MODERN

taryicedealerTHE OFFICIAL PUBLICATION OF THE CALIFORNIA STATE ELECTRONICS ASSOCIATION

VOL. 1, NO. 7

---11111111111MIP

01 10

NOVEMBER, 1961

YOUR

SERVICE TRUCKS

page 12

30 -second

story on the

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NOTICE: All materials and parts used in the manufacturing of AdmiralEnsign tubes are new, except for the envelope, which prior to re -use, wascarefully inspected to meet the standards of the original new envelope.

ADM I RAL ENS

sol Admiral Tube CartonRemarkable new pack-

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GN PictureTubes

2 MODERN ELECTRONIC SERVICE DEALER

IIIth

RAYTHEONDPUNILINE1FIRST IN QUALITY

it ax1214"

a It " " 1111

hitiMillraug

Alt KasREA

ri.

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mew

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

nunnnlilt

RAYTHEON COMPANYDISTRIBUTOR

Crest Electronics Suppliers2C01B Harbor BoulevardCcsta Mesa, CaliforniaDew Radio Company1;59 East ColoradoPasadena, CaliforniaRadio Parts Company2160 India StreetSin Diego, CaliforniaSanta Ana Electronicsd:2 East 4th StreetSanta Ana, California

U. R. E. Electronics:2 South Pomona Avenue

Fi.11erton, California

C lot Electronics Company2 0 E. Hardy Streetiglowood, California

Ellictt Electronics12189 Front StreetNorwalk, California

Ford Electronics843. CommonwealthBuena Park, California

G & M Wholesale Electronics5651 N. Rosemead BIM.Temple City, CaliforniaThe Henderson Company628.30 N. Alarado StreetLos Angeles, Californialan Electronics803 E. Rosecrans Bot.levardCompton, CaliforniaLogaa's Electronics937 N. Pacif,c AvenueGlendale 2, California

PRODUCTS DIVISION

California486 El CaTino Rea , Redwood City

EM 9-5566NORTHERN CALIFORNIA

DISTRIBUTED 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 L Television Supply14530 Calvert StreetVan Nuys, CaliforniaValley Radio Supply1134 33rd StreetBakersfield, California

Video Suppliers14526 Crenshaw BoulevardGardena, California

Regional OfficesSOUTHERN CALIFORNIA

225 No. Van Ness Blvd., HawthornePL 7-4186

RAYTHEON

West Covina Wholesale Electronics610 South SunsetWest Covina, CaliforniaWholesale Electronic Specialists482 BroadwayP.O. Box DDCathedral City. CaliforniaLee's Electronic Supply Co.1111 E. Belmont AvenueFresno, CaliforniaMilitary Electronics Supply1988 Fremont StreetSeaside, CaliforniaPennisula Electronic Supoly656 South First StreetSan Jose, CaliforniaUNITED RADIO & TV SUPPLY1425 W. San Carlos StreetSan Jose, 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 Supply800 Broadway StreetEureka. California

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D UNTIL DECEMBER IS, 1961PHILCO DISTRIBUTOR

R. E. HARRIS INC PHILCO DISTR. INC DEVLIN DREW CO. CALIFORNIA ELECTRIC820 W. "F" Street

San DiegoBE 9-2201

6393 E. Washington Blvd.Los Angeles 22, Cal.

RA 3-0345PA 8-8163

165 BroadwayFresno, Calif.AD 3-8811

701 16th St.

San FranciscoUN 3-6200

iv-MODERN

elarcontc,,v3rvirp rim' Pr

STAFF:DONALD J. MARTIN

PublisherCSEA Press Secretary

WM. J. "BILL" QUINNEditor

SIMON NATHANSONManaging Editor

FRANK BURNSBusiness Manager

MORRI OVSEYArt 8 Cover Director

NANCY BROOKSClassified Advertising

MARVIN GINNMid -West Adv. Rep.

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

CSEA EDITORIAL ADVISORYBOARD AND OFFICERS

PresidentROBERT N. WHITMORE

Zone F17816 Bellflower Blvd., Bellflower, Calif.

A.

Vice -PresidentCLAIRE LANAM

Zone B2466 Shattuck Ave., Berkeley, Cclif.

SecretaryKEN PRESTON

Zone C

TreasurerRUSSELL J. HAMM

Zone B4612 Sequel Dr., Sequel, Calif.

Legal AdvisorJ. Anostasi, Commercial Bldg., San Jose, Calif.

ZONE A)arrell Petzwal, 1627 - 19th St., Sacramento 14, Cal,

ZONE BWesley C. Keys, 2014 No. Main St., Walnut Creek, Cal.

ZONE CKenneth Preston, 4137 No. Eldorado, Stockton, Col.

ZONE D

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

ZONE FRalph H. Johonnot, 1817 W. Verdugo Ave., Burbank, Cal.

ZONE FPaul E. Fort, Jr., 1546 - 30th St., San Diego, Col.

Board of DelegatesChairman

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

SecretaryRON M. KEALEY

1657 E. Colorado St., Pasadena, :Ella.

Official PublicationCALIFORNIA STATE

ELECTRONICS ASSOCIATION, INC.3300 Watt Ave.

Sacramento 21, Calif.482.0706

IN LOS ANGELESDU 2-8831

kodern Electronic Service Dealer is Published Monthly.rft 618 So. Western Avenue, Los Angeles 5. Calif.itU 9-3230 by Associated Publications.

NOVEMBER, 1961

FEATURE ARTICLES

12 You and Your TrucksA comprehensive article that discusses the position of Rent or Buy, Howto Choose, Makes and 'Features, Maintenance service, Service and Deliv-ery and Advertisement on Wheels.

15 City of Detroit Has Licensing Program That Has WorkedFor Over Five Years

This is the first article, to our knowledge, that has ever appeared con-cerning the licensing program developed by the City of Detroit, withthe aid of the local Service Dealer Organization, some five years agoIt is hoped that it will act as a guide to Cities as well as States

throughout the West.

17 FTC Tiles First Cil-e Against TV Picture Tube FraudThe first action by the FTC against an electronic distributor is reviewedalong with the other action being taken throughout the country concern-ing rebuilt picture tubes.

20 Distributor of the Month: KieSub Electronics Corporation.

BUSINESS BUILDERS

18 Community Problems May Be Solved ThroughYouth Technical Training Program

This article by H. B. Nelson of General Electric points out how a pro-gram of training teenagers in electronics can both solve a growingproblem and also supply the technicians of the future.

NEWS OF THE INDUSTRY

9 CSEA News Wire11 CSEA San Diego Area News23 CSEA Chapter News Roundup25 Industry Notes

REGULAR FEATURES

6 MESD FORUM10 President's Message30 Editorially Speaking

DEPARTMENTS

8 Letters To The Editor28 Current Literature

27 New Products29 Classified Ads

MODERN

eLec_rcrnir_iiervice dealer FORUM

Harry Kiyomura,Harry's Service Co.,Gardena

Norman G. Shannon,Tel- III) Service,

Los Angeles

George Donald Campbell,Television Engineers,Upland

Ralph H. Johonnot,Tri-Color TV,Burbank

The Question:

HOW CAN THE SERVICE DEALER INCREASE THEEFFICIENCY OF HIS STAFF AND GET IT TO

HANDLE A LARGER NUMBER OF SERVICE CALLSA DAY-SATISFACTORILY?

When a man doubles in both shop and field work, it is a good idea for him todo his shop work in the morning and early afternoon if necessary, when he's freshand there is still time during the day to get any special parts or components needed.Most customers seem to prefer house calls in late afternoon and evening anyway.A major advantage here is the chance to show customers how to tune sets properlyand eliminate at least that cause for callbacks.

Training men to determine quickly whether it will be necessary to pull thechassis and bring it to the shop also increases the number of calls they can handlein a day.

It's dangerous for the service dealer to let his emphasis shift from quality toquantity but some step-up can be gained by careful routing of the men dividingthe day's assignments according to their section of town.

If the man can do a good job in the home, so that the set will stay fixed, he'sencouraged to do that, rather than waste travel time in bringing chassis to andfrom the shop.

We discourage working on intermittents or color, save for minor adjustments,in the home because of the better and more careful check-up we're equipped togive a chassis in the shop. Also, in the shop, the men are less likely to need asmuch time to learn the features of a new circuit or chassis.

By setting up an arrangement so that all the men in the organization are partici-pating in the profits, a sense of teamwork is established that's hard to beat by anyother system of incentives.

Having the same man follow a set all the way through, both in the shop and out-side gives him background on a particular set and lessens the need for time beingwasted in multiple diagnoses.

Another efficiency -improver is to have whoever takes the call ask many questionsbefore the man goes out. If he knows the nature of the trouble, the make, year,model and description of the set, his chances of having the right materials for itsrepair with him are far better.

There are many methods we've found helpful:1. Two-way radio that costs around $200 per unit can often result in an extra

call a day.2. An incentive plan, giving the men a SI bonus on any job over $17.50 and a

Si fine on any recall that is the serviceman's fault.3. Doing a little better consumer education job, letting them know that a shop

job means a more thorough, less patch -up type of set repair. And having the servicetechnician recognize a shop job early on the call so waste time is minimized. Forexample a smoking set, dirty tuner or tearing picture is almost always a shop job.

4. Getting the men in ten minutes early for coffee and putting in a time clockso they can clock in at nine and in and out for lunch. This way they know theyhave either an hour or a half-hour for lunch (their choice) and they'll be less likelyto extend it.

5. Using work cards with serviceman's name, customer's name, address andphone, amount charged, whether it's to be financed, and other information. At theend of the day a glance at the cards shows mileage, number of calls, type handledand other information. This helps us get as many as ten calls a day sometimes.

6. Routing of each truck so that it stays in one general direction each half ofthe day helps greatly, too.

6 MODERN ELECTRONIC SERVICE DEALER

Mel4TRANSISTOR RADIO ANALYSTmakes it Easy and Profitable to Service all Transistor Radios

TRANSISTOR RADIO ANALYST

with Exclusive DYNA-TRACESingle -Point Probe-and Built-in

Metered Power Supply and VTVM

Complete Transistor RadioService Shop in One Instrument

Signal -Generator, Power Supply,Milliammeter, VTVM, Battery Tester,Ohmmeter, and Both In -Circuit andOut -of -Circuit Transistor Tester-

All in One

Cheek di wilts - rapoiataity lActubie, otiauRsNow you can profit from transistor radioservicing! This amazing new B&K "960"ANALYST gives you everything in one com-plete easy -to -use instrument. Makes tran-sistor radio servicing quick and easy. Nothingelse is needed except the transistor radiosthemselves waiting to be serviced. Bringsyou new customers for service, parts, andbatteries. Makes this new business yours.

EASILY TROUBLE -SHOOT ANY STAGEBY UNIQUE POINT-TO-POINT SIGNAL INJECTION

The ANALYST gives you a complete signal -generatingsource for point-to-point signal injection. Easily enables youto trouble -shoot any transistor radio-check all circuitsstage-by-stage-isolate and pinpoint the exact trouble inminutes.Supplies modulated signals, with adjustable control, tocheck r.f., i.f., converter, and detector. Supplies audio signalto check audio driver and audio output. Provides unmod-ulated signal to test local oscillator. Provides separate audiolow -impedance output for signal injection into loudspeakervoice coils to check speaker performance.

BUILT-IN METERED POWER SUPPLY FOR EASY SERVICINGMakes it easy to operate radio under test, while you injectyour own signals. Provides from 1 to 12 volts in 1 voltsteps. Supplies all bias taps that may be required.

Solve Every Service Problem and Profitwith a Modern B&K Service Shop. See YourB&K Distributor or Wite for Catalog AP 1 8-R

DUNLAP ELECTRONICSStores in:

Chico, Marysville, Sacramento, North Sacramento, Pittsburgh,Walnut Creek, Stockton, Modesto, Merced, and Fresno

NYSTROM BROTHERS CO.2426 Fourth Ave., San Diego, Calif.

BE 4-7231

SIMPLIFIES IN -CIRCUIT TRANSISTOR TESTWITH NEW DYNA-TRACE SINGLE -POINT PROBE

Unique single -point probe needs only the one contact totransistor under test. No longer are three wires required toconnect to emitter, base, and collector. Gives fast, positivemeter indication. Saves time. Makes trouble -shooting simpleand easy.

BUILT-IN VTVMIncludes high -input -impedance vacuum -tube voltmeter,which is so necessary for transistor radio servicing.

TESTS ALL TRANSISTORS OUT -OF -CIRCUIT

Meter has "Goo.i-Bad" scale for both leakage and beta.Also has direct -reading Beta scale, calibrated 0-150. Assuresquick, accurate test. Also automatically determines whethertransistor is NPN or PNP. Meter is protected against acci-dental overload and burn -out.

Model 960. Net, $9995

B&K MANUFACTURING CO.1801 W. BELLE PLAINE AVE CHICAGO 13, ILL.Canada: Atlas Radio Corp., 50 Win gold, Toronto 19, Ont.Export: Empire Exporters, 277 Broadway, New York 7, U.S.A.

RADIO PRODUCTS SALES INC.1501 So Hill St., Los Angeles, Calif.

RI 8-1271

HURLEY ELECTRONICSMain Store: 1429 S. Sycamore

Santa AnaStores in: Oxnard, Long Beach, San Bernardino, Ontario, Oceanside

LETTERS TO THE EDITOR

PHILCO-SERVICE-BUSINESSMAN

Dear Mr. Martin:Thank you for your interest in our

publication, "Philco Service -Business-man." We have taken steps to have yourname added to our mailing list. In themeantime, however, we are enclosing acopy of our current issue for your use.

Thank you for adding us to yourmailing list and we will look forward toseeing copies of your publication.

If we can be of further service in anyway, please let us know.

Very truly yours,Richard A. Phillips, Editor,"Philco Service -Businessman"

Editor's Note: We hope that ourservice dealer friends all take ad-vantage of your excellent publica-tion and also, if you'll pardon theexpression, those of your competi-tors. It's a shame how many dealerspractically literally throw out dol-lars by failing to use the money-making, cost-cutting, business -bet-tering suggestions manufacturersprovide.

BEST WISHESDear Sir:

We appreciate your interest in ourlocal chapter of CSEA, and we are en-joying your new magazine.

This chapter extends its best wishesfor success in your new publication.

Sincerely,William F. 011inger, SecretaryLos Cerritos Chapter CSEA

Editor's Note: I've been privilegedto work with many groups in myday, but never as dedicated andfine a lot of men as those it's beenmy pleasure to meet in CSEA.With leadership such as you fel-lows have, it's inevitable that youwill be the greatest single forceserving the interests of independ-ent service ever to have blessedthis industry.

WHERE'S WESTLINE?Gentlemen:

You ran an item on new products inthe September Modern Electronic Serv-ice Dealer and we would like the addressof this concern.

Westline advertises a self -laminating

Wire -On Wire Markers and we wouldlike their address for more information.

L. V. Erickson,United Electronics WholesaleTwin Falls, Idaho

Editor's Note: Westline ProductsDivision is associated with WesternLithography Co., 600 East 2ndStreet, P.O. Box 2980, TerminalAnnex, Los Angeles 54, Calif.Happy to be of service.

ABREAST OF EVERYTHING

Gentlemen:Please accept the sincere gratitude of

everyone at Fidelitone for the space yougave our Counter Merchandiser in theSeptember issue of MODERN ELEC-TRONIC SERVICE DEALER.

The value of such publicity is verygreat indeed, especially in a magazinesuch as yours which is published for thepurpose of keeping service merchantsabreast of everything new in the elec-tronics world.

Again, thank you, and our very bestwishes for your continued success.

Cordially yours,FIDELITONE MICROWAVE, INC.W. R. Anton, Vice President

Editor's Note: We regard it abasic responsibility to ourreaders significant new productsand merchandising aids in our edi-torial pages. These can play asimportant a part in their over-allbusiness betterment as tips onservice work or management coun-sel. To have the new productsavailable and merchandised at-tractively is integral with goodbusiness performance.

STIFLE THE SMALLINDEPENDENTTHROUGH LICENSE?

My dear Mr. Martin:My heart bleeds for the poor service

operators who couldn't get their lifetimeannuities through the California legisla-ture and have to fight the hungry youngfirms just starting out in business!

Many of your stronger advocates oflicense protection began in business inexactly the same way as those firms youhope to stifle by licensing and you call"night riders," "moonlighters," "nightcrawlers" and things like that.

How do you account for this changein attitudes? Isn't it being pretty muchthat of the dog in the manger?

P. R. K., Los Angeles

Editor's Note: Tsk, tsk. Name-calling in these hallowed pages!There was a time when a young-

ster could repair his neightbors'radios in the basement and makeout all right, both as a business-man and a technician. But we havesince made electronics a far moreintricate and complicated thing.There's color TV, multiplex FM.tape recorders, multi - speedphonos. Investments in instru-ments are far greater, and so arevoltages. It calls for a substantialarray of test equipment and con-siderable technical training, nofield for the amateur today!

Then, too, our service dealershave been subjected to a mercilessbarrage of unfavorable criticism,public scandals that have tarredtheir entire industry. Much of thishas harmed clean service dealerswho didn't deserve such abuse justbecause some unwholesome ele-ments got into our industry.

CSEA and other forward -look-ing organizations interested inserving the public honorably andcreating a more attractive andmore accurate image have decidedthat licensing is the best way toaccomplish that and therefore areworking selflessly for it.

Be grateful to them for their ef-forts whether you're of the indus-try or a consumer!

Dear Don:I just completed a trip through North-

ern California and talked with some 800top Service Dealers and I am sorry tosay that only about 10% of them knewyour magazine. As you know. I havebeen a firm believer in your approachto publishing but must say that it isdifficult to justify advertising expendi-ture under such conditions.

Sincerely,

Ed Flaxman, Sencore

Editor's Note: Ed, I cannot under-stand this type of reception fromthe dealers you talked with but I'mcertainly investigating the report.As you know, our list was compiledby CSEA members throughout thestate plus the addition of the mail-ing lists of seven outstanding dealerdistributing houses in all sectionsof the state. All the reports I havehad to date indicated outstandingcoverage and I have enclosed a copyof our circulation breakdown aswell as the postal receipts for theOctober Issue. I know that you arenot questioning the mailing but feltyou would feel better with the post-age verification of mailing.

MODERN ELECTRONIC SERVICE DEALER

CSEA NEWS W RE

programs dealer news

Cablevision Exploits CSEA BOARD OF DIRECTORSCaptive Service TO MEET NOV. 18

"The most outstanding example of`captive service' is Cablevision," statedExecutive Secretary Kieth Kirstein as hereturned from the Monterey area wherethe system is now in operation. He wenton to state, "Monterey is battling tokeep cablevision out and Salinas is as-sisting them but already in Santa Cruzthe system there has been purchased byTeleprompter, and it looks as if thiscompany is going to go all out to put itin and control it throughout the state.The surest way," he went on, "to beforced out of the service business is tolet this form of cablevision work its wayinto your area."

APPRENTICESHIPMEETINGPOSTPONED

The Apprenticeship Meeting for Oc-tober was postponed until November19th due to difficulties beyond the Asso-ciation's control.

At the preliminary meeting it was dis-cussed and felt that the first phase of theapprenticeship setup would be to certifypresent technicians, that have been inthe industry five years, and make themsenior technicians.

The Board of Directors of the Cali-fornia State Electronics Association willmeet November 18th and 19th at the In-ternational Inn, Bayshore Freeway atAirport Boulevard, in South San Fran-cisco, it has been announced by Execu-tive Secretary Kieth Kirstein.

It has been suggested that anyonewishing to have a specific subject dis-cussed should contact the executive officeby mail 10 days prior to the meeting inorder to have it placed on the agenda.The board meeting, as usual, is open toany member wishing to attend.

One of the main topics to be discussedare proposed changes in the by-laws,current work in the legislature, opera-tion clean-up, etc.

Anyone making plans to attend shouldalso take care of their own reservationswith the Hotel direct. The first meetingbegins at 9:00 p.m., Saturday, Novem-ber 18th.

A full report should be available im-mediately after the November 19th meet-ing and has been evaluated by the Boardof Directors.

CSEA Group Hospital PlanOffers Outstanding Coverage

CSEA has available for you a %et)generous Group Hospitalization Plan.We have had two years' experience nowwith Woodmen Accident and Life Com-pany and it has proven very satisfactory.We urge that all members and their em-ployees take advantage of this oppor-tunity for good, low-cost medical protec-tion. You can't afford to be without thisinsurance. If you do not have a Wood-men Accident and Life Insurance Com-pany representative in your area, pleasecontact the State Office for your nearestrepresentative. CSEA also offers com-pensation insurance. The growing listof satisfied members who have had the

unfortunate need of using hospitaliza-tion is growing every day. Stop andthink about the PROTECTION to youand your family.

CSEA will be pleased to present aGroup Life Insurance protection planwhich has been designed especially tomeet our requirements. Because of oursatisfactory relationship with WoodmenAccident and Life Company, they arepresenting us with a life insurance planwhich has outstanding coverage. TheMaster Policy is being printed at thistime, and detailed information and theeffective date will be announced soon.

TWO SO. CALIF.CHAPTERS TO HOLDJOINT DINNER MEETING

The Riverside and San Gabriel chap-ters of CSEA will hold a joint dinnermeeting at the Sycamore Inn in Uplandat 7:00 p.m. on Wednesday November8th acording to Emmett Medford.

The highlight of the evening will bethe presentation of certificates, that indi-cate the completion of the transistorcourse that has been held during thepast few months, by CSEA presidentRobert Whitmore.

All members of these chapters areurged to attend and all other interestedCSEA members will be welcome.

NEW MEXICO DEALERSFORM STATE ASSOCIATION

ALBUQUERQUE, N.M.-Some 24 mem-bers of the newly -formed TelevisionElectronic Service Association of NewMexico, meeting Sept. 17 at Cole Hotelhere, decided to seek legislation requir-ing licensing of TV shops and techni-cians.

The meeting was the first annual con-vention of the group which will hold its1962 convention in Las Cruces, it wasreported.

Pat Barr of Albuqueque, president,said a licensing bill will be drawn upnext year, after a detailed study, andwill be submitted to the state Legisla-ture in 1963.

Delegates also heard Thomas W. Hallof the Bureau of Training and Appren-ticeship of the U.S. Department ofLabor.

Based partially on Hall's remarks, aplan was adopted by delegates requir-ing potential members of the associa-tion to complete a two-year apprentice-ship by correspondence or direct train-ing.

Others elected to lead the group thisfirst year were Alen Pickel of LasCruces, southern district vice president;Roy Manas, northern district vice presi-dent; Norma Heck, Albuqueque, secre-tary -treasurer; E. G. Ellis, Albuqueque,and Gray Smith, Silver City. trusteesfor three years; Bennie Herrera, Grants,two-year trustee; and Dick Gerard,one-year trustee.

NOVEMBER, 1961 9

C S E A Members in . . .

CENTRAL CALIFORNIA

GROUP LIFE INSURANCE

and

COMPREHENSIVE MAJOR MEDICAL

EXPENSE BENEFITS

contact

E. E. Rash or John Smoot

5148 N. Palm Ave. - BAldwin 2-7247

Fresno, California

lk'ood men Accidentand Lite lompaiiv

Lincoln. Nebraska

Ih,ProtectingI land

.LJTUAL LEGAL RESERVE COM111,1%, ESTABLISHED IP40

Federal Reserve BankCOMPARATIVE SALES INDEXof Department Store Volume

Percentages ul changes in the ialue of Department .Store salesfor the periods shown are comparisons with the correspondingperiods a year ago. Figures are taken from the weekly report.,of the Federal Reserve Bank . . . Statistics being what theyare, 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; andother pitfalls to the analyst. With this caution in mind, thismonthly chart is an excellent weather vane of the retail salestrends.

THE PACIFIC AREA % CHANGE FROM SAME(12th district) PERIOD LAST YEAR

Metropolitan Area,Center or FRB district

LOS ANGELES -LONG BEACH AREADOWNTOWN L.A.WESTSIDE L.A.

SAN DIEGO AREASAN FRANCISCO -OAKLAND AREA

SAN FRANCISCOOAKLAND

SACRAMENTO AREASAN JOSE AREAPORTLAND AREASEATTLE AREATACOMA AREASPOKANE AREASALT LAKE CITY AREATWELFTH DISTRICTUNITED STATES

4 weeksending

Sept. 9

.J, 9 + 71 4+ 8 + 74 25 +22+ 5 + 5+ 4 -I- 5+ 7 + 4-4 15 +15+ 9 + 6- 5 --1- 2+ 9 + 4+ 7 + 5-+-13 +13+23 +13

9 + 7

One week Cumulativeending from Jan. 7,

Aug 19 Sept. 9

0-6+ 1+11+ 3+ 1+ 5+ 8+ 5+ 1+ 1

0+ 5+ 5+2

MODERN

aeurice dealerPRESIDENT'S MESSAGE

ROBERT WHITMORE

Peltapl. many people by now have forgotten all aboutlicensing. I will assure you however we on the Board ofDirectors have just begun the fight. It is my firm belief.that we can never gain the recognition we so desperatelyneed, until we are accepted as an industry. The first steptoward this recognition I think is to get good legislation forthe protection of the public.

Let's consider for a moment the attitude of the publictoward most electronics service people as to their respectivefields. First we'll take the electronic technician who worksfor a missile manufacturer, or an aircraft company. He isconsidered to be an expert in his field. Why? Simply be-cause he is performing his duties for a concern which isrecognized. Take the TV technician on the other hand, whomay be doing a similar job in electronics, analyzing andrepairing, but he is considered to be a tinkerer, a hobbyist,etc. Why? He is working at a trade which is not even recog-nized as an industry.

Why does this condition exist? The answers to that oneare many. I believe one of our greatest problems is the edu-cation of the people in the service business, so they will knowwhether or not their business is growing, and if it is pro-gressing in a healthy manner. What to do about it if not,and improvements that might be made if it is. Your asso-ciation is planning many aids, to help in bookkeeping,invoiceing, collections, insurance, and many other facetswhich go to make up a successful operation. We have somegood heads among us. and have the support of many of oursuppliers and factories, who I'm sure will he giving talksand information to help us become better business men. Ifwe become better business men, I feel sure more and morepeople will realize the need for organization.

Many of our problems cannot be solved by the association.as they are individual problems. How nice it is though totalk to someone else who perhaps at some stage of his busi-ness development, has had a similar one. We learn manythings by association, and I feel sure that most of us arebecoming not only better business men, but better tech-nicians as well.

We're still working on Operation Cleanup, with the co-operation of the many BBB groups throughout the state. Wehope a great deal of good is going to come from this project,and feel certain it will be a tremendous aid in our obtainingthe legislation we so direly need. If anyone would like moreinformation on Operation Cleanup, please drop a card tothe office and you will be informed as to how you can par-ticipate, and help make ours a better industry for all.

10 MODERN ELECTRONIC SERVICE DEALER

CSEA SAN DIEGO AREA NEWSVOL. 1, NO. 1 NOVEMBER, 1961

CSEA MEMBERS!our Association is here to help you.

Remember, you are not alone.When you need a technician,When you have a legal question,When you have a technical problem,When you need printed forms,

parts bags, shirt patches, etc.CALL YOUR CHAPTER OFFICEWe may not have the answer imme-

diately, but we will try our best to getit for you. You may be struggling witha problem, that another member hasalready solved. Why not let them helpyou??

Printed Bags NowAvailable

It has been learned that the plasticprinted CSEA used parts bags are nowavailable through the State office in Sac-ramento. These bags carry the CSEAseal and a message that indicates thatthese are the parts that have been re-placed in a set being serviced. It as-sures the customer of top quality re-placements and also indicates thatsometimes a tube will test good but notwork in the set itself.

This type of service will add greatlyto the promotion of the Association aswell as build good will between you andthe customer. These bags cost about 1¢each and may he ordered at this

TV Service Industry Getting Ready

To Service Color Television11 hen California State 1.1ectrome, A--

sociation Chapter 13, San Diego, andChapter 18, North County, planned an18 -hour course on color TV servicingfor their members with an expected at-tendance of approximately 40 people,little did they dream of drawing a ca-pacity crowd of 88. Yet, this was thenumber of TV technicians and inde-pendent service dealers from all area,of San Diego County, including threerepresentatives of companies in Tijuana,who attended the first of nine sessionsat KOGO-TV, Channel 10, on Tuesday.September 26.

The course, with Mr. Charles Parkerof the San Diego Unified School Dis-trict as instructor, will cover all phasesof servicing color television, with boththeory and practical applications. It isfree to members of CSEA and their em-ployees. Non-members are welcome toattend at a charge of $2.00 per eve-ning.

The next meeting will be on Tues-day, November 28, 1961, beginning at8:00 p.m. at KOGO-TV, Channel 10,Studio 2, Highway 94 and 47th Street.

The interest in this course. and the

record attendant(' at the opening sessionare proof of the TV service industry'sbelief that this time color is here to stay.It is also proof of their desire to heready and qualified when they are calledupon to service color television receivers.

Modern Electronic ServiceService is now the official publica-tion of the California State Elec-tronic Association and has shownby the first four issues that it willserve us extremely well. This is amagazine we in the association cancertainly be proud of. And it's onedeserving of our complete support.

Remember ! ! Look for the SanDiego page for all local news andmeeting dates.

If you are not now receivingyour copy of Modern ElectronicService Dealer please write or callour office and we will he sure thatyou are put on the mailing list im-mediately. The publication is free.

125%

120c'o

115%

110%

105e,o

1959 Average

95%

90%

85%

80%

75%

Gr

ti0

This is a Business Average compiled of combined averages of a 1 ManShop -2 Man Shop -3 Man Shop -6 Man Shop

NOVEMBER, 19 6 1

YOUR

SERVICE

TRUCKS

A Special Feature

Rent or buy?How to choose?Makes and Features?Maintenance service?Service and delivery?Advertisement on wheels?

They represent a substantial part of your capital invest.ment. Without them, you can't get to the field job with theequipment you need nor can chassis be brought in. They'removing ads for your firm when properly painted up, bring-ing your advertising message to the entire area you serve.They are a big part of your bread and butter.

Yet how much do you really know about your servicetrucks? Have you costed out their operations? Given your-self a definite set of standards to determine when to tradethe trucks in? Looked at the current vehicles available toyou and pre -selected the one best suited to your needs?Evolved a clear cut program of maintenance and service forall of your vehicles to make certain they remain in accept.able operating condition?

If not, there's no time like the present to start. We'll begintriggering your thinking in this article and you can take itfrom there.

"My principal concern when I get a new truck is not somuch what is its initial cost nor how many miles can I getper gallon, but will it do the job? one dealer said. Askedto explain, he said, "If it doesn't have the space I need, orcan't pack the weight or has the access so difficult that only

part of the interior is really useful to me, then I have anunsatisfactory truck. If the exterior is so divided and shapedthat it's not suitable for decoration with signs that let thepeople know I'm in the service business and do a good,fair -priced job for them, it's no bargain even if I get 30miles per gallon from it."

Another service dealer protested, "There's really no suchthing as a service truck for television servicemen. All wehave available to us today is station wagons or vans thatcan, with ingenuity and enough free shelving earned fromthe purchase of huge quantities of tubes, be adapted to ourneeds. I question whether there's a single 100 percent satis-factory TV service truck made today."

"He's either lazy or crazy," another service dealer saidwhen this message was played back to him. "Naturally atruck's going to need shelves and perhaps an antennamounted on it and some special hardware for anchoringthings to. Does he think a manufacturer of bodies couldhave the audacity to try and standardize on what shouldgo into a service truck when we have so much trouble evenremotely agreeing on it among ourselves? We just pick theone that comes closest to what we want and then use our own

NEW FORD

ECONOLINE VAN

12 MODERN ELECTRONIC SERVICE DEALER

imagination and labor to bring it the rest of the way!""In the past we used to have our choice between a pick-up

or a panel truck," a veteran service operator mused, "andit really wasn't that much of a choice. Things got stolenoff pick-ups and the panel trucks rode far too high for load-ing the heavy chassis of those days in the field. The selectionhas never been as good as it is today."

Later we'll go into some of those selections available. Butright now let's look at a possible alternative to purchasingthe truck: leasing.

Lease PlanThere are many who feel very strongly that leasing of

service trucks is less expensive than owning them. Amongthese are operators of the larger fleets handling TV service,including manufacturers. The larger the fleet, the better theleasing deal you can swing. And you can take off 100percent of your cost on a truck when you lease it; there'sno arguing about its being all business expense.

In contrast, though, you may be able to knock off asmuch as a third to even two-thirds of the cost of a truckas depreciation when negotiating taxes! It's something worthexploring with your auditor.

But, assuming you're just an ordinary service operatorwith only, say, three trueks, not an army of them. Whatdoes it cost to lease a truck?

Well, a half -ton panel truck will cost you around $90 amonth. This will apply to the Econoline, Corvan or Volks-wagen. In addition to this you can either agree to main-tain it or have the rental agency maintain it for you forabout $15 a month. The rental fee includes the cost oflicense and tax. It doesn't include insurance, though. P.L. &P.D. (public liability and property damage) will cost you$7 a month extra.

You can't buy this at these rates by the month, though.The rate applies to a two-year lease on the same vehicle.You pay the first and last month in advance on these dealsand it's okay to have your signs painted on the trucks.

This is the charge cited by National Car Rentals, one ofthe larger firms in this business. Similar arrangements maybe worked out with any of many other firms.

For shorter term renting, a prowam to fill in duringheavy emergency periods that last Just a day or so, youmay be interested in arranging for one of the Budget Rent -A -Trucks. The rate is higher on a per -day basis but you don'thave to go into a two-year contract with them.

Should a number of members of a CSEA chapter arrangefor a collective lease, they could justify a more favorablefleet leasing rate and arrange to pay a leasing agency sepa-rately. These rates are not inflexible and are subject tonegotiation.

Make Your Own Decision

Don't be too willing to base your selection on the otherfellow's experience. Too often his concerns an older modelor a driver who refused to carry out his orders properly.For example one service dealer sold off all of his Volkwagensbecause he was tired of having their transmissions beingtorn out all the time. The trouble was traced eventuallyto a single driver who did not use the clutch properly andrefused to use his toe on the clutch. A competitive dealer,by the way, had to track down the culprit for him; he, too,had once employed the same serviceman! Now the VWshave increased their horsepower 10 percent, but that's onlyfrom 36 to 40, way less than the Fords, Chevrolets or Inter-national Harvesters.

(Continued Next Page)

NOVEMBER, 1961

CHEVROLET

HALF -TON

PANEL

CHEVROLET

MODEL C1405

CHEVROLET

CORVAIR 95

VOLKSWAGEN

13

Make sure that you take care in painting yourtrucks since they are on the front lines and tella story all their own. A snappy paint job withsigns of care can mean plus business. Everyonelikes to do business with a success . . . yourtrucks can make this difference.

"Maybe they don't have a lot of horsepower," one VWadvocate says, "hut they've wonderful accessibility fromboth sides and more usable space than anything else I'veever looked at."

More serious is the matter of replacement parts. If you'rein an area where there is no good, reliable Volkswagendealer and service agency available, you might be better offwith one of the popular domestic makes. They all-includ-ing the VW-have done a pretty fair job of setting up localfranchised agencies, though.

There are some firms that prefer station wagons such asRambler's American wagon with 64 cubic feet of cargospace. And others will favor the pick-up body when theyuse the vehicle for delivery of consoles and possibly majorappliances as well as service trucks. For these people, thereare special bodies that can be set on the pick-up trucks toconvert them to better service vehicles. Check around locallyfor these or your car dealer may look one up in Hildy'sBlue Book.

One of the dangers confronting the service dealer is aprejudice against this year's line based on an unhappy expe-rience with a brand that may have dated back to 1952 or1954. In the automotive world, changes are as frequent andas comprehensive as in the television one and we all knowthe folly of comparing this year chassis of almost any makewith the ones they produced as recently as five years ago.Maybe better or worse but certainly different.

1962 ChevroletsLook at the 1962 Chevrolets and you'll see they've intro-

duced diesel power in medium- and heavy-duty models, havetwo new larger displacement engines, lower hood lines forimproved driver visibility, and many other features in aline of 198 different models!

The Corvair 95 line now has an automatic choke, optionallimited -slip differential, redesigned double side -door lockingmechanisms in panel models, and an optional single pas-senger seat which folds forward for easier access to thepanel load compartment. It's well worth your while to lookat all of their step -van and panel trucks. Panels come in71/2 and 10 -foot body lengths, step -vans from 7 to 12 feet.Cubic capacity of panels is 1751/4 for the 71/2 foot long oneor 2301/4 for the 10 -foot length. The Corvair 95 Corvanlooks like the model that will be most popular of all Chevvyswith service folks, but also look at the Suburban Carryallthat doubles as a station wagon. Many consider the stationwagon the better vehicle because of its ease of handling.

Ford TrucksThe 1962 Ford trucks have an Econoline Van with a sug-

gested list of $1895 that demands investigation by the pro-spective service truck customer. There's both a side doorand a rear one big enough to be really useful, and moreloadspace than in the conventional half -ton panel (it haulsover 3/4 -tone), a full 204 cubic feet. The over-all length is14 feet on a 90 -inch wheelbase. The factory also points to

14

41, ogior

64.

4,000 miles between oil changes. And they talk about "upto four foot smaller turning diameter than the regular half-

ton panels." The load area is 54 inches high and 65 incheswide at the maximum point, 48.2 inches between wheel -

housings. Floor length is 89.3 inches from rear of enginecompartment to rear doors and 106 from rear of seat and149 from firewall. It has a 85 hp Economy Six motor. Oneservice shop running some of these says they get 22 to 26miles per gallon.

Volkswagen

The Volkswagen Kombi ($2,215, West Coast) is thevehicle one Florida service dealer uses as his complete autoradio shop. He's now operating out of his home and saves$450 a month rent and says he saves $30 a month on gasalone. An Illinois electrical contractor averages 26 mpgwith three VW panel trucks and says his license fees areonly $11 each compared with $27 to $30 for others.

Among arguments advanced by Volkswagen for theirpanel delivery truck are 170 cubic feet of clear loadingspace, payload of 1,830 pounds, driver up front and enginein rear aiding weight distribution, double doors on bothsides, maneuverability and ease of using as mobile billboardfor shops. Warranty covers a full year or 12,000 miles,whichever comes first.

Experience In Rentals

One very large service organization told of its experiencein rentals and maintenance. Rates go down on older rentedvehicles but maintenance offsets this unless preventive main-tenance is employed. Therefore the firm 1 -.nu three mainte-nance cycles, called A, B and C. These are ^nardinatedwith the miles the vehicle is driven.

The A -cycle, at each 1,000 miles except when a highercycle is reached, includes greasing, oil change, check forwheel balance, light alignment and other ordinary care.

B -Cycle, at each 10,000 miles, includes the lube job andother features of A but also a complete check on the brakes,fuel pump. and other features of the truck.

At 25,000 miles the truck is given the full treatment whichmeans wheels off and check the brake lining, new plugs (incontrast to the cleaning they get at B), points, condenser,check universal joint, repack front wheel bearings, checktires carefully for recapping or replacement and everythingelse required to keep it on the road smoothly, safely anddependably.

There are also some service dealers who let their men usetheir own vehicles, often station wagons, and pay them ninecents a mile and $3.50 a month upholstery replacement.

Why not review your service truck situation now?Chances are you'll find such an investigation will result inat least one of the following: (a) Economies, (b I Happierservicemen, (c) Better or more dependable vehicles or (d)Greater awareness of one very important phase of your opera-tion than you had before you focussed your attention on it.

MODERN ELECTRONIC SERVICE DEALER

CITY OF DETROIT HAS

LICENSING PROGRAM THAT HAS

WORKED FOR OVER FIVE YEARS

The Common Council of the City ofDetroit enacted an ordinance (No.110-F) in April. 1956, which licensestechnicians and service shops. It has nowhad five years of application in thefield. The results have been consistentlypraised by everyone concerned, the pub-lic, policing agencies, members of theindustry at every level and municipalofficials.

For example, E. L. Novak, Chief Ex-aminer of the City of Detroit Depart-ment of Buildings and Safety Engineer-ing, recently wrote in a letter approvedby H. B. Love, Chief of the ElectricalBureau: "I can definitely state that ithas been beneficial to both the publicand to the dealer. The reasons are bothnumerous and lengthy in explanation,but can be substantiated by the BetterBusiness Bureau records and many ofthe conscientious dealers who have hadthe opportunity to work in Detroit prior

to April 12. 1956, when the Ordinancebecame effective . . - "

Because this measure in some waysserves the ends of the state licensing ef-forts California State Electronics Asso-ciation has put forth, and, because,should it ever prove necessary to seekout an alternative way to protect thepublic in California from unscrupulousoperators who threaten the good nameof the service fraternity here, MODERNELECTRONIC SERVICE DEALER, ispublishing this report on the ordinanceand supplementary materials that De-

service people use in conjunctionwith it.

This includes a summary of the high-lights of the ordinance, a Code of Ethics,Advertising Standards for TelevisionService and other supplementary mate-rials.

Chapter 135, Ordinance No. 110-Fcovers Television License. It is "An ord-

A RESOLUTIONWHEREAS, the Television Board Examiners of the City of

Detroit has reviewed results of a recent shopping survey of low -price TV service advertisers conducted by the Better Business Bu-reau of Detroit, and

WHEREAS, in the opinion of the Board, price advertising ofTV service is deceptive, per se, inasmuch as the advertiser cannotafford to offer one flat price for repairing any and all TV sets vary-ing widely in amount of service required, and

WHEREAS, the Better Business Bureau survey has establishedthat low -price advertising of TV service is a "bait" device unfairto the public,

NOW, THEREFORE, BE IT RESOLVED that the Board re-quest immediate elimination of price advertising by TV servicelicense applicants, and prohibit price advertising of TV service byfuture licensees, and

BE IT FURTHER RESOLVED that in this public protectivecampaign, the Board request cooperation of the Better BusinessBureau in seeking prosecution of "bait" advertisers.

TELEVISION BOARD OF EXAMINERSCity of Detroit

NOVEMBER, 1961

inance to regulate the business of install-ing and servicing television equipmentin the City of Detroit; to provide for theadministration and enforcement of thisordinance; to provide for a Board ofExaminers and its powers and duties;and to provide a penalty for the viola-tion of the terms thereof."

This measure defines a service dealeras "A person engaged in the business ofservicing receiving equipment, havingan established location for the perform-ance of such service, and maintainingbooks of accounts and records incidentto the business. including records ofMichigan Sales Tax." The effect of thisdefinition is obvious in eliminating ope-rators working with inadequate facilitiesand not showing suitable records.

"It shall be unlawful for any personto engage in the business of installing,servicing, maintaining or repairing re-ceiving equipment in the City withouta license as a service dealer as herein-after provided." the ordinance reads. Itis also unlawful "to offer by advertise-ment, telephone or any other manner toinstall, service, maintain or repair" setswithout a license. Similarly to contractfor such work.

"It shall be unlawful . . . to engagein the occupation or trade of a certifiedtechnician without a license" too, excep-tions being people working under thedirection of a certified technician or anapprentice and their identification asprovided in the Ordinance.

To be a service dealer, one musteither be a certified technician or regu-larly employ one. Should the owner notbe one, if the certified technician leavesthe firm's employ, a replacement mustbe hired or the firm is unlicensed andoperating unlawfully.

Applicants for certified technicianmust be at least 21, have either four ormore years experience servicing sets ora combination "of technical training ata university, college, correspondence ortrade school and practical experience

15

equivalent to two years with a minimumof one year of practical experience."

Details of the ownership must bespelled out in the application for a li-cense, including all information aboutpartners or, if incorporated, officers, andif it operates under a trade or assumedname, the real name must show on theapplication.

Board of Examiners

The Mayor appoints a seven -memberBoard of Examiners including threeservice dealers who are also certifiedtechnicians, one from the staff of a tele-vision school licensed by the Departmentof Public Instruction of Michigan andwho is a member of IRE, and one fromthe Communications Division of the De-partment of Police. They are three yearterms, staggered so that there are atleast two terms expiring each year. Thepolice representative serves as chairman.Four members constitute a quorum.

Duties of the Board of Examiners in-clude: investigate applicants, examinethem for licensing, prepare examina-tions, conduct hearing to determine iflicensees comply with the ordinance,keep records of proceedings and li-censees and make any rules necessaryto make the provisions of the ordinanceeffective.

The Mayor is empowered to grant, re-voke or suspend licenses for good cause.

Fee for the Service Dealer is $25 an-nually and for the Certified Technician$10, but if the service dealer is also acertified technician he pays just one $25fee.

Charges

Charges for installing, servicing,maintaining or repairing any televisionequipment in Detroit must be made outin duplicate bill form and show date thework is performed, make, model andserial number of the set, name and re-gistration number of the licensee, nameand address of the customer and cornputation of the charge. This must spe-cify the nature of the work for whichthe charge is made, the amount chargedfor labor and for each part or replace-ment. The customer gets one copy andthe owner licensee must keep the other,and have it open to inspection, for twoyears.

Licensees from other cities may ope-rate in Detroit providing that a recipro-cal agreement allows Detroit licensees tooperate in those cities. This is also con-tingent on the licenses being somewhatsimilar in charges and requirements.

Penalties for violation are not morethan $500 or imprisonment in the Houseof Correction for not more than 60 daysor both.

16

NOTE:

Licensing can work and is working in Detroit. We have obtained the fol-lowing information, for what it is worth, as a guide to dealer groupsthroughout the cities and states of the West. It is the first time, to ourknowledge, that the Detroit program has been reported and we sincerelyhope it will be of value to our readers.

Detroit Television Board ofExaminers

CODE OF ETHICSfor

TELEVISION INSTALLATIONAND SERVICE

In the public interest, we, the under-signed, pledge consistent observance tothe following Code of Ethics which hasbeen approved by the Television Boardof Examiners of the City of Detroit.WE AGREE . . .

1. To have all work performed byqualified employees or licensedtechnicians; to perform only suchwork as is needed and authorizedby the customer; to return all re-placed non -warranty parts and tubes(except picture tube) to the cus-tomer; and to make a sincere effortto satisfy justified customer com-plaints.

2. To carry sufficient insurance to pro-tect the customer and his equip-ment while in our possession.

3. To purchase and maintain adequatetest equipment in keeping with goodservice standards.

4. To make all outside antenna instal-lations in a safe and workmanlikefashion and to utilize materials ofgood quality.

5. To specify in writing to the custom-er exactly what is covered in anyservice and parts guarantee.

6. To guarantee for a 90 -day periodparts sold which are not covered bya warranty contract.

7. To honor parts warranties subjectto replacement of defective parts bydistributors of customers' sets.

8. To invoice to the customer the costof all repairs, showing itemizationof labor performed and parts bydescription or part number andcost.

9. To handle prepaid funds coveringa television service and/or partscontract in such a fashion as to safe-guard the unearned portion of saidcontract to protect the public in-vestment. This shall be done by anescrow fusd to be drawn upon asportions of contract are earned.

10. To refrain from price advertisingof television service, in compliancewith a resolution of the DetroitTelevision Board of Examinersbranding price advertising decep-tive. And in the public interest, weagree to cooperate with the Tele-vision Board of Examiners, BetterBusiness Bureau, and advertisingmedia in keeping all of our adver-tising clear and free from deception.

Detroit Television Board ofExaminers

ADVERTISING STANDARDSfor

TELEVISION SERVICE1. Advertisers must be licensed Serv-

ice Dealers.2. Advertiser must include his Service

Dealer's license number, name, ad-dress and (community, if not De-troit) in all display advertising.

3. Advertisers may not advertise underany other name or address than isstated on his Service Dealer's li-cense.

4. Advertisers may not use the word"authorized" or "approved" unlesssubstantiated by him, by means ofan official letter from the authoriz-ing or approving organization.

5. The use of "Price" for TelevisionService in any form of Advertisingis prohibited.

6. If the terms: bonded, engineers,credit, radio dispatched, factorytrained, factory service, insured, li-censed, locations, discount, experi-enced, specialists, etc., are used, theService Dealer must be able to pro-duce proof upon request by theBoard.

7. If the word "guaranteed" when notdefined in the advertisement, isused, it shall mean that completesatisfaction is assured the custom-er,-and the customer to be thesole judge.

8. All advertising claims, headings andlayouts shall be clear and free fromdeception and misleading claims.

9. Reference to promptness of hoursof service shall not be exaggerated.

10. Use of the word "new" in referenceto all television receiving equipmentshall comply with the "FederalTrade Commission-Trade PracticeRules for the Radio and TelevisionIndustry," Promulgated-June 28,1955.

11. Use of the name of the DetroitBoard of Examiners is prohibited.Service Dealers may state, "licensedby the City of Detroit."

12. The use of misleading terms suchas "wholesale" shall not be used.

13. The Service Dealer must promplyfurnish proof of any advertisementclaims at the Board's request andimmediately eliminate any claimthat cannot he substantiated.

MODERN ELECTRONIC SERVICE DEALER

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1

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DISTRIBUTED BY

Printed in U.S.A. Form No. WPT3

Danger that service dealers who sellrebuilt or reprocessed picture tubes tothe public without fully identifyingthem as such will become subject toFederal investigation, is pointed up by anumber of recent developments whichhave taken place within the industry.

In Akron, Olson Radio Coroprationhas already been docketed by the Fed-eral Trade Commission for failure tofully describe picture tubes they offer thepublic as rebuilt. The literature issuedby the defendant said simply "GeneralElectronic Tubes Guaranteed for 12months . . . Aluminized Picture TubesFactory Sealed I Year Guarantee. Fullyguaranteed top quality picture tubes infactory sealed cartons including war-ranty.'

In the FTC complaint against Olsonwas the statement that the "respondentsrepresented, directly and by implica-tion . . . that the electronic tubesdescribed in the advertisement areguaranteed for 12 months in every re-spect and that the television picturetubes described in the advertisement arenew in their entirety."

The complaint further states "Re-spondents do not guarantee the articlesof merchandise described in the adver-tisement in every respect. The terms,conditions and extent to which suchguarantee applies, and the manner inwhich guarantor will perform thereunderare not disclosed in the advertisement.

"The television picture tube describedin the advertisement are not new but arerebuilt tubes containing used parts.

"All, or certain, of the televisionpicture tubes advertised and sold by re-spondents are rebuilt and contain usedparts. Respondents do not disclose onthe tubes or on the cartons in which theyare packed, on the invoices or in theiradvertising that they are rebuilt con-taining used parts.

"When television picture tubes are re-built, containing used parts, in the ab-sence of a disclosure to the contrary,such tubes are understood to he andare readily accepted by the public asnew tubes."By failing to disclose the facts (abouttubes being reprocessed and containingused parts), respondents place in thehands of uniformed or inscrupulousdealers means and instrumentalitieswhereby they may mislead and deceivethe public as to the nature of their saidtelevision picture tubes."

Oklahoma RetailerIn Oklahoma, the "Oklahoma Retail-

er" also reported the practice of used orrebuilt tubes being sold as new andcounseled businessmen that "A simpleway for a service dealer or distributorto protect himself (against FTC in-vestigation and action) is to get a writ-ten confirmation from the manufacturer

FTC FILES FIRST CASE AGAINST

TV PICTURE TUBE FRAUD

Ohio Distributor Cited forFailure to Fully DescribePicture Tubes Being Sold toPublic as Rebuilt

as to what is used in his particular tube.This, posted in the dealer's place ofbusiness, serves as protection, at leastto a good degree, it was felt."

BBB Action

Again in "Inland Cities Items," thepublication of the Better BusinessBureau of Inland Cities, Inc., SanBernardino, September issue, appearedthe warning "Beware of Picture TubeFraud."

The article reads, in part, "Unfortun-ately, many picture tubes are misrepre-sented as containing all new parts andmaterials except for the glass, when ac-tually they contain used phosphor view-ing screens, used conductive coatingand used aluminization. By reusing theseimportant elements, the quality of thetube is reduced. . . . The importantphosphor viewing screen, after averageuse loses its efficiency and it becomesnecessary, in remanufacturing, to em-ploy the use of an electron that emitsmore light but makes good focus im-possible . . .

"Your service dealer is not to blame.In most cases he is being used in thedeception by the unethical manufacturer.In some cases the distributor is partiallyaware of the situation but feels he isforced to handle this merchandise inorder to meet price competition."

The article then cautioned the con-sumer to protect himself by calling areputable dealer or serviceman "in busi-ness to serve you-not to gyp you."

It defined "New" as meaning newglass and new parts; "New picture tube-reused glass" as meaning all parts ex-cept glass are new; "Rebuilt" as a tube

altered in any other way than the afore-mentioned one. "Used" as a secondhand tube which has not been altered inany way.

Picture tube manufacturers are en-deavoring to get the information aboutthe FTC position on rebuilts out to theirdealers. Sylvania reprinted an articlefrom TV Guide on "The Truth aboutRebuilts" which is issued to servicedealers through tube distributors for thedealers to imprint and give out to theircustomers and Calvideo warned dealersthat they are in violation if they describeas all new except the glass tubes con-taining used phosphor screens, used con-ductive coating and use aluminization."The dealer must make a full and truth-ful disclosure, on his invoice to his cus-tomer, of exactly what is used in the pic-ture tube he is selling," their literaturewarns.

Pointing up the whole program is thepublicity surrounding the dynamic newchairman of the Federal Trade Commis-sion, Paul Rand Dixon. He has inaugu-rated major changes in the FTC tofacilitate faster processing of complaintsand to speed investigations. He began inthe FTC as a trial attorney in the '30s,served as staff director of the SenateAntitrust and Monopoly Sub -Committeefor six years and then returned to thecommission. His forte has been investi-gations of administered pricing.

The commission's streamlined pro-gram has been approved by Congressand its budget has been increased, thestaff enlarged and the investigationsmore far-reaching.

It's a good time for all business to bescrupulously honest in its dealings withthe public!

NOVEMBER, 1961 17

Community Problems May Be Solved Through

Youth TechnicalTraining Programs

By H. B. NELSONGeneral Electric Co.

How many times, of late, have youreyes been caught by a newspaper head-line reading something like this:

"COMMUNITY DELINQUENCYON THE RISE"

And other news and magazine articlesheaded:"RUSSIANS LEAD U.S. IN TRAIN-ING OF SCIENTISTS AND TECHNI-CIANS"

These headlines point up two pro-blems which concern us all: teen-age ...and the fact that this country seems tobe coming out second-best in turningout technically trained people.

What can be done about these pro-blems?

Well, there's certainly something thatindependent service dealers can do tchelp. Through training and experienceyou're well-equipped to perform a much -needed service: The guiding of com-munity youth in the study of electronics.

Through teaching electronics you canhelp keep youngsters out of trouble bygiving them something constructive todo with their spare time. At the sametime-and, perhaps, equally as import-ant-you can provide them with thefoundation of a technical education.

How do you get started in such aproject? Well, it may be that alreadyyoungsters drop in to see you when theyhit a snag putting together a radio kitOh, perhaps they stop in to ask youradvice on a project they've been as-signed as part of a school science courseAnd maybe Boy Scouts consult you onmerit badge work.

If you know several such youngstersyou might suggest to them that theyget together and organize an electronicsclub to meet at your shop or home onenight a week. At the weekly meetings-which should be kept informal-theycan work on kits and projects withpointers on soldering, learning the colorcode, testing voltages. To keep up theinterest of youngsters. it's important

that they learn by doing. Give themhints on techniques and trouble -shooting. . . but let them try to use their in-genuity to figure a way out of problems.

For those youngsters who are in-terested but who have no definite pro-ject in mind, suggest something fairlyeasy for a start: putting together a"razor -blade radio", for example, orbuilding a simple receiver.

Perhaps you've got some old six -voltcar radios lying around the shop. Sincethey arn't doing anybody much goodthese radios can provide parts for clubmembers to use in their projects. Thekids will benefit two ways: by takingthe radios apart and finding out hawthey're made . . . then, by putting theparts back together to form new elec-tronic components

Although adolescents are more aptto be interested in "do -it" work-thefine art of handling a soldering ironfor example-it's surprising how manyof them will respond to instructions onsimple theory. They'll get a kick outof learning how to follow a schematicdiagram . . . or trace out simple cir-cuitry . . . or find out what Ohm's lawis all about. It might be helpful, tooif you set aside some of your technicallibrary for loan to club members.

Once the club gets rolling, you maywant to have a "Parents' Night" so thatproud mamas and papas-your custom-ers, we hope can see with delight andamazement what Junior has been up to

Surely one of the great rewards ingetting youngsters intersted and enthus-iastic in electronics, is the almost cer-tain knowledge that many of them willchoose the field for their life's workand go on to further study. Others willbe encouraged to study and engineeringin college.

It's something to think about: Theboy you teach to read a schematic todaymay be a leading scientist tomorrow.

WHY?HAS

THIS CHALLENGE

NOT

BEEN MET

BY

ANY

INDEPENDENT

CRT

MANUFACTURER?

It is quite obviousto the industry

that the reasonthis challenge has not

been met is simply becauseCALVIDEO ELECTRONICS,

INC. is the only Independentfirm that can back

these standards with thefacilities, engineers

and PRODUCT!!!

isCalvideo

TELEVISIONPICTURE TUBES

WE CHALLENGEALL INDEPENDENT

REPLACEMENT PICTURE

TUBE MANUFACTURERS TO

PUBLICLY MATCH THESE STATEMENTS

I. Calvideo Electronics Inc. states that each and every tube leaving its plant con-tains 100% NEW PHOSPHOR SCREENS, ALUM INIZATION, CONDUCTIVE COATING, ANDQUALITY (fine grid aperture) ELECTRON GUNS. The only re -used portion is the envelopewhich is carefully inspected to meet the standards of the new envelope. In other words,these are all new except for the glass envelope.

2. Calvideo Electronics Inc. is the largest independent picture tube manufacturer,supplying the replacement field, in the world. In its 50,000 sq. ft. (soon to be expanded)plant, Calvideo employs the most modern, automated equipment to manufacture enter-tainment and industrial cathode ray tubes.

PUBLIC NOTICE!!It is unfortunate that dealers, distributors and consumers are unaware of the difference in picture tubes. Manyassume that they are purchasing tubes with all new parts except for the glass envelope . . . BUT THEY ARE

NOT! They are paying close to Calvideo prices and many cases higher for almost a totally used piece ofmerchandise.

CALVIDEO IS PLEASED TO SEE AN AGENCY OF THE FEDERAL GOVERNMENT BECOMING VERY ACTIVE IN THE

PICTURE TUBE INDUSTRY IN AN EFFORT TO PROTECT ALL SEGMENTS OF THE INDUSTRY AND THE CONSUMING

PUBLIC FROM FRAUDULENT MISREPRESENTATION. DEALER . . . ARE YOU IN VIOLATION ?? ?

IQUi ALITY+ECONOMY= PROFITS, PICTURE TUBESCalvideoTELEVISION

NOVEMBER, 1961 19

DISTRIBUTOR OF THE MONTH

KIE SUB

ELECTRONICS

CORPORATION

When, two years ago, eleven former employees of KierulffCorporation pooled their resources and purchased some ofthat organization's parts distributing subsidiaries, their firstmajor decision was "On what foundation will we build ourbusiness?"

They reasoned that it was economically sound to deal onlywith wholesale purchasers of parts and supplies and to com-pletely reject the time-consuming, costly -to -serve consumerlooking for bargain components at discounts to which hewasn't entitled.

So that became the keystone of the business philosophy ofKiesub (Kierulff Subsidiaries, get it?) Corp.

Did it work?Today, two years after the young organization was formed,

it is doing a handsome $2 million a year volume and israted by folks who look into these things as one of the twolargest parts jobbing houses in Southern California!

Top administrative genius behind this impressive per-formance is 51 -year -old Dick Wesenberg. It would havebeen difficult to deliberately plan an executive developmentprogram to do a better job of preparing a man for the jobthan that Dick underwent during the course of his businesscareer.

As a youngster, he worked for Kierulff when the firmwas still aligned with Ravenscroft. Then he had a year stintwith National Union Tube in San Francisco before return-ing to Kierulff in Los Angeles where he remained for over26 years.

Even before the opportunity to acquire all of the brancheshad arisen, Mr. Wesenberg, a Vice President of the Kierulfforganization, held substantial interests in some of them.When the chance for complete acquisition came, he puttogether an organization of 11 stockholders and they createda closed corporation which permits stockholders only to sellback any stock they own to the other participants. All theowners are working members of the Kiesub team and, infact, represent a third of the entire Kiesub staff!

Their branches do an excellent job of blanketing a goodlypart of Southern California. Locations include Long Beach,Oxnard, Van Nuys, San Bernardino and Bakersfield and

20

DICK WESENBERG

Kiesub is exploring the possibility of additional expansion,possibly into Santa Ana and San Diego.

It takes a substantial team of administrators and workersto keep as wide -spread an empire as this hitting on allcylinders and Dick Wesenberg readily credits the othersin the organization for having made primary contributionsto its success. He is reluctant to single out just a few people"because all have worked so hard and done such splendidjobs, "but, among the outstanding personalities in theorganization are:

Clark Saekman, Vice President, supervising activities inSan Bernardino and Orange County; Frank Beane, VicePresident handling the Valley; George Perry, Assistant toMr. Wessenberg; Morry Westbrook, Controller, and DelWhite, veteran sales representative working out of theOxnard branch.

Kiesub maintains the same close kind of relationship withtheir suppliers that they encourage customers to have withthe parts jobbing house. In two years they have risen to thepoint of the fifth ranking Channel Master outlet in thecountry, a signal record. Similarly they are proud of theirrole in the area they serve for G -E tubes. They stock a

Pictured here in frontof the Bakersfieldstore are store man-ager Rod Kimballand sales managerArt Easton.

MODERN ELECTRONIC SERVICE DEALER

The main headquarters of the Kiesub Corp. is

here in the Long Beach store.

Taking a short break are George Perry on theleft and Mike Burnworth. In the background,on the phone, is Dick Wesenberg.

Manager Lloyd Hardin of the Van Nuys store is

shown checking over a dealer order.

The attractive Van Nuys store continues to beone of Kiesub's top installations.

11 San Bernardino business continues to prosperand the S. B. Kiesub store is no exception.

Manager Mike Rabito, behind the counter, isshown here writing up an order for some SanBernardino dealer.

Oxnard Manager Guy Travis along with DaveCribbs are shown here answering dealer ques-tions.

to IVAArJlt1

Here is an exterior shot of the new Oxnardstore. Only a few months old, it has alreadybecome a success.

NOVEMBER, 1961 21

broad inventory of electronic parts and components andplan later to expand into other business fields, some ofwhich are only remotely related to their present ones.

Regardless of what new directions Kiesub takes, though,Mr. Wesenberg is adamant in the organization's resolve tostick to certain policies and practices. These have never beenactually speeled out as any sort of creed in writing, but acheck of Kiesub's customers validates the elements of thelist anyway:

1. Deal only with those firms having a sales tax numberand a place of business. All other business is firmly turnedaway.

2. Conduct frequent, meaningful, helpful meetings forservice dealers and servicemen. A goodly share of these isentirely education and at such meetings no requests forpurchases are made. Even at line showings and productpresentations, however, considerable educational materialis intermingled with the hospitality and the merchandising.Result: at the last meeting Kiesub called-a series, one ineach area, to show new channel master merchandise-Mastermerchandihe-500 turned out! There were 87 in Bakersfieldalone!

We see our typical customer as a conscientious, hard-working businessman, constantly interested in improvinghis own performance and working for the betterment of hisindustry," Dick says, "and we slant our programs accord-ingly. We try to provide service information, to he educa-tional. Typical was our recent series of meetings on transistorservice. No ballyhoo, all work, and they were well acceptedby our service dealer friends. Also we try to line up reallyexpert speakers for them and almost always succeed."

3. Be fair in all cooperative ad programs and make themas effective for the participating service dealers as possible.

4. Keep prices at a competitive level so that Kiesubcustomers will never be at a disadvantage in comparison toservice dealers buying elsewhere. And prices are the same

to everybody!5. Cooperate with customers in regard to warranty re-

placements. These are issued immediately upon request,handled by the distributor in many instances, and issuedin advance on telephone request, the salesman or the de-livery truck sometimes bringing in the replaced part onthe next trip.

6. Prompt filling of orders and next -day delivery forfirms requesting delivery. To serve the majority, thoseprefering to pick up their supplies at the nearest Kiesuboutlet. inventories are carefully geared to customer needsand it's a cause for immediate corrective measures when-ever anything but an exteremely rare or outdated type ofmerchandise service dealers request is not in stock.

7. Finally, the distributor's concern with helping servicedealers become better and more efficient businessmen, isof serious importance to the entire organization and theyare trained to help as much as possible in this.

Kiesub people reason that the best way to teach is byexample, so Controller Westbrook accomplishes an efficienthandling of the firm's paper work with a staff of six peoplewhereas the former Kiesub set-up required 50 for the sametask.

Also they're mighty proud of the fact that they havenever failed to discount a bill with their suppliers!

"We feel that only part of a parts jobber's function isserved in handling his own organization skillfully and inrendering good service to his customers," Dick Wesenbergsays. "They should also do everything in their power tohelp their customers help themselves. By this I mean backsuch organizations as CSEA and other constructive servicegroups and encourage service dealers to not only joinbut actively participate so that it's a whole group pullingtogether rather than a handful carrying the whole load.They and we should get out and work together for thegood of organizational activity that benefits us all."

ALL NEW PREMIUM PICTURE TUBESAVAILABLE IN MOST POPULAR

SIZES. WE INVITE YOU TO

COMPARE PRICES WITH ANY

OTHER NATIONALLY ADVERTISED

PICTURE TUBE, EVEN THOSE

THAT ARE NOT ALL

NEW MATERIALS.

For your convenience, Zenith parts and tubes, in or out ofwarranty, are available from the following parts distributors.

HURLEY ELECTRONICS GROSSMAN & REYNOLDS1429 South Sycamore 1900 West Valley BoulevardSanta Ana, California Alhambra, California

HURLEY ELECTRONICS ANDREWS ELECTRONICS1501 Magnolia 1500 West Burbank BoulevardLong Beach, California Burbank, California

HURLEY ELECTRONICS ELECTRONIC SUPPLY CORP501 East Date Street 2483 3rd StreetOxnard Riverside, California

22

SUES, YOUNG & BROWN, INCORPORATED

MODERN ELECTRONIC SERVICE DEALER

ACTRA

(Alameda County TelevisionRadio Assn., Inc.)

5585 Thomas Ave., Oakland 18(Ph. OLympic 5-9016)

First Tuesday of Each MonthDriftwood Restaurant

1313 Park St., Alameda7:30 p.m. dinner;

8:30 business sessionPres.: Stephen L. Strong

Sec.: Fred W. RockOAKLAND-Yellow Page advertising was

the topic of the last meeting of ACTRA.Among points brought up for discussion bythe membership were: (a) Positions of ad-vertisements in the TV service section; (b)The large number of categorical breakdownsfor the service industry to cover; (c) Prom-ises of Yellow Page field salesmen that arenot always fulfilled; (d) "Unnecessary" re-quirements of Pacific Telephone & Telegraphthat Yellow Page listings absolutely corre-spond with white page listings, even for old,established advertisers; (e) That all displayadvertisements (and all others) should carrythe address of the advertiser, and (f I That noadvertisement carry "price" for anything.

Our guest speaker was Jack Morrison, As-sistant Sales Manager of Pacific Telephoneand Telegraph Directory Advertising, whostated that all the aforementioned subjectswould be "looked over seriously" at a veryearly date and that salesmen would be morestrongly oriented as to promises and other sub-jects brought up.

He explained some of the rules that havebeen in effect up to this time. These includeddisplay ads being placed on a seniority basis,not an alphabetical one. If an advertiser cutthe size of his ads, he loses his seniority inregard to his former larger ad and his new,smaller ad comes toward the end of the ad-vertisers with seniority in this small ad group.Then, if he reinstate his former, larger ad,it is positioned toward or at the end of theadvertisers using this size, even should hisprevious smaller ads be equivalent in totalcost to his previous large ad. In other words,he must re -build his former seniority of posi-tion.

It was stated that "salesmen cannot sell(preferred) positions- and that this was anautomatic thing with the printer of yellowpages for whom each advertiser, new or old,is given a code number and accorded posi-tion based on it.

The ACTRA membership questioned thesoundness and fairness of many of these rules,indicating a feeling that several of themmilitated against the "little service dealer. -even though he be a long-time advertiser.Some of them, the members fel, were not ina position to take a full quarter -page ad.

The organization felt that all of these pointsbrought up by the members were heard cour-teously and with understanding by the PT&Trepresentative and that full cooperation wouldbe given their views soon.

Accompanying Mr. Morrison and participat-ing in the conversations was George Kosick,supervisor of our local area in Yellow Pageadvertising.

-Philip M. Fisher. Executive Secretary

SACRAMENTO

1801 Jay Street, SacramentoSecond Tuesday of Each Month

Pres.: Vie ManleySec.: John Grote

SACRAMENTO-Chapter No. I discusseda system whereby the association can provideSunday and holiday service to the public atits last meeting. Our objective is to give thepublic confidence that it can call one phoneassigned to the association and contact a re-liable firm that can be trusted. It is the planof the organization to advertise this programextensively.

Arrangements for it will be along the linesof two dealers being assigned on each holidayor Sunday, one from the north and the otherfrom the south. Members of the chapter feelthis should serve to stimulate non-membersdesire to join CSEA even beyond the presenthigh level; several new dealers have phonedand requested information on how to joinlately.

The board of directors has acted favorablyon the suggestion that questionnaires be sentto all members of our local organization sothat we can have a central file of informationon dealers which will facilitate the organiza-tion's answering inquiries or handling cus-tomer complaints.

-Joseph Rodrigues

SAN BERNARDINO

872 D Street, San BernardinoNovember 2

(Organizational meeting)California Hotel

Pres. Pro Tem: Jess AdamsSAN BERNARDINO- Discussion at the

last meeting was centered around what itwould take to improve and strengthen ourchapter and improve attendance at the meet-ings.

Virgil McDonald, sales representative ofGeneral Electric, was our guest speaker.Among points made were that, in order tohold a successful meeting, you have to haveat least three reasons for it so that chances ofhaving something to appeal to everyone areimproved.

Mr. McDonald has agreed to conduct thenext meeting also and to provide the organiza-tion with his services in stimulating atten-dance. His topic at the next meeting will be:"The Importance of an Organization andWhat It Means to the TV Service Dealer."

-Jack Wade

SOUTH BAY

2002 Springfield, Hermosa BeachSecond and Fourth Wednesday

of Each MonthPres.: Lloyd Brown

Sec.: Harry KiyomuraHERMOSA REACH - South Bay RTA-

CSEA held a joint meeting with Long Beach,

San Antonio and Los Cerritos Chapters atthe Hot 'n' Tot Cafe in Huntington Park atwhich service representatives from Slyvaniashowed and described their 1962 TV chassis.

Members of the Chapter are now attendinga trnsitor course in cooperation with the SanAntonio Chapter so the only regular meetingsof the group during the next three monthswill be Board meetings.

The organization is planning a Hallowe-enparty at the home of President Lloyd Brown,2002 Springfield, Hermosa Beach, on October28, to which all members and their wives areinivited.

LONG BEACH

P. 0. Box 485, Long Beach 4Second and Fourth Wednesday

of Each MonthPres.: Ray BoswellSec.: Fred Abrams

LONG BEACH - The decision was madethat only the first of the customary two meet-ings a month of the Long Beach Radio Tech-nicians Association be held in December be-cause of the proximity to the Christmas holi-day.

At the last meeting of the chapter the an-nual Ladies Night activity was held and therewas, herefore, no business discussion.

LOS CERRITOS

P. 0. Box 129, BellflowerSecond and Fourth Wednesday

of Each MonthBertha's Grill

Clark and Compton, BellflowerPres.: Harold T. HuffmanSec.: William F. 011inger

BELLFLOWER-The telephone as a busi-ness tool and classified advertising as a salesstimulant were the topics of the last meetingof the Los Cerritos chapter of CSEA.

Yellow page advertising and how to cleanit up were discussed in detail and also someof the methods service dealers have found forgetting larger returns from their classifiedpages ad investments.

An answering device to permit the phoneto develop business for the shop even duringhours it's normally closed was discussed anddemonstrated at the meeting. This is theAnsaphone, and information on it was pre-sented by Hank Klumb and Sam Lawhorn ofAnsaphone Corp.

Upon the conclusion of the demonstration,Los Cerritos members were in general agree-ment that the Ansaphone has many distinctadvantages as a telephone answering instru-ment over answering services of the telephonecompany.

No speaker is scheduled for the next meet-ing of the Chapter. This will be a businessmeeting, also at Bertha's Grill.

-Walt Rundquist

(Continued on Next Page)NOVEMBER, 1961 23

CSEA CHAPTER NEWS(( ,,ritirzued)

SAN DIEGO

3614 Mt. Alvarez Ave., San Diego3614 Mt. Alvarez Ave.

San Diego 11Last Tuesday of Each Month

KOGO TV, Channel 10, Studio 2,Highway 94 and 47th St.

San DiegoPres.' Eugene H. O'Brien

Sec.: G. S. LowellSAN DIEGO-When California State Elec-

tronics Association Chapter 13, San Diego,and Chapter 18, North County, planned an18 -hour course on color TV servicing for theirmembers with an expected attendance ofapproximately 40 people, little did they dreamof drawing a capcity crowd of 88! Yet thiswas the number of TV technicians and in-dependent service dealers from all areas ofSan Diego County, including three representa-tives of companies in Tijuana, who attendedthe first of nine sessions at KOGO TV Chan-nel 10 on Tuesday, September 26.

The course, with Mr. Charles Parker of theSan Diego Unified School District as instruc-tor, will cover all phases of servicing colortelevision, with both theory and practicalapplications. It is free to members of CSEAand their employees. Non-members are wel-come to attend at a charge of $2 per evening.

The next meeting will be on Tuesday, Oc-tober 31, 1961, beginning at 8:00 p.m. atKOGO TV Channel 10, Studio 2, Highway94 and 47th Street.

The interest in this course, and the recordattendance at the opening session are proofof the TV service industry's belief that thistime color is here to stay. It is also proofof their desire to be ready and qualified whenthey are called upon to service color televisionsets.

-Harold Baldwin

SAN MATEO

18 Second Ave., Suite 210San Mateo

Third Monday of the MonthMcDowell's Restaurant, San Mateo

Pres.: Lloyd WilliamsSec.: Francis McCarthy

SAN MATEO - Raymond E. Morris wasappointed Executive Director of the TelevisionService Dealers of San Mateo County at thelast meeting of this organization. Mr. Morrisoperates an organization rendering services totrade associations. His responsibilities toTSDA will include the development and exe-cution of an advertising and public relationsprogram for the association as well as co-ordinating its activities.

Don Johnson, District Training Supervisorfor television and high fidelity, WestinghouseAppliance Sales, was our guest speaker. Withthe aid of slides, Mr. Johnson discussed thefeatures of the Westinghouse line, with spe-cial emphasis on (1) instant -on; (2) mobile

sound, and (3) FM multiplexing.Guest speakers for the next meeting will be

LeRoy Conyers and Frank Hufford of H. R.Basford Co., San Francisco distributors forZenith. Their topic will be FM Mupltiplex.

-Raymond E. Morris

SAN GABRIEL

P. 0. Box 514, West CovinaFirst and Third Wednesdayof Each Month at 7:30 p.m.Brotherhood Baptist Church

135 E. San Bernardino Rd., CovinaPres.: Eddie McCoy

Sec.: Bill MandelCOVINA-Emmett Mefford, President of

the Riverside CSEA Chapter conductedTransistor Lessons Nos. 9 and 10, at the lastmeeting of San Gabriel Valley CSEA.

Early in November, all of the participantswho completed the course satifactorily willmeet to receive diplomas. This will be followedby an open house and potluck dinner, theservice dealers' and servicemen's wives servingas hostesses.

On Wdnesday, October 4, the 1961.62officers were elected and announcement of theoutcome will be made next month.

-Bill Mandel

TRADE TIP

Countless hours are wasted by servicedealers each year by their failure tomake proper use of service orders.

Even before the serviceman beginsto repair a set, it is vital that he fill inthe model, make and serial number.Sometimes their interest in getting downto the job is so great that this basicconsideration is overlooked.

If your invoice is properly worded sothat the customer's failure to make pay-ments causes title on the repaired itemto revert to you, you have a powerfulcollection aide .

Whenever a customer asks that he becharged for a repair bill, be sure youfill in the due date, any terms, date theinvoice diven him at the time the jobis completed, and have him sign it in theproper place. In this manner you gaina legal contract.

Time your billing with the due date;don't automatically make it the first ofthe month unless that is the due date.Some service dealers deliberately waita week or ten days after this date be-fore phoning customers to remind themof the due date and ask if they wish astatement mailed to them.

Remind the customer of his contractand ask if he wishes you to pick up theset in yuor own truck to avoid em-barrassment (the neighbors will thinkit's being brought in for repair), orwould he prefer you to use your legalright of replevin.

It gets results!

BURBANK-GLENDALE

North Glendale StationP. 0. Box 4012

Meets the 2nd Thursdayof Each Month

at 1420 West Olive, BurbankPres.: Everett PershingSec.: Ralph Singleton

Zenith Corporation and Sues, Young& Brown will be holding a special colorseminar for non -Zenith dealers, Novem-ber 9. This lecture will be to acquaintthe service technicians with the newZenith color products. Lew Bender ofSues, Young & Brown, states "We hadno plans to give such service informa-tion as most Zenith service dealers havebeen through our color school. Howeverwe are very pleased that so many deal-ers have shown so much interest in ournew product and we offer this more gen-eral course gladly. We plan this colorseminar to cover the Los Angeles areafor the balance of the year."

The Burbank -Glendale chapter invitesall technicians to come to this meeting.A much larger hall has been secured atthe Five Horsemen Inn, 921 RiversideDrive, and the social activities will be-gin at 6:30 p.m., dinner at 7 and themeeting at 8 p.m. sharp.

At our Thursday, Sept. 12, meetingwe had our chapter's peak attendancefor the year with over 150 people at avery informative lecture by CharlesWack, RCA Field Service Engineer fromIndianapolis accompanied by WalterPasner, Manager of Parts and TubeSales. Mr. Wack gave a two-hour colorlecture with slides and followed thiswith an excellent question and answerperiod.

-Ralph Johonnot

PASADENA

2nd & 4th Wed, of Each MonthWestward Ho Restaurant

PasadenaPres.: Ken Mendes

Sec.: Dan DavittLast month was a big one for the Pasadena

chapter since it marked the annual socialouting to Catalina. This year over 30 mem-bers and their wives attended the affair andenjoyed the sightseeing and leisure living.

The Pasadena chapter has also just initiat-ed an advertising program that includes 13weeks of daily advertising in the PasadenaNews with six shops participating. The pro-gram, a co-op with Sylvania, lists all sixshops and carries the CSEA sig banner. TheSunday paper will carry a 12" ad and it ishoped that the idea will spread to other com-munities and chapters throughout the state.This type of action will not only create extrasales and prestige for the individual shop butwill also help to promote CSEA and its ob-jectives.

24 MODERN ELECTRONIC SERVICE DEALER

Gough IndustriesNames Stimson

Los ANGELES-Jack Stimson has beennamed Sales Manager of Gough Indus-tries' electronics department, accordingto appliance division manager ClintGage.

Stimson was formerly branch man-ager of Columbia Phonograph distribu-tors, and before that sales manager ofthe Craig Corporation's electronic div-ision.

At Gough, Stimson will develop anddirect greatly expanded sales programsfor V -M, Symphonic, Estey and Arvinproducts.

Dealer showings on all the productsare scheduled for Los Angeles and atGough's four Southern California andArizona branches.

INDUSTRY NOTES

Nystrom "Silver Screen" DerbyPromotion Hailed By Dealers

SAN DIEGO, CALI} \ strum Brothers Company, San Diego parts distributor,"Silver Screen Derby" promotion has been hailed by dealers as one of the best inrecent years.

The "Derby" was based on the racetrack idea with prizes being awardedfor "win, place and show" winners.This is how the promotion worked: Firstof all, Nystrom Brothers brought in acomplete truck load of Sylvania PictureTubes and only Mr. Nelson Chase ofthe San Diego Trust & Savings Bankknew how many tubes were aboard.Each dealer who attended had a chanceto guess the number of tubes and the%%inners won a beautiful Sylvania Radiofor the "win," an 8YP4 Test CRT tubefor "place" and a Sylvania big 9 tran-sistor kit for "show."

To top off the promotion the Sylvaniafactory packed into these tube boxessome win, place and show tickets thatcan be redeemed for cash awards, soeveryone buying a new Sylvania picturetube has the additional chance of win-ning a bonus.

All in all the promotion has been alot of fun and dealers are still lookingfor those lucky tickets.

This move is in keeping with thefirm's extensive sales program that hasbeen announced recently and the intro-duction of many new "Science -Fiction"accessories.

CLIP AND SAVE THISComplete Western Electronic Week and PETS Calendar

February 3, Palm Springs-Distributor/Rep Registration DayFebruary 4-5, Palm Springs-El Mirador Hotel-NEDA Board MeetingsFebruary 4-5, Palm Springs-Riviera Hotel-ERA/Management ConferenceFebruary 6, Palm Springs-Noon Banquet and Check-out in Palm SpringsFebruary 6, P.M., Los Angeles, Statler Hotel-NEDA Sales Supervisors

Seminar, Part I.February 7, P.M., Los Angeles, NEDA Sales Supervisory Seminar, Part II.February 8, P.M., Los Angeles, Statler Hotel-All Industry Cocktail PartyFebruary 9, P.M.. Los Angeles, Shrine Exposition Hall, Pacific Electronic,

Trade ShowFebruary 10, P.M., Los Angeles, Shrine Exposition Hall, Pacific Electroni(

Trade ShowFebruary 11, P.M., Los Angeles, Shrine Exposition Hall, Pacific Elect' oto(

Trade Show

NEDA SEMINARPLANS SET FORWEST. ELECTRONIC WEEK

"A Good Old Fashioned Sales Re-vival" featuring the world's selling mas-ters, Dr. Herb True (Mr. Creativity)and Fred Klemp (Mr. Practicality), willbe a highlight of the 25th NEDA Re-gional Seminar during Western Elec-tronic Week, February 3-11, and thesecond Pacific Electronic Trade Show,February 9-11, in Shrine ExpositionHall, Los Angeles.

Dr. True, who authored the book,"The Care and Feeding of Ideas," hasspellbound audiences from coast tocoast. He is Vice -President of VisualResearch, Inc. Klemp is President ofThe Fred Klemp Organization, produc-ers of dynamic sales meetings.

Gene Rothman, Hollywood Radio andElectronics, who is PETS President, re-vealed there has been an enthusiasticearly response on applications for boothspace in the important exhibit.

Western Electronics Week will bekicked off February 3 when the Elec-tronic Representatives Association andlocal distributors stage a three-day con-ference in Palm Springs.

The National Electronic DistributorsAssociation will hold its seminar and itsboard of directors meeting at the StatlerHilton Hotel, Los Angeles, February 6-7.

On February 6, the Chicago businessconsultant firm, Kielty, Dechert &

Hampe, Inc., will conduct a sales clinicfrom 7:30 to 10:30 p.m.

On February 7, a management con-ference limited to owners and top execu-tive personnel will be held from noonto 5 p.m. Other activities this day willinclude an address by Jack Hughes, Ex-ecutive Vice -President, Littelfuse, Inc.,on "Sales Is A Serious Thing," and"The Gold Old Fashioned Sales Re-vival."

GRAYBAR TAKES OVER ASEXCLUSIVE DISTRIBUTOROF PHONO TRIX IN S. C.

According to an announcement fromMarshank Sales Co., Southern California representatives of the MatthewStuart & Co.'s "Phono Trix" line, Gray -

bar Electric Company of Los Angeleshas been named as the exclusive dis-tributor in Southern California and Sou-thern Nevada.

NOVEMBER, 1961 25

Kiesub tDistri 1) t 114

Hoffman PartsThe Kiesub Corporation, electronic

distributors, has been named as the ex-clusive distributor in the Los Angeles,Long Beach, Van Nuys, Oxnard, SanBernardino and Bakersfield areas ofHoffman replacement parts,tubes and picture tubes.

According to the announcement, theKiesub Corporation has been chosen be-cause of its extensive coverage in theseareas and it now makes Hoffman partsavailable to dealers throughout the im-mediate vicinity, saving time and ex-pense.

It was also announced that Kiesuband Hoffman Consumer Products PartsDepartments located at 426 West Col-lege Street and 2101 Atlantic in LongBeach, will be the sole distributors andwarranty stations for Hoffman partsand tubes in these areas.

receiver

CRT MANUFACTURING EXECUTIVEADDRESSES BBB STATE CONFERENCE

FRESNO, Ci Air. MelDirector of Advertising and Merchan-dising for Calvideo Electronics, Inc. andDuMont ABD Picture Tubes spoke be-fore the western conference of BetterBusiness Bureau Managers last month.

Mr. Benjamin's speech pointed outthe fraudulent misrepresentation of tele-vision picture tubes as well as suggest-ing a concrete method for combatingthe problem. He stated, "a large scaleplan, utilizing radio, television, news-papers and BBB Bulletins is under wayto inform and educate the public onhow to protect themselves from thefraud." He went on to say. "that allof the BBB sessions he had the pleas-ure of attending were most interestingand informative and recommended thatevery reputable manufacturer anddealer should join and support theirlocal BBB. I honestly feel that the in-dustry's 100% support of the Associa-tion would go a long way to upgradeand control unethical activities of theIN industry as a whole."

Jerrold Electronics Acquires

Technical Appliance CorporationNEW YORK-Jerrold Electronics Corporation has acquired Technical Appliance

Corporation (Taco) through purchase of its assets, it was announced by SidneyHarman, Jerrold president.

Taco, located in Sherburne, N.Y., isa manufacturer of radio and televisionantennas for consumer, industrial andmilitary use. Its sales in 1960 wereapproximately $3 million.

The p u r c ha se was made for$2,700,000.

This is Jerrold's second acquisitionthis year. In February, Jerrold acquiredHarman-Kardon, Inc. For the fiscalyear ended February 28, 1961, Jerroldreported gross income of approximately$12 million.

Taco was founded in 1934 and dur-ing its history has never failed to reporta profit. The company manufacturesUHF and VHF antennas for outdoorinstallation.

In the commercial markets Taco'smicrowave antennas are used to trans-mit voices, teleprinted messages, fac-simile, or closed circuit television sig-nals in areas where it is difficult, orimpractical to use cable.

Present management of Taco will

26

remain intact, Mr. Harman said. Prin-cipal management of Taco is under thedirection of Herbert Brown, president,and Tore Lundahl, executive vice presi-dent, both founders of the company.

"Because Jerrold's products are soclosely related to Taco's and becauseJerrold has an extremely aggressiveorganization to sell these products,"Brown said, "we felt that merging ourcompany's fortunes with Jerrold's con -

businesstinning progressmove."

Tacotronic"

was a wise

recently introduced an "elec-consumer TV antenna - The

Electra-which utilizes a Jerrold manu-factured transistor amplifier. Also Taconow adds a third complete line of elec-tronic products to that of Jerrold andHarman-Kardon which was marketedthrough nationwide networks of elec-tronic distributors.

Levy Wins G. S.Promotion Contest

Dan Levy (The Winnah!!) just backfrom a whirlwind air trip to Las Vegaswhere he wined and dined his wife atthe Hacienda Hotel, had a free chuck -

wagon dinner, saw the show at the

Dunes Hotel, and played golf-all at no

cost to himself-is also reportedly prettyhappy over the profits which have rolledin from the sale of the six GS -400 record

changers he took to enter the contest.The contest was Iry Stern's idea. He's

with I. R. Stern and Co., Burbank, Cali-fornia sales representative-and put thisproposition to his dealers during a re-

cent swing through the west: "Buy six

Glaser -Steers record changers and get a

chance at a free all expense paid week-

end for two in Las Vegas." To make the

matter more enticing, he limited the

offer to only 25 dealers. Mr. Stern notes

that "this promotion was so successful

that others are planned to break -the -ice

for new Glaser -Steers products as they

become available, and to promote well

established G -S products in new sales

MODERN ELECTRONIC SERVICE DEALER

A Round -up Of Products We Feel Will Be Of Interest AndBenefit To The Electronic Service Dealer

SENCORE TV SWEEPCIRCUIT ANALYZER . . .

is Sencore's answer to the servicemen'sneed for the fast pin pointing of TVsweep, sync and high voltage troubles.These circuits represent over 60 per centof the entire TV set and up to 90 percent of all tough -dog troubles. H. Bow-den, president of Sencore, reveals thatthe new SS117 utilizes tried and provensignal injection plus direct componentsubstitution for testing circuits dynam-ically with the TV set turned on. All im-portant checks can be made from thetop of the TV chassis without removalfrom cabinet. The SS117 checks Hori-zontal Oscillator. Horizontal Output,Horizontal Deflection Yoke, HorizontalOutput Transformer. Vertical DeflectionYoke and Second Anode Voltage. Ex-ternal Circuit Measurements providedare: 0 to 300 and 0 to 1000 volts DCfor checking B plus and boost volts; 0to 300 and 0 to 1000 volts P to P forchecking sync and oscillator outputs; 0to 300 DC milliamps for checking hori-zontal fuse current.

Other features are: Large 0 to 300microamp meter for minimum circuitloading, all steel carrying case with fullmirror in removable cover, and two 115volt AC outlets in cable compartment.

The SS117 Sweep Circuit Analyzeris available at all authorized Sencoredistributors at a Dealer Net Price of$89.50.

RADAR SENTRY . .

is an ingenious miniature"safe driving" device that gives motor-ists advance warning of radar con -rolled speed and danger zones within

electronic

a 1/2 mile range. Now being producedwith a new dual -hand circuit, it willdetect all commonly used police radarspeed meters and traffic control units.

Clipped on sunvisor or set on dash-board, the Radar Sentry emits an audi-ble warning whenever it intercepts aradar beam. This instantly alerts thedriver to check his speed be/ore enter-ing radar -timed speed zones or dan-gerous areas protected by radar -oper-ated signal lights.

Radar Sentry is miniaturized andcompletely transistorized . . . requiresno wires or antenna. It operates on a1000 -hour, self -testing battery - theequivalent of 35,000 miles of driving atan average speed of 35 mph.

The small, compact unit measures ap-proximately 3-5/8" wide x 2-1/4" high x3-1/4" deep ... will not obstruct driver'svision. It weights only 13 ounces. Thecase is of modern design to conform todeluxe car interiors. Three colors areavailable: Beige, sapphire blue, andemerald green. The unit is furnishedwith a clip for sunvisor mounting anda magnetic base for dashboard use.

A UNIQUE NEW . .

Transistor Radio Analyst thatmakes it easy and profitable to serviceall makes of transistor radios is an-nounced by Carl Korn, president ofB&K Manufacturing Co., Chicago, man-ufacturers of professional test equip-ment.

Featuring the exclusive new B&KI)yna-Trace Single -Point Probe, thisnew Model 960 Transistor Radio Ana-lyst is a complete transistor radio serv-ice shop in one instrument-includessignal generator, power supply, VTVM,milliammeter, ohmmeter, and both in -circuit and out -of -circuit transistor testerall -in -one.

By point-to-point signal injection, itis quick and easy to troubleshoot anytransistor radio, check all circuits stage -by -stage, isolate and pinpoint the exacttrouble in minutes.

For further information, write forCatalog AP18 to B&K ManufacturingCo., 1801 W. Belle Plaine, Chicago 13,Illinois.

now

A NEW TWEEZER -LIKE . . .thermal wire stripper, usable with avariety of insulating materials and withwidely varying wire sizes, has been an-nounced by Oryx Co. of Sherman Oaks,California.

The new stripper, designed modelST -6, incorporates separate heating ele-ments in each arm and durable stain-less steel stripping heads which have anoperating temperature of 480°F. Thenew tool measures six inches in lengthand weighs two ounces. Compact sizeand light weight make it particularlyeffective for modifications and repairsin tight places where the conventionalbench -type stripper cannot be used.

The tool has been designed to operateefficiently on all common medium tem-perature wire insulation including ther-moplastics, PVC, nylon, and rubber.

The thermal stripper tweezer allowsthe operator to vary pressure and con-trol without damage to conductors.Since the ST -6 requires only a 6 -volt,3 -amp AC or DC power supply, shockhazard is virtually eliminated. Powerconsumption is 12 watts. Compact 6 -volt transformers are also available fromOryz.

The Oryx ST -6 miniature thermalstripper is priced at $14.95. Deliveriesfrom stock are available through dis-tributors nationally.

HITACHI'S NEW - - .portable, transistor radio, the TH-660.shown with its highly fashioned trans-parent Personal Gift Presentation Case.The TH-660 has the exclusive "Quick -Action" battery release which with theturn of a button, makes it easy to dropthe two penlite batteries into the palmof your hand and replace them with-out ever opening the back of the cab-inet.

NOVEMBER, 1 961 27

CURRENT LITERATURE AVAILABLE

FROM BLONDER-TONGUE. . . a specially designed converter -amplifier for low power translator andMPATI areas which use UHF channels70-83. The MPATI area is one in whicheducational TV programs are beingtransmitted via Stratovision to six mid -

western states.Called the BT -70 Ampliverter, it is ex-

pected to be a boon to TV set ownerswho wish to convert VHF channels 5 or6 into UHF channels 70-83.

Too, the BT -70 is continuously tune-able through the full range of the tuner,(which here only covers about 20% ofthe entire UHF channel range). This re-sults in the ability to obtain critical("fine") tuning. Critical tuning coupledwith the feature of amplification will in-sure wide acceptance of the Ampliverterin difficult reception areas.

FROM INT. RECTIFIERAn 8 -page publication RECTIFIER

NEWS published by International Rec-tifier Corporation, El Segundo, Califor-nia, contains a technical article "Howto Produce Repetitive High CurrentPulses with a Silicon Controlled Recti-fier Oscillator," as well as applicationdata on various rectifier types.

A 6 -page catalog on glass zenerdiodes published by International Rec-tifier Corporation provides ratings, char-acteristics, applications and power dis-sipation data on over 270 JEDEC andIR "High Spec" diode types. 250 & 400milliwatt types span the voltage rangefrom 2.6 to 33 volts, including MILSpec and 5%, 10% and 20% tolerancetypes. Request SR -265.

A 6 -page catalog on selenium rectifierstacks published by International Recti-fier Corporation covers thousands ofpossible stack variations, includingstandard and high voltage types andnew double and triple density celltypes . . . complete with design dataand performance characteristics on allstack types. Specify SR -170.

FROM SAMS . . .TUBE SUBSTITUTION HAND-

BOOK, VOLUME 3. by the HowardW. Sams engineering staff, representsthe most camplete, up-to-date listing ofDIRECT tube subsitutions available.Within its covers are 5,234 recom-mended substitutes -808 more than inVolume 2, and 1,450 more than inVolume 1.

The directory of receiving tubes has

been expanded to 1,687 types, v. ith over2,750 substitutions. Three more sectionslist 224 industrial and 602 Europeansubstitutes for American receivingtubes; and 573 American receiving -tube substitutions for European types.The picture -tube section shows 465types, with recommendations for 1,136direct substitutions.

Accompanying each individual sec-tion are instructions to guide the readerin making proper tube substitutions, inaddition to suggesting how to cross-reference between sections for othersubstitutes.

Invaluable as a reference and work-ing guidebook for anyone who useselectron tubes, TUBE SUBSTITUTIONHANDBOOK, VOLUME 3, is availablefrom electronics parts distributors andbookstores throughout the country, orfrom Howard W. Sams & Co., Inc.,Indianapolis 6, Indiana.

TUBE SUBSTITUTION HAND-BOOK. VOLUME 3, Catalog No. TUB -3.Size: 96 pages, 51/2"x81/2". List price:$1.50.

FROM STANCORA handy wall chart, showing EIA

color codes for transformers is availablefrom Stancor Electronics, Inc. It wasannounced by Jack D. Hall, vice pres-ident, marketing.

The chart shows color codes forpower audio, output and I. F. trans-formers, as well as connection codingsfor loudspeaker leads and plugs. Thechart measure 8.1/2"x11" and is printedon index paper stock.

Copies may be obtained withoutcharge by writing to Stancor Elec-tronics, Inc., 3501 Addison Street,Chicago 18, Illinois.

FROM SYLVANIAA new microwave diode product

guide has been made available by Syl-vania Electric Products, Inc., a subsid-iary of General Telephone & ElectronicsCorporation.

John Spitzer, advertising -merchandis-ing manager of Sylvania's Semiconduc-tor Division, said the 26 -page illustratedbrochure contains the electrical charac-teristics and performance ratings of awide range of microwave mixer, detec-tor, varactor, tunnel, and switchingdiodes. It also features a 4 -page re-placement guide insert, complete list-ing of mechanical and environmentaltest procedures, and more than six pages

of microwave diode applications notes,he added.

Designed for quick reference andeasy readability, the new product guideis available from Sylvania franchisedsemiconductor distributors and fromSylvania Electric Products, Inc., 100Sylvan Road, Woburn, Mass.

FROM MALLORYThe Mallory Semiconductor Com-

pany, a division of P. R. Mallory & Co.,Inc., has introduced a full -wave bridgesilicon rectifier circuit which is expectedto find applications in home instrumentsand commercial and industrial equip-ment. The Type FW silicon rectifiercircuit package has 50% fewer leadconnections to solder and can thusreduce assembly costs for users. Itsinitial cost is, of course, less than thatof four single rectifiers. and inventoryis simplified because there are 75%fewer units to stock.

Unit price of the new Mallory pack-aged circuit is $1.30 to $2 each in lotsof 1,000 to 4,999, depending on voltagerating; shipment is from the MallorySemiconductor Company plant in DuQuoin, Illinois.

Because of cost, size and circuit com-plications. bridge circuits were formerlylimited to commercial and industrial ap-plications. With the new lower -cost Mal-lory packaged circuit, home instrumentmanufacturers can use the low voltagebridge in high fidelity systems for DCfilament supply, in battery charges, andlow ripple supplies for transistor cir-cuits.

FROM CRAIGCompilation of a new Electronics

catalog has just been completed byCraig Corporation. Catalog includes avariety of Tape Recorders and Tape,both raw and pre-recorded, Air Puri-fiers, Craig FM -AM Radios. Speakers,Batteries and Califone Phonographs.The Tape Recorders represented areRoberts, Pentron, Craig TR403, BellFutura, Califone. The Roberts and Cali-fone lines are franchised. Requests forcatalogs may be sent to Craig Corpora-tion, Advertising Dept., 3410 La Cie-nege Blvd., Los Angeles 16, California.Craig also has warehouses in San Fran-cisco, Seattle and Honolulu.

Electronics dealers in Southern Cali-fornia may also obtain catalogs fromCraig's subsidiary, Craig Electronics,6303 E. Corsair, Los Angeles.

28 MODERN ELECTRONIC SERVICE DEALER

P C O Electron PA R T SPICTURE TUBE SAVINGS

WHOLESALE ONLY!DIRECT MANUFACTURER TO

THE DEALER ONTOP QUALITY - FIRST LINE TUBES

ALL SIZES - ONE YEAR GUARANTEELOS ANGELES

3660 W. Pico BlvdRE 1 -2177

LYNWOOD10906 Atlantic

NE 9-6248

EAST LOS ANGELES5916 Whittier Blvd.

PA 1-2907

TELEPHONE SALES TIPSJock tirlatromi, luthor,

"Boo to Get More Burin... Sy TrIrphone"

Direct mail, with a follow up of atelephone call is an ideal combina-

tion to increase sales. Together they

make a team that is hard to beat for

keeping a salesman or a saleswom-

an supplied with places to go andpeople to meet and call on, because

he has nri utilised to call ion them at

a specified time.

BUSINESS OPPORTUNITIES

BUSINESSOPPORTUNITY

Nationally known ('loved -Circuit Tele-vision and Two -Way Radio Distributor-ship for sale. For information write Box50320, 4041 Marlton Ave., Los An-g,1e. 8, Calif.

HOW TO USE

WANT AD PAGETO 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.

BOX NO.: Add 50c servicecharge; and allow 2 lines forreply address.

RE -RUNS: 2nd and 3rd timesless 10% each, 4th and there-after, less 15% each. Samecopy.

HEADLINES, ETC.: Large headlines, box borders and 2 -colads available at modest charge.

"POSITIONS WANTED": Less15%, payable in advance.

MISCELLANEOUS FOR

SAVE on all vour printing needsBUSINESS CARDS

are vour best salesmenPriced sensationally low !

1000 at $3.99Embossed, black or blue ink. Postpaidplus tax. ('ash with order. Write forfree samples and style chart.

THE IIANDISHOP248 Church St. San Franck,

FOR SALE EQUIP.

PR E('I SI t /N TES I" Equipment ModelE20 dot gen. ES550 Scope with 4

Probes. E400 Sweep Gen. E200CMarker. 88 N'om. 1 thru 532 SamsFolders/with filing cabinets. Ridermanuals/.226. Delta Radio, 1513 Fire-stone Blvd., Los Angeles 1, Cal. I.09-0754.

SALE

* USED-TV'S *xs

WHOLESALE TODEALERS

100's OF SETS TO CHOOSEFROM

LOW SHIPPING COSTSANYWHERE

TV BROKERS4920 W. PICO, L.A. 19

\S' 1-5622

SERVICES

TV TUNERSREBUILT OR EXCHANGED

ALL MAKES - ALL MODELS$9.95

L.A. TUNER EXCHANGE4611 W. Jefferson

Los Angeles 16, CaliforniaRE 3-9189

POSITIONS OFFERED

WISH TO BETTER YOURPOSITION IN LIFE??

If sou are a sales type, and knowradio -TV parts, you may qualifyfor a good sales position. Largewholesale distributor has excellentopportunity for a sales representa-tive to call on dealers in Metropoli-tan 1..A. Area. Sell electronic part,.radios, phonos and Possible$7,000 to $10.000 -per -year earningsfor hardworker. Call RI 8-7131(LA.).

ELECTRONICENGINEER

With experiece in radio interferenceduction & filter design.

HOPKINSENGINEERING CO.

EM 1-869I ILA. area )

re -

WRITE YOUR OWN WANT AD

Blind Box No.? Run for times.

How large do you want ad?_

NAME

ADDRESS

CITY ZONE STATE

Signature

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

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

RATES: $.95 Per Line. Minimumfive lines.

DISCOUNTS: Less 10% 2nd3rd times; less 15% there-after.

BLIND BOX NO'S: Add 50c.

POSITIONS WANTED: Less15% cash with order.

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

NOVEMBER, 1 9 6 1 29

MODERN

Apr vice dealerEDITORIALLY SPEAKING

CSEA SAN DIEGO CHAPTERS

Last month CSEA Chapter 13 and 18 in San Diego voted to cease publicationof their monthly bulletin and endorse MODERN ELECTRONIC SERVICEDEALER Magazine through its support both editorially and advertising. It wasthe opinion of these two groups that the over-all picture was bigger than justa localized program and that this move would be in the best interests of CSEAas a whole.

Needless to say, this was a big move for this organization since, at least in asmall part, they took another step towards losing the local identification of theirchapters in favor of the state wide organization.

These San Diego Chapters have always been two of the stronger groups ofCSEA and have always been in the front with new ideas that would benefit theindependent dealer. They have always been progressive in their thinking and thefirst to right a wrong or to bring it to the attention of the state officers.

I commend these men for having the vision of looking at a whole and not aportion. I say this not because of the affect it may have on our publication butrather as another positive move towards a stronger more unified state association.

COLOR OBSERVATIONS

All of a sudden it looks as if the colored panic button has been pushed judgingfrom the demand for color seminars by dealers throughout the state. All indicationsare that this year's Christmas sales of color sets will exceed the combined totalsof the past three years and some dealers are finally waking up to the fact thatcolor has arrived. Of course the entrance of almost every major manufacturerinto the color program has helped the overall sales picture but only the dealersthat capitalize on this upsurge of interest by merchandising color SALES as wellas service will be in a position to really do a job. I am sure I don't have to tellyou what an important spot you're in to sell color sets. The foot is in the door whena set needs work. Color has been developed to a point where it will not need a lotof adjustments and they can be serviced. Let's make that sale . . . remember thereis still a profit in color sets.

CHANGING TIMES

Only a few years ago a dealer, if he wanted some parts, made a list and thena trip to his local distributor. He had some type of system that had the form ofan inventory control and it worked out quite well. Needless to say, it ain't thatway today. The word inventory control has less meaning than it had then and ithas been replaced by a series of time consuming high cost distributor salesmenthat will take an order for a nickle capacitor. It seems to me that a lot more wouldbe accomplished if the old and new system could be combined. The dealer stillhas to run for the distributor when he needs something, basically because he isalways waiting for another salesman. Maybe the old grocery list on the kitchenblackboard approach would do it but I would rather see a dealer actually setup some form of inventory control that would give him some idea as to what heneeds now, what he could use tomorrow and what he has used in the past. Theservice dealer is a businessman and he shouldn't have to run to the store if hemisses the bread wagon.

30 MODERN ELECTRONIC SERVICE DEALER

Here it is...the EASY WAYto Transistor Servicing!

FREE!REPLACEMENT

GUIDE

WITH EVERY

ALL-AMERICAN 8

KIT

FEATURES OF THE RCA ALL-AMERICAN 8

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Covers over 80 brands of radios. Covers over 450 different radio models. Covers nearly 2,000 sockets. Low, low cost units. High quality units-same units as supplied to OEM users. Why substitute when you can get the original types at a low cost. Foreign and domestic. Free replacement guide with purchase of each kit.

AUTHORIZED

ANDREWS ELECTRONICS1500 W. Burbank Blvd., Burbank

VI 9-4748

DUNLAPELECTRONICSServing the "Heart"

of California

majority

RCA DISTRIBUTORS

DEAN'S ELECTRONICS2310 Long Beach Blvd., Long Beach

NE 8-9314

RADIO PRODUCTSSALES INC.

1501 So. Hill St., Los Angeles, Calif.RI 8-1271

2001LOW COST

WESTERN RADIO1415 India Street, San Diego

BE 9-0361

HURLEY ELECTRONICSSTORES IN: SANTA ANA, OXNARD, LONG BEACH,

SAN BERNARDINO, ONTARIO, OCEANSIDE

21440!

LOW CI

21

101

New Sylvania Technique eliminates erratic pin solderingPicture tube callbacks due to "open -pin connections" dramatically reduced

The "old" conventional pin soldering method relied upon con-tact between pin and wire only at their tips.

New Sylvania pin soldering technique extends solder far up intothe pins-provides maximum contact with the wire-assures lowelectrical resistance and high mechanical strength.

What does the new Sylvania pin soldering technique mean to you? It means thesolution of a long-standing, industry -wide pin soldering problem. Callbacks willbe reduced - crimping and resoldering will be a thing of the past.Thousands of service technicians have proven for themselves-in millions of servicecalls-that Sylvania SILVER SCREEN 85 TV PICTURE TUBES are the surestway to build a better business. You should, too. Electronic Tubes Division, SylvaniaElectric Products Inc., 1740 Broadway, New York 19, N.Y.

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