This is another modified extract from my forthcoming book, “A Salesman’s Story (Or Don’t Spend the Commission)
In the early 1980s, the cutting edge of office printing machines was an electric typewriter, and I sold many different models, from a simple “sit up and beg” typewriter, right up through the range to the latest electronic machines that offered a single line LED display, a 4,000 character memory and a Daisywheel printer.
Even in the early 1980s, standard electric typewriters still had a market, particularly with solicitors, as the weight of paper used for legal documents presented a problem to the electronic machines, mainly due to the hammer not striking the character hard enough against the paper to place a successful image on the underlying copies.
Now, I should explain here, that the Eagle 800 was built like a tank, and normally printed via fabric ribbons, which were bi-colour, with one half of the ribbon being impregnated with red ink, and the other half with black.
When powered up, a motor would run, which would spin a powered rubber roller. If a key were pressed, the associated type hammer (bearing a cast image of the appropriate character) would press against the spinning roller, and be flung upwards at great speed.
A simple mechanical link would lift the ribbon carrier to coincide with the type hammer striking the platen, upon which the paper sheet was clamped. The type hammer would then fall back to its rest position.
Now, some of the keys were fitted with a repeat function. For example, the letter “X” key could be held down, and the letter x would be repeatedly typed onto the page, enabling lines of incorrect text to be obliterated from the page.
So, now you know the basics…
As salesmen, we not only had to know the basics, but also had to know every feature, advantage and benefit that each machine in the range was able to offer. To ensure that I had the necessary tools in my sales kit, I was sent to the manufacturers premises in Leicester to attend a product course.
Our instructor, a portly little chap called Richard Scratcher, was explaining the features, advantages and benefits of the Eagle 800 machine. He was extolling its virtues as a very tough and well-built piece of equipment.
“Now, I’m going to show you a very powerful sales technique, guaranteed to help you get the sale”. We all gathered close as he fumbled in his trouser pockets, finally producing a penny coin. He held it aloft like some kind of Devine talisman.
“To show how tough the mechanism is, simply hold the penny against the ribbon guide, and hold down the repeat “X” key, thusly”. So saying and with a very flamboyant flourish, he proffered the penny into the top aperture whilst holding the aforementioned key.
With a noise like a juvenile machine gun, the X type-hammer blurred against the ribbon guide, the carriage advancing at high speed with each impact, stuttering from right to left with a mechanical clatter.
The demonstration complete, the silence was deafening. He passed the coin amongst us; I was surprised. It was deformed, and deeply embossed with a capital X.
The theatrical impact of this would be impressive, and I determined to use this approach when I next went to demo an Eagle 800.
I didn’t have long to wait, and it was two weeks later that I received a call from Mr Rayne of Babbage de Chelwode solicitors in Crowborough. I had met Mr Rayne before when I sold a dictation system to the practice.
He was a curious individual, a cross between John Lennon, with his long, lank, greasy hair, and Marty Feldman, with his bulging eyes lurking behind large, round glasses.
He also had a bad habit of suddenly stopping speaking in mid-sentence, and after a variable amount of time would suddenly recommence. It was like his brain worked slower than his mouth, which had to stop until it had received the next packet of data. It was most disconcerting.
Anyhow, he was looking to upgrade a manual typewriter and had received my letter offering good prices on the Eagle 800.
So here I was, sitting across the desk from him, in the wonderful old Jacobean room that served as his office.
“Now, you see, we have legal engrossment paper here, Judi………………”
I waited. And waited. He was still staring at me through his glasses, like a scene from a Wild West poker game.
I leaned forwards. “Judy?” I ventured, hoping to re-activate his speech system.
“Yes. Judy. You know. Judicial paper for wills and stuff. It’s thick and that’s why we need a manual typewriter as it needs to cut a carbon copy underneath”
I nodded, explaining that there was no typing job the 800 couldn’t do, said with a confidence that was belying my uncertainty.
Paper is graded on its strength in terms of the weight it will bear, expressed in grams per square metre. To assess the standard weight of paper, a square metre of it is clamped into a frame, and weight is applied to it until it bursts or tears.
General-purpose paper is anywhere between 70gsm and 90gsm. Luxury and specialist paper is over 100gsm, with legal paper at the top end of the spectrum at 120gsm.
Naturally, a copy would be needed, so the carbon paper would be beneath the Judicial paper and the copy paper beneath that. My guess was that the total paper weight would be almost 200gsm.
I seriously wondered whether the Eagle electric 800 would be man enough.
I really shouldn’t have worried.
I had set the machine up in his secretary’s office, which was gloriously untidy, with files everywhere, flowing as if a waterfall from her desk, over the carpet.
Now was my moment!
I walked over to the machine and pulled a penny piece from my pocket. I could see they were both regarding me in confused silence.
“To demonstrate the power of the 800, I would like you to watch this”
With a flourish, I placed the penny inside the machine, locating it against the ribbon guide. Whilst looking them in the eyes, I confidently pressed the “X” key and was rewarded with the high-speed clatter of the type hammer reverberating against the coin.
I lifted my finger from the key and passed the coin across to Mr Rayne. He took the proffered penny, and held it up, examining its distorted shape and the deep impression cut into it by the machine.
“Wow!” He exclaimed. “Take a look at that Mary”, passing it to her.
She looked at it – a bit dubiously, I thought.
“So, now let’s have a crack at your heaviest legal paper. By the way, if it does what you want it to do, will you be in a position to place an order today?”
“Oh, I think so….we really need to……………………”
Mary and I both watched him in silent anticipation, waiting for him to finish
“……..bring ourselves up to date”
I inwardly smirked. The 800 was superseded a couple of years ago by the golf ball typewriter, and the golfball was now being superseded by the daisy wheel. Up to date indeed!
I watched as Mary pulled the bail bar forwards, and wound the unwieldy paper onto the carriage.
She started pecking away at the keys, suddenly exclaiming “Oh…it’s not working”
I smiled as I reached forwards, switching the machine on “You now have the luxury of electric power. You don’t need to hammer these keys as heavily as on your previous machine”
The machine was quietly humming, and she hesitantly started typing, speeding up as she became used to the feel of the keyboard. At the end of the line, I saw her left hand reaching for the carriage return lever, which would have been used on a manual typewriter to push the carriage back to the right-hand stop, and advance the roller by one line.
“It’s a common event” I laughed, showing her the key marked RETURN. She pressed it, and the carriage smoothly moved. “Oh My,” she remarked.
Now she was up to speed, and we allowed her to type a few paragraphs.
She pulled the document from the carriage, and we all inspected the output. The print was crisp, dark black, and perfectly aligned. The carbon copy was just as good.
I dramatically passed the carbon copy to Mr Rayne, and he was suitably impressed.
Twenty minutes later, I was happily sitting in my car in the car park, filling out the rest of the rental agreement. Tapping away at my calculator I worked out that a thirty-minute meeting had netted me a cool £60* commission. Snapping my case shut, I started the car, wound down the window a crack, and stoked up a Bensons. I idly watched the tendrils of smoke being slowly and gracefully sucked out.
Twirling the key in the ignition, I decided to head back to the office.
I swung into the office car park in what I considered to be my exuberant fashion. The Managing Director referred to it as “You arsehole” fashion. I know this, as he indicated his feelings by bellowing into the car park from his office like a fairground barker, calling into question both my driving ability and my parentage.
I smiled, and waved cheerily up at him, which, judging by the further incoherent ratings, merely proved to enrage him further. I strode briskly into the office, charging up the stairwell two at a time, running into the Sales department, and plonked myself down at my desk. I bashed away at the calculator, which confirmed that so far, I was having a very good month, and would hit target without breaking a sweat.
I checked my diary for the next day and saw that I had a fairly relaxed day, starting with a local farmer, a simple drop off on the industrial estate, and then a visit to an author to sell a binding machine.
The next morning dawned bright and sunny, as I made my way to the rambling old farm in Turners Hill.
This was going to be a simple drop off, and a demonstration of how to set the machine up. I knew that he was pretty switched on, and would pick it up in no time. I was confident that this would be a mere formality prior to me raising an invoice for £400!
My assessment proved to be accurate, and I was finished with him by eleven o’clock. I drove sedately down passed the fruit farms and into the industrial estate, cutting through the side roads of Three Bridges.
Parking up at Worldwide Injection Moulding’s Goods Inwards, I hefted their new typewriter – still in its box – into the bay, and got the warehouse foreman to sign for it, and then I was off again, heading back south and cross country for the pretty village of Horsted Keynes.
The Author was an elderly American chap, called Cyrus J Whittaker. He was the archetypal hippie, with his long grey hair pulled back in a ponytail, secured with a bandana, and wearing a battered old straw hat which I think was actually an integral part of his head – I had never seen him without it.
He was always friendly, and frequently offered me some of his homegrown pot. Today was no different, and on this occasion, I decided to accept his offer. He passed me his tobacco tin, some papers, and a plastic bag full of leaves. I duly rolled a respectable reefer, and we both lit up.
I ambled back to the car, and pulled out the thermal binding system, which I was to demonstrate.
Once the machine was plugged into the mains, and up to temperature, I showed him how quickly he could bind a book. The folders all had pre-glued spines, and the required pages were simply laid into the spine in the correct order, and the whole book placed spine down into the mouth of the machine.
A simple timer would indicate when the process was complete, and the thermal glue had melted and stuck the pages securely to the book.
In his chemically-induced pliant state of mind, he readily agreed to sign the paperwork, which I happily secreted away into my briefcase – just in case he had second thoughts.
It was well gone one o’clock when I walked slightly unsteadily back to my car. I drove very carefully over to the next village and parked up at the Coach and Horses. I was a little disappointed, as none of my friends were about, so I ordered Ham Egg and Chips, and a pint of Harveys.
As usual, the food was excellent, but the combined effects of one large organically grown reefer, and a pint of Harvey’s Best made me very sleepy. I knew that I would have to sleep this one off, so I drove a mile or so up the road to Ghylls Lap car park on the Ashdown Forest, rolled back the seat, and took a restorative doze for a couple of hours.
I woke up refreshed and decided to finish off the promised deliveries. I would need to get a hustle on…
I finally arrived at Babbage de Chelwode’s at a quarter to five, so it would be a quick dash. Happy Jack the town’s parking warden would be on his way back to the Town Hall to sign off duty, so unless I was very unlucky, I could park on the double yellows for the duration of my call.
I switched the hazard lights on, and trotted up the steps, and into the cool reception area.
I was swiftly shown in, and Mr Rayne stood to greet me. I walked forward, extending my hand to shake hands, but he recoiled away. I soon saw why. He held his hand aloft, the thumb was thickly bandaged.
“Ohh – that looks nasty” I exclaimed “What did you do?”
He looked at me very sheepishly. “Well, I had a colleague from Bennisters here yesterday……”
He stopped. I waited. He was still looking at me, and I nudged him “Yes….”
“Well, I decided to show him how tough my typewriter was, so I tried your trick with the penny”
“Yes…” I said, encouragingly.
“Well, it must have slipped, and I engraved a letter X through my thumbnail, and about a third of my way through my thumb”
I visualized this, and immediately had to suppress the desire to laugh out loud.
“Oh dear” I sympathised “That must be really painful”
He grunted his agreement, and I carried on “Does he want a machine as well?
“He didn’t say – as I had to go to the Village Hospital to get the bleeding to stop”.
Flipping my notebook open, I swiftly jotted down that Bennsiters could be in the market for a new machine.
“So” I said, snapping my notebook shut, “I’ll be getting on then. I hope that the machine continues to perform well. I will get the engineers to pop over sometime within the next week or two just to check the adjustments.”
He continued to gaze at me through his glasses, not saying anything, so I picked up my case, and quietly left him alone, contemplating his butchered thumb.
£259.00 in 2020*