TLS signed “Thos. A. Edison,” one page, 8.5 x 11, From the Laboratory of Thomas A. Edison letterhead, November 21, 1922. Letter to one of his salesmen, Hal Starrett, in part: "When a dealer does other business and already has a truck he can put a phonograph in and out for less than 75¢. But here is the point: He will most likely credit on his books $1.00 to $1.50 to his truck and in his own mind he will actually think he is not making as much money on his phonograph department as he really is making. It is important on our part to see that he charges no more on his books for trucking than the price at which the work can be done by outsiders; and it is the same with all other items, such for instance, he may charge too much clerkage, etc. I am sure that $4.50 trucking expense on every sale is a reasonable figure and it can be done at that. The figures I sent were hypothetical and were based on the sale of one Heppelwhite. Of course, I know that your sales were higher. I was trying to show that under these conditions the dealer should net a certain sum. It is important that we watch the dealers expenses as they go on his books." In fine condition, with staining along the top edge, and multiple punch holes along the edges.
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