The Salesman Sample: Tiny Tools of Trade
In the late Victorian era, salesman samples of household products were important promotional tools. Now, they are valuable collectibles.
The late nineteenth to early twentieth century saw a host of dramatic changes in American society. Technological innovations enabled mass production, and a growing middle class meant there were plenty of consumers to buy the plethora of products. More convenient manufacturing led to new businesses popping up across the country, which in turn required brands to advertise and promote themselves to distinguish themselves from the competition. Colorful printed ads and painted signs planted names and images in the public consciousness, but, for many manufacturers, one of the best ways to promote their products was to provide prospective customers with samples.
Salesman samples were miniature, usually functional versions of items like furniture, household appliances, and farm tools. One quarter inch to one foot was a typical scale. They were used in advertising displays or carried by traveling salesmen. They may have been used as children’s toys, too; for example, miniature pieces of furniture could decorate a dollhouse, or a child could learn to cook on a tiny cast-iron stove. This can cause some confusion among collectors. When a piece isn’t marked or doesn’t have an identifiable maker, it isn’t always clear whether it is a salesman sample or an especially well-made toy. Sometimes this can be an advantage for sellers. The considerable crossover means that salesman samples can appeal to both toy collectors and advertising enthusiasts, leading to high prices.
A miniature oak cabinet measuring 21 inches tall, made between 1880 and 1900, exceeded its $900 high estimate, selling for $1,320 at Morphy Auctions in June. In true late Victorian fashion, the maker managed to fit a large amount of detail into the small form, including an overhanging top, an arched glass door on the upper section, and carved leaves, figures, masks, and geometric patterns. It is believed to be a salesman sample, but the auction house suggested that it might be an apprentice piece, created by a cabinetmaker-in-training to demonstrate their skills. Either way, it is an impressive showcase for its maker.
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