Quoted from shadetree77:
How did pinball manufacturers advertise their new games to operators/dealers? I know they made flyers and sent those out because I've seen them with specific business addresses stamped on them. But is that the only way they did it?
I started following pinball in the 1960s and have filled in more historical details since then (and still doing it). I believe the following is a comprehensive answer to the question.
1. Flyers, as you say. Most were sent to distributors; more on that below.
2. Advertising in the relevant trade magazines of the time. Billboard, Cash Box, Vending Times, Playmeter, RePlay (which still publishes), or whatever.
3. Produce a press release and publicity photos, which were sent to the same trade publications.
4. Take booths at the relevant trade shows of the time such as the MOA/AMOA show.
5. Sometimes a company would go through a phase of doing direct mail to operators.
6. Pressure the distributors to do the heavy work. Distribs did much more of the direct mail, and nearly all the outbound calling, maybe even drop in to visit an arcade or operator's office, if the knew that the person with buying authority would be there.
I think the above is everything that would be expected of a Sales Manager in the EM era.