Showing posts with label Commerce. Show all posts
Showing posts with label Commerce. Show all posts

Sunday, May 12, 2013

1920s Rare Book 'Wants' list

An old list (a 24 page pamphlet) put out by a superior antiquarian bookshop (Walter T. Spencer) in 1920s London. The bookseller has noted almost every single desirable book at that time. Many titles are now forgotten, no longer wanted, impossible to find OR still extremely valuable or even more wanted now than then (e.g. Jane Austen, The Brontes, Beardsley, Wilde.)

BOOKS AND PRINTS 

SPECIALLY WANTED TO BE PURCHASED 

- BY - 

WALTER T. SPENCER, 

27, NEW OXFORD STREET, LONDON, W.C. 

(Opposite Mudie's Library and near the British Museum). 

Telephone No. 5847 Central. Telegraphic Address- "Phiz, London." Private Address- CULVER HOUSE, THE ESPLANADE, SHANKLIN, ISLE OF WIGHT.



Bankers - LONDON & COUNTY (New Oxford St. Branch).


Any Parcels of Books sent, I willingly pay carriage both ways, if we do not come to terms.



Cash always sent by Return Post. Established 1884



→ Shall be glad to hear of Imperfect Copies or Odd Vols of any Books or odd plates in this List.



Many of the books were very rare even then - especially anonymous pamphlets put out by the Romantics and items such as Elizabeth Barrett Browning's impossible first book Battle of Marathon. Spencer's list encapsulates bookseller wisdom of his age and rarities passed down from 19th century book sellers. These were the 'sexy' books of his day and some of them are still appearing on wants list, some no longer wanted or too easily found (e.g. Charles Lever, Frank Smedley, Walter Scott.)

Spencer, known in the trade as 'Tommy', wrote a memoir "40 Years in my Bookshop" (London 1923) that reveals part of his story. Spencer's dates were possibly 1866-1964, he is unknown to Wikipedia and the DNB but these old booksellers lived long lives. He was a major book seller of his time, a friend of forger Thomas J. Wise and appears to have dabbled in forgery himself. His shop was at 27 New Oxford Street and he dealt in prints, plate books, bound sets, the Romantics, Americana, first editions of his time (Wilde, Conrad, Galsworthy, etc.). A big Dickens man, popular with visiting American plutocrats like pickle king Henry J. Heinz and numbering among his customers, Sir Henry Irving, Gladstone, George Meredith, Andrew Lang, Gissing, Pater, Swinburne, and Richard Jefferies. Specialist bookseller (1890s) Tim D'Arch Smith recalls Spencer trading from Upper Berkeley Street in the late 1950s. He even remembers his bookseller code - 'TWICKENHAM' with T standing for one, W for 2 etc., 

 O.F. Snelling wrote in a book trade memoir '...much of what he knew has certainly gone into limbo...some of the best tales I ever heard of Spencer's dealings never got into his book.' He was a constructor of false provenances, involved with some fake Shaw letters, a maker up of questionable sets of Dickens in the parts and would also 'sophisticate' books with unacknowledged facsimiles. His 1920 wants list (undoubtedly effective) could, to a great degree, have been the source of his fortune. It partly answer bibliophile A.E. Newton's remark- 'How he does it, where he gets them, is his business.' There is often an ingenious trick or stratagem behind fortunes made in the book or art trade.

The first book mentioned Absurdities In Prose & Verse is illustrated by Alfred Crowquill (pic by him above) with 13 hand coloured plates and now goes for £150 + in nice condition, for the ninth book in the list - A Declaration of the State of Virginia (1620) sells for circa £15000. It is likely that Spencer put many standard collector's books in his list to hide the occasional devastatingly valuable book. 


Absurdities In Prose Verse, 1827
Account of New South Wales, 1804
-Any Books published by him, with coloured plates
Actors by Daylight, 1838-9, 55 Nos.
Actors by Gaslight, 1838, 37 Nos.
Adair (J.) History of American Indians, 1775
Adam (R. and J.) Works in Architecture, 3 vols, folio, 1778, &c.
Addison (J.) Damascus and Palymyra, 2 vols, 1838
A Day's Ride, second edition
A Declaration of the State of Virginia, 1620
A Dialogue in the Shades, 1766
Adonais, an Elegy on the DEAth of John Keats, by P. B. S., Pisa,1821
Adventures of a Post Captain, with coloured plates, d (1821)
Adventures of Count Fathom, 2 vols, 1753
Adventures of Sir Launcelot Greaesv, 2 vols, 1762
Adventures of Ulysses, 1808
Adventures of Johnny Newcome in the Navy, 1818
Adventures of Mr. Ledbury, 3 vols, 1844 or 1846
Advice, a Satire, 4to, 1746 

Sunday, March 10, 2013

Selling - 'Walk like a million dollars'

The Opportunity Course in Practical Selling. By Charles B Roth.(Chicago 1952) A correspondence course of a dozen (?) 4 page leaflets.

Handy tips on door-to-door selling. E.g. - 'always sell them through the eyes' -let the goods sell themselves by showing them and using the "eye lock" i.e. keep the buyers attention on the goods. As for looking at the prospect in the eye Roth advises looking at what he calls the "black dot" - an imaginary spot on the bridge of the prospect's nose - it is less embarrassing than looking the person directly in the eyes.

Selling begins before you actually get to the door… Roth gives details of the million-dollar walk.



The approach to the house begins with your walk. It can make the sale for you, keep you from making the sale, just the way you walk to the house. He talks of a seller who was failing to sell goods - saying to him "..you didn't deserve to sell. Your walk was wrong. I watched you. You were all hunched over. You walked like a man who expected failure, not success. Suppose you just made, or knew you were going to make, a million-dollar sale. How would you walk then?"

"Why man how would I walk then!? I'd square my shoulders, swing my arms, and really step off! I'd walk like a million dollars!"

 "That's it exactly - you'd have a million-dollar walk. Well, have one – and you will make million-dollar sales."

 He took it to heart. He walks like a million-dollar salesman now, chest out, head up, arms swinging, confidence in every movement. The first thing to remember in getting up to the house is – walk like a million dollars. 

How to ring a doorbell. A friend took over a faltering direct sales team and literally remade it in the simplest most unbelievable way imaginable – by teaching the team how to ring a doorbell! It seems pretty childish, to think that grown men and women, who know how to make out roadmaps and tie their own shoes, should need to be told how to ring the doorbell. 

There is a language of doorbells which every prospect subconsciously understands. You can ring it as a beggar would. And not get in. Or you can ring it as a person who knows he deserves attention would -and get in – and get an order. The secret of how to ring a doorbell? Two rings, never one. A good old family hearty ring of two sharp blasts, and the woman thinks it's somebody she knows or at least somebody special. So she answers the door -not every time but practically every time -enough times anyway to make you a lot of money. 

Roth advises "when the woman answers the door step back, this is to show you are not trying to force your way and you are not crowding her." 

What does the salesmen do with a slammed door full in the face? The best salesmen handle that in the only way it seems to me possible. They take the door slam in good grace. They do not pout ..and make it a point to call back next time with lines like  "I'm sorry Mrs Watkins I called at such a bad time last week I know how busy you are and how much you must resent interruptions and I don't blame you a bit…" The prospect is on the defensive now..

Wednesday, February 27, 2013

Gordon Selfridge & The Romance of Commerce


Gordon Selfridge's The Romance of Commerce was published by John Lane-The Bodley Head in 1918. It has chapters on ancient commerce, China, Greece, Venice, Lorenzo de' Medici, the Fuggers (600 year old German retailing dynasty) the Hanseatic League, fairs, guilds, early British commerce, trade and the Tudors, the East India Company, north England’s merchants, the growth of trade, trade and the aristocracy, Hudson’s Bay Company, Japan, and 'representative businesses of the 20th century' (i.e. Sefridges-- an excellent study of running a huge store, distribution, chains of command with a 6 foot folding chart).This copy is signed by the Merchant Prince - 'To travel hopefully is better than to arrive and all true success is labour. H. Gordon Selfridge 1929.'