Keen competition in manufactured articles has brought about increasing
difficulties in the sales of machinery. The manufacturer has learned,
by sad experience, that it is sometimes impossible to convince his
prospective customer of the superiority of his product over that of a
rival firm, without actual inspection. Size prevents him from carrying
his machine to the customer, and distance will not permit the customer
to go to the machine. In this dilemma the progressive manufacturer has
joyfully hailed the advent of the motion picture film which enables him
to display every step in the manufacture of the machine or articles,
and every phase of its operation.
When the maker of machinery, plants, and equipment asks the average
person to look over blue prints and written descriptions, and thus
form a conclusion as to the worth of his products, he usually finds
himself in a difficulty. It is mentally impossible for the general run
of people to visualize or imagine a plant or machinery in working and
running order from an inspection of drawings and written descriptions,
no matter how graphic or conclusive they may be.
Machines are generally too large to be shipped around for inspection
by the prospective customer. It is physically impossible to ship all
plants and processes, and very frequently the prospective purchaser
cannot arrange to visit a place where machinery can be inspected. The
modern motion projector is light in weight, small in size, and can
be easily operated. Films can be shown at any place, at any time,
and are the ideal method of demonstrating the salesman’s wares. Some
manufacturers are making a speciality of these portable projectors,
which may be tapped to the lighting circuit and used in the office of
the prospective customer, with a blank wall as a screen.
This method of exhibition has been hailed with delight, and the number
of manufacturers availing themselves of this medium of salesmanship
grows in number day by day.