This section is from the "Studio Light And The Aristo Eagle - A Magazine Of Information For The Profession 1909" book, by Aristo Motto. Also see Amazon: Studio Light And The Aristo Eagle - A Magazine Of Information For The Profession 1909.
It's the man who can do unusual things just when they are needed that gets the big money. The only man at hand who can deliver what some one else wants, and wants badly, can come pretty near obtaining his own price for it.
Any commercial photographer can go out and make an outside job, but just for this reason his profit on the job is often small, because the man across the street or in the next block can do it just as well as he can.
There are lots of jobs the man with the ordinary equipment can not do, just aching to be done, and lots of prospective business to be worked up from the work already in sight. Let us take for instance a real estate dealer who has a beautiful country home or estate placed in his hands for sale. Now there is a good fat commission for him if he effects the sale, and he wants that commission badly, and is worried every moment for fear the owner will place it in some other agent's hands, and that the other agent will find a purchaser first. He will rush every probable customer he can get hold of out to see it, but supposing he learns of some customer at a distance, or one closer at hand, that for some reason cannot come and view the property, wouldn't he be willing to pay a big price for a picture that would clearly and adequately show the estate and its surroundings? Fifty, a hundred or even three hundred dollars wouldn't make much of a hole in his commission on a big sale like that, and he would be a poor business man indeed who wouldn't risk a little to gain so much.
But where could he get a picture or pictures like that made? You couldn't make 'em right with your view box, or Smith or Jones with their regular outfits couldn't either, and so Mr. Real Estate Dealer just goes begging some one to make this nice big bunch of easy money.
Pretty soon he learns of a man in a near-by city that can make just what he wants, out he goes. "Tompkins, can you make me some views of an estate that will show just how it looks, something that will take in a lot. and show not only just how the country home looks, but just how it appears when you are approaching it, and the splendid panoramic views from the library or front portico?" Tompkins says, "Surely, I can," shows him some samples of work, and names a good fat price. "Hang the price," says Mr. Real Estate Dealer,"how soon can you make 'em?" and pretty soon in walks Mr. Tompkins into your town with his Cirkut Camera, and carries off a lot of dollars that might have gone to you.
But I can't afford to keep a special outfit on hand just for a job like that - of course you can't, and neither can Tompkins, but between ourselves, the first job or so Tompkins made with his Cirkut paid for his outfit, and now all he makes with it is largely velvet, and his Cirkut is kept pretty busy.
When Tompkins bought his Cirkut he didn't hide it away in a closet and say nothing; no, sir, he went out and made some samples - good ones, framed them up and placed them where people could see them and know that Tompkins made them. Then the first job came along, Tompkins named a good price - but no one else at hand could do the job.
There are a multitude of opportunities to make pictures that only the Cirkut can make, right at hand. Real estate men, owners of country estates, factory corporations, railroads, highway commissions, contractors, promoters of athletic events, all are not only possible but very probable customers.
Don't let Tompkins come into your territory again, but land this extra profit for yourself.
A postal card to the Century Camera Division at Rochester will bring you a most interesting booklet telling you all about the Cirkut - there is a mail train going that way to-night.