New Yorker" ofthe trade publications. Please keep upthis much needed good work.

G. N. "Doc" Stiner

Editor's Note: Thank you verymuch for those kind words. Thereis a wealth of information to betold, that will be of some benefit toour industry, ill the months tocome.

THE SALE OF LIEN PROPERTYNote: The following is a letter to aCSEA member from Mr. A. J. AnastasiLegal Advisor for the Association re-garding the sale of property that hashad a lien placed on it for servicework. It is a question that has widespread interest and we have reprintedit here for your information.

Mrs. G. S. LowellLowell T.V.c/o CSEA-Chapter 133614 Mount Alvarez AvenueSan Diego 11, California

Dear Mrs. Lowell:

A person who makes, alters, or re-pairs any article of personal property.at the request of the owner, or legalpossessor of the property, has a lien onthe same for his reasonable charges forthe balance due for such work done andmaterials furnished, and may retain pos-session of the same until the charges arepaid.-California Civil Code Section3051.

If the person entitled to the lien pro-vided above be not paid the amountdue within ten days after the same shallhave become due, then such lien holdermay proceed to sell said property, orso much thereof as may be necessaryto satisfy said lien and costs of sale atpublic auction, and by giving at leastten but not more than twenty days pre-vious notice of such sale by advertisingin some newspaper published in thecounty in which said property is situ-ated.-California Civil Code Section3052.

However: C. C. Code Section 3052states that public notice must be pub-lished in a newspaper of general cir-culation to the public, not a trade pub-lication. and that a complete descrip-tion of the article must be included inthe notice. It is also pointed out thatthe lien holder may bid on the articlebut any money over the amount of thelien, plus costs, must be returned to theowner.

That portion of any lien, as providedabove, in excess of $200.00 for anywork performed at the request of anyperson other than the holder of the legaltitle, shall be invalid. unless prior tocommencing any such work, the per-son claming such lien shall give actualnotice thereof in writing either by per-sonal service or by registered letteraddressed to the holder of the legal titleto such property, if known.-CaliforniaCivil Code Section 3051a.

Sincerely,

A. J. AnastasiLegal Advisor, CSEA

$MODERN ELECTRONIC SERVICE DEALER

business wiredates business trend. CSEA news

So. Calif. E. R. A. Distributor DivisionSchedules Second Dist. - Rep. - Mfr. Meeting

business flashesSHARPEST RISE SINCE APRIL

Radio and television retail salesin June climbed more than 24 percent overMay to record their sharpest rise sincethe April decline, the Electronic Indus-tries Association's Marketing DataDepartment reported . June radio andtelevision set production also gainedmarkedly, EIA said.

The rise in retail sales broughtmid -year totals to more than 95 percentof the first -half -of -1960 televisionbusiness. Radio retail sales for 1961were about 500,700 ahead of the six-month total for last year.

Dealers sold 940,346 radios,exclusive of auto receivers, and 487,264television sets during June comparedwith May figures of 146,616 and 391,467.The mid -year totals for radio were4,390,180. For television they were,2,639,184. At this point last year,dealer sales were recorded at 3,878,358radios and 2,657,527 television re-ceivers.

TV and Radio Retail Sales (Units)

JuneMayAprilMarchFebruaryJanuaryYear-to-date '61Year-to-date '60

Television487,264391,467378,275530,105452,282399,791

2,639,1842,657,527

ExcludingioAuto)

940,346745,616603,489853,821666,228580,680

4,390,1803,878,358

Factory sales of transistorsincreased slightly during May while thetotal value of units sold declined morethan $2 million.

A total of 15,128,181 transistorsworth $25,113,042 were sold at the factoryin May. During the previous month,15,072,064 ,snits valued at $27,388,278were sold.

Through May of this year, salestotaled 70,783,877 transistors. Accrued

(Continued next page)

The Southern California Chapter of the Electronic Repre-sentatives Association will play host to more than 400 manu-facturers and regional distributors at the Second Ili -AnnualPalm Springs Conference next February. it was announcedby Ellard E. S:rassner. Distributor Division Chairman, andJack Carter, Conference Chairman. The event, featuringbusiness sessions and a social program. will be held at thefabulous Riviera Hotel. beginning Saturday. February 3and ending Tuesday. February 6.

According to Carter. invi-tations have been mailed toall manufacturers who arerepresented by members ofthe local ERA DistributorDivision. "Invitations willgo out to distributors earlyin September" said Carter."We hope that. by this time.most manufacturers will besigned up for the businesssessions." Initial plans callfor 39, 20 -minute businesssessions.

This year's conference.said Strassner, will kick off"Western Electronic Week."It %Yin be followed immedi-ately by the Pacific Elec-tronic Trade Show, to beheld in Los Angeles. Strass-ner explained that manufac-turers exhibiting at thePETS show will be invitedto participate as guests atthe Palm Springs Confer-ence.

All committee chairmenhave been appointed, andthe committees are function-ing. according to Carter.This year's committee chair-men are: R. L. Stone, At-tendance: Norman Marshank. Finance; Wes Alder-son. Rules & Regulations;Mark Markman, Facilities;Bert Moore. Room Assign-ments: Jack Berman, Gen-eral Program; Leon Ungar,Social Program; Earl Rush,Business Sessions; and El -

lard Strassner. Scheduling.Publicity for the event willbe handled by the P. R. Bro-

COOK NAMEDDISTRICT SALESENGINEER

HAWTHORNE. Calif. -John Robert Cook of LaPuente. has been named dis-trict sales engineer here forRaytheon Company's Indus-trial Components Division.

Operating from Raythe-on's offices at 225 North VanNess Ave.. Cook will servicethe firm's west coast custo-mers with electron tubes.electro - mechanical compo-nents and related electronicshardware.

Formerly Raytheon's cus-tomer service manager inHawthorne, Cook attendedUCLA and Los Angeles StateCollege. He received his lawdegree from Loyola LawSchool in 1958.

A member of the Purchas-ing Agents Association andthe National \ssociation ofPurchasing A!2,nts. Cook re-sides at 3021 .\ ilelita Dr.,La Puente.

man Company. Programchairman, Jack Perman, re-ported that an exciting so-cial schedule is being workedup. and a unique "businesssession" for the wives isbeing planned. Spectaculardoor prizes, including anautomobile. will be awardedto participating distributors,said Berman.

SEPTEMBER, 19619

Federal Reserve BankCOMPARATIVE SALES INDEXof Department Store Volume

Percentages of changes in the value of Department Store salestor the periods shown are comparisons with the correspondingperiods a year ago. Fgures are taken from the weekly reportsof the Federal Reserve Bank . . . Statistics being what the::ire, we remind our readers that in interpreting these figures thesignificance may sometimes be affected by an unusual situationof one or two years previously; by special holiday sellingperiods which may not coincide one year with another; andiother pitfalls to the analyst. With this caution in mind. thikmonthly chart is an excellent weather vane of the retail salestrends

THE PACIFIC AREA(12th district)

% CHANGE FROM SAMEPERIOD LAST YEAR

Metropolitan Area,Center or FRB district

One weekending

Aug. 5

4 weeksendingAug.

Cumulativefrom

5 to

2

lan. 7,Aug. 5b

LOS ANGELES -LONG BEACH AREA - 3 +DOWNTOWN L.A. -- 9 + 2 5WESTSIDE L.A. - 1 + 2 0

SAN DIEGO AREA 12 +12 9

SAN FRANCISCO -OAKLAND AREA 4 2

SAN FRANCISCO 5 +4 0

OAKLAND 3 + 2 5

SACRAMENTO AREASAN JOSE AREA

0

4

+ 5+ 2

5

-1-4PORTLAND AREA 6 + I 1

SEATTLE AREA 2 + 5TACOMA AREA 4 - 2 0

SPOKANE AREA 3 1 6 3

SALT LAKE CITY AREA 5 3

TWELFTH DISTRICT 1 0

UNITED STATES 3

* BUSINESS FLASHES CONTINUED *revenue stood at .$130,971,403. Duringthe same period in 1960, 50,093,271units were sold at a cumulative valueof $125,591,228. EIA's month?end totalsare shown below:

Factory Sales Factory Sales(Units) (Dollars)

May 15,128,181 $ 25,113,042April 15,072,064 27,388,278March 15,129,273 29,815,291February 13,270,428 25,699,625January 12,183,931 22,955,167Year-to-date '61 70,783,877 130,971,403Year-to-date '60 50,093,271 125,591,228

Axten NewRaytheonSecretary

The election of Richard P.Axten as Secretary of Ray-theon Company effective July3 has been announced byRichard E. Kafve, president.Axten has served as directorof public relations since join-ing the electronics firm inJune. 1955.

He succeeds Paul F. Han-nah. who continues as VicePresident and General Coun-sel. Because of increasingscope and complexity of Ray-theon business. Hannah is re-linquishing his duties as secre-tary held she., 1')17 to devotefull time to hi i)ther responsi-bilities.

Succeeding A xten as direc-tor of public relations is C.Gayle Warnock. who has re-signed his position as vicepresident in charge of corpo-rate and financial public rela-tions for the CCI Division.Communications Affiliates.Inc.. which he has held sinceJuly. 1960.

SAMPSON NAMESNEW W.C. SALESMANAGER

Hal \V. Mazur. of 727Ouilmette Lane. Wilmette.Illinois, has been appointedWestern Regional Sales Man-ager of the Electronics Divi-sion of The Sampson Com-pany. Chicago, Ill.

Mazur was formerly Wes-tern Sales Director iTapeRecorder Division) and VicePresident of Sefry Products.Inc.. Chicago, Ill.. importersand distributors of electronicgoods.

At The Sampson Com-pany, Mazur will serve asliaison between the companyand their representatives anddistributors in the westernterritory.

The Sampson Company isthe exclusive distributors inthe United States of Hitachiradio tubes. transistors andradios and of its own Samp-son Dualarm \Vatch Radioand complete line of Samp-son products.

CALIFORNIA CHASSIS APPOINTS. NATIONAL SALES REPRESENTATIVES

LYNWOOD, CALIF.. Her-bert P. Balderson. CaliforniaChassis Company president,announced the appointmentof five new sales representa-tive firms to complete therecent expansion for nationalmarket coverage.

The latest appointments

bring the total number ofreps for the Lynwood manu-facturer of metal enclosures,racks. chassis and panels tofifteen. The appointmentswere Charles Lineau Co.,Dixie Electronics, EllingerSales Corp.. W. S. CallahanCo.. Steve Fisher Sales, andW. F. Hemminger.

The following is a summary of the TV and Radio Production. through Junethis year. These figures are reported as a guide to the general business trendruw equipment and also as an indication of future service demands.

TV and Radio Production (Units)TV with

Total TV

June 615,118

May 470,399

April 405,458

March 497,458

February 444,418

January 367,935

Year-to-date '61 2,801,136Year-to-date '60 2,963,044

Of

of

UHF Tuner Total Radio Auto Radio FM Radio

34,641 1,626,263 518,010 88,80822,782 1,196,949 408,375 49,70519,085 1,124,924 375,570 51,26021,540 1,384,052 384,227 75,04424,514 1,115,029 307,973 41,35725,270 1,090,073 387,136 50,421

147,832 7,537,290 2,381,791 356,595244,847 8,524,520 3,323,092 444,833

10 MODERN ELECTRONIC SERVICE DEALER

CSEA Chapter News Roundup

BAKERSFIELD

Third Wednesday of Each Month8:00 p.m. P.G. & E. HallPres.: John Blackwood

Sec.: Bill TannerNews Editor: R. D. Cornelius

This month our chapter was pleasedto present to the members a representa-tive of Sprague Electronics. The topicof his presentation was "Condensers arehere to stay". He explained a great dealabout the Sprague condenser conceptand the future of electronic equipment.

BURBANK-GLENDALE

Second Thursday of Each MonthGenio's Restaurant

1420 W. Olive, BurbankPres.: Everett PershingSec.: Ralph Singleton

News Editor: Ralph JohonottMembers of our chapter turned out in

force to hear Captain Paul C. Gentry.Los Angeles County Marshall. explainthe duties of the Marshall's Office andhow to utilize the small claims courts inour regular business procedures. He alsowent on to explain how to collect afterjudgement and how to prepare the casefor presentation to the judge. We foundthis meeting to be very successful andurge all other chapters to invite theirlocal Marshall.

On September 1 Ith we will have asour guest speaker Mr. A. L. Jones ofGeneral Electric. At that time he %, ill

discuss the new G.E. line and how the%should be serviced.

SAN DIEGO

Last Tuesday of Each MonthPlace to be Announced

Pres.: Eugene H. O'BrienSec.: G. S. Lowell

News Editor: Harold BaldwinChapter 13, San Diego. and Chapter

18, North County, held their combinedannual Installation Dinner and Danceon Saturday August 26, at the El CortezHotel. The newly elected officers of chap-ter 13 are Eugene H. O'Brien. Presi-dent; Howard D. Ellis. Vice President;G. S. Lowell, Secretary -Treasurer. Thenewly elected officers of Chapter 18 are:G. W. Douglas, President; Jack Cornell.Vice President and Edgar Paden. Secre-tary -Treasurer.

Beginning with the September Gen-eral Meeting. Chapter 13. will haveavailable a course to cover all phases ofServicing Color TV. The lectures, pre-sented by a highly qualified professionalinstructor. will follow a short generalmeeting and will last two hours each.The entire course will extend over ninemonths and will be free to members.Non-members are welcome to attend butwill be charged $2 per evening.

SANTA CLARA

The Santa Clara Chapter has addedtwo new members to its organizationduring the last month which include TVRadio Parts Co., 1071 Franklin St..Santa Clara and Burdick's TV of 902Soquel Ave., Santa Cruz.

CALIFORNIA STATE ELECTRONICS ASS'NFREE P.O. BOX 4012, N. Glendale Station FREE

This Association will, on written request, investigate for you anyease of Radio, TV, IliFi Service Shop you believe to be dishonest.Give full details with name, address and phone number.

The Glendale -Burbank chapter of CSEA is placing this ad in the(.1endale Independent and Glendale Press once each week at a cost of

each in an effort to aid the industry. Each inquiry will be investigatedby a committee and a complete report made to the person complaining.If all chapters throughout the state would adopt this program we mayhe able to stop a great deal of adverse publicity before it has a chanceto develop.

SACRAMENTO

2nd Tuesday of Each MonthPres.: Vic Manley

V. Pres.: John CroteNews Editor: Joe Rodriguez

Three new members have been addedto the Sacramento Chapter of CSEA andthey include: Dana TV of 4770 Frank-lin Blvd.; Twin City Radio & TV, 2720Northglenn and Colonial Electronics,4610 Stockton Blvd. all of Sacramento.

SAN BERNARDINO

Last month we had as our guestspeaker Mr. Walter Burns, well knownto R.T.A. & C.S.E.A. groups, speak tous on pricing. With over 40 dealers inattendance the program was excellentand of extreme value.

STOCKTON

3rd Tuesday of Each Month8:00 P.M. Sciots Hall

The Stockton Chapter had its 2ndsession of a three part jam course ortransistor theory application & repair.Mr. Jack Hutt. local electronic engineerand instructor, was hired for this pro-gram. and diplomas will be given forcompletion. Several of our members arcrunning a co-op ad in the local papersthat carry the CSEA "Bug." Our chap-ter pays for part of the ad and theremainder by the individual shops.

EDITOR'S NOTE: Each month we send toeach chapter a report sheet with a self-ad-dressed envelope. It only takes 3 minutes tofill this out and drop it in the mail, postagefree. If your chapter is not covered in thissection it is because of a rum -reporting secre-tary. We sincerely hope that every chapterwill take advantage of this means of lettingothers Know what they are doing. This infor-mation can be extremely valuable in arrang-ing meetings, promotional ideas. etc. This isyour magazine . . . let's make pre that weuse it correctly.

SEPTEMBER, 196111

FORUM

Mr. Boh BergmanBergman TVLakewood, Calif.

Mr. Gene SheppardSheppard's TVTujunga, Calif.

Mr. Virgil GaitherTelevision CentralPasadena, Calif.

Mr. Harry WardWard BrothersLong Beach, Calif.

Mr. Dick DickinsonTelec TVSherman Oaks, Calif.

The Question:

WHAT CAN THE SERVICE DEALER DO TO IMPROVEBUSINESS WHEN THINGS ARE SLACK

A small ad reminding customers that we service other home electronic equipmentthan television usually attracts an extra $50 to $100 worth of service business,especially during the summer when our TV service load is light. We use a cornerof our regular service ad in our shopping area publication to simply remind people"We service transistor sets. portable radios, record players, stereo sets or autoradios." It helps consistently.

We've found the Welcome Wagon International has helped us build business thisyear. It costs about 95 cents per call on a newcomer. The representative of WelcomeWagon tells them about us. gives them a little premium gift, a hosiery dryer, andwe give them their first $5 service call for $3.50. It picked up -15 new customersfor us in one month!

When we need business, we simply increase our advertising. This works on thesale of merchandise as well as service. To move our merchandise we've had somesuccess with back door sales. distributor -developed promotions and direct mail.Service ads in the local paper do most to build repair business for us. It can't he aone-shot program. though. Repeating a message makes it soak in so that, whenthe customer needs service he calls you. The phone number is played up promi-nently in these. Also a special identification symbol. The one we use most effectivelyis "Home of Blue Ribbon Service" with a cut of a blue ribbon in the service adsor as part of our merchandise ads.

I simply go down the street looking at the rooftops. pick out the broken antennas,ring the doorbells and make extra sales. There's a great deal of business to befound this way and we get it in locations we can serve conveniently.

Our main business -builder comes from our having been here in this same businessand same location for twelve years. We run that fact, along with my picture andname to give the place a personal identification, in all of our advertising-alwayslittle institutional ads-and on our cards. We don't hesitate to ask for referrals andwe develop a great deal of business that way. Also we pass out ballpoint pens toour customers with our name, address and phone number on them.

12 MODERN ELECTRONIC SERVICE DEALER

, 11

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THE "FIRST IN QUALITY"CLEARLY PRINTED ON ALLRAYTHEON UNILINE TUBESGUARDS AGAINST CALL-BACK LOSS...ASSURESALL YOUR CUSTOMERS OFHIGHEST QUALITY SERVICE

RAYTHEON COMPANYDISTRIBUTOR

Crest Electronics Suppliers20018 Harbor BoulevardCosta Mesa, CaliforniaDow Radio Company1759 East ColoradoPasadena, CaliforniaRadio Parts Company2060 India StreetSan Diego, CaliforniaSanta Ana Electronics832 East 4th StreetSarta Ana, California

U. R. E. Electronics122 South Pomona AvenueFullerton, California

Cask Electronics Company210 E. Hardy StreetInglewood, California

PRODUCTS DIVISIONDISTRIBUTED BY

Mid -State WholesaleElectronic Supply Company467 Hill StreetSan Luis Obispo, Calif.Orvac Electronics112-B East OrangethorpeAnaheim, CaliforniaSampson Electronic Services843 Colton AvenueSan Bernardino, Calif.Tag's Radio & Television Supply14530 Calvert StreetVan Nuys, CaliforniaValley Radio Supply1134 33rd StreetBakersfield, California

Video Suppliers14526 Crenshaw BoulevardGardena, California

California Regional OfficesNORTHERN CALIFORNIA SOUTHERN CALIFORNIA

486 El Camino Real, Redwood City 225 No. Van Ness Blvd., HawthorneEM 9.5566 PL 7-4186

Elliott Electronics12189 Front StreetNorwalk, California

Ford Elecronics5431 CommonwealtnBuena Park, California

G & NI Wholesale Electronics5651 N. Rosemead Blvd.Temple C ty, CaliforniaThe Henderson Company628-30 N Alvarado Street'_os Angeies, CaliforniaIan Electronics803 E. Rosecrans BoulevardCompton, CaliforniaLogan's Electronics937 N. Pacific AvenueGlendale 2, California

RAYTHEON

West Covina Wholesale Electronics610 South SunsetWest Covina. CaliforniaWholesale Electronic Specialists482 BroadwayP.O. Box DOCathedral C ty. CaliforniaLee's Electronic Supply Co.1111 E. Belmont AvenueFresno, CaliforniaMilitary Electronics Supply1988 Fremont StreetSeaside, Ca iforniaPennisula Electronic Supply656 South First StreetSan Jose, CaliforniaUNITED RADIO L TV SUPPLY1403 W. San Carlos StreetSan lose, California

Radio Television Products Company2012 19th StreetSacramento 18, Calif.Radio Television Products CompanyW. 6th Street at OrangeChico. CaliforniaRadio Television Products Company3943 S. Market StreetRedding, CaliforniaSacramento Electronic SupplyCompany1219 "S" StreetSacramento 14, Calif.Styles & Engleman2255 Bancroft AvenueSan Leandro, CaliforniaAffiliated Electronics & TV Supply1550 Howard StreetSan Francisco, CaliforniaDealers Electronic Supply

800 Broadway StreetEureka. California

MOTOROLA this month introduced the first 23" color set that features the new popular rectangulartube. This new tube has been developed by Motorola Engineers and is several inches shorter fromfront to back than the conventional color tubes. According to the press releases "Motorola doesnot plan to enter tube manufacture but will make available its laboratory experience to tubemakers, and expects such a receiver to become a "practical reality" within a year or two.

Mr. Orrin B. Phillips of Pacific Grove, California,is shown here (left) being presented with a newA400 Winegard Amplifier by Mr. Glenn Higginsof Nystrom Brothers in San Diego. The amplifierwas given as grand prize to a recent Winegardpromotion.

. . . . PixWe Pick

Mr. Jim Dean, principal of Craig Electronics Ad-vertising Agency, left, and Frank Fern, CraigSales Manager, look over some of the storedisplays, banners and local co-op materialsthat will be used in a new Motorola promotionin Southern California. The promotion includes1000 -line ads in the metropolitan dailies offer-ing a Motorola "Set of the Month." The seriesis being kicked off with a "package" buy ofMotorola Portable Stereo Phonograph; 40 stereoalbums; and a mobile stand and rack to sellfor $159.95.

14MODERN ELECTRONIC SERVICE DEALER

by Walter SchottManager Distributor Sales Division

International Rectifier Corp.

The answer to this question is affirma-tive only if the service technician rec-ognizes present developments in the elec-tronic industry as such.

This is an ear of "reliability" and"automation." It is also an era of elec-tronification.

In talking about the Service Business,one usually meant Entertainment TypeElectronic Equipment. This means, TV,radio. photographs and audio. The serv-ice and installation business for thistype of equipment saw an unprecedent-ed growth in the late 10's and 50's. Thetelevision -phonograph -tape recorder-Hi-Fi boom increased the need for servicemanyfold. A regular industry developedfrom small shops to sizable organiza-tions. Will this business continue togrow and boom?

If we limit our analysis to entertain-ment type equipment, we cannot seemuch growth in the future. In fact, theexpansion stopped a year or two agoand the service business seems to beabout holding its own presently.

Things do not, however. remain static-they either go up or down and. un-fortunately for the radio-tv service busi-ness it appears more "down" than "up"when projected for the next 5 to 10years.

There is no one specific reason forthis trend but many. Let's analyze them.

The service of radio as such. has be-come a very minor factor. Most radiosnow sold are relatively inexpensive andit doesn't pay to have them fixed. The

NEW HORIZONS

FOR THE

ELECTRONIC

SERVICE

DEALER

need for service calls has also dimin-ished in view of the growing use oftransistors and other semiconductorswhich require much lower operatingvoltages thereby eliminating many com-ponent failures. This holds true particu-larly in automotive radio service where12 volt operation without vibrator, pow-er supplies, tubes and other componentssubject to frequent failure, reduces serv-ice needs considerably.

The situation with television serviceis different, but not much more encour-aging.

Some fairly reliable statistics indicatethat ten years ago the average set re-quired two service calls per year. Thisfigure has been reduced by a factor ofalmost four to one which means that theaverage set today requires only 1 to 11/2service calls every two years. The majorreason for this reduced service require-ment is the much greater reliability ofthe components, better quality controlby the manufacturer. intelligent use ofautomation to further increase reliabil-ity, fewer tubes, more semiconductors,lower operating voltages. etc.

Another reason for reduced profes-sional service calls is the growing "DoIt Yourself" trend. Captive service byset manufacturers also is taking a siz-able amount of the business away fromthe independents.

With the industry, as a result of thespace age, becoming more quality con-scious and insisting on more reliablecomponents all the time, the need for

service on radio-tv and related equip-ment can only decline in the future.Such decline, however, will be partlyoffset by the greater amount of sets inuse due to increased population and in-creasing standards of living. But, onecannot be expected to offset the other.

Aggressive Dealer

The aggressive service dealer will notsit by idly to see a market decline. Infact, he won't he satisfied by just hold-ing his own. In a stable or decliningmarket an increase in business can onlybe had in one of two ways. One is to geta larger share of the available businessthe other is diversification. There arelimits to "taking the business away fromothers.- The average radio-tv service-man is not an astute businessman and isoften in the business not so much tomake the maximum amount of moneybut because he loves it. It is his businessand his hobby. He is not likely to giveup. Competition. for whatever businessthere may be in the future, will hegreater rather than less. Therefore. theother alternative, namely diversification.seems much sounder, from a logicalbusiness point of view.

Fortunately, such diversification canbe attained. The only requirements arean open mind and the ability to recog-nize trends and adjust to a changingmarket.

The first requirement would be theelimination of the term "radio-tv serv-

(Continued on Page 16)

SEPTEMBER, 1961 15

NEW HORIZONS(Continued from Page 15)

ice dealer. That in itself indicates thescope of the business. The proper titlefor the business should be "ElectronicService" or "Electronic Maintenance."

We are in an electronic age. Manythings which were operated manually.mechanically or electrically will. in thefuture, he controlled electronically. Thesimplest examples are howling alleys orelevators, which. until very recently,were operated by individuals. You willsee less and less elevator operators orboys working as "pin setters." Electron-ics has taken over.

Presently. household equipment andoffice machinery is undergoing radicaldesign changes and rather than beingpurely mechanical or electro-mechanical,electronics will take over within a dec-ade. Your automobile of the future willhave many semiconductors and elec-

tronic circuits. Starter ropes on outboardmotors will be a thing of the past withthe advent of the Alternator semicon-ductor bridge circuit) and push button,will be the norm.

There is an unlimited field for elec-tronic service. You may call it industrialservice or commercial service or just"service." The field is wide open and itcan only go one way and that is "UP."

Technically, it should present no prob-lems in this radio-tv serviceman becauseanyone able to fix a TV and particu-larly a color TV, is more than qualifiedto repair practically every type of elec-tronic device.

I ',limited Field

If one limits 4,1,. -elf to radio-tv ser% -ice. he creates a situation similar to theradio serviceman who did not expandinto TV when it became popular. He isno longer a factor-in fact, he is prob-ably not in business today.

The expansion into industrial -com-mercial electronics will not be as easyas the switch from radio to TV. Thatchange -over was a "natural." The in-dustrial field is developing slowly. Itwill not be easy to enter this field andit cannot be expected to be profitablefrom the start. But the business will bethere and it will be increasing at an un-precedented rate.

HOWARD SINGERNEW SECRETARYOF CSEA

Mr. Howard Singer was recently

elected to the office of Secretary on the

Board of Directors of the California

State Electronics Association filling the

vacancy of Howard Bogge who resigned.

When accepting the new position Mr.

Singer stated that he promises a vigor-

ous effort towards the fullfilment of theCSEA goals.

3In Almon=HEINTZMAN

It seems a long distance betweenCalifornia and Detroit. but the

fame of a man of great staturereadily spans the many miles.Service leaders throughout the

-tate were shocked and grieved tolearn of the loss this summer ofKarl Heintzman whose great workss ith the Television Service Asso-ciation of Michigan has lent lustreand prestige to the entire servicefraternity. He was the anchor manin securing the enactment of themodel legislation that went far toprotect the public of Detroitagainst the unscrupulous element,That had invaded the service field.His strong voice, his magnetic per-sonality and his penetrating in-sight did as much to enhance thedignity of our profession as anyman living. His knowledge and in-telligence helped forge the power-ful Telecto organization of the sev-eral independent service firms par-ticipating so that central service!night be rendered by independentbusinessmen rather than factories.Our whole field is a better one be-cause Karl Heintzman was in it.And his memory will inspire those,if us remaining in it to seek con-stantly for the pride and dignityKarl helped us realize is our in-herent right.

THESE AUTHORIZEDDISTRIBUTORS CARRY COMPLETE

STOCKS OF SENCORE"TIME SAVERS"

NORTHERN CALIFORNIA DISTRIBUTORSBERKELEY

Pacific Radio Supply, Inc.,2801 Shattuck Ave., Berkeley, California

CHICODunlap Electronics,

824 Cherry Street, Chico, CaliforniaFRESNO

Dunlap Electronics,355 "M" Street, Fresno, California

MERCEDDunlap Electronics,

234 W. 17th Street, Merced, CaliforniaMODESTO

Dunlap Wholesale Radio Co.,1503 McHenry Avenue, Modesto, California

MONTEREYMonterey Electronics,

350 Del Monte Avenue, Monterey, CaliforniaCalifornia TV Supply,

2454 Del Paso Blvd., North Sacramento, Calif.OAKLAND

Cass Altshuler Co.,801 7th Avenue, Oakland, California

E. C .Wenger Co.,1450 Harrison Street, Oakland, California

SACRAMENTONorcal Electronics, 1115 "R" St., Sacramento

SAN FRANCISCOAssociated Radio Dist.,

1583 Howard Street, San Francisco, CaliforniaEdisco,

5901 Mission Street, San Francisco, CaliforniaZack Electronics,

1426 S. Mission Street, San Francisco, Calif.Wresco,

140 9th Street, San Francisco, CaliforniaSAN JOSE

Peninsula Electronics,656 S. First, San Jose, California

Quement Dealer Elect.161 San Fernando. San Jose, California

SIN I MOROStyles & Engleman

2255 Bancrua, San Leandro, CaliforniaValco Electronics,

1330 Davis Street, San Leandro, CaliforniaSANTA ROSA

Basham-Christensen Co.2400 Mendocine Avenue, Santa Rosa, California

STOCKTONDunlap Radio & Television Supply Co.,

27 S. Grant Street, Stockton, CaliforniaFRESNO

B. 1. Delarnatt, 223 Fulton, Fresno, Calif.REDWOOD CITY

Valco Electronics,713 Arguello. Redwood City, California

PLEASANT HILLValco Electronics

1492 Contra Costa Hwy., Pleasant Hill. Calif.SOUTHERN CALIFORNIA DISTRIBUTORS:

BURBANKAndrews F I ec t cs,

1500 W. Burbank Blvd., Burbank, CaliforniaEL moNTE

Kimball & Stark.709 S. Tyler Avenue. El Monte, California

GLENDALEWestern Electronic Supply Co.

229 South Orange, Glendale, CaliforniaLONG BEACHKiesub Corp.,

640 W. 16th Street, Long Beach, CaliforniaKiesub Corp.,

1162 Industrial Avenue, Oxnard, CaliforniaKiesub Corp..

14511 Deland Street, Van Nuys, CaliforniaKiesub Corp.,

910 W. 11th Street, San Bernardino, CaliforniaKiesub Corp.,

2615 "F" Street, Bakersfield, California.Deans Electronics,

2310 American Avenue. Long Beach, CaliforniaLOS ANGELES

American Electronics Supply,567-69 South Fairfax, Los Angeles, California

Scope Distributors,14127 S. McKinley Avenue, Los Angeles, Calif.

Radio Television Supply Co.,2025 S. Figueroa Street, Los Angeles, Calif.

Radio Products Sales, Inc.,1501 South Hill Street. Los Angeles 15, Calif.

ONTARIOPomona Valley Electronics,

222 W. "B" Street, Ontario, CaliforniaSAN DIEGO

Western Radio & TV Supply,1415 India Street, San Diego, California

Nystrom Bros. Co.,2426 Fourth Avenue, San Diego, California

Shanks & Wright, Inc.2045 Kettner, San Diego, California

VENTURAWholesale Electronic Supply.

265 South Laurel Street, Ventura, CaliforniaWholesale Electronic Supply,

209 W. Canon Perdido St., Santa Barbara, Calif.Wholesale Electronic Supply,

311 N. McClelland, Santa Maria, California

16 MODERN ELECTRONIC SERVICE DEALER

THIS IS SERIOUS(The picture tube fraud ... of vital concern to your business)

ARE YOU ON THE LIST OF DEALERS AND DISTRIBUTORS WHO ARE GUILTY?

ARE YOU BEING USED AS AN INSTRUMENT OF DECEPTION IN VIOLATION OF THE FEDERAL TRADECOMMISSIONS RULES GOVERNING THE RADIO AND TELEVISION INDUSTRY FOR PROTECTION OFTHE PUBLIC INTEREST??? YOU HAD BETTER FIND OUT FAST, AND IN WRITING.

THE DEALER IS IN VIOLATION IF ... he is selling picture tubes AS containing ALL NEW parts andmaterials except for the glass, WHEN ACTUALLY, THE TUBES MAY CONTAIN USED PHOS-PHOR SCREENS, USED CONDUCTIVE COATING, AND USED ALUMINIZATION.

The dealer must make a full and truthful disclosure, on his invoice to his customer, ofexactly what is used in the picture tube he is selling. If you are a service dealer, foryour legal protection, it is a wise recommendation to get a letter from the manufacturerstating whether or not any of his tubes contain used phosphor screens, used conductivecoating, used aluminization or any other used component. This letter will enable youto make the required disclosure on your invoice to the customer without jeopardizingyourself.

THE DISTRIBUTOR IS IN VIOLATION IF...he does not make a full disclosure of the nature ofthe picture tube he sells to the dealer, on his dealer price sheets and on his invoice to the dealer.

The distributor as well as the dealer should get written confirmation from the manu-facturer as to what is used in his particular tube. This is necessary for the distributorto protect himself as well as to enable him to make his proper disclosure.

THE MANUFACTURER IS IN VIOLATION IF ... he does not make a full and truthful disclosure ofexactly what is used in his picture tubes. This disclosure must be prominently shown on the tube,on the carton label, on the distributor price lists, on the warranty card, and on his invoice to thedistributor.

A GREAT NUMBER OF MANUFACTURERS ARE SELLING TUBES THAT CONTAIN USED PHOSPHORSCREENS, USED CONDUCTIVE COATING AND USED ALUMINIZATION. THEY ARE FALSELY REPRESENT-ING THEIR PRODUCT BY STATING THAT IT CONTAINS ALL NEW PARTS AND MATERIALS EXCEPTFOR THE GLASS. IF YOU ARE SELLING THESE PRODUCTS WITHOUT DISCLOSING THESE FACTS, YOUARE JUST AS MORALLY, ETHICALLY AND LEGALLY RESPONSIBLE. ( Ignorance of the law is noexcuse.

IN VIEW OF THE MANY PUBLIC COMPLAINTS, THE FEDERAL TRADECOMMISSION HAS BEGUN AN ACTIVE INVESTIGATION INTOALL SEGMENTS OF THE REPLACEMENT PICTURE TUBE INDUSTRY.

IIII

To whom it may concern :

Calvideo Electronics Inc. states that each and every picture tube leaving its factory contains 100% new - phos-phor screens, conductive coating, aluminization, quality electron guns, and that each tube bearing the Calvideo

I label has passed inspection meeting the industries highest quality standards. The only used portion of the CalvideoI tube, like other major brands, is the envelope which is carefully inspected to meet the standards of the originalI new envelope.

0

II

August 1, 1961PUBLIC STATEMENT OF POLICY

Calvideo Electronics Inc.

NOTE: Calvideo has repeatedly made these statements in trade journalsand in print. With the exception of the nationally advertisedbrands, to this date, Calvideo has been the only independent

1

company to publicly state the nature of its product in spite ofnumerous challenges.

Calvideo Electronics Inc.

scirytim,,P44,kStephen TidikPresident

d 1

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..

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"r '.i cfliCt

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ACCUSED AND

CITED BY THE

FEDERAL GOVERNMENT

THIS COULD BE YOU MR. DEALER .....

WrsSENCURE

A new day is dawning in electronics. Transistors are here tostay ... they are now being used everywhere; in radio, television, Hi-Fi,intercoms, and in nearly all new electronic equipment ...

Why put off transistor circuit servicing any longer...(here's gold in them thar hills. But you must beequipped to do the job fast and efficiently. Here arethe tools that you will need.

NEW SENCORE TRANSI - MASTERThis Tester will analyze the entire circuit in minutes and test transistorsin -circuit or out of circuit. Here is how you can pin point troubles stepby step.First, check the batteries with the 0 to 12 voltmeter. If the batteries areO.K., check the current drain with the 0 to 50 milliamp meter. A specialprobe is provided so that you do not need to break the circuit. Excessivecurrent indicates a short; low current indicates an open stage or crackedboard. All PF schematics indicate average current.If trouble is not located by now, isolate the trouble to a specific stageby touching the output of the harmonic generator to the base of eachtransistor and note spot where sound from speaker (or scope where nospeaker is used) stops or becomes weak. The generator becomes a sinewave generator for audio stages to help find distortion.If trouble points to a transistor, check it in a jiffy with the exclusivein -circuit power oscillator check provided by the TR110. A special probeis also provided for this.If the transistor checks bad in -circuit, remove it and give it an out ofcircuit check with the oscillator check or the more accurate DC check.The DC check is provided for comparison reasons, experimental or engi-neering work and to match transistors in audio outputstages. Beta (current gain) is read direct or on a good -bad scale for service work. DEALER NET. ONLY 495°

NEW SENCORE TRANSISTOR1,, AND DIODE CHECKERHere is a low cost tester that has become Amer-ica's favorite. The TR115 provides the sameDC out of circuit checks as the TR110; leakageand current gain. Beta (circuit gain) can alsobe read direct or as good or bad. Opens orshorts in the transistor are spotted in a minute.The TR115 checks them all from power tran-sistors to the small hearing aid type. Japaneseequivalents are listed also. This famous testeris used by such companies as Sears Roebuck,Bell Telephone and Commonwealth Edison.New circuits enable you to make service checkswithout set-up charts even though charts areprovided for critical checks.

Model TR115Dealer Net$1995

Now in stock atyour AuthorizedSencore Distributor

MADE IN AMERICA

Tests all transistorsin -circuit or out -of -circuit

Model TR110It's a COMPLETE TRANSISTOR TESTER SIGNAL TRACER VOLTMETER BATTERY TESTER MILLIAMMETER

SENCORE BATTERY ELIMINATORAND TROUBLE SHOOTER

For replacing batteries during repair.Many servicemen say that they wouldn't serv-ice transistor circuits without this power supply.The tried and proven PS103 is a sure fireanswer. It can be used to charge the nickelcadmium batteries as well. Dial the desiredoutput from 0 to 24 volts DC and read onmeter. Low ripple insures no hum or feedback.Total current drawn can also be read on thePS103 by merely flicking the function switchto milliamps. The PS103 is the only supplythat will operate radios with tapped batterysupplies such as Philco, Sylvania and Motorola.No other supply has a third lead.

Model PS103Dealer Net*1996

ENCOREADDISON, ILLINOIS

SEPTEMBER, 1961 17

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DERN

eleconicaeivice dealer

PRESIDENT'S MESSAGE

ROBERT WHITMORE

As we approach the much anticipated busy season of theyear, let us not forget that some of our activities cannot beoverlooked and ignored. We must not relax for a momentour efforts toward legislation in order to raise our industryfrom the mire in which we find it at the present time. Al-though only a very small percentage of the shops are caus-ing all the shouting, and crys of it being a crooked business.all of us are receiving our share of the doubt from theconsuming public. In a business such as ours, it is veryeasy for the misunderstandings to come about. After all,ours is a very intangible service and many times it mustseem to a customer that the trouble was very simple, how-ever, they don't seem to realize how many hours of train-ing and study have gone into being able to make even thesmallest repair. It behooves us, I think to take the timeto explain to the customer, it isn't always as simple as itmay seem on the surface. In this way I believe we canhelp alleviate the feeling that we are overcharging. Afterall our prices must be competitive, hut, at the same timeit should give us a profit. I know of no business whichstays in business very long unless sufficient profit is madeto warrant its continuance.

Your Board of Directors at the last meeting made itpossible for a membership drive like we have never seento be launched. This is one activity which cannot be re-laxed at all. We need each of the chapters to appoint anactive membership chairman to be called upon by our statechairman, and who will get out and get the job done. Wehave tremendous potential, if only we'll work on it. Pleasedon't just sit back and expect some one else to do all thework, for it will never get done. Pitch in with a little driveof your own. and see that the other fellow does likewise.

Our magazine is coming along nicely. We do need, how-ever, more chapter news to make it a complete success.I've heard complaints that none of the chapter news of aparticular chapter is ever mentioned. If this happens,there is only one reason. The ressponsihility must be placedon your chapter reporter. Our publisher cannot possiblyknow all the activities in which all chapters are involved.If you send it in. it will be printed. Get an aggressivereporter to send in news of your chapter. Everybody wantsto know what is going on everywhere else, and only throughthis means can we let them all participate.

We are working now with the BBB in order to try toraise the standards of the industry. More to follow on thisas we progress.

18 MODERN ELECTRONIC SERVICE DEALER

"Thanks-but no thanks!" said thetelevision dealer. "I've had it-as far asindoor antennas are concerned. It hardlypays to handle them anymore . . . theway the prices have been footballedaround. How much money can a guymake on a 99¢ (retail) pair of rabbitears? ? ?"

This presents a daily selling problemtough enough to test the mettle of themost indomitable distributor salesman.

Selling indoor television antennas on astraight product as well as a traffic itembasis used to be a profitable operationfor most television servicemen and re-tailers. A standard pair of "rabbit ears"that cost the dealer $1.85 would find aready buyer at $2.95-or perhaps morenot too long ago. Soon, however, as oneretailer after another began to trim hisprice to meet competition, the indoor

Portable TV Indoor

Antennas are

With the advent of portable TVreceivers on the home entertainmentscene in February, 1955, the TV re-tailer had the only standard type top-

of -the -set rabbit ears to tie-in withtheir sale. These outdated "model T"indoor antennas could not commandany higher selling price than in thepast. Instead of boosting the dealers'profit, their sale merely fell in linewith the then current overall lowmark-up on portable TV receivers.There was no selling reason why the"rabbit ears" than was customary inthe past.

But the radical engineering ad-vances and styling innovations ofportable televisions soon affected the de-sign of the indoor antenna needed forits performance. The industrial designersof the manufacturer discarded all former

Today's "Sleeper" Play in TV Selling

By

JAMES SARAYIOTEA

JFD ELECTRONICS

TV antenna's once sizeable mark-up waswhittled down to pennies. Many chainsand discount houses converted indoorantennas into loss leaders. Some opera-tors often included the antenna free withthe set as an added incentive for theprospective buyer. Who could blame thehard-pressed retailer who looked askanceat profitless indoor antenna volume?

But-despite these deflating factors-you can still sell the right kind of indoorantennas at a profit-and a decent oneat that.

Mark the difference! . . . by the rightkind we mean the type of indoor an-tenna whose basic design and applica-tion are sufficiently unique to warrant ahigher and more equitable charge.Namely: indoor antennas for portableTV receivers.

Growing Portable TV PopularityOffers Uew Profit Opportunity

In 1955, 250.000 portable TV setswhere purchased on the retail levelin 1956, 1.500,000; and in 1960, 3,-000.000 units were sold. Today, 50%of all TV receivers manufactured andsold are portable types. This thrivingmarket, which will continue to growsubstantially in the coming years.offers operators the opportunity toearn markedly increased indoor TVantenna sales with commensurateprofits.

outside -of -the -set types. They demandedthe indoor antenna integrated into thecabinet so as to present as unbroken asilhouette as possible. To effect thismajor change in indoor TV antennas,the receiver designers called on the an-tenna producer for assistance.

As a result .every retailer engaged inportable TV set sales now has availablea compact. back -of -the -set, out -of -sightindoor antenna that really "belongs"with its respective model. Each is cus-tom designed to match the cabinet instyle, color and size. Most 1960 cabinetseven embody cut-outs in the rear to ac-commodate the antenna. By virtue ofthis new look, prospects no longer class-ify the portable TV indoor antenna as ahybrid appendage but as a necessary andcomplementary part of the equipment ofthe receiver. Very much like the relation-ship of an auto radio to the auto itself,for example.

Creates New MerchandisingConcept

This shift in indoor antenna merchan-dising and consequent consumer attitudeopens wide two avenues to greater profitsfor indoor TV antenna merchants: (1)more indoor antenna tie-in sales withnew portable TV receivers and (2) moreportable TV indoor antenna replace-ments.

Dealers will agree that more portabletelevision sales still do not overcome

SEPTEMBER, 1 961 19

their lack of a high mark-up (even ifsold at recommended retail price). Butmany profit -conscious retailers are nowmaking up the difference by selling anexact factory duplicate antenna witheach receiver-at full price. Very oftenthe profit earned matches that of theportable sold.

For example. the Westinghouse 17inch portable TV receiver model 17T177lists at $169.95 without its antenna.(Comparatively feu, manualeturers sup-ply the antenna with the set.) The JFDantenna model TA154 listing at $16.95designed to fit this set, costs the dealerapproximately $2.50. In making thisextra sale, the dealer meets little or noresistance-and, frequently, tlw indoorantenna goes to the customer at fullmark-up-with the important plus of noirksome call-backs or returns to nibbleaway profits later.

Replacements PresentBiggest Piptential

By the same token, when a portableTV set owner returns to the shop or storeto replace his broken or damaged an-tenna. he expects to pay as much as itcost him originally . . . perhaps evenmore. He considers the "built-in- port-able TV antenna replacement in thesame class as the repair or replacementof a yoke or tube or transformer-and isprepared to pay anywhere from $6.00 to$10.00 for it-not the 99¢ a conven-tional table -top indoor TV antenna goesfor. When you stop to think of the fre-quency of such portable TV antennabreakage (their average life is approx-imately 11 months) multiply it by the4 million portable TV's now in use, youcan begin to appreciate the potential.And, it's going to "snowball" at the ratioof portable to other type monochromeTV receivers sales continue to soar. To-day it is estimated at 50 per cent andindustry staticians expect it to reach 60per cent in three years.

Now, imagine the tremendous port-able TV antenna dollar volume ahead.In tie-in sales with new sets; approxi-mately $20.000,000.00 in 1961 (figur-ing on 2.500.000 units at an average re-tail of $8 each In replacements: $16.-000,000.00 for the year ) based on 2,-000,-000 units at an average retail of $8

The portable TV antenna market is growinglarger each day and the future is bright foradditional service sales.

each). And it's only the beginning.

Consider also that table, console andall other TV types lend themselves ad-mirably to back -of -the -set out -of -sightportable indoor antenna installations.This is a lucrative market in itself. youcan well appreciate.

Let's compare these estimates to someautomotive parts business statistics for abetter appreciation of the possibilities.In 1960, over 15 billion dollars wasspent on passenger vehicles on the retaillevel. In the same year 4 billion dollarswas spent on auto parts from wholesaleto dealer. After dealer markup and laborwas added. the total parts and repairtab for America's car owners totaled 7billion dollars I not including gas, oiland tires 1-about one-half the total re-tail price of autos purchased in 1960.

Sounds almost unbelievable. doesn't it?How does the automotive industry do it?Simple. Did you ever hear of an autorepairman or auto dealer replacing anauto antenna for 99 cents?

Television servicemen and dealers!. . . need more be said? Isn't it timeto step out of bush-league profits? Giveportable TV antenna sales and replace-ments extra emphasis by featuring themand promoting them in your daily oper-ation and watch your profits respondaccordingly.

EASY TO ASSEMBLE . is the key note to thenew Tube Toter being used by CalvideoElectronics.

CALVIDEO FIRST TOUSE NEW"TUBE TOTER" CARTON

Gil Sherman, Vice -President of Cal -video Electronics, Inc., announced to-day that all picture tubes manufacturedby his firm will be shipped in the revo-lutionary new "Tube Toter" startingSeptember, 1961.

He further stated, "We are proud tobe the first manufacturer in the worldto use this much needed development inpackaging."

The patented "Tube Toter" carton isthe first major advance in cathode raytube packaging since the inception ofthe picture tube in 1948.

For many years the industry frommanufacturer to distributor to servicedealer has had a growing problem offreight costs, handling, safety and ware-house space consumption.

Calvideo Electronics, Inc., 1961master expansion plan is still on sched-ule. Plant facilities are being expandedand will be completed by the end ofthis year. Production will be doubled tokeep pace with the increased demand.

Calvideo sales through July of thisyear are 35(,' ahead of the same periodin 1960.

DRAMATIC ILLUSTRATION of the new Tube Toteris shown here indicating ease in assembly,handling and strength.

20 MODERN ELECTRONIC SERVICE DEALER

Your Future May

Depend Upon Your

Knowledge Of

TRANSISTOR SERVICING

By EllW FLAN 11.tNVice President. sales Sencure, Inc.

at *oh

SEPTEMBER, 1961

'I'

Back in 1946 when TV was first introduced to the generalpublic, a lot of old time radio servicemen decided they justweren't going to make the transition from radio to TVservicing. Perhaps they felt TV was just a new (angled"gadget" and wasn't here to stay. Now, several experts inthe field have analyzed the trend toward transistorizedequipment and their conclusion is that proportionately,even less servicemen will make the transition to transistorservice work.

Well. if you are not already aware of it, the transistor ishere to stay. Ever since the transistor came out of the BellTelephone labs a little more than 10 years ago, it hascaused one of the greatest upheavals this industry of ourshas ever seen.

Here are a few facts you might ponder. EIA figures showthat there are some 8 to 9 million transistor radios beingsold in the US each year. Add to this the fact that thetelevision set manufacturers are getting ready to releasea number of transistorized TV sets. This doesn't even in-clude all of the transistorized intercoms, communicationequipment. office equipment and what have you that ishitting the market every day. The cor,clusion is that ifyou are not in the transistor servicing business within thenext couple of years. vou are not going to be in businessat all.

The answer is obvious. Now is the time to get into thistransistor business because it can be a most lucrative busi-ness. How do you start? Simply by doing it. There isn'tthat much difference between the regular tube radios youare used to working with and the transistor radios.

After you have made the decision to get into, the firststep is of course to get yourself some reliable equipmentwith which to do the job. Here are a couple of tips thatshould be useful to you. First of all, you can buy equipmentthat ranges all the way from a few dollars up to severalhundred dollars. Basically. what you would want is some-thing that is relatively easy to use. gives you go -no go in-dications and is relatively inexpensive. The most importantaspect you should consider is being able to get an instru-ment that can do as much as possible to aid your servicing.give you both an in -circuit and out of circuit check andstill be accurate enough to save you time.

Secondly, the most important things you need to look forare: 1) something to measure the batteries under load. 2)a milliammeter with a workable range of from 0 to 50 ma.to measure current drain. 3) a signal generator capable ofputting a signal through every stage of the radio withoutyour having to retune, and 4) a good transistor tester thatcan give you both in -circuit and out of circuit tests. Thein -circuit test is so important because so many radios havethe transistors wired in and are sometimes difficult to get

-tp This should be backed up with a good out of circuittt "C

If you havL. -7,ibnstrument or instruments with these quali-fications, actual., have everything you need to startservicing transistor (.1°-..'A. If you don't already have awell filtered, variable DC then you might considergetting one. They can be most

This is all it takes to get into transistot Nee work. Witha little practice and experience. you can sc.." .be makinggood profits with a small investment. Now is the L. <3started if you don't want to become another busines- it.

tistic. If you miss the boat this time, it might not sail agan.. .00

21

=MI

CL.

LLII0I

ASK SI ? ? by Si1Natliefison

A New Feature that will answer any questions regardingBusiness Procedures. Write to Si at MESD.

Q. How can I route my trucks efficiently?A. Get hold of a large map of the city and mount it

securely on a wall. You can get corkboard from alinoleum store. Use colored tacks to locate the nextday's service calls, tacks of many colors for many daysif you work that far ahead. You can see their patternsand grouping that way. Don't feel required to send thesame man back on each individual customer unlessit's an especially difficult job.

I . Is there some way I can check up on the efficiency andhonesty of my men?

N. Try using the double postcard method, or a letter con-taining a business reply card. On the part going to thecustomer thank them for calling on you. Tell them ofyour resolve to give them the finest service possible.Assure them they can help by filling in the reply card.

On the reply card, use such a message as:"We have found your service 0 good 0 fair"Your servicemen are neat andcourteous 0 yes 0 no"Your representative arrived at thetime promised 0 yes 0 no"We paid him the following amount $"Remarks"Name /9Address

It will also give you some excellent evidence to showcustomers what others think of your service.

How can I bridge between being a service dealer anda stereo, radio and TI' retailer?It depends largely on your capitalization and location.If you're loaded, just phone the distributor of the brandyou would like to handle and chances are you'll haveno difficulty getting a good franchise. Use the YellowPages or write MESD to find the distributor servingyour territory.

If you're operating on Very limited capital. startingout by selling used, reconditioned merchandise 1%,,tildprobably be the best beginning. A classified ad is mirbest and most economical ad medium for these. l semore imagination than calling them "Used." though.Try "Experienced." "Pre -owned." "seasoned veteransets." or "Rejuvenated."

Whatever you do, though. keep the merchandise look-ing better than most service dealers do their shops.This means dusted and polished, with attractive signsor cards identifying it and TV sets hooked up. Thenalways sell at a profit and you're on the right track.Stick it in the mail boxes in the territory you can servemost economically and efficiently.

Q. How can I compare my operating statement with somestandard of other service dealers, to see how we stackup?

A. You can't. So far no really reliable study of servicedealers' operating cost has been developed by the or-ganized service firms, to our knowledge. A retailers'organization attempted it two or three years ago butresponse was insufficient. This is one of the few industriesof any importance in which costs of doing businessstudies are not conducted. If you would be willing toparticipate in such an activity, with the distinct under-standing that your information would be kept confi-dential. write to the editor of MESD saying so. Maybethat will help get it started.

Q.

A.

22 MODERN ELECTRONIC SERVICE DEALER

Distributor of the Month

A New Feature

That We Hope ToPresent At

Different TimesThroughout The Year

C. W. "Pat" Dunlap

HH E AR1 O

- ELECTRONICS

FOLND: A PARTS JOBBER WHO NEVER COMPRO-MISES ON THE MATTER OF SELLING TO CONSU-MERS. And he's doing fine, thank you!

Now it's reasonably certain that Carter D. "Pat" Dunlapisn't the only parts jobber in the West with this customer -minded philosophy. Those who share his vicws on sellingwholesale only to customers legitimately entilled to whole-sale purchases will find comfort in this story. Let'shope the others will find reassurance that wholesalers whojust wholesale win loyalty of quantity purchasers, and takeguidance therefrom.

Pictured here is anexample of the typeof Dealer Sales Sem-inars held at differ-ent Dunlop Storesthroughout the State.

C A l t F

Dunlap Electronics uses the slogan, "Dunlaps-the Housethe Dealers Built, in all ten of their stores. You see "Whole-sale Only" written on the door of any of these stores.

Dunlap means it.Many of the techniques Pat Dunlap used to build his

big. impressive chain from one little Stockton store, openedin October, 1916, can be modified to suit the service dealerand a report on them will help familiarize him with someof the things faced by his suppliers.

To give you an indication of where the Dunlap organi-zation went from its modest beginnings: there are nowDunlap stores in Chico. Marysville, Sacramento, North Sac-ramento. Pittsburgh, Walnut Creek, Stockton, Modesto,Merced and Fresno.

At the time this was written. Dunlaps were just wrap-ping up plans for the purchase of Saviers, the oldest partshouse in Reno, which will complete their coverage of North-ern Nevada. And they will he selling stock in Dunlapsthrough a private offering this month. Indicative of theconfidence service dealers have in the firm, they are amongthe first to buy stock in it.

Now how did all this come about?The first step was a philosophy, a set of principles by

which the firm operated. They haven't changed much sincethe beginning, so we'll them as the firm states them cur-rently. But first it is worth noting that they get these prin-ciples communicated to their customers. Dunlap does itthrough Dunlap Electronic News, their four -page monthlybulletin. You can do likewise through mailings to yourcustomers, handbills, or community or city-wide newspapermessages.

SEPTEMBER, 1961 23

A FEW OF THE DUNLAPSTORES IN CENTRAL CALIF.

MARYSVILLE

NORTH

SACRAMENTO

095 kDIO & TELEVISIONSUPPLY CO.

.00

rnthl IC

r".772c", --r-

CHICO

STOCKTON

FRESNO

STOCKTON

. 11.11-11-1dit

- PM 91

These operational principles include: Minimizing servicedealer inconvenience by keeping a very large an rangyparts inventory on hand. Handling top brands. Savingcustomers expense and delays by giving fast warrantyservice on tubes. Avoiding dealers' waling in line behindtheir customers in the Dunlap stores by selling wholesaleonly. Liberal warranty policies. Practical credit arrange.ments. Personnel qualified to give service dealers expertguidance. Keeping the place organized and attractive sothat customers have no difficulty finding what they seek.And prompt free delivery.

Seeing that there was sometimes a delay in getting badly -

needed parts orders to the branch and getting the merchan-dise delivered, in 1953. the Dunlap organization startedwhat they proudly describe as "the nation's largest radiocommunication system privately owned by an electronicsdistributor." This equipment now covers 10 base stationsin the 10 stores and nine mobile units and three repeaterstations.

Among the benefits Dunlaps derives from this majorinstallation are: faster handling of rush orders, complaintsand emergencies; giving of credit information to branchstores; inventory control (slow -moving items being stockedin just three branches); branch management control, im-mediate information conveyed or questions asked betweenstores; and lastly personnel control since it's easier to keeppeople on the move and informed when they're tied toyou by radio.

DUNLAP ELECTRONIC NEWS

The monthly Dunlap Electronic News as a how -to -do -it"newsletter carries information to validate the sincerity ofDunlap -s contention. "I'm only as strong as my customers."

Here can be found important bits of information for theelectronics service dealer. "Small Claims Court Procedures.""Dealers' Credit and Collection Policies" and meaty articlesof similar worth are sent to the many hundreds on theDunlap mailing list.

Constantly training his own people and making trainingavailable in the form of Sales Seminars for customers ofthe firm is another Dunlap contribution to sounder opera-tions in the service industry .

The handsome young jobbing executive responsible forall this. Carter W. "Pat" Dunlap, graduated from the Collegeof the Pacific in 1940, attended the Harvard GraduateSchool of Business in 1940-41 and served as a sales engi-neer for liemitn.lon-Rand until World War II. He servedas a naval officer from 1912 through 1946.

Upon discharge from the Navy with the rank of Lieu-tenant. Mr. Dunlap was employed by a Navy colleague.Frank Quement of San Jose to learn the radio parts businessso that he could eventually operate his own business. Hisbusiness training and tutelage based on Mr. Quement's 20years in the field gave him thorough indoctrination in theparts business. as te growth of his firm shows.

He is married to the former Barbara Albertson of Stock-ton and they have two children, Natalie 11, and Carter,Jr.. 5. He is also a member of the Stockton Rotary Cluband the San Francisco Commonwealth Club. He is a trusteeof the First Congregational Church.

Full as is his program. he still takes time to serve hisindustry. as witness his service on the Board of Directorsof the National Electronics Distributors Association from1956 to 1958, membership in the Electronics Industry ShowBoard Corporation from 1958 to 1960. Vice Presidency ofP.E.T.S. 1960-1961 and membership in the Electronic Dis-tributors Research Institute.

24 MODERN ELECTRONIC SERVICE DEALER

MODERN

I aervire dealerRound -up Of Products We Feel Will Be Of Interest And

Benefit To The Electronic Serrice Dealer

NEW PRODUCTS

FROM B 8 K. . . A new Dvna-Quik Mode I 700obsolescence -proof dynamic mutual con -den tube tester is announced by13SA Manufacturing Co.. Chicago.

Designed for maximum use today andtomorrow. this up-to-date professionalinstrument offers multiple -socket speedwith Gm accuracy phis obsolescenceprotection. It provides a multiple -socketsection to quick -check most of the TVand radio tubes the true dynamic mutualconductance way. plus a simplifiedswitch section to check new tube typesin a Dyna-Quik emission circuit.

The Dyna-Quik 700 tests both oldand new TV and radio tubes, tests theNuyistors, the new tubes andthe new 12 -pin Compactrons. testsEuropean hi-fi tubes, voltage regulators,and most industrial types. Also includesprovision for future new sockets.

The Dyna-Quik 700 checks each sec-tion of multi -section tubes separatelyfor accurate test. Checks for all shorts.grid emission, leakage, and gas. Makesquick life test. Exclusive adjustable gridemission test provides sensitivity to over100 megohms.

Makes complete tube tests in seconds.Discovers weak tubes. Simplifies andspeeds tube replacement sales.

FROM CENTRALAB. . . A new line of low voltage disccapacitors is available for immediatedelivery.

These capacitors, designated as TypeCK. have been designed for the highcapacity. low voltage requirements of

transistor circuitry and have wide usagein both replacement and original equip-ment applications.

Capacitiors range from 0.005 mfd to0.1 mfd. ±20%. 'Working voltage is50 VDC. Initial leakage resistance isover 750) megohms. while leakage re-sistance after humidity testing is over10(X) megohms. Power factor is 2%maximum at 1 KC.

Thickness of all Type CK capacitorsis 5'32". while diameters range from:);4" to :")-.4". depending on capacity.They are double Durez coated and im-pregnated with high temperature wax.Prices range from 8.21 to less than onecent each for the lower values. and from8.60 to 8.225 for the higher values. d: -

pending on quantity.

FROM GENERAL ELECTRIC. . . The first plastic service case, re-ported to be the toughest in the indus-try, now is available to radio andtelevision service technicians throughindependent receiving tube distributorsfranchised by the General Electric Com-pany.

Made of "Royalite" plastic, the serv-ice case has no covering to wear, ripor tear. It weighs about 8 pounds.which the company reports is about1 pounds lighter than most cases ofcomparable capacity. With adequatespace both for tools and a practical tubereplacement inventory, the case is 22inches long, 15 inches high and 9 incheswide.

The two hinged top sections arefitted with "egg -crate" type separatorswhich hold a total of 152 miniature and90 octal "GT- type tubes. Snap -down

curtains cover each top section and fea-ture pockets for tools, job tickets andreference manuals. The base compart-ment of the caddy holds 65 large glasstype tubes or a volt-ohmeter and otherrelatively large tools.

The tough plastic case resists scar-ring. splintering, stain and even acids.The case has aluminum binding andluggage -type fasteners.

MUD., 1000

TEST Taa

MOOLL ZOOG

MODEL 4000

NEW Ct. STOVER SELF -SER VICE "ET, TUBE TEETER

FROM DI-ACRO CORP.A new self-service tube tester that

brings customers in to do their owntesting of tv and radio tubes, assuresthem of professional -type tube analy-sis. and builds tube sales for the mer-chant is announced by ETA division ofDi-Acro Corporation.

ETA stands for electronic tube ana-lyzer. The ETA tube tester is compact-only 23 inches in its longest horizon-tal dimension. sli.ek in styling. attrac-tively finished in aqua and white two-tone baked enamel.

Special advantages to customers arecompleteness and reliability of the ETAtube tester. It accurately analyzes ap-proximately 2200 kinds of tv. radio,hi-fi and industrial tubes, domestic andforeign. There are 86 pre -wired andnumbered sockets. As new tubes appearon the market, new set-up informationis supplied by the manufacturer. TheETA tube tester has built-in non -obso-lescence. Should new tubes be intro-duced with different socket bases, theETA vibrator and battery tester panelmay 'be unplugged and replaced with anew panel.

Continued next page

SEPTEMBER, 1 9 6 1 25

NEW PRODUCTS

L wain tted)

FROM KRAEUTER. . . One of the most difficult and timeconsuming jobs in TV servicing. strip-ping TV twin lead wire. is made easywith Kraeuter & Co.'s new CG5627plier. Cutting edges of the unique EMItangle jaws are placed between the twilllead so as not to cut the stranding. Onequick jerk on the pliers strips off allinsulation neat Iv. The model 0:5627can also be used as end cutting resistorpliers. Colorful cushion grip handles.

FROM FIDELITONEA, part of its Fall dealer program

for stimulating sales. Fidelitone has an-nounced its new Counter Nlerchandiserthat holds up to 210 needle packages!Of muted gold finish. it will blend withany color theme and needle identifica-tion is quicker and easier than everbefore. It is a compact display andstorage cabinet that incorporates main'exclusive features. The clear glass topis removable. but has a safety latch todiscourage pilferage.

The object of the display is to getbuyer attention that will lead to impulsebuying. Impulse buying. of course, alsomeans self-service which often createsa problem for the dealer. Good store

traffic means real use of such displaysand constant handling results in an un-attractive appearance after a period oflime. The dealer must then go to theexpense of changing displays frequently.The Fidelitone Merchandiser is built towithstand hard usage and still retainits bright. new look. In addition, it willgreatly simplify needle inventory. It isa space saver. and styled to meet theneeds of the retail accessory departmentand quicken sales for busy dealers.

FROM WESTLINE. . . You can now write your own codesor legends on -the -spot with NVestline'sNew double featured self -laminatingWrite -On Wire Markers.

"Write-On's" are used where require-ments call for small quantities of mark-ers of many different special legends.Each self -adhering marker is partly aself-contained lamination extension.When applying a marker around wirethe remaining protective clear portionwraps around itself. causing it to lami-nate permanently over the written code.

Assures more permanent legibility tothe underlying written or typed code... appears clean and visible.

Markers are especially sutiable in pro-totype operations. R & D maintenanceor production work.

With E -Z Code Write -On self -laminat-ing markers you get a more permanentadhesive bond around wires because youapply each marker by the tab- not theadbe-i% v.

11111111111L

FROM SENCORE. . . manufacturers of electronic testequipment, announce the release of anew tube tester modernizing panel. the

TM116. This adapter unit was designedto meet the modern day needs of engi-neers. service technicians and electronichobbyists who now own testers that testonly conventional tubes. The TN1116will adapt any tube tester. except thecardomatic type, to check RCA 5 pinNuvistors. GE12 pin Compactrons. Syl-vania 10 pin tubes and the newest RCA9 pin Noyars. now being installed inquantity in many of the latest electroniccircuits including radio and television.The TNI116 will make the same checkson these new tubes as present testersmake on standard tubes. includingmutual conductance. high grid leakageand checking for inter element shorts.Some adapters now on the market re-duce all tests to an emmission check.Tests are made by plugging the TNI116into an octal socket on user's tester andsetting controls from a chart which isprovided with the unit. For completeinformation and specifications. see yourSencore distributor. The 111116 is nowavialable at Electronic Parts Distribu-tors in the United States and Canadaat a Dealer Net Price of $21.95.

FROM SYLVANIA. . . A multi -trace cathode ray tube

(above) with three independently con-trolled electron guns capable of produc-ing three displays simultaneously willbe shown by Sylvania Products Inc. atthe 1961 NVESCON Show I August

22-25) here.

Designated Type SC -3061. the 10 -

inch tube is available in a variety ofphosphors, is electrostatically focused

and deflected, and features an astig-

matism control electrode. I felled ion

factors. at 5kv anode voltage, are ap-proximately 130v/in. horizontal and

70y/in. vertical.

The useful horizontal scan of eachparallel trace is approximately 11: -!:4 -

inches. Traces are 11/4 -inches apart ona common vertical line.

26 MODERN ELECTRONIC SERVICE DEALER

MODERN

ElecconirAecieire

_dealer

JACK SMITHJOINS CALVIDEO

Stephen Tidik. President of CalvideoElectronics. Inc.. of Los Angeles. manu-facturers of Cathode Ray Tubes for theentertainment and industrial market.announced the appointment of Jack E.Smith as Director of Engineering.

Mr. Tidik stated that Calvideo Elec-tronic's expansion program was onschedule. The expansion includes 50%increase in manufacturing area andequipment. He further stated that thisexpansion was necessary to keep pacewith increased sales, and new marketssoon to be entered.

Mr. Smith spent thirteen years withSylvania Electric Products. Inc.. inengineering management. and engineer-ing design and de\ elopment work. Hismost recent position was Supervisor.Production Engineering. Picture TubeDivision. Ottawa. Ohio plant and Manu-facturing. Superintendent. Picture TubeDivision. Fullerton. California plant.Mr. Smith attended Ohio Northern Uni-versity and Washington State College.B.S.F.F.

TV PICTURE TUBESALES DOWN

Factory sales of television picturetubes in May continued a downwardslope which started in April. while salesof receiving tubes increased in May overthe previous month's total, accordingto latest figures released today by theElectronic Industries Association's Mar-keting Data Department.

Total TV picture tubes sold stood at1573.315 valued at 813,238,774 in May.against 722.110 worth $14,293,375 soldthe month before.

INDUSTRY NOTES

Raytheon Signs Former

CBS Tube DistributorsLEXINGTON, \ ikss.-Raython Company already has purchase commitments for

plectron tubes from former CBS distributors amounting to more than 50 percentof the volume formerly handled by CBS. John T. Thompson, vice president andgeneral manager of Raytheon's Distributor Products Division, also revealed thathis company has already signed -up 12 of the largest of the former CBS distributorsand is presently concluding negotiations with some others.

CBS Electronics announced discon-tinuance of the manufacture and sale ofentertainment type receiving tubes onJune 1.

Thompson said that the shift to Ray-theon had exceeded his company's esti-mates and that discussions were alreadybeing held to consider expanding Ray-theon's tube production rate to accom-modate the added volume. Meanwhile,he said. production schedules have beenrevised upwards to support the long-term additional sales accruing from thenew Raytheon outlets.

Raytheon will increase its share ofthe renewal tube market during thesecond half of the year. Thompson pre-dicted. He added that this would extendas a long-term, permanent gain as thenew distributors were re -arranging theirlines to handle Raytheon on a continu-ing basis.

-The receiving tube industry, whilea source of problems for many manu-facturers, has every prospect of being asuccessful area for Raytheon expansion,"Robert L. McCormack, vice presidentand general manager of Raytheon's In-dustrial Components Division said. Hecited Raytheon's modern and flexiblereceiving tube manufacturing facilitiesand its automated distribution systemwhich had established the firm as aleader among tube manufacturers. TheCBS inventory acquisition and Philco'sannounced withdrawal from the marketare shifting many distributors to Ray-theon and, in addition, many independ-ent radio and TV set manufacturers areturning to Raytheon as a guaranteedindependent source to avoid dependingupon "captive" supply sources whoseparent companies are in direct compe-tition with them.

Color television, stereo, hi-fi andother increasingly popular consumerproducts depend heavily upon tubes, henoted, and much of Raytheon's emphasishas been on the design and manufactureof sophisticated tubes for this market.

A large portion of the tube inventory

G.E. ESTABLISHESDISTRICT OFFICE INSAN FRANCISCO

SAN FRANCISCO, Rix 19-GeneralElectric's district office serving indepen-dent wholesale distributors of electroniccomponents in Northern California andEastern Nevada has been established inSan Francisco. according to an an-nouncement today by R. A. Gianinni.western region manager for the Com-pany's distributor receiving tubes.

Formerly located in San Mateo, thenew office, at 1185 Bayshore Blvd.. willcontinue to be managed by T. M.\Wicker. Gianinni said.

The new San Francisco office willhandle radio and television receiving,television camera, and welding tubes;semi -conductors; electrolytic capacitorsand other components handled by elec-tronic parts distributors for radio, tele-vision, and hi fidelity dealers, factorymaintenance departments, aircraft dep-ots. broadcasting companies, and otherindustrial users.

TERMINAL -HUDSONEXPANDING DISTRIBUTIONCOAST -TO -COAST

Terminal -Hudson Electronics, Inc. ofNew York, a leading industrial distribu-tor of electronic parts and equipment,is planning to embark on a coast -to -coastexpansion, William Filler, president ofTerminal -Hudson, announced.

A new post of vice president for saleshas been established and creation of anatoinal sales organization is well underway, Mr. Filler said, adding that Ter-minal -Hudson's industrial sales are up,and that 1961 shows promise of beingan excellent year.

purchased from CBS has already beentransported to Raytheon plants whereit is undergoing quality tests. ManyCBS distributors have already receivedinitial shipments through Raytheon'sUnimarket distribution system.

SEPTEMBER, 1961 27

Sylvania AppointsRoger A. Swanson

WOBURN, MASS.-The appointment 01Roger A. Swanson as Pacific Regionalsales manager for the Semiconductor Di-vision of Sylvania Electric Products Inc.has been announced by Ernest H. Ulm,division general marketing manager. Mr.Swanson has been transistor productsales manager since May, 1960.

In his new position, Mr. Swanson willhave his headquarters at Sylvania's salesoffice at Los Angeles, California. He suc-ceeds William R. Weir who was recentlynamed national sales manager for thedivision.

Mr. Swanson joined Sylvania in 1956as a sales engineer for semiconductorsand microwave devices at Woburn. Thefollowing year he was transferred toTeterboro, N. J.. as a sales engineer forthe division. In 1959, he returned to Wo-burn as product sales manager-micro-wave diodes.

Before joining Sylvania, Mr. Swansonserved in engineering capacities withWestinghouse Electric Corp., at Spring-field, Mass., and at E. I. duPont de Ne-mours & Co., at Niagara Falls, N. Y.

A native of Winchester, Mass., Mr.is a graduate of Harvard Uni-

versity where he received a Bachelor ofScience degree in Electrical Engineeringand a Master's degree in Business Ad-ministration from the Harvard GraduateSchool of Business Administration. Dur-ing the orean War, he was an officer inthe United States Navy.

He is a member of the American Man-agement Association, the Institute ofRadio Engineers, and the Woburn Ro-tary Club.

RELIABILITY NOMOGRAPHOFFERED BY RATHEON

NEEDHA1M, MASS. - Semiconductorusers can now quickly compute the ac-ceptance number for any given samplingplan with a reliability nomograph de-veloped by Robert E. Pratt, reliabilityengineering manager for Raytheon Corn-pany's Semiconductor Division.

With the nomograph, a customer canpredict the success rate from life testdata at a 90 -percent confidence level. Hecan also compute a sampling plan for hisconventional risks.

Printed on sturdy card stock, the no-mograph contains scales and tables withcomplete instructions on how they work.and a glossary of terms.

A free reliability nomograph may beobtained from Warren Schoonmaker.Raytheon Company, Semiconductor Di-vision. 215 First Avenue, Needham,Mass

MENASHA ANNOUNCES NEW PATENTED

"TUBE TOTER" CRT CARTON\ Ir. George Hinton. \ ice-Pre:-ident,

\ lenasha Container of California hasannounced a new inovation in cathoderay tube packaging. Mr. Hinton statedthat his firm is toolin.r up to supply thecathode ray tube industry a containerwhich is stronger. more economical andthe most sensible packaging developedto date in the cathode ray industry.The Tube Toter carton is the first majoradvance in cathode ray tube packagingsince the inception of the televisionpicture tube in 1948. For many yearsthe cathode ray_ tube industry has beenthe center of attention for MenashaContainer Design Section. The prob-lems of the industry with regard tofreight. handling. packaging. saety andspace consumption have been acute.Menasha felt it was possible to improveCRT packaging over the presently usedcartons. After many years of researchand development in this field we nowfeel that we have the cathode ray tubeindustries answer to the majority ofits packagin.r problems.

Some of the outstanding advantages

of the new Tube Toter CRT cartonover the old are as follows: (1) 25%saving in warehouse space; (2) 30%to 40% saving in shipping costs; (3) areduction in packaging labor costs asthe new carton has at least 25% lesscomponents than the older cartons. TheTube Toter is stronger and will reducehandling and shipping damage andalso reduces the amount of differentsize cartons necessary to cover the en-tire range of television picture tubes.The Tube Toter was not only designedwith television picture tube in mind butalso will he applicable for many usesin the industrial or special purposecathode ray tube field. In its years ofresearching the cathode ray tube pack-aging problem Menasha took into ac-count the problems of the entire indus-try and the Tube Toter is the result ofthis extensive research and developmentto serve the best interests of manufac-turers. distributors and service dealersneeds.

The new Tube Container is designedin such a way as to inter -lock in

stacking thereby conserving storagespace for the Dealer and the Dis-

tributor. The handles make it easy

to carry which avoids dropping andpossible damage to the tubes.

Larry's TV OpensIn Pomona

POMONA, CALIF.-A gala grand open-ing for Larry's TV Sales and Servicewas held recently.

During the opening, the store wasopen from 9:00 a.m. to 9:00 p.m. dailyin order to accommodate the crowds ofwell wishers.

The firm, pioneering a new policy,will make no charge if repairmen areunable to repair a set in the home andpickup delivery charges are beingdropped on sets repaired in the shop.

A complete cost estimate will be givenon every repair job before the workcommences.

During the grand opening, everyonewho visited the showroom registered fora door prize drawing with the first prizebeing a 21 -inch color television set andthe second prize a portable TV set.Three transistor radios and 10 pairs ofLos Angeles Dodger tickets were alsopart of the door prizes.

The store will also feature the addi-tion of music and TV systems for com-mercial firms and hotels as well as asales program of regular television sets.

28 MODERN ELECTRONIC SERVICE DEALER

Local Dealer ReceivesAll-American Award

SOUTH PASADENA, Calif. - Thecoveted All-American Award, highestgranted in the field of public service toelectronic service dealers, has been givento Dallas E. Speers. local radio and tele-vision dealer and serviceman.

Established over four years ago bythe General Electric Company. accord-ing to Robert E. Giannini, western re-gion manager for the Company's dis-tributor receiving tubes, the Award isan attempt to bring recognition for out-standing community service performedby radio and television servicemen.

Only 24 such awards have been madethroughout the United States accordingto high standards set by General Elec-tric. Past recipients of the award alsohave served on various review panelsfor the honor. Public service, technicalcompetence. and good business practiceare the three general areas of measure-ment considered before making anaward.

Speers. who was honored for his workin at least 15 civic ventures at a SouthPasadena Junior Chamber of Commercedinner meeting. made a simple but can-did remark in reply: "I am only tryingto help and wish I could do more."

Former President of South Pasa-dena's Junior Chamber of Commerceand recipient of a Distinguished Serv-ice Award presented by the commu-nity's combined service clubs to theperson most active in civic affairs in1959, Speers is also a heavy contribu-tor to such activities as the South Pasa-dena Tournament of Roses. Los AngelesPeace Officer's Assn.. Campfire GirlsAssn.. American Red Cross. CommunityChest. and the local high school. He isan active Kiwanian and general chair-man of a Community Carnival, largestlocal civic group fund-raising functionto aid youth work.

Speers attended South Pasadena HighSchool. John Muir College in Pasadena.and the Univeristy of California. Heserved four years with the U. S. NavalReserve becoming an electronics in-structor.

Owner and operator of Speers TVService. 1171 Fair Oaks, South Pasa-dena. Speers. his wife. Janet. and theirtwo -year -old daughter. JoAnn. live at135 Warwick Place.

RATTRAY NAMESEMMET FOR 3 STATES

George Rattray & Co.. subsidiary ofInstruments for Industry. Inc., Hicks-ivlle. L. I.. N. Y., makers of precisionpotentiometers. has appointed the FrankA. Emmet Co.. Los Angeles. to repre-sent it in California, Arizona andNevada.

U. S. MOBILE PIONEERS FIRSTDEALER RADIO -TELEPHONE PLAN

The latest plan to increase the income and profits of Appliance and TV dealersthrough the sales of non-competitive allied products is being launched by theUnited States Mobile Communication Corporation through four western regionalcenters in Dallas. Denver. San Francisco and Los Angeles.

U. S. Mobile is the leader in Low -Costelectronic communication services, in-cluding Radio -TELEPHONE Service forprivate automobiles, trucks, and servicevehicles as well as complete privateelectronic -radio communication systemsand closed-circuit Television systems forprivate !wines. husines-es and industry.

U. S. Mobile's overall program forthe Appliance and Television Dealersincludes Area and Regional Distributor-ships and individual dealerships.

Approximately 50.000 private auto-mobiles are now equipped with Mobile -Radio -TELEPHONE -Service. The Pres-ident of American Telephone & Tele-graph recently reported to Time maga-zine that within four years. it is esti-mated over one million private automo-biles will be equipped so that they maytelephone I by radio) to any telephoneat anytime. to any place. from theirautomobile.

CLEAR BEAMANNOUNCES NEWCITIZEN'S BANDANTENNA LINE

The Antennex Division of Clear BeamAntenna Corporation has announced anew series of economy Citizen's BandAntennas.

Groundplane, Model GP -1, features aunique design with a 1" diameter drivenelement and drooping radials to giveimproved impedance matching with co-axial lead cable. Model CBY3 is a threeelement vagi for 27mc with full .10 and15 wavelength spacing. The units netfor $9.95 and $11.95, respectively.

Napp New No. Calif.Sylvania Tube S.M.

BURLI NGAM E, CALIF. - The appoint-ment of Thaddeus A. Napp as distributorsales manager for the North Californiadistrict of Sylvania Electric ProductsInc. has been announced by Harold H.Rainier, national distributor sales man-ager for the company's Electronic TubeDivision.

Mr. Napp, who has been a sales repre-sentative in Sylvania's midwestern re-gion since 1950, will have his head-quarters in the company's sales officehere. He is responsible for sales of Syl-vania receiving tubes, television picturetubes. industrial and military tubes, andsemiconductor devices to electronic partsdistributors in California, Nevada, Utah,and Hawaii.

A native of Chicago. Mr. Napp at-tended DePaul University where he re-ceived a Bachelor of Arts degree in Ap-plied Psychology.

SYLVANIA ANNOUNCESTRANSISTOR PROMOTION

WOBURN, MASS. - A new entertain-ment transistor promotion which "savestime. space and cost for service dealerswhile adding to their know-how." hasbeen announced by Sylvania ElectricProducts Inc.. a subsidiary of GeneralTelephone & Electronics Corporation.

Known as "Big 9 Covers the Line."the new promotion consists of a colorfuldisplay package with nine transistorscapable of replacing more than 300popular NPN and PNP types, a handyreplacement guide. and a coupon worth$12.50 toward enrollment in a completecorrespondence course on transistor serv-icing.

John Spitzer, advertising -merchandis-ing manager of Sylvania's Semicon-ductor Division. said the versatile nine -

transistor kit reduces dealer inventoryrequirements by eliminating slow -movingstock that ties up space and capital. Hedescribed the "Big 9" units as follows:SYL 101 NPN, cony., mixer, osc. 18 typesSYL 102 NPN, if -amplifier 24 typesSYL 103 NPN, of -amplifier driver 21 typesSYL 104 NPN, of -power amplifier 12 typesSYL 105 PNP, con., mixer, osc. 30 tynesSYL 106 PNP, if.amplifier 40 typesSYL 107 PNP, af-amplifier driver 60 typesSYL 108 PNP, af-amplifier output 65 typesSYL 109 PNP, af-amplifier pwr output 54 types

(popular auto radio type)Mr. Spitzer said "Big 9" is presently

available through franchised Sylvaniasemiconductor distributors.

SEPTEMBER, 1961 29

P C 0 PA R T SPICTURE TUBE SAVINGS

21"EAAVAILABLE

PHILCO TYPE

LOS ANGELES3660 W. Pico Blvd.

RE 1-2177

TOP QUALITY - FIRST LINE

DIRECT MANUFACTURER TO YOUNO MIDDLEMAN - NO JOBBERALL SIZES - 1 YEAR GUARANTEE

LYNWOOD10906 Atlantic

NE 9-6248

EAST LOS ANGELES5916 Whinier Blvd.

PA 1-2907

TELEPHONE SALES TIPSJack Nchteortg, author,

"How to Get %lore Buntneas by Telephone"

American business men lean upontheir secretaries to a quite pheno-menal degree. Secretaries play animportant part in the Americanbusiness scene.Here are some points on telephoneetiquette which are particularly im-portant for a secretary to know.Give every evidence of promptnessin answering and transacting thebusiness desired. The secretarymust never forget that the callerhas a right to regard her as hishelper. His time is more valuablethan hers. She must not only fightall delay, but give evidence to thecaller that she i. doing so.

:mm,,,7:7,7,. . .. . ,, . . :...

BUY, SELL, TRADE, HIRE HERE

HELP WANTED

SALESMENSell to major space age companies.T.V. repair salesmen with provensales ability have become successfulVALOR salesmen, selling advancedelectronic products. Excellent futureand opportunities. Age about 30.

ICall Walter Burns at CR 4-6771Valor Instruments Inc., Los Angeles.

ELECTRONIC

TECHNICIANS

ENVIRONMENTALTEST LAB

EXPERIENCE

Send resume to:

IDAHO MARYLANDINDUSTRIES, INC.

131(13 Ventura Blvd.Studio Cite,

TECHNICIANG.E. MANUFACTURER'S REPRE-SENTATIVE desires 2 -way radiotechnician for San Bernardino or LosAngeles area. Must have experience &FCC license. Many benefits for theright man. Contact Paul Williams(I..\.1 El 9-4401 1,.f. an appiuttnent.

BUSINESS OPPORTUNITIES

RADIO & TV SALES & SERVICIestab. 7 years. Illness forces sale.yr. lease. Invent. approx. $3,81e,Sac. $4,000 cash. (L.A. area). 111

0-3770.

BUSINESS OPPORTUNITIES SERVICES

MAJOR Electronics Co.,mfg. Citizen's Bandradio, accepting applications from establishedcommunication ServiceCenters for Sales -ServiceFranchise. F.C.C. Class 11License & adequate testequipment required. Ap-ply in writing, statingqualifications. Box 15 019, 4041 Marlton Ave.,L.A. 8, Calif.

TV TUNERSREBUILT OR EXCHANGED

ALL MAKES - ALL MODELS$9.95

L.A. TUNER EXCHANGE4611 W. Jefferson

Los Angeles 16, CaliforniaRE 3-9189

FOR SALE

FOR SALE-Radio-TV-Record Sales &Service Business. Annual gross over$30,000. Same ownership 14 Years. 2

bdrm. home adjoins store. Both may beleased. Write 659 J St., Los Banos.Calif. Phone 5071.

HOW TO USEWANT AD PAGE

TO PLACE AN AD.BY PHONE: In Los Angeles callAXminster 2-0287. (This is thenumber of the Classified Dept.only) ask for NANCY BROOKS.IN PERSON: Come to 4041Marlton Ave. in the CrenshawShopping Center, next to Bar-ker's. (This Address is for theClassified Dept. only.)BY MAIL: Send your ad toELECTRONIC SERVICE DEALERClassified Dept., 4041 MarltonAve.. Los Angeles 8, Calif.

RATES

95c PER LINE, one time.MINIMUM: 5 lines.CONTRACTS: Apply for rates atAXminster 2-0287.

WRITE YOUR OWN WANT AD

Blind Box No.? Run for

How large do you want ad?times.

NAME

ADDRESS

CITY ZONE STATE

Signature

Clip Out and Mail to NANCY BROOKS, 4041 Marlton Ave., L. A. 8, Calif.

HOW TO WRITE YOUR AD:Figure approximately 6words to the line.

RATES: $.95 Per Line. Minimumfive lines.

DISCOUNTS: Less 10% 2nd &3rd times; less 15 % there-after.

BLIND BOX NO'S: Add 50c.

POSITIONS WANTED: Less1 5°0 cash with order.

NANCY BROOKSClassified Ad ManagerPhone (Los Angeles)AXminster 2-0287

30 MODERN ELECTRONIC SERVICE DEALER

ELECTRONICS

WORLIYMSERIES

WEEK ISTV TUNE-UP WEEK!

ArAr411M1=11"//1/1/ 4,41Or ..111

41/N/1/1AIMIMUMI11, 41111FOF ///M=IIMIMI =I IIN I

IN I I I

MI11

I IOW INEMI IMMEL =MIMI 11..=11=1

UI=L%11 /MItom. /

G. E. in Cooperation with Independent TV Servicemen Launches Unique NationalCampaign that Sells Immediate Need for Service to Millions of Set Owners

Here's a TV first! Commercials on your localstation that feature an actual test pattern. Yourcustomers can check the picture quality oftheir sets and detect substandard TV perform-ance. You, the independent serviceman, aretied in directly through your listing in yourlocal TV Guide.

Never before a sales -building campaign likethis-combining the power, coverage and pres-tige of World Series television with the flexi-bility of actual business -building emphasis toyour customers in your own local area. This isyour campaign. It sells the immediate need foryour professional service right when demandhits its peak-World Series time!

Complete Sales Package Helps You Cash in ow TV TUNE-UP WEEK

FULL -PAGE AD PLUS YOUR NAME INMobile/Wall BannerEnvelope Stuffers Counter Display

SEPTEMBER 30 ISSUE OF TV GUIDE Ad Mats Set Repair Stickers

BUILDS BUSINESS FOR YOU 3 WAYS1. TV Tune -Up Week helps your customers prove

to themselves the need for TV check-ups and pre-ventive maintenance by you, their independent TVserviceman.

2. On World Series television, and in your regionaledition of TV Guide, your customers are urged to seeyou for prompt, professional service.

3. As a participating dealer, you benefit from this

national campaign at the local level-in your city, inyour neighborhood, with your customers.

Plan now to tie in with TV TUNE-UP WEEK.Get full details from your General Electric tubedistributor. HE MUST RECEIVE NAMES OFPARTICIPATING DEALERS BY SEPTEM-BER 8. General Electric Company, DistributorSales, Electronic Components Division, RoomNo. 8204, Owensboro, Kentucky.

Progress- Is Our Most /mloortant Product

GENERAL ELECTRIC

SEPTEMBER, 19 6 1 31

SYLVANIA

BEATS

THE

AN -4

New, improved 100-mA

AC -DC tubes feature

controlled heater warm-

up time ...increased

heater life ...defeat

profit -burning callbacks!

18FW6A18FX6A18FY6A32ET5A36AM3B

Familiar numbers, aren't they? Butthe "A" and "B" versions are brand-new ... introduced by Sylvania tohelp you hold onto your home radio.service profits.

The 100-mA heater concept, pio-neered by Sylvania, offers "cool"operation in series -string connec-tion. But "series -string," as youknow, can be pretty hard on heatersat the instant of "turn -on"; canshorten tube life; can mean a call-back. Now, Sylvania has incorpor-ated significant controls on warm-uptime of the heaters. Surge voltageson any one heater in this 5 -tube com-plement are therefore minimized,expectant tube life is extended.Benefits to you? Obvious ... highprobability of mighty few callbacksdue to Sylvania tube failure.You too can beat the heat of profit -burning callbacks. Don't just order"tubes." Always order SYLVANIATUBES. Electronic Tubes Division,Sylvania Electric Products Inc.,1740 Broadway, New York 19, N.Y.

SUBS/D/A/7V OF

OENERALTELEPHONE &ELECTRON/CSModern Electronic Service Dealer618 So. Western Ave.Los Angeles 5, Calif.Form 3547 Requested

Bulk RateU.S. POSTAGE

PAIDLos Angeles, Calif.Permit No. 23055